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I hope you find my writing and business tips and observations useful. My business and blog are dedicated to helping businesses communicate clearly and reach their potential. Read, subscribe to my newsletter, enjoy!Tash

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Client perception is your brand

Heading to Canberra in winter generally got a response along the lines of “but it’s so cold why go there now?” I know last time I went there in winter (for a conference some years ago) it was also freezing so I was expecting the worst this trip – and yes it was very cold.

Talking to people in Canberra, I got comments like “but you’re from Melbourne! You must be used to cold!” as people in Canberra and Sydney seem to have this idea that Melbourne is colder.

Reality – one city must be the colder place (or they are equally cold) but both places perceive the other as colder. The facts may be available but perceptions are strong and especially if held by a number of people.

So it is important to get a feel for how people perceive your business rather than assuming it is seen the way you want it to be seen. Social media is a great tool for measuring perceptions, but it is not the only tool available to you.

If you are not communicating the image you want, you can then change how you are miscommunicating but it may take some time to change perceptions.

By the way, Melbourne had it’s coldest night in years recently – it was 2.8. Every night we were in Canberra it was below zero – there was still thick ice on the windscreen at 9.30 one morning and I was told it was -3 mid-morning one day! If you are from Canberra, does that change your perception of Melbourne?

Giving facts alone is not going to build (or correct) the brand you want – you have to blend everything to give the right perceptions, too.

The rewards of hiring a business writer

Occasionally I am asked what return on investment (ROI) people can expect from hiring a professional writer. And now I have your curiosity peaked, too, I can’t give you a straight answer – sorry!

The ROI of someone else writingI can’t give a dollar figure (or even a percentage) as there are too many variables to factor in – the type of business you run, what aspects you get professionally written (eg just an about us page or your entire website), your profit margins and how you utilise the words the writer scribes for you.

However, I can give you some ideas to assess how a writer can reward you and your business so you can decide on your own ROI…

  • at the worst, you gain time for selling and servicing customers. So if you hire me to do two hours writing for you, that’s two hours extra in your working week – in fact, if you don’t write as fast as me, you’ve saved more than two hours which you hopefully spend on making money!
  • for online content, remember that content is king. Fresh, quality content will result in more links and traffic which ultimately increases your chances of making sales
  • sending out a clear message and ensuring that your website answers all key questions competently will save you phone call and emails asking basic questions. In reality, that saves you frustration, time and the time it takes to get back on task after such interruptions
  • polished and professional content will build your image and reputation as much as your message does, and possibly more so. A stronger reputation builds your credibility which will have a long-term positive impact on your sales
  • a proposal that flows, is spelt correctly, etc is more likely to win you work
  • a well written website will have a higher conversion rate (ie will turn more visitors into buyers) than a site that is hard to understand or uses poor grammar and spelling – remember that doubling your conversion rate will double your turnover…

Have you experienced a good ROI from hiring a business writer?

Let me finish with a quote from Brad Sugars, entrepreneur and multi-millionaire, author and investor:

Communication is the lifeblood of business, and when it comes to sales, it’s vital. It has a direct relationship with sales. You see, the better you are at communicating, the better your sales results will be. You can almost measure the one with the other… Let me put it another way. True communication is the response you get. So if you’re not getting the response you want, you’re not communicating properly.

Missing out on comments

I just came across a great blog post and wrote a comment in response. Part of the process was answering a security question to avoid spam which is fine.

The questions was “what is one plus three?” It wasn’t a challenge to find the answer but I did wonder if I should write ‘four’ or ‘4’. Given the question used words, I did too.

Unfortunately, the comment form just disappeared with the message “You got the spam message wrong” in its place. Not only was my beautifully crafted response gone forever, I wasn’t given the opportunity to write a replacement comment – and that blog misses out on another comment.

If there is any ambiguity about a compulsory question, there must be a second chance at answering it. Better yet would be clarity about the expected answer – for instance, it could have asked “what is one plus three? (answer in digits)” or “Give the number (in digits) equal to one plus three”.

A simple error yes but the consequences are that they missed getting a comment – How many comments do they miss each week because of this spam question? – and they have lost credibility as a site that values clarity (sorry to say it was a content writing service site, too).

What sort of spam protection do you hate or love?

Understanding your audience

Coming along the highway back from my recent business trip, we saw a series of signs for motels and food places encouraging people to turn off into the town. In amongst these signs was one that didn’t show a lot of understanding about knowing who they are communicating  with…

The fabulous Gundagai Pharmacy

All the other signs were aimed at travellers who could well need a break and/or some food so those services had the potential to attract people off the highway. But how many people doing along drive suddenly think “Oh yes, I must visit that pharmacy!”

Sure, the occasional driver will pass with a headache or other minor ailment and will want a pharmacy – even then, they will probably look for a pharmacy near something else that is worth stopping for.

