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Blog to Become the JND

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blog marketing

It’s a term from the field of psychology, but the concept is one to which we blog content writers can certainly relate. The JND (just noticeable difference) is the minimum level of stimulation that is needed for a person to detect it, at least 50 percent of the time. For example, if you were asked to hold two objects of different weights, the just noticeable difference would be the minimum weight difference between the two that you could sense half of the time. The just noticeable difference applies to a wide variety of senses including touch, taste, smell, hearing, and sight, explains Kendra Cherry in verywellmind.com. If an experimenter were to slowly add tiny amounts of sand to one of your hands, asking you to say when you notice that one hand feels heavier than the other, that would reveal your JND.

“It’s best to think about who your prospective leads are online and what they might want to read, before sitting down to write a blog post,” Campaign Creators advise. The JND will be the precise point will online readers notice that their needs are being addressed and that the information you’re offering is relevant to their search. According to Internet Live Stats, there are around 5.5 billion Google searches per day or more than 63,000 search queries per second. With such an ocean of material available on the internet on every conceivable topic, at what point will your prospect undergo that minimum level of stimulation need to command her attention?

Always on the alert for ways to convey marketing messages through corporate blog content writing, I couldn’t help recalling Jeffrey Hayzlett’s advice in Success Magazine about grabbing the attention of would-be customers: “Aim for speed and immediate relevance”. There can be no “relevance”, blog content writers need to understand, until and unless the reader experiences JND.

To help that process, I teach Indianapolis blog writers to address five “why’s”:

  1. why YOU (the reader)
  2. why ME (the blogger)
  3. why THIS (the offer)
  4. why now (the urgency)
  5. why this price (the value).

Blog to help the Just Noticeable Different happen!

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Start By Being on Their Side

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being on the side of the reader

In his 30-second “elevator speech” introducing himself at our InfoConnect2 networking meeting, fellow member Cody Lents shared something I think blog content writers need to hear.

Most sales processes, Cody said, go as follows:

  1. Here’s what we have to offer….
  2. Here’s how it works…..
  3. Here’s how it can help you……
  4. What do you think?…..

In contrast to that features/benefits model, Cody’s message to a prospect runs more like this: “I understand you have some problems with ……. Let’s figure it out together.”

Cody’s words reminded me of a post I published six years ago, called “Business Blog Readers Need Content Writers to Get One Thing Straight”. Recommending anything, I reminded blog content writers, before you’ve demonstrated you’ve done your homework and that you understand the readers’ needs, well that is not likely to have them following any of your calls to action.

There’s just so much information out there for searchers to use, so many bloggers telling  what they have to offer, how it works, and how they can help. What needs to come across loud and clear is that the business owners or practitioners understand the readers and those readers’ specific needs and problems.

Another aspect of putting ourselves in prospects’ shoes comes into play when our blog post is sharing industry and company or practice news and announcements. Readers must buy into the idea that this news is going to be important to them. In a way, the blog content writer is playing the role of an advisor, and people look to advisors for more than just information, even if the topic is highly relevant to their needs. Readers will be saying to themselves, “OK, I get it, but how does that news affect me?”

When it comes right down to it, the whole blog marketing thing is not really about search engine optimization, although that may be one motivating factor for starting a blog. What I believe it IS really about is providing those who find your site with a taste of what it would be like to have you working alongside them to help with their challenges and issues. (That’s true whether the business owner or practitioner is writing his or her own blog posts or working with professional content writers at Say It For You.)

You’ve gotta start on their side!

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Double Duty Business Blogging

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“Provide valuable information to people who need it, and let word-of-mouth marketing do the rest.” No, this advice wasn’t being given to bloggers; practice management consultant Susan Kornegay, CFP® was telling financial planning practitioners (in the Journal of Financial Planning) about the benefits of using informational booklets as marketing tools for their professional practices. “When clients take home your booklet or checklist, it’s almost as though you’re going home with them. They’ll be reminded of how well you take care of them whenever they look at it or show it to someone else,” Kornegay adds.

When readers “take home” or access the content of our blog posts, even if they are not yet clients (and therefore do not yet have proof of how well we are going to take care of them), the hope is that they will, in fact, share that content with others. In surveys, it was discovered that the main reason people share online content is that they enjoy bringing value to others, potentially changing opinions and nourishing relationships. The key word here is “value” – pack your content with more information, more practical advice, and more thought-provoking statements, Garrett Moon of coschedule.com advises.

