It’s the Chef, Stupid, Not the Food or the Decor

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The latest Forbes Special Issue devotes an entire page to restaurant reviews:

  • “Lively French bistro with Austrian overtones in menu and decor, epitomized by its sensational schnitzel Viennoise.”
  • “Magnificent Middle Eastern meals, especially the breads and spreads.”
  • “Blonde wood room effectively fuses two of the world’s greatest cuisines: Japanese and Peruvian.”

As a person who appreciates both good food and good content, I couldn’t help thinking that, of the 25 different descriptions of sumptuous eateries, all highly complimentary, there was only one that stood out above the rest:

“Iconic chef Marcus Samuelson’s new restaurant reflects the fusion of his birthplace Ethiopia and his adoptive home of Sweden, where he was raised. The blending of the two influences is astonishingly successful in one delectable dish after another.”

In another Forbes article, one published more than ten years ago, “5 Keys to Successful Small Business Marketing”, Ty Kiisel wrote, “Because business is personal, sharing a little of yourself makes you more accessible. People like doing business with other people. Over the years,” Kiisel revealed, “my readers have gotten to know me because I share with them some of the details of my life.”

The Forbes restaurant reviewer, by sharing information about the chef,  not only about the food, made me feel that I was meeting a person, not merely being presented with a product.

In content marketing, we teach at Say It For You,  stories that “humanize” the owners and workers, even stories about past mistakes and struggles, tend to generate feelings of admiration for –  and trust in – the entrepreneurs or professional practitioners who overcame both outside obstacles and the  effects of their own early mis-steps.

It comes down to storytelling – Why did those owners choose to do what they do? Where did they come from? What are they most passionate about? What are they trying to add to – or change – about their industry?

It’s the chef, (stupid), not the food or the decor.

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Does Fact-Finding Break Trust or Make It?

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The main purpose of a financial advisor’s initial meeting with a prospect, as it’s currently conducted, is to gather facts and information that will help the advisor create a financial plan for that high net worth prospect, Ari Galper writes in Advisor Perspectives,.  Problem is, Galper points out, in any sales context, until the prospect feels in their gut that this advisor is the one for them — that there’s something more to the process than just “running the numbers”, nothing is likely to happen. That’s because, Galper asserts, being cross-examined is the opposite of trust-building. What’s more, he says, contrary to what many marketing gurus teach, prospects’ ultimate decisions are not driven by information but by emotion.

This insight translates into content marketing in two important ways: 

  1. Offering little-known explanations and citing statistics that explode common myths is a good way to engage online readers’ attention, offering business owners and professional practitioners the chance to showcase their own knowledge and expertise in interesting ways. The fly in the proverbial “ointment” is that people don’t like to be proven wrong. The skill lies in engaging interest, but not in an “I’m-the-expert-and-you’re-not” fashion. Allow for the fact that anyone might reasonably have come to an incorrect conclusion before becoming aware of the facts you’ve now provided.
  1. While Galper stresses that in a financial advisory setting, trust-building questions need to precede fact-finding queries, when it comes to online content marketing, the process is reversed. The “fact-finding”, accomplished by having content writers gain an understanding of the target audience, comes first.  Only then can the content in an article, newsletter, email, or social media post result in a “meeting” of business owner and reader “prospect”. In content marketing, you have have to know your target audience before asking them to take action. Consider age, gender, nationality, where your target readers “hangs out”, what they read and watch, and what they’re saying on social media, in interviews and in focus group.  What causes do they support?

For financial advisors at an initial interview with a prospect, putting fact-finding first can break, not make for, trust. For content marketers, fact-finding before-the-fact allow the creation of the “right stuff” for the “right readers”. 

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In Marketing, Punctuation Matters — a Lot!

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The best punctuation goes entirely unnoticed, even if it means breaking some rules, Sigl Creative reminds writers of marketing copy. The site offers a birds-eye view:

  • Periods, exclamation points, and question marks symbols mark the end of a complete thought. Periods are used the most, and readers will barely notice them.
  • Questions are great, drawing in the readers, posing a problem the reader wants solved.
  • Exclamation points, not used in formal writing, are appropriate for copywriting. You’re excited about your business, and you want the reader to be, too. (Don’t use too many, and never two in a row.)
  • Fragments (“Just. Like. This.”) break up the flow of words.
  • Em dashes (which interrupt a sentence with an idea) can be visually exciting.
  • Ellipses (a series of three periods) add informality, mimicking human speech.

But do these details matter?  Oh, yes! “You don’t want to distract your readers from the message you’re trying to send,” Jessica Perkins of Agility PR Solutions writes. Without proper punctuation, you can produce run-on sentences, dangling modifiers, or sentence fragments.

