Posts Tagged ‘advertising’

Why you need good content to win

You need better content.

If you’re a savvy communications strategist or a whiz-bang writer who knows the value of good content, then you already know everything I’m about to say.

This is for everyone else.

4551538712_c8251a67b0_zDuring the 2014 election cycle, I watched in frustration as far too many campaigns didn’t make their case as well as they might. They didn’t let the candidate’s true principles and personality show through. It was hidden behind carefully crafted talking points that were message-tested within an inch of their lives.

Too many candidates couched their positions in what they thought voters wanted to hear, instead of saying what they really believed.

Too many candidates focused on what they were against instead of running on what they stood for. Opposition messaging is part of the game in politics, but it shouldn’t be the whole ballgame. So we never really got to know who some of these men and women were. We only knew that they wanted you to vote against their opponents.

Who got it right? Senator Al Franken of Minnesota leaps to mind. So does Senator-elect Gary Peters of Michigan. Both of these winning campaigns illuminated the candidates’ humanity, a word used by Sen. Franken’s digital director, my friend Sara Cederberg, to describe what’s at the heart of good messaging. I could not agree more.

Al+FranniFor example, Sen. Franken was frequently shown with his wife, Franni, telling stories of their life and work together. This photo of Al, Franni and their first grandson, Joseph, is at the top of the “Meet Al” page of the campaign website. The campaign gets bonus points for putting a button on every blog post that says “I care about this,” so supporters could instantly share content that reinforced their own values. The tone was consistently warm, friendly and fun where appropriate, yet serious when it needed to be. The campaign team found just the right balance.

In one of the best TV ads of the campaign cycle, Sen.-elect Peters showed off his favorite raggedy sweatshirt and worn-out shoes while his family teased him about being frugal. It was an entertaining spot that helped him drive home his message about careful spending. See for yourself.

When I was volunteering by making phone calls to voters in Michigan, one woman said, “Tell Gary Peters I just love that ad with the shoes! He should make more like that.” A refreshing change from the majority of comments I heard about people being sick of negative campaign ads.

That’s not to say that these candidates didn’t go on the offensive. Although their emphasis was on what they were fighting for, they talked about what they were fighting against. But they did it with solid facts about policy, not personal attacks.

What’s true for campaigns is just as true for any endeavor that requires persuasion. People want to feel an affinity for your candidate, your cause, your product. One of the very best ways to do that is through storytelling. Both campaigns did this extremely well.

Start with a clear mission statement and brand identity, which applies to both people and products. Then tell the story of the brand and make your mission clear. Everything else — social media, emails, videos, speeches, media interviews — builds on that. Keep the messaging disciplined and stay on point, absolutely. But never forget there’s a personality behind the brand, especially if there’s a person involved.

3957524793_cabbf8da6e_zSure, you need to know your audience. Factor in all the data and demographics that can help you tailor the message and target the right people. But your brand’s message comes first, always.

And don’t forget the details. Quality content matters, whether you’re writing a speech, a blog post, an ad or a tweet. Be consistent, be authentic and be accurate. We can all make mistakes, but spelling and grammar still count — especially when you want to persuade someone that you’re the best person for the job.

Most of all, be human. Let your brand’s humanity shine through. Interact with your audience on a personal level. Because in the end, if you’re going to win you need people to choose you, whether you’re a politician or a product. Give them something they can relate to. Make them like you enough to say “yes.”

[Typewriter photos by Steven Depolo (top) and Leo Reynolds (bottom).]

Positive perspectives in communication

I’m a big believer in thinking positive. It works pretty well in life, because most of the time negative thinking won’t change anything anyway. You might as well be happy.

Positive perspectives in communications

 

But what about professional communications and content? Are there times when going negative pays off?

I guess some people think so, because negativity abounds. Political attack ads and articles. DigsĀ at the competition in marketing. Angry bloggers. Cranky tweeters. We’ve all seen them.

It seems to work, at least for some people. After all, negative campaign ads can deliver victories. Bloggers and tweeters with a bad attitude and a bone to pick garner multitudes of fans.

Frankly, I don’t get it. I mean, we can all have our days. I certainly can. And relentless cheeriness can be as annoying as consistent crankiness. Not every voice of opposition is a bad thing. Sometimes it needs to be heard.

But when I see ads, brands or personalities that are nothing but negative, I quickly tune them out. I don’t want to hear how terrible everyone or everything else is. Tell me what’s good about your product or your brand or your life.

In a world that sometimes seems perpetually petulant, plenty of people are going to focus on the negative.

So if you really want to make a point, why not accentuate the positive? It may seem like you have to work harder to be heard above the din of complaints. But I think you’ll stand out for one simple reason: Most people would rather be happy than not.

Say nice things about Detroit

Detroit is due for some good times.

Seriously, we’re overdue. Detroit has recently faced some of the toughest times in its history. But Detroiters are tougher than anything you can put in front of us.

High unemployment in every sector, from automotive to what was, for a while, a burgeoning film industry. Urban blight. High crime rates. A struggling education system. One of the worst housing markets in the country. The list goes on.

But through all this, we never stopped fighting. As I said on the day Campbell-Ewald lost the Chevy account after one of the longest professional partnerships in history: “Detroiters are scrappy. We’ll get through this.”

Say nice things about Detroit

And we are getting through this. Yes, we had some help, but there’s nothing wrong with that. The auto industry is turning around – even reporting profits. Ad agencies are hiring again (and some of the Chevy business has returned). New tech endeavors are taking off. Creatives are fighting to keep the film/TV industry alive while continuing to grow a lively visual and performing arts community. Even the Lions are doing well (I don’t follow sports, but I know this is a big deal).

We still have work to do. But Detroit is proof that smart solutions can work. We were helped by government stimulus, but now we’re moving forward on our own power. Detroit power. Never count us out. Because Detroiters are never down for the count.