I’m sure the pharmacy could have found a more effective (although perhaps less public) use of their marketing dollars. Or at least put something on their sign aimed at travellers.

This is a really simple example of how you need to understand the audience you are appealing to if you want a successful outcome. Sometimes exposure to a larger audience is tempting but a smaller, interested audience will generally bring in more clients.

Would you pull into a town because they claim to have a great pharmacy?

Communications is more than marketing

Although there is some overlap in the roles, there are distinct roles for a business or corporate writer, communications manager, marketing person, designer, web manager and social media manager or monitor.

Many people don’t realise there is such a range of roles behind the public presentation of a business, so here is my summary of the roles.

A communications manager oversees many of the processes involved in producing materials to promote a business. For example, a communications manager ensures an annual report is written, designed, printed and added to a website with all necessary people approving it. A communications manager may do some of the tasks themselves, manage a team of people to do the tasks or outsource specific tasks. Communications managers generally have a writing or marketing background.

A business or corporate writer actually puts the words together to effectively communicate a message in a style that suits the business and its customers. The writer also often edits material written by other people such as a letter from a sales manager or a marketer’s brochure. Sometimes a writer will also help implement the content such as posting to a blog or working with a print-based or online-based graphic designer to tweak the message to fit.

A web manager obviously manages the website, which can include tasks such as making changes, optimising the site for search engine results, updating the design or navigation, and maintaining data.

A designer makes the message as visually appealing as possible, whether that is a simple letterhead, a website design, branding or preparing some advertising banners and posters.

A marketing officer or manager is a little harder to define. It is a creative role of trying to get the business/message to as many appropriate people as possible. Marketing includes deciding where to promote the business as well as the key messages to promote, such as a tag line, campaign theme and suitable formats.

A social media manager or monitor is obviously a newer role but no less important for that. Social media is becoming more important as a means of promoting and building your business, but it can be time consuming and has some elements that (like most things) require specific skills and knowledge. You can get someone to monitor your social media appearances (ie they check various platforms each day to see what people are saying about you) or someone can manage your social media overall (such as making posts for you, planning a strategy and replying to mentions).

If you are employing someone, you may want to think through exactly what tasks you need done before choosing the role to fill, and someone who can do more than one set of tasks may be valuable (for example a writer who can update your website or post tweets for you).

However, if you are outsourcing, remember the roles are different and choosing the appropriate person will probably give you better results than expecting too much from one person (for instance assuming that your designer will proof read your writing or write some tweets to promote your new eBook could lead to disappointment).

Some projects will obviously take more than one role to fulfill, which may seem hard to manage in itself. In this case, outsource to someone who is willing to manage those other tasks for you rather than someone who claims to do it all themselves. I would never outsource design work to me for example, but I have relationships with some great designers so can manage a project by sub contracting to them – the difference in results is huge but the effort for a client is minimised.

Linking from a blog post

Recently I had a conversation with another blog owner about the number of links included in a blog post; we were specifically discussing guest blog posts but the concept really applies to your own blog posts as well.

links within a blog

Links between blog posts are like a mini internet

He stated that he only accepts two links in a blog post and that having multiple links to one blog from within a post is of no real benefit. Do you agree with the lack of benefit? I don’t.

To me, including links is a means of giving more depth to whatever I am writing about. For example, if I am writing about good business communications I may link the terms good spelling, using capital letters and consistent style rather than explaining the value and meaning of each.

Of course there is also the advantage of potential additional traffic through increasing the number of links to and within my own blog. Even if only one link works for search engines, multiple links give a human more opportunities to visit my blog which is also important.

So for search engines, one link in a post may be sufficient but I see other reasons for adding links and judge the correct number of links by the content of the post (if you look through my blog you will see some posts have one or no links while others have many links).

Side note: limiting the links allowed for guest bloggers is a reasonable strategy, however, to avoid someone trying to spam your blog rather than providing quality content. I respect such limits and live to them when I supply guest posts, even when I think there are more links of value to the reader.

Being open in blogs

One of the reasons behind the success of blogging is the humanising aspect of it.

What does that mean? Well, the personality and thoughts of the person blogging come through in their posts, especially if read a few posts, so you see the human being behind the website. This is particularly true for businesses who previously had a static set of pages with information but showed little of the person(people) behind it.

So where do you draw the line between showing yourself and staying professional in a business blog? (That was a question to you rather than being a rhetorical question!)

I was inspired to ask after reading a blog post by Tuan where he openly discusses his blog traffic results for June– he gives actual figures as well as celebrating the fact he has reached a new high in traffic (congratulations Tuan!) and what he learned along the way. So many people will exaggerate or imply they are doing well but Tuan’s honesty is refreshing – and he does have a lot if visitors, too!

