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Stock Photography Is Not the Answer

Stock Photography Is Not the Answer

Periodically, we write about the importance of using real pictures that accurately reflect your firm and its people, both staff and clients. While stock photography and Photoshop are useful, valid tools that most businesses, including ours, turn to on occasion, they shouldn’t be relied on too often or in the wrong way.

One reason is that stock photography isn’t always appealing and can embarrass your firm. Just ask the folks who implemented the Republicans Are Black campaign.

For another thing, the generic images that are often purchased from photo banks are useless when it comes to differentiating your firm. Carefully chosen images that establish or emphasize your branding are one thing, but shots of people are quite another. Limiting your imagery to the usual selection of photogenic, ethnically balanced groups – who almost invariably grasp nice pens while viewing a colorful graph – prevents potential clients from learning what makes your firm the perfect choice for them. Worse, it subtly implies that you might be hiding something awful behind those bland stock images. Are your partners graced with more than the usual allotment of eyes? Is your audit team composed entirely of reptoids? Anything is possible…

Skip the stock photo faux pas.

Choosing these unmemorable images means missing out on an opportunity to share something honest about your firm, but that’s not all. There’s plenty of scope for public humiliation, as well when you rely too heavily or carelessly on stock photos. This fall was a tough time for the Republican Party in this regard. They’re by no means the only offenders, but they had a quick one-two punch from mistakes involving over-reliance and misuse of stock images. Shortly after the Republicans Are Black public relations disaster, Governor Tom Corbett of Pennsylvania had a similar lesson.

The re-election campaign decided to include as part of every page of its website an image of the Governor among members of his richly diverse constituency. Sounds good so far, right? But for some crazy reason, rather than opting to take an actual photograph that included Pennsylvanians of all races, ages and genders, his campaign Photoshopped a stock image of an African American woman into a mélange of other photos, real and purchased. Only this one was a recognizable graphic sourced from Shutterstock, a very affordable and commonly used outlet for stock images. Embarrassment ensued.

The real you is always better.

The point is, these mistakes just aren’t worth it. The people who look consistently fabulous in photos are called models, not professional services providers. Showing actual human beings makes your firm more accessible, which is appealing, and also communicates sincerity. Take real pictures your real team and real clients, even if they’re not all as cute as buttons. They’re interesting! And whatever you do, do not rely on Photoshop to change reality.

If, after viewing the pictures, you become concerned that what you see contains not a hint of diversity, perhaps that’s an issue you want to address. Consider revising the firm’s hiring practices, reaching out to a broader client base or adopting another strategy to remedy the real problem, not just the image problem.

Then again, perhaps there is no problem. True diversity, where you’re receiving alternative points of view and multiple levels of insight is a valuable thing. Insisting that every possible scenario include at least one African American, one Asian, one Latino and one woman, however, in addition to the usual complement of white men in suits, will not deliver that diversity of thought you seek. It also isn’t very convincing.

Just be who you are, serve clients to the best of your ability and try to build a firm you can feel authentically proud of. Most of the time, doing that will naturally result in at least a smidgen of ethnic and gender variation. If it doesn’t, then figure out why it hasn’t and decide whether you’re okay with that from a business perspective as well as an ethical one. But don’t try to cover it up with stock photography and Photoshop.

 

Guest post by Sarah Warlick, Content Director, bbr marketing

Photo credit: iStock by Getty ImagesTM, Unfinished Business, 20th Century Fox

 
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Posted in: Content Marketing, CPA Firm Marketing, Imagery in Marketing, Marketing, Marketing Best Practices, Online Marketing, Reputation Management

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Why Stories Will Help You Sell More Professional Services

Why Stories Will Help You Sell More Professional Services

Once upon a time, there was a CPA Firm that desperately wanted to grow. It was a good accounting firm, following the rules and regulations set forth by the regulatory agencies, providing quality client service and hiring only the best and brightest talent. It was a relatively young firm, but it dreamed of being recognized as one of the very best. It fantasized about becoming the leading provider of audit compliance for public companies. It envisioned multiple offices throughout the country. More than anything else, it wanted to grow.

