How to write for the Internet

Professional writing coach Daphne Gray-Grant says that when writing for the Internet, you should consider the advice public speakers are often given: slow down.

In writing terms, this means focusing on being as easy to read as possible. This is because people read differently at their computers than they do when faced with any printed document.

You may not always be conscious of it but when we’re reading at our computers, a light is shining in our eyes… This is the backlighting from the screen and we usually don’t notice it  — except if we’re sitting on a beach in the sunshine and suddenly discover we can’t read at all.

But there are other challenges with computers. The typefaces we like on paper often don’t work on screen. Each letter is represented by square pixels on a grid rather than by lines of ink on paper. This makes them harder to read. As well, our computers have less control over spacing, hyphenation, justification and column width.

Furthermore, the width of a standard column on the Internet is often too wide for the human eye. (When I worked in the newspaper biz, I was always told that you should multiply the point size you used by two to determine what should be the maximum column width in picas. Thus, anything in 9 pt type should be no more than 18 picas wide, or about three inches.) Many Internet sites have columns far wider than three inches!

Bottom line? When you give your readers text on a screen, you’re asking them to work really hard. Thus, it’s more important to “speak slowly” so they understand what you’re trying to say.

She goes on to give a series of specific tips and tactics to make your writing easier to understand online. Many of these tips apply to email as well. Go read Daphne’s post at The Measurement Standard for more details.

(Want more about how to write well? Check out my blog posts about writing.)

 

Social media productivity: Have an impact online, while still having a life offline

Friday I presented at ConvergeSouth 2012 in Greensboro. I gave a talk about how to use social media productively, by which I mean getting results without having to spend 18 hours a day online. Below are my slides.

If you’re interested in having me speak to your group or conference on this topic or any of the other subjects I write about here, please get in touch.

10 reasons to attend ConvergeSouth 2012

ConvergeSouth 2012 logoIn less than two weeks, ConvergeSouth 2012 will take place in downtown Greensboro, N.C. at the Elon Law School.

The conference covers creativity, business and community online. Which means, in practical terms, loads of information on everything from web development to pay-per-click advertising to making a living from your blog.

I’ve attended ConvergeSouth several times, and this year’s conference will be the third year in a row (at least) for me. I always learn something, always meet new and interesting people, and always leave with new ideas. If that wasn’t enough, here are 10 more reasons you should go:

  1. If you work for or with nonprofits, there’s a whole track of sessions devoted specifically to nonprofits.
  2. If you’re a total beginner when it comes to these things, there’s a whole track of “101” sessions just for you.
  3. If you’re a developer who eats, breaths and sleeps in code, check out the advanced (“301″) sessions.
  4. If you’ve been hearing a lot about content marketing, there are several people who will cover that subject.
  5. If you know you need to do a better job with search engine optimization, whether you’re just dipping your toe into this or need some advanced tips, there are speakers who will cover that.
  6. If you want to boost your web presence with video, you can learn from people who know how to do that.
  7. If you want to know what to do when everything goes wrong — when everybody’s attacking you — there’s a speaker who will cover that.
  8. If you want to know how to get the media to pay attention to your business, your cause or your idea, a newspaper editor will provide insights.
  9. If you want to brush up on using WordPress, Facebook or LinkedIn for your business or nonprofit, there are sessions for you.
  10. You can get a 25% discount with the discount code “CS2012-MARK.”

Unlike other social media/tech conferences, ConvergeSouth is a grassroots, all-volunteer nonprofit effort. That means we’re focused on delivering great content, not maximizing profit. As a result, this is about the best deal around for this kind of conference — just $99, before the above-mentioned discount code.

In full disclosure, I’m on ConvergeSouth’s all-volunteer board, so I might be a bit biased about this. But trust me, I wouldn’t be spending my time on this (or writing this post) if I didn’t think it was worth it.
I hope to see you there.

Once again, here’s the registration link; to get an extra 25% off use the discount code “CS2012-MARK” (without the quote marks, naturally).

P.S. There’s a limited number of discounts available under my code; once they’re gone, they’re gone. Register now.

Six surefire ways to zero in on your customers’ pains

Want to move someone to action? Identify one of their “pain points” and tell them how you’ll solve it.

Let’s take a literal example: back pain.

Get back pain? Does it interfere with the way you enjoy life? Chances are pretty good this ad would motivate you to go to grab some Aleve from the medicine cabinet or, if you’re out, go buy some. The commercial brings to life the physical, social and emotional discomfort that pain brings.

You can do the same thing with whatever you’re selling.

But to do it persuasively, you’ve got to know what words, feelings, ideas and images people associate with the pain your product or service relieves.