It’s not hard to find websites listing funny examples of how punctuation can lead to total misunderstanding, as I pointed out five years ago in this Say It For You blog:

  • A woman without her man is nothing.
    A woman: without her, man is nothing.
  • Let’s eat Grandma.
    Let’s eat, Grandma!
  • I have only twenty-five dollar bills.
    I have only twenty five-dollar bills.
  • I’m sorry I love you.
    I’m sorry; I love you.
  • The author finds inspiration in cooking her family and her dog.
    The author finds inspiration in cooking, her family, and her dog.

Anything that puzzles readers interferes with their interest and engagement, defeating the purpose of the content. In today’s competitive business world, content writing is a tool for “getting personal” and earning trust. As writers, we need to help our business owners express who and what they are, so that they come across as “real”. Being real, though, doesn’t mean being sloppy.

In marketing, punctuation matters – a lot!

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Font Size Counts in Cars and Content

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More than two million Tesla vehicles are being recalled because of font size??  

It’s true. According to the National Highway Traffic Safety Association, a recent safety compliance audit revealed that on a number of 2012-2023 models, the brake, park, and antilock brake warning lights have too small a font, making critical safety information simply too hard for drivers to read.

In any text, typography  helps users to  understand the organization and importance of content,  Ashish Kumar Tiwari explains in elearningindustry.com. The font is just one element we use in communicating information effectively so as to enhance the user experience, Tiwari adds. While the size of the font is important, spacing, line length, and alignment also play a part.

The goal, of course, in all printed or online material is to ensure that the content is easily readable and accessible to users, preventing eye strain and enabling effortless reading.  That involves using:

  • legible typefaces
  • appropriate font sizes
  • suitable spacing
  • hierarchy (bolded headings, for example, allow users to understand the organization of the content)

As a content marketer, I particularly appreciate the author’s emphasis on “ensuring sufficient color contrast between text and background”.

“Fonts play a crucial role in establishing an online brand’s visual identity,” Romain Juillet reminds business owners.  “In a highly competitive online market, the following cannot be repeated enough: first impressions really do matter.” Juillet explains the two main categories of font:

In serif fonts, the letters have extra strokes on the ends, are are considered to evoke a more formal, classic mood; sans serif fonts have no strokes, and are viewed as more casual and minimalist. (This Say It For You blog has always used the Arial sans serif font, which many consider ideal for digital content.)

Brands often use different fonts for different products. Coca-Cola, I learned years ago, chose different fonts for its Coca-Cola, Diet Coke and Coke Zero products. For us content writers for hire, the font we use should match the image projected on the client’s website. If the site is more traditional, we may want to use a more traditional serif font. If the client seems to project a more hip, modern look, the online content might be best presented in a sans serif font.

Serif or sans serif, Font size counts in cars and content marketing!

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Grounding Yourself in Purpose

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“Some ideas just stick,” Laura Spence-Ash tells writers in Poets & Writers magazine. It’s important for writers to pay attention and find patterns and concepts that they themselves find pleasing, using those patterns to “find a way forward” in expressing ideas to their readers, the author explains.

“Sticky” ideas are important in content marketing, because they help the different elements – social media posts, blog posts, web pages and newsletters – “fit together” as components in an ongoing strategy. At Say It For You, we use the musical term leitmotifs. “The leitmotif is heard whenever the composer (of, say, an opera) wants the idea of a certain character, place, or concept to come across,” Chloe Rhodes explains in A Certain “Je Ne Sais Quoi.

In planning content marketing strategy for your business or professional practice, one important step, we explain to our clients, is to select four or five themes that are important to your point of view. As their marketing consultants, we will then make sure those themes appear and reappear in all their marketing communications.

Not to be confused with “keyword phrases”, themes express desirable outcomes resulting from successful use of a product, a service, or a methodology. For example, a residential air conditioning firm might use keywords such as “air conditioning”, “HVAC”, and “air conditioning repair”. The recurring themes, in contrast, might be “comfort” and “a healthy home environment”.

When owners express doubt about their ability to keep generating new content, I often remind them of late CEO of Apple Computer, Steve Jobs. Biographer Walter Isaccson noted that Jobs owned more than a hundred black turtlenecks.  Not only was this convenient, but it conveyed Jobs’ signature style. For much the same reason, defining “sticky” concepts about your industry, your products, and your services, helps, not only in keeping content focused and targeted,  but keeping it going! 

“Grounding yourself in purpose” means focusing on the ideas and the phrases that you find “stick in your mind”, on principles so valuable to you that you feel compelled to share them with your audience.  Use those “sticky” word patterns and concepts to “find the way forward”, feeling compelled to share those ideas with readers.

 

 

 

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