What did the good little CPA Firm do? It began telling stories, sharing educational and informative content in an engaging and interesting way. It began to highlight its services, benefits and people through storytelling. It began marketing by identifying with its target market, its prospects, its clients and its referral sources through relevant prose and attractive visuals. The CPA Firm began to demonstrate its greatness through storytelling, and, little by little, began to grow. Soon, it was opening new offices, attracting better clients, expanding its service offerings and bringing in more qualified leads. The little CPA Firm was very happy.

What is the moral of this brief story?

Good stories will help you sell — whether your product is a gadget, an idea or a professional service. Why? As human beings, our brains process information better when it comes in the form of a story, whether auditory or visual. We are literally hard wired to react to stories more than any other form of information gathering. Cognitive and behavioral neuroscience research indicates that our brains respond to certain triggers either favorably or unfavorably. Occasionally, there is a minimal response either way, which indicates a complete lack of interest or engagement in the trigger. (If your marketing is eliciting zero response, keep reading!)

What does this have to do with marketing or selling?

Harvard University began studying the impact marketing strategies have on our brains (and therefore our reactions) back in 1990. While the term “neuromarketing” wasn’t actually coined until 2002 (by Ale Smidts), Harvard psychologists began experimenting to determine if they could effectively manipulate information to generate a specific reaction. The meme, originally coined by Richard Dawkins in The Selfish Gene, was the foundation for neuromarketing research. A meme replicates information and influences a decision maker within 2.6 seconds.

Dah Dah Dah DUM

Do you recognize that tune? The first four notes of Beethoven’s Fifth Symphony are collectively a cultural meme, just as advertising slogans such as “Where’s The Beef?” and “Just Do It” are marketing memes. Memes are used (and recycled) in marketing all the time. When Puss in Boots was launching in theaters, DreamWorks ran an ad featuring Puss that was based on the Old Spice commercial series “The Man Your Man Could Smell Like”. Classic meme (watch the Puss in Boots commercial).

Since the dawn of neuromarketing, companies such as Google, CBS and Frito-Lay have used neuromarketing research to measure consumer response to products and promotions. Apparently, we cannot make a decision solely based on facts and logic. For professional service providers, this may come as a shock. It goes against the paradigm we have held dear for years. Facts, figures, statistics and logic: those are the keys to persuasion, right? Not really.

Use stories to entertain, inform and persuade

According to neuroscientists, most of our cognitive activity (i.e., what we think) occurs on a sub-conscious level, well beyond the reach of our active awareness. Highly emotional content tends to have the most positive reaction, activating oxytocin, producing feelings of empathy and helping us bond with one another. Oxytocin ensures that we bond, rather than merely eliciting pleasure for the sake of it. Bonding has been imperative to our survival as a species and is certainly critical to marketing and selling.

“Buy this product and it will do this” and “hire us because we’re the best” won’t sufficiently engage your prospects or create that essential bond. Facts are boring. They generate zero response on a biological level. You need to use stories to draw prospects in, titillate them, educate them, inform them and persuade them.

A story can potentially carry the entire sale for you, provided it has these six characteristics of highly persuasive stories (courtesy of the Neuromarketing blog for marketing and sales):

1) Impactful delivery

2) Vivid imagery

3) Realism and understandability

4) Structure

5) Context and surroundings

6) The proper audience

There is definitive proof that stories will help you sell more services. What story do you have to tell that will help you increase prospect engagement and boost sales?

In my next post, I’ll review four types of stories that will help you sell more services. Come back soon.

 
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Posted in: Business Development, Business Growth, Content Marketing, CPA Firm Marketing, Marketing, Marketing Strategy, Prospecting

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Do You Have a Business Card?

Do You Have a Business Card?

Does everyone at your firm have their own business cards? They should.

You get it. You recognize the power of networking. You don’t leave your house or office without your business cards because you never know when an opportunity to promote your accounting firm might arise.

But here’s a question for you: does every person in your firm have business cards? Even your receptionist and paraprofessionals? If they don’t, they should.

Don’t miss an opportunity to increase word-of-mouth referrals.

I am surprised at how many accounting firms only provide their partners and professionals with business cards – not their support staff. This is a missed opportunity. These employees have opportunities to promote your firm as well, from businesses they frequent to organizations they are involved in. Even if it’s just their friends and family, it’s an easy way to get your firm additional exposure. Many times, junior employees place a higher value on having business cards. They’re proud to have them and are more likely to distribute them, and it makes them feel more invested in the firm.

Business cards are also morale boosters.

