You’re Not Stuck! This is A Temporary State

That’s right. This is temporary. There IS a solution. You only have to be willing to evolve beyond the moment and allow space and breath for the evolution to embrace its natural course…..

Sounds a bit esoteric, doesn’t it? Well, the fact is, most our business success begins in spirit. The spirit I speak of is that which motivated you in the first place to start your business. You went into it with your WHOLE HEART. You poured your soul, your passion and your vision into it. And then, somewhere along the way, something stopped working and you found yourself stuck….

I bet I know what it was.

When your business is thriving, and you’re making connections, and networking, and people everywhere you meet are genuinely interested in what you have to offer….and (let’s be honest, now!) when the money is rolling IN….. you are on top of the world! But when things aren’t going so well, you start losing motivation. You can’t find inspiration anywhere. You feel as if you’ve detached from your inner spirit, and find yourself slumped into a state of restriction, confinement, delusion. You begin wondering, “Is it even all worth it?”

Well, I’m here to tell you IT IS. That same spirit that got your business off the ground is STILL THERE. It’s still accessible, and it’s still functioning. You’ve just been making some POOR CHOICES. You’re not “stuck” because you lack desire or inspiration. You’re stuck because WHAT YOU’VE BEEN DOING ISN’T WORKING. And it’s only when you realize that those poor choices are not working, that’s when the greatest opportunities present themselves…

Congratulations! You’re just taken the first step to breaking out of your cocoon.

Being stuck may be mental. But the shell that is keeping you confined is REAL. So while you are working on improving your mental/psychological, spiritual and emotional state – finding your inspiration, tapping your spiritual passion and drawing on new motivations – you also need to take REAL STEPS to break through that shell. It’s not enough to think positively – you need to ACT positively. You can rah-rah-rah, sis-boom-bah all you want. But if you continue to engage in the same ineffective strategies that created this shell in the first place, you will NEVER break out of it.

Another fave quote of mine: “The definition of insanity is doing the same thing over and over again, and expecting different results.” My old buddy, Albert Einstein, coined this one. Take it to heart:

If it isn’t working, STOP DOING IT. Things don’t change on their own; you have a role to play in this. A positive attitude is a wonderful motivator, but it won’t get you unstuck – only a DIFFERENT STRATEGY can do that. Making conscious decisions is only half the battle. ACTING on them will set you free.

Warning: I’ve taken a Dr. Laura, Seth Godin and Dr. Phil approach to this post. Be prepared! This is TOUGH LOVE TALK for your business:

I am challenging you to challenge your own beliefs, RIGHT NOW:

• Is your web site about YOU? Or is about YOUR CUSTOMER?
• Is your logo about YOU? Or is about YOUR CUSTOMER?
• Are your colors about YOU? Or are they about YOUR CUSTOMER?
• Is your copy and communications about YOU? Or is about YOUR CUSTOMER?
• Are your marketing messages about YOU? Or are they about YOUR CUSTOMER?

You know the answers. In case it’s foggy, let me break it down for you in a way that even a child can understand:

• If you designed your web site with the images that YOU think are cute or cool, your web site is NOT about your customer.
• If you selected or designed a logo that was pretty, but does not convey your core value message, your logo is NOT about your customer.
• If you picked a pretty pastel pink for your brochure or web site’s design, because it looks so adorable in your baby’s room, your colors are NOT about your customer.
• If your copy and communications say a lot about you, and what you subscribe to, and how long you’ve been in business, and what your methods are….. your copy is NOT about your customer.
• If your marketing messages do not address your customers’ pain points, tell them HOW you are going to solve their problem, and clearly outline WHY you are the ONLY SOLUTION to their stresses, your marketing messages are NOT about your customer.

The bottom line:

If your business was designed in a way that YOU were preferential to (I call this the “subjective approach”), but you did not stop to think what your customer’s personality/needs/worries/fears are all about (the opposite of subjective is OBJECTIVE!), you are NOT penetrating your customer’s attention. And your customer is what keeps you in business. They put food on your table, a roof over your head and clothing on your kids’ backs. You’d better start talking TO THEM.

Or, you can just take the easy way out and just close your business. You see, it’s like this:

Some people subscribe to the philosophy that ‘a winner never quits.’ Well, I say horse-poop to that. A winner knows WHEN to quit. A winner recognizes when something isn’t working and adjusts, or shifts. Albert Einstein said it best, ‘The definition of insanity is doing the same thing over and over and expecting different results.’