“Why your own?” asks Kornegay, acknowledging that broker-dealers, wholesalers, and organizations offer plenty of brochures, booklets and checklists financial planning practitioners could simply order and hand out to their clients. “But wouldn’t your clients appreciate having something that represents your thoughts, your experience, and your perspective as their trusted adviser?” she suggests. Kornegay’s steps on how to put resources together might serve as a tutorial for business blog content writers:

  •  Think about your ideal clients and what would help them
  •  Base the content on your own experience and process
  •  Use graphic design, incorporating your own branding and contact information
  •  Make copies available (Kornegay mentions placing brochures on your credenza, bookshelf, table, conference room and waiting area, but digital availability can be enhanced through email, social media promotions, and guest posting)

Creating materials of “your own” does not rule out aggregating resources for the benefit of your readers. Even Kornegay mentions that “online research can help you organize your thoughts and perhaps spark some additional ideas.”  But, I agree, aggregating resources is hardly enough; business blog content writers need to add their own “spin” to the material based on their own business wisdom and expertise.

Use your online content, first and foremost, to provide value.  When readers “take home” your content and share it with others, it’s almost as if you’re going home with them!

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Good Business Writing Attracts Good Business

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All Or Nothing Keys Meaning Entire Or Zero

 

Poor business writing can never be undone, the American Marketing Association cautions in Business Writing Tips for Professionals. “It can cause you to lose business to your competition and could even cost you your job.”

Good business writing, on the other hand, is marked by using a strong, active voice, avoiding company acronyms and buzzwords. “Be clear, concise, and get to the point,” guiding readers by including a clear call to action, The AMA advises.

One AMA tip I found particularly relevant for business blog content writers is this: “Replace hyperbole with solid facts and reputable testimonials. Phrases like ‘We’re #1’, ‘We’re the leader in our field’, or ‘We provide the best service’ aren’t going to get you anywhere.”

I couldn’t agree more – blogging is not boasting.  In fact, the whole idea behind blogging is that, rather than running traditional ads for your brand of hats, or vitamins, or travel, you provide lots of information on the history of hats, on why vitamins are good for you, and about exciting places to go on safari.  Consumers interested in your subject, but who never even knew your name, come to see you as a resource. When blog readers follow your “calls to action” by phoning your business, faxing in a request or an order, signing up for your newsletter, subscribing to your blog through an RSS feed, or by proceeding to your shopping cart to buy your product or service, you know your blog marketing strategy is working.

But there are millions of other blogs out there for searchers to find, so what is it that can transform yours into a powerhouse?  Fellow blogger Michel Fortin answers that question in one word: PROOF!  People are skeptical, he explains, today more so than ever before.  If there’s reasonable doubt, you’re going to lose the sale.

There are several kinds of proof you can use:

  • Factual proof:  Offer statistics about the problem your product or service helps solve
  • Reverse proof: Compare your product or service with others that are on the market.
  • Credentializing proof: Tell about your years of experience, degrees, newspaper articles you’ve written or that have been written about you.
  • Evidential proof: Clinical trial results, testimonials, company or professional awards.

“A well-written article or report can be like that Porsche 911 Turbo, “the AMA concludes. “It will generate a ton of new business in half the time with more fun.”

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Go Ahead – Blog About Your Misplaced Oscars

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????????????

 

Winning an Oscar is a big deal, but still old news; losing your Oscar – now that makes for more attention-catching copy. I think that’s the appeal of the Mental Floss Magazine story about ten award-winning movie stars who actually misplaced the statuettes they’d been so excited to win in the first place.

“Owning a little gold guy is such a rarity that you’d think their owners would be a little more careful with them.” Apparently, that’s not the case:

  • Olympia Dukakis’s Moonstruck Oscar was stolen from her home.
  • “I don’t know what happened to the Oscar they gave me for On the Waterfront,” Marlon Brando wrote in his autobiography. “Somewhere in the passage of time it disappeared.”
  • Colin Firth nearly left his new trophy for “The King’s Speech” on a toilet tank the very night he received it.
  • Matt Damon and Ben Affleck took home Oscars for writing Good Will Hunting in 1998, but in the confusion of a flood in his apartment while he was out of town, Damon isn’t sure where his award went.
  • Whoopi Goldberg sent her Ghost Best Supporting Actress Oscar back to the Academy to have it cleaned and detailed. The Academy then sent the Oscar on to R.S. Owens Co. of Chicago, the company that manufactures the trophies. When it arrived in the Windy City, however, the package was empty.

So how does all this apply to blog marketing for a business or professional practice?  It brings out a point every business owner, professional, and freelance business blogger ought to keep in mind: Writing about past failures is important.

True stories about mistakes and struggles are very humanizing, adding to the trust readers place in the people behind the business or practice. What tends to happen is the stories of failure create feelings of empathy and admiration for the entrepreneurs or professional practitioners who overcame the effects of their own errors.

Blogging about mistakes has another potential positive effect: it can turn out to help with customer relations and damage control.  When  complaints and concerns are recognized and dealt with “in front of other people” (in blog posts), it gives the “apology” or the “remediation measure” more weight. In fact, in corporate blogging training sessions, I remind Indianapolis blog writers to “hunt” for stories of struggle and mistakes made in the early years of a business or practice!

Go ahead – blog about your misplaced Oscars!

 

 

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