At $10 or so per employee, giving business cards to all of your employees is a very inexpensive marketing tool. It reinforces the idea that everyone in your firm should be looking for ways to grow the business and shows that you view everyone at your firm as a professional. The increase in employee satisfaction alone is worth the minimal investment.

 
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Posted in: Business Development, CPA Accounting Firm Management, CPA Firm Marketing, Employee Retention, Marketing, Operations

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Infographic: 6 Email Marketing Lessons To Learn From Scooby Doo And His Gang

Infographic: 6 Email Marketing Lessons To Learn From Scooby Doo And His Gang

The mention of Scooby Doo and his gang catches us with a sense of nostalgia almost instantly. But there is much more to Mystery Inc. than just fond memories. The problem-solving pup and his pals have a great deal to teach us about email marketing strategy, too!

Thanks to Email Monks for these six (adorable) email marketing lessons gleaned the famous cartoon series:

1. Being unique is being memorable.

There is no one like Scooby Doo, and that’s probably why he stands out in our mind as the master of monster mystery sleuthing. The secret success of the Scoody Doo series is its unique format. Your email marketing can be just as individual and memorable as Scooby. Stand out in the inbox by incorporating stellar subject lines, savvy copy, super images and groovy calls to action.

2. Everyone roots for a Scooby Snack.

You might not sit up and beg when a free gift is offered to you, but you probably get at least a little bit giddy at the prospect of a reward. Everyone loves a reward. If you have a group of long-term email subscribers or loyal clients, use your email marketing to toss them goodies every now and then. Promotional offers and giveaways boost subscriber (and client) confidence.

3. The “let’s split up” formula.

Fred knew the secret to covering more ground when there was a mystery afoot: “Let’s split up, gang!” The same approach can help your email marketing mysteries get solved. What is working in your messaging? What is not? Conduct A/B split tests to gain insights. Split subscribers into segments based on demographics and behavior for a highly targeted (and more effective) marketing strategy.

4. Things are not always as bad as they seem.

Mystery Inc.’s efforts often seem to be going awry until one of the team members picks up a vital clue that gets the gang back on track to solving the mystery. Sometimes a flaw may pop up in your marketing strategy (insert monster chase montage here). You might have a 404 error instead of a working landing page (oops!) or a grammatical error in your copy (oh, no!). But a bit of review time and a solid proofing process will help you find the clues you need to take your message from monstrous to magnificent.

 5. Being one like a family.

Even though you’d never confuse Velma with Daphne, both ladies make you instantly recall Scooby Doo. Just like Mystery Inc., your brand is a close-knit family. Even though your brand presence may exist on multiple platforms, make sure they all have an easily-recognizable presence that instantly makes fans and visitors think of your firm. What’s the best part of this equation? When your subscribers become raving fans, they also become part of your brand family.

6. Solving mysteries sans stress.

Scooby and the gang always had fun. Even when things seemed scary, Shaggy and Scoob found a way to turn things around and lighten up the atmosphere. When you have a new marketing assignment, tackle one problem at a time, identify shortcomings and come up with a plan for solving each issue. Marketing professional services can sometimes be serious stuff, so take a note from Scooby’s team and have some fun with it. A lighthearted, spirited approach will come through in your messaging and win subscribers’ hearts.

Enjoy this fun infographic from Email Monks and bring Scooby’s marketing lesson’s into your own strategies.

Infographic: 6 Email Marketing Lessons To Learn From Scooby Doo And His Gang - Email Monks

 
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Posted in: Communications, Content Marketing, Email Marketing, Email Newsletters, Marketing, Marketing Best Practices, Newsletters, Online Marketing

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Make Yourself Memorable For More Business Opportunities

Make Yourself Memorable For More Business Opportunities

The very first thing you ever did of your own volition was cry. Even as you were brought into an uncertain future you were shouting to the world, “Here I am. I am born this day. You will pay attention to me!” And you held true to your word. From shouting “Watch me!” as you jumped off your bed wearing a pillowcase as a cape, to asserting that it was “your turn” on the swing, you have always demanded attention. You have wanted to make yourself memorable.

As we grow up, our success in life often requires that we continue to let those around us know that we here and what we are doing is worth their attention. However, as we grow older and especially as we enter into the professional workforce, many of us find ourselves becoming more conservative and less risk tolerant. We opt for the safe path. We blend in rather than stand out.