Having said this, if you are struggling with growing your business, I’d bet it’s got a lot to do with the above. I can help you, but only if you reach out to me. I promise, I won’t judge or yell . I’ll just fix it so your business can blossom and grow the way you intend it to.

Linda Coss is a true professional copywriter. Each time I work with her, I am reminded just how well she understands marketing, which ultimately makes her a HANDS DOWN ABSOLUTE for any small business.

I always – and only – recommend Linda whenever the need for a professional copywriter comes up, and for one reason above all else: She understands the principles of marketing on a psychological level.

You see, writing marketing copy – web sites, brochures, blogs, etc. – is not merely about writing “well.” Many Small Business Owners received relatively good grades in school when it came to English, grammar or punctuation. I should know, I was one of these! Getting good grades at my school in particular was not easy; I attended one of the strictest schools in my time, complete with nuns and rulers that whacked us into paying attention! Writing marketing copy is really more about putting together words and phrases in such a way that not only honors the timeless rules of grammar, but taps the psyche of the reader so as to evoke a positive and immediate response.

Linda sees the bigger picture. She is pragmatic, insightful and incredibly fast (I am always blown away by how quickly she can put together something that is not only well written, but compelling!)

Linda Coss is not merely my HANDS DOWN RECOMMENDATION to small business owners, she is also my personal inspiration. Read about Linda below. And then reach out to her via her web site at www.plumtreemarketing.com. Call her for a brief consultation and consider her for your next marketing project. I have no doubt you will find her to be an ABSOLUTE MUST addition to your Small Business  Success Team!

– Kristine

Tell us about your business, Plumtree Marketing. Why the name “Plumtree,” does it have a special meaning?

Back in 2000 I formed a company in order to self-publish my first book, “What’s to Eat? The Milk-Free, Egg-Free, Nut-Free Food Allergy Cookbook.” I drew the inspiration for the company name, Plumtree Press, from a plum tree that was growing in my backyard. When I became a freelancer in 2006, I decided to stick with the “Plumtree” name – in spite of the fact that my beloved plum tree had since succumbed to a fungal disease! I incorporated my business as Plumtree Marketing, Inc., and made Plumtree Press a division of the corporation.

What inspired you to start your own business?

I had been working at a small marketing agency, and I had had all I could take of the high stress/high pressure environment. I wanted to gain some control over my workload (after all, as the business owner I’d be the one to decide what promises I’d make to clients regarding when projects would be completed) and balance in my life. I’m a single mom. Although my kids are now both off at college, when I started my business I was still driving carpools, taking my boys to doctors’ appointments, hanging out in the parking lot during guitar lessons, etc.

Besides all that, I’m a real home body at heart! I knew I’d be a lot happier working from home.

Why did you choose writing as your field of focus?

Since my goal was to create a happy and balanced life for myself, doing work that I truly enjoy was my number one priority. I did a lot of soul searching. I realized that although I had done a lot of different things during my many years in the marketing field – including advertising, direct mail, branding, positioning, product management, marketing research, publishing and more – the jobs and projects I had enjoyed the most all involved writing or editing.

Of course, it certainly didn’t hurt that I didn’t appear to have a lot of competition. While there are quite a few marketing consultants and marketing agencies in the area (many of which offer writing services), the number of people focusing exclusively on writing is fairly limited. And, as it turns out, many of those consultants and agencies don’t actually have writers on staff; they hire freelancers like me to do the work!

I would imagine that most small business owners think they can do their own writing, since they know their businesses better than anyone else does. Why do you feel that taking the “do it yourself” approach to copywriting is a bad idea?

Writing a website, sales letter or brochure is a lot different than writing a memo or an essay. You need to be able to write to sell. This means writing text that will connect with your prospects on an emotional level; demonstrate how your product or service is going to solve their problems, improve their lives or meet their needs; and then motivate them to take action. Most people – business owners included – simply do not know how to write to sell. As a professional marketing copywriter, however, this is exactly what I do.

Even writing informative articles, such as for newsletters or blogs, is more difficult than it looks. Regardless of the subject matter, your writing needs to be clear, concise and compelling. Many business owners get bogged down in the details, writing twice as much text as what their readers really care to see.

Many people think they are good writers, and from the “getting an A in English class” standpoint they probably are. Can you give some examples of the differences between how you write sales literature versus how the typical business owner writes sales literature? In other words, what’s the difference between a professional copywriter’s approach and an amateur’s approach?