You need to learn your prospects’ “language of pain.”

If you have the pain in question yourself because you’re part of the prospective customer group, than you may start out with some insight on this. Many of us would be able to sympathize with old Saint Nick in the Aleve ad.

But if you’re a marketing manager trying to sell corporate financial management software to chief financial officers, you probably don’t have an intuitive, first-hand grasp of how CFOs talk, feel and think about the pain points around accounting software. After all, you’re a marketer, not a finance pro.

So how do you learn the language of pain for CFOs, or anyone else? Here are six ways to zero in on this vocabulary of discomfort.

  1. Mine keyword data. Using tools such as Google’s free keyword tool, you can see what terms people are using when searching for solutions or answers to particular problems. This will give you a sense for the words people actually use. (Google has tutorials on how to use this tool.)
  2. Monitor social media. By finding communities of your target customer group and listening to what they say and how they say it, you can often discover how your prospects talk about and feel about the pain in question. LinkedIn groups are a good place to start for B2B marketers, as are any specialized social media sites in your industry. There are lots of tools you can use to search broadly; one good free one is Social Mention. You should also read industry blogs (and their comments) for insights.
  3. Interviews and focus groups. In-depth conversations with even a small number of people can provide you access to the language they use and feelings they have about the problem you’re offering a solution for.
  4. Trade shows. Interviews and focus groups are formal ways to tap into the language of pain, but attending trade shows and conferences and simply striking up conversations with your target audience can lead to insights, too. Listen carefully, especially to what people say when they’ve had a few drinks and have loosened up a bit – they may get less polite, but more honest. Honesty is what you need.
  5. Your sales and customer service staff. The sales and customer service teams usually have a lot of direct contact with your target audience (if they don’t, you have another problem). Talk to them to understand how your prospects think, feel and talk about their problems. You can also go along on sales meetings and listen to customer service calls.
  6. Media coverage. If the problem you’re solving has been covered in the media the language used by reporters in stories, quotes in those stories and words used in editorials and op-ed pieces can offer important clues. Trade publications are a great place to look for B2B products and services. In addition to the publications you already have in your office, you might want to cast your net wider. Yahoo has a directory. But don’t stop with one source. There are thousands of trade publications out there.

Obviously, as you go through the research process you should, at a minimum, take a lot of notes. If you compile a large amount of raw text – interview transcripts and social media conversation, for example, you could also dump it into a tool such as Wordle, which produces “word clouds” that show you graphically which words are used more often.

What tips do you have for understanding how customers think, feel and talk? Please share in the comments below.

Why you should ignore what GM and Chris Brogan do online

I saw this morning that Chris Brogan, one of the social media world’s A-listers and guiding lights, has closed his LinkedIn account, which included more than 16,000 contacts and 143 recommendations. Many of us would kill for a network that big and that strong, but apparently it wasn’t working for him.

LinkedIn logo

Last week, GM made headlines when it announced, just days before Facebook’s IPO, that it was canceling its $10 million ad spend with the social network. It wasn’t getting the return it needed apparently. Others have also criticized Facebook’s ads (Ryan Holliday of American Apparel, for example).

Does this mean you should dump LinkedIn? Maybe cancel all your Facebook ads?

Unless your Chris Brogan or GM, these incidents don’t mean anything. Play your game, not someone else’s game.

Easy to say, right? But the question is, how do you actually do that? Are we never supposed to pay attention to what others are doing? Are there never lessons there? Fair enough.

Here’s how you play your own game.

1. Know what your goals are.

2. Know how your going to measure those goals and what metrics are going to account along the way. (For anything online, report bottom-line measurements to the boss, but you’ll need to measure other things to actually move toward those sales-and-profit-oriented objectives.)

3. Start doing stuff to try to move those metrics in the right direction. Yes, should look at case studies, listen to the experts and evaluate your options based on your own experience. In other words, take your best guess. But you won’t know what will work and how well until you actually do something.

4. Once you start doing stuff, per step 3, then you can figure out what’s working (and try to make it work better) and figure out what’s not working (and fix it or stop it).

Rinse and repeat.

It’s really not that hard.

So, a giant car maker dropping Facebook ads and a social media A-lister dropping LinkedIn is interesting. But it has nothing to do with your marketing efforts.

Do you disagree? How are you evaluating your digital marketing efforts? Please leave a comment below.

 P.S. I need to say that I think Chris Brogan is a smart guy and I think he’s right about 90 percent of the time when it comes to social media. But my point stands: Listen to what he says and think about it means to your business, but don’t blindly mimic him, or GM or anyone else.