But consider taking the road taken by those people who have had the greatest impact on your life and whom you admire most. Let’s start with a simple premise and then we’ll expand it into your professional life.

Everyone could use a few more friends. Couldn’t you?

Zig Ziglar, a world famous salesman and motivational speaker, frequently asserted,

The only way to have a friend is to be one.” – Zig Ziglar

Friends support us when we’re down. They have our back when we’re attacked. They provide us with honest answers and the wealth of wisdom drawn from their life experiences. Friends can alert you to opportunities that can enrich your life both personally and professionally.

So how do you get more friends, especially in the scope of your work environment? Although it’s easier to develop friendships with fellow employees because of proximity and frequency, some of your most valuable friendships will be just outside that immediate circle. I encourage you to look to your customers, vendors, and even competitors. How do you do that?

If you go looking for a friend, you’re going to find they’re very scarce. If you go out to be a friend, you’ll find them everywhere.” – Ralph Waldo Emerson

How do you leverage your knowledge of friendships for more business?

Depending on your job, you come into contact everyday with someone who could become a friend. Start every conversation off by focusing on them, rather than on what you need to get out of the conversation. I’m not just encouraging you to engage in small talk, although that’s required. I’m asking you to invest a moment of your time before (if possible) or during (if it isn’t possible in advance) to come up with at least two relationship-building topics – something you don’t know about them, their life or their job that they might enjoy sharing with you as well as something that you know that might genuinely be of interest to them.

An example:

“Tom, I know this is a bit off topic, but I respect your opinion and was wondering if you could give me a little advice. What steps does your company take when one of your long-time customers begins struggling to make payments on time?”

Another example:

“Jane, from my perspective, your company is beating the local competition at every turn. I’ve known you for a while now. I respect your integrity and I’d like to see you grow into a national leader. I may or may not be able to do much personally, but I can certainly get the ear of someone in my network that may be able to directly help get you to the next level. What is the one thing you can think of that would make the biggest impact on your success today?”

When you continually help others, YOU and your efforts get noticed. People will remember you. Some may even feel indebted to you. All will want to help you in return when they can. That help may be hidden from view, like a recommendation when one of their friends needs your service or has a job opening. Or it may be as direct as you winning their continued business, even though your bid wasn’t the lowest.

You can make more friends in two months by becoming genuinely interested in other people than you can in two years by trying to get other people interested in you.” – Dale Carnegie

Sure, being prepared to ask questions that honestly demonstrate your interest in someone else takes a bit of time. But you’ll get better (and quicker) at it the more you do it.

And yes, a couple minutes of “giving” conversation takes away from the “getting” conversation your boss hired you to do. But your boss would be very unusual if he or she didn’t want you to provide the most effective customer relations possible. Your boss would be short sighted if he or she didn’t encourage you to be memorable in a positive way to every prospect, client, associate, vendor or competitor you come in contact with. Strong leaders realize their company strength resides in the quality and dedication of their employees. Being invisible won’t help you or your company. Make yourself memorable by making a memorable impression with every conversation you have today.

 
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How Accountants Can Use Free Samples To Earn More Business From Clients And Prospects

How Accountants Can Use Free Samples To Earn More Business From Clients And Prospects

Think free samples are only for cereal and toothpaste? Think again!

We’ve all gotten free samples at one time or another. They’ve been around just about as long as marketing itself. I know what you’re probably thinking: “Free samples are for breakfast cereals and toothpaste, not tax and accounting services.” But you might be surprised to learn that many accounting firms have been using giveaways successfully for years.

For example, I spoke with a CPA from Massachusetts who tried offering one month of free financial benchmark comparatives to his write-up clients. The next month, he told his clients that he could continue to provide the reports for an additional $25 per month, or make them available on demand for $50 each. He said he had about 10 clients sign up for the monthly reports and he produces a few each quarter and about 10 at year-end. That has resulted in over $5,000 in additional annual revenue for something that requires very little time.

There are plenty of other ways to use free samples:

  • Produce a tax planning report and provide it to your clients for free along with their tax return. Offer a special rate for a half-hour or one-hour tax planning consulting session during one of your slower months.
  • Along with the standard financial reports, provide your write-up clients with a set of graphs for some of their key financials. Again, provide it for free for the first time, and then offer ongoing reports for a nominal fee. You can also use the reports to justify a price increase.
  • Set your clients up in a web portal. Have recent copies of their financial statements and/or tax returns available. Then, take them to the portal so that they can see how convenient it is to have their documents available online. Whether you choose to charge for them or not, it should significantly increase portal acceptance by your clients.