So would you be as open about Tuan, at least on certain topics, or do you prefer to keep a wall between you and your business image?

Finding your business monster

Are there any monsters hiding under your business bed? Or perhaps yours is hiding behind your phone or in the pile of outstanding paperwork…

Laura Patrolino shares a story about the monster under her childhood bed that wasn’t really there when she looked. For a year, she followed behaviours that suited her fear rather than reality or her best interests.

The question is, do you have monsters under your business bed – that is, are there behaviours you follow in your business that are based on fear rather than a solid business decision? Or maybe behaviours based on misinformation, outdated ideas or factors that no longer apply (for instance, it may have made sense to work at night when you had a toddler under foot in a home based business but not now that your child is a teenager and you work full time business hours).

Have a look at what you do (and don’t do!) and think about the reasons and emotions behind them. You may find writing some procedureswill help you identify processes based on something other than efficiency and effectiveness.

So did you find many business monsters?

Writing an annual report

What does an annual report mean to you?

For many people an annual report is boring and they don’t read those they are given (such as from a superannuation fund or employer). For others, an annual report is an important part of reviewing investments and companies.

Then there is the group of people who are involved in preparing annual reports…

If you are in this group, annual reports suddenly take on a new importance and can be very intimidating to start. There is the size of the report plus the fact that an annual report is a significant, formal summary of the business.

There is nothing stopping a small or micro business presenting an annual report, but many bigger companies must produce an annual report within a certain timeframe. And that generally means there are specific things to be included in those annual reports alongside the standard financial summaries.

I have written and project managed a number of annual reports now, and I can honestly say it is a lot less intimidating now than when I did my first couple! So here are some of my tips to make writing annual reports a bit easier:

  • prepare a list of mandatory inclusions so you can check off each thing as you add it
  • in your drafts, set up tables and use dummy text for sections you don’t know details of yet – it reminds you to include it but also helps plan spacing in the report
  • read previous years’ reports to get a good idea of what the company prefers to include (for example, does each Board member get a bio or just a name?)
  • be prepared to make many edits as different people (eg technical and legal experts) read the drafts
  • set aside solid blocks of time to work on the report as it takes time. For instance, yesterday I spent two hours reviewing and refining a first designer draft of an annual report – doing it in smaller chunks of time would take a lot longer overall
  • utilise existing content where possible. For example, if you have a clear definition of a concept on your website copy that definition into your annual report instead of rewriting it. Not only does it save time, it means you have previously accepted text which saves edits and discussions

Improving your surveys and questionnaires

Why do you run surveys or feedback questionnaires?

hand holding a pen over a form

By hand or online, make your survey/feedback questions work for your business.

Sometimes, when I read questions in surveys and other forms, I do wonder how important the final data is for the person behind the questions – do they run them for fun rather than as a valid business tool?

Here are two questions I was recently asked to answer – and some tips on how to avoid the same mistakes…

Give everyone a possible answer

“When will you purchase a new car?
within a  month
1 – 2 months
2 – … months
… – 24 months
never – I don’t purchase new cars”

As we purchased a new car a week ago, I couldn’t give an honest answer to that question – we won’t be buying another within 24 months but ‘never’ is wrong, too.

TIP: make sure you provide an answer for all possibilities, even if one is ‘unsure’ or ‘don’t know’. If your format allows, ‘other’ not only gives options but can gain more insight for you.

Write questions to get the data you need

“Can you tell us if you are pregnant? Yes No”

Yes I can tell you but the yes answer may mislead you as I’m not pregnant and I assume that’s what you really want to ask me about… I could get really pedantic here and note that I CAN answer but choose not to ( writing ‘please tell us’ or ‘Will you tell us’ are grammatically better than ‘can you tell us’).

TIP: Make sure the question is asking for the information you actually want. In this case, the much simpler ‘are you pregnant?’ would have done the trick.

Getting meaningful and useful results

If you don’t plan your questions carefully, the results you get can be completely meaningless. For example, if 5% of respondents bought a car recently and answered ‘within a week’ you may mistakenly think the next week is prime time to sell a car. There is no way you can tell that someone gave a false answer to compensate for questions they don’t understand/misunderstand/can’t answer.

Depending on how you intend using the answers, skewing results like this can have serious implications. For example, if you plan a marketing campaign and spends thousands of dollars in April when the real results showed September to be effective, you’ve wasted money (in the survey and the marketing). What if you base a new product or pricing structure on the answers collected?

Checking, editing, proof reading and rechecking your questions may seem tedious. The details in faulty questions that I occassionally point out may seem trivial.

The bottom line, however, is that good survey and feedback questions are more fun to answer, give accurate and useful results, and build your credibility (through attention to detail and simplicity for respondents).

I suggest you always get someone else to read your questions before you finalise any form or survey. And, yes, this is a service Word Constructions provides…