Recently, I replaced the carpet in my downstairs with maple flooring. I had a very difficult time deciding the type of flooring (hardwood, laminate, maple, oak), until a flooring professional showed me photos of maple flooring he had installed for another home owner. Seeing the flooring in place–not just a square sample–made all the difference.
We all know the power of photography to show, not tell. But what about the power of writing to do the same thing? How do you show, not tell, in words?
- Don’t create bare lists. When you simply list your products and services, one after another, you are telling. That list may be important to you; but is it compelling for your customers?
- Do think about what your customers want. You might offer 30 different products or services but–and I cannot say this often enough–customers want to get fast to the product or service that interests them. On a website, that means easy navigation; in a brochure, that means a clear and consistent layout; in an article or blog post, that means focusing on a single problem/solution each time.
- Build trust. I had a budget for my new flooring. One flooring rep turned me off by giving me an outrageous price (what, he thought I didn’t research on the internet?) and then offering me a “special discount” that brought the price within reason. Games like that are a lose/lose. I paid more to work with someone I trusted.
- Let your current customers speak for you. Like photographs of past jobs, success stories (case studies) bring your product or service to life. Testimonials are also great; but success stories provide a larger context and everyone loves a story.
- Use exact words. Your writing should build a picture about you and your company that is as singular as a photograph. The more exact you are, the more that picture will truly represent you and set you apart from your competition. Everyone has “dedicated staff” but not everyone can boast: “Our dedicated staff of 15 has 300+ years of experience between them.”
TWP Marketing & Technical Communications, based in Peterborough, New Hampshire, helps large and small businesses reach out to customers and keep them engaged through clear, accurate, concise, and passionate writing. Please contact me through the TWP website or through LinkedIn.