The key is, clients often don’t see the value of new technology and services until they can actually experience it. They’ll appreciate getting something for free. And, like Mikey (of Life Cereal fame), they just might find out that once they tried it, they liked it!

 
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Posted in: Content Marketing, CPA Accounting Firm Management, CPA Firm Marketing, Marketing, Marketing Strategy, Online Marketing

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Reach Beyond the Transaction – Use Your Bank Marketing to Build Relationship Capital Instead

Reach Beyond the Transaction – Use Your Bank Marketing to Build Relationship Capital Instead

Relationships are the most valuable assets a bank can possess. You don’t agree? Regardless of how many financial resources your institution manages, or how superior your products and services are, none of that will make any difference if your bank’s marketing lacks “Relationship Capital”.

Traditionally, relationship capital was built through face-to-face connections through general networking, events, and meetings. Although these touch points certainly remain relevant, the electronic age has changed the way we communicate and enhance meaningful connections with consumers.

While most of us would prefer to meet and greet our customers with a smile and handshake, the opportunities for face-to-face contact are dwindling with the expansion of online transactions. Time is a commodity and the internet allows us to maximize it by providing us with secure access to our accounts from our homes and offices, where we have the ability to multi-task, skip the commute and get more done in less time. Gone are the days of long lines of customers waiting to cash their paychecks on Friday afternoons.

So how do you build relationship capital when you don’t see your customers and prospects in person?

Building relationship capital electronically follows essentially the same formula as previous methods. People build relationships with people, whether in person or electronically. Remember that your consumers are less interested in the transaction aspect of your relationship and more interested in receiving solutions to their everyday issues. Email newsletters and social media sites have proven to be invaluable ways to confirm and strengthen business relationships. Connect with your customers by providing them with relevant, timely and relatable information. From the seemingly ordinary to the vitally important piece of financial information, your customers expect you to be a trusted and reliable resource, which merely serves to strengthen your bond.

1. Be giving.

Equity is built over time by regularly paying into and increasing the business’ value. The same can be said for growing relationship capital. The more effort you put in, the more reward you take out: loyalty, referrals, supplemental business, long-term security. Develop a process for regularly producing communications to your customers. Nurture your customers with email newsletters on a bi-weekly or monthly basis. Share your e-newsletter content on your website and social sites to not only give your customers another method of interacting with you, but also to extend your reach beyond existing customers to begin the relationship building process with prospects.

2. Be personable.

As tangible contact decreases, the desire for a more personal electronic connection increases. People are intrigued by people, not by things (unless you’ve developed the newest “must have” gadget). To maximize relationship capital in the electronic format, communications should focus more on who you are and what you’re doing than product and service plugs. This is not to say that you shouldn’t include announcements about new features and products, but remember that online and electronic communications lean toward the casual and personal, and constant sales pitches will turn your customers off. Customers need to be nurtured, wooed and engaged. Consider highlighting the human interest aspects of your bank. Implement a campaign that includes new additions to your team, personal achievements, community and charity involvement, team-building events, holiday greetings, customer spotlights, awards and recognitions, etc. These touch points reinforce your relationship with your customers and help show them that you are more than just a financial institution.

3. Be a teacher.

In addition to showcasing the human side of your bank, provide the kind of educational and informative content that your customers seek. Provide answers to their questions before they ask. Although the task of sourcing pertinent and relatable content for a bi-weekly email newsletter campaign may seem daunting, consider that your customers look to you to provide this information to them, or they will find it elsewhere. With the seemingly unlimited access to information online, you had better make sure that your customers are reminded of your expertise and your interest in them. The best relationships are built on effective communication – both personal and professional – and your bank will suffer without a process in place to nurture and grow your relationship capital.

Failed customer relationships will significantly impact any business. It is necessary to actively reaffirm your value and worth on a regular basis while staying in touch with customers. Your success depends on how well you nurture your existing customer base and how consistently you grow a devoted following of new prospects. Your customers are far more likely to remain loyal and recommend your bank to their friends if you deliver solutions and build your relationship capital one message at a time.

