As much as business owners try to communicate clearly, sometimes customers still find marketing copy confusing.
Over the years, I’ve come to recognize four basic ways that marketing copy confuses customers:
- Confusion over the message. One of my clients began by helping her clients work through financial issues and then found herself offering advice on straightening out their staff and customer relations. Her background and education made her a gifted consultant in all three areas; but her marketing copy stayed focused on finance, creating confusion for potential clients and referrals. We worked together to sharpen her mission and suddenly everything she offered fell into place.
- Confusion over the audience. Another client, a website developer, never quite defined his customers’ level of expertise. Part of the time his marketing copy assumed customers recognized high-tech jargon and acronyms; part of the time his copy defined basic concepts in excruciating detail. Customers were either baffled or bored. We settled on a middle course, cutting back on the jargon, acronyms, and explanations to focus on benefits to all his customers. After all, what customers want to know most is: What do I get out of it?
- Confusion over organization. A company started its marketing copy by listing the products it manufactured–but then the rest of the marketing copy ignored those products entirely and focused on the manufacturing process. Customers want to know where marketing copy is headed. If you say you have four products, they want to read about four products, not three products and a process. If you say regulatory compliance is important, they want to hear about compliance. Guide them carefully along or you’ll lose them in poor organization.
- Confusion over individual words. Sometimes marketing copy uses the wrong word (for example, “intransient problem” instead of “intransigent problem”). Sometimes it piles on adjectives (“this extraordinary, unparalleled, unique opportunity”) as if more adjectives equal more information. In either case, I always advise clients to use the simplest and most precise language they can–to write like they talk when they are talking to their favorite customers.
Let’s make sure your marketing copy never confuses customers. I’ll help you define your message, audience, and organization, and then choose the right words to grab and keep their attention. Contact TWP today.