There are quite a few differences between my work and marketing pieces written by amateurs. I’ll touch on a few of them now.

For starters, amateurs tend to focus on features instead of benefits, and they’ll write completely pointless headlines such as “Welcome to ABC Company!” I focus as much as possible on benefits, putting the benefits front and center in the headlines, subheads and copy. For example, one of my clients rents out reusable “green” moving boxes. The headline that they wrote for one of their website pages was “How It Works.” I changed this to “Welcome to Guilt-Free Moving.” Their headline was utilitarian. Mine was inviting, benefit-oriented and emotional.

Amateurs will write very egocentric text that’s full of “we,” “us,” and “our.” When I write, I try to draw the reader in by focusing on “you” and “your.” Remember, all people care about is “what’s in it for me.” So instead of starting the above-mentioned web page with “We’re the first zero-waste pack and move solution in America made entirely from 100% post consumer trash,” I opened the text with a big benefit. The revised text read, “Want to make packing up for your move cheaper, faster and easier than using cardboard boxes? Check out XYZ Company, the first zero-waste pack and move solution in America!”

A surprisingly big problem that I see with the sales pieces written by amateurs is that they forget to communicate what it is that they’re selling! For example, I once submitted a proposal to a company whose website says they’re “XYZ Media, the ultimate activation company.” Had I won the bid, I would have clarified what in the world that meant.

Amateurs also tend to write text that looks like a novel, with one long paragraph after another. I break up the text with subheads and bullets, making it easy to scan and digest.

What types of things do you write?

My main focus is on writing for print and web. This includes:

• Websites
• Brochures
• Fliers
• Newsletters, e-newsletters
• Direct mail packages, post cards and sales letters
• Trade journal articles
• Press releases
• Print ads
• Email campaigns
• Blogs

Can you tell us a little about Copy Editing?

Copy editing combines high level editing with basic proofreading. When I edit text for my clients, I do a lot more than simply correct the typos, spelling and grammar errors, and punctuation problems. I also edit the text for clarity, check to see that the overall messaging makes sense, think about if the information is presented in the best possible order (and change things around if it’s not), and so forth. In sum, I turn my clients’ “diamonds in the rough” into brightly polished gems.

What sort of challenges do clients typically come to you with?

Start-up companies often come to me when they do not yet have any marketing materials at all. They need help figuring out their messaging and then translating this into a website, brochure and possibly a direct mail campaign. Often they also need help brainstorming and implementing a variety of ways that they can reach their target markets.

Sometimes established businesses come to me because their current website and marketing literature aren’t working for them, and they need help creating targeted and effective marketing materials that will actually get the phones ringing. Other times businesses have the challenge of launching a new product or service, and need my assistance creating or revising marketing pieces to reflect this.

Another common challenge that clients come to me with is the desire to establish a newsletter to stay top-of-mind with customers and prospects, or a blog to help drive traffic to their website. People want to have these things, and although they usually have a lot to say about their topic or field they don’t have the time or desire to write the articles themselves. In these situations I simply conduct brief telephone interviews with my clients and then write the articles for them.

What passions do you infuse your business with? What’s your favorite part of “the job?”

First, I truly enjoy writing and editing. So my favorite part of “the job” is “the work”! That said, one of the things that I really love about what I do is the variety. In an average month I do work for about 20 to 24 different clients, all in different fields. Those projects can range from writing websites, brochures, blog posts and newsletters to editing proposals, writing direct mail packages and press releases, ghost writing trade journal articles, and more. I’m always working with interesting people and learning something new.

What advice would you give to someone who is just starting their business and needs some help communicating their brand’s voice?

Hire a professional! In fact, you may need to hire a team of professionals, especially for your writing and graphic design needs. Just as I don’t recommend that business owners write their own marketing pieces, I also don’t recommend that they try to tackle the design on their own, either. Sure there are companies out there that let you pick a template, choose some colors, and be online with “your own customized website in just minutes.” But do you really want your company’s “24/7 online sales person” to look like it was created with a cheap do-it-yourself template? Probably not.

Linda Coss is a freelance marketing copywriter who helps businesses become more profitable by writing persuasive, targeted and effective messages for their websites, brochures, sales letters, ads, fliers, blogs, newsletters and other marketing materials. Whether you need something written “from scratch” or want a professional to edit what you’ve created, Linda is your on-call marketing writer. For more information, visit her website at www.PlumtreeMarketingInc.com or give her a call at 949-699-2749.