 
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3 Tips to Help You Craft a Really Great Newsletter Title

3 Tips to Help You Craft a Really Great Newsletter Title

We’ve talked about email newsletter subject lines in some of our previous posts, but what about the name of your newsletter? Is your newsletter title doing enough to build awareness of your brand and engage your readers? A well-crafted, really great newsletter title can put a smile on your readers’ faces, give them a reason to actually read your news and can even capture their imagination.

Rather than using the generic and hum-drum Our Company Newsletter title, tap into the power of a newsletter name to help boost the appeal of your communications.

1. Tell them who you are

The name of your newsletter should communicate who you are and touch on the value that your communications will bring to your readers. It is not necessarily vital for a newsletter title to incorporate your company name, but the name of your business can certainly be an excellent springboard for a fun, catchy title. This tactic helps your email communications humanize your business by incorporating an engaging, lighthearted spin on your business name. At BizActions, we’ve tossed around names for our internal employee newsletter like “What’s Buzzing at the Biz,” “The Biz Buzz,” “The Buzz” and “The Buzz at the Bizz.” We finally settled on “The BUZZ.” Pulling the B and Z out of our brand name helped us cleverly play on words to create an enjoyable bee-inspired theme for our internal newsletter.

You can also create a catchy newsletter name that tells your readers who you are even if you never actually mention your company name. Here are some title-starters that could help your business communicate who is behind your newsletter and give your readers a bit of extra incentive to invest their time in reading your news:

  • The Advisor
  • The Authentic
  • The Beacon
  • The Doctor
  • The Innovator
  • The Helper
  • The Insider
  • The Judicious
  • The Just
  • The Lender
  • The Litigator
  • The Mentor
  • The Messenger
  • The Networker
  • The Pulse
  • The Reporter
  • The Resource
  • The Scout
  • The Spectator
  • The Trumpet
  • The Viewpoint
  • The Witness

 

Keep in mind that many of the above are very common newsletter names. These are simply examples of good starting points for naming your newsletter. Take an additional step and add another defining word or two to help explain who is behind your newsletter. For example, the common newsletter title “The Advisor” gets a little more pizzazz with the addition of an action word: “The Nimble Advisor.” “The Mentor” could become “The Money Mentor,” and “The Viewpoint” could become “Valuation Viewpoint.”

2. Tell them what they’ll get

What products and services do you offer and how do they make your clients’ lives better? What you do and what content your newsletter is delivering can also be fantastic catalysts for inspiring your newsletter’s name. Think about what type of information your target audience needs to hear from you. Using your newsletter title to help explain “what” can also help you target your newsletter’s appeal to reach your niche industry groups and specialized subsets. An accounting firm with a newsletter targeted at the construction industry might call their communications “Concrete News.”

Instead of circulating the generic “HR Consulting Newsletter,” think about calling your newsletter “The HR Insider” or “HResource.” The “John A. Brown PA Estate Planning Newsletter” might garner a bit more attention if it were named “Estate Planning Insights” or “Estate Intelligence.” Use your newsletter title to explain what readers can expect to glean from your communications by incorporating expectation-setting words like the following:

  • Concrete
  • Defined
  • Disclosure
  • Discriminating
  • Eye-Opener
  • Goods
  • Insights
  • Intelligence
  • Itemization
  • Knowledge
  • Lowdown
  • Report
  • Resource
  • Truth
  • Word


3. Tell them
when they’ll get it

Set your readers’ expectation on the launch timing of your newsletter by incorporating this information directly into your newsletter title. Words like daily, weekly, monthly and quarterly will help your newsletter subscribers know when they will hear from you again, and these words also help give your title a sense of urgency.

Keep in mind that words that express timing are just part of the newsletter title creation secret formula. Combine your timing words with other descriptive lingo to create an even more engaging title.

  • The Daily Dose
  • Gazette Weekly
  • MNOP Monthly Minute
  • Quarterly Trends

Need some more inspiration to help you craft your own great newsletter title? Following the “who, what, when, where, why and how” methodology, I’ll go into several more strategies to help you create killer newsletter titles in a follow-up blog post. Be on the lookout for tips to help your newsletter title tell your readers how your newsletter will get them where they what to go and why they would start that journey with your business in the first place. See you next time!

 
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