Don’t Bury Your Message

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During my media career, I have observed the full spectrum of messaging styles. I am convinced that, in almost all cases, the best way to generate a desired response is to make your call to action direct, clear and unambiguous.

Hard sell commercials on radio and TV may be annoying but they exist to sell a product or service or to motivate you to do something that is likely to lead to a purchase—such as visit a store or website, call for more info or ask a doctor to prescribe a medication.

In our new media world, much of the promotional messaging we receive is more subtle and low-key. Often, the call to action may be hidden deep within useful or entertaining content. The call to action may only be implied or vaguely suggested.

A Facebook post that shows a cute puppy may not contain verbiage that urges you to visit a certain pet supply store. But if it’s on the Petco page, you are likely to make a connection and may be more prone to shop there. When Petco mentions a 20% discount in its posts and encourages you to shop by a deadline date, you may be likely to respond (than to the simple puppy pic).

My earliest guidance on email marketing made a strong case for including useful or entertaining content (to assure a significant open rate) in each email and including a sales message almost as an afterthought. While this may work for some, I prefer to describe what is being offered, issue a call to action, then provide means for response: website, email address, phone number, etc.

In today’s environment where we are being inundated with more messages than
before from a larger number of sources, it is important to state what you’re selling, share a key selling point or two and tell how to buy your product or service. Burying your pitch deep inside your content may not produce your desired outcome.

With that thought in mind, a quick (direct, clear and unambiguous) message about my work: I help businesses tell their stories and promote their products and services via media placements, social media and email marketing (among other channels). If you or someone you know needs help with getting key messages to target customers, please call me in St. Louis at 636-346-3434.

 

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