It’s not what you say but the way that you say it, that’s what gets results. Or at least, it’s not just what you say; it’s the words you use to say it. In this blog, I’ve been concentrating on the content of your business story, but the words you choose to tell that story are just as important. Because they’re the words that people will associate with your brand.
When I’m delivering content training, I’ve discovered that people aren’t just interested in telling their story. They want to find out how to pick the right words to describe their business, as well as how to tell their story. So, this week, I’ve decided to share my thoughts about how to choose words that will resonate with your customers.
The language you choose to describe your business and to tell your business story has a subtle but powerful effect. It sets the tone for your content and creates a particular mood: one of calm professionalism or one of fun and laughter, depending on what effect you want to create. Like the colours of a logo, the words you choose tell people how you see your business brand, and they will pick up on that and absorb the message you’re trying to convey.
We’re now going to talk about how to choose words to tell your business story and about what effect those words will have on your customers.
Words That Describe Your Business And Customers
It may seem obvious, but you first need to decide how you will refer to your business and to your customers when you’re writing your content. Some people like to use ‘we’ and ‘our’ to talk about the services they deliver, and they refer to their customers as ‘you’ or ‘our customers.’. This sets a friendly tone and gives customers the sense that you’re talking to them one to one.
Other businesses prefer to be more formal. They talk about ‘the business’ or ‘the company’ and ‘its customers.’ This is a good approach for businesses that want to present themselves in a professional way, so they can be seen as authorities in their fields. There’s also the decision about whether to refer to people who buy from you as ‘customers’ or ‘clients.’ The word ‘customers’ tends to be associated more with retail and product-based businesses, while clients tend to be seen as people who use a service.
The Fifteen Words
Marketing gurus recommend that you come up with a list of fifteen words that describe your business, and I do this exercise with people on my content training course. These fifteen words then become people’s go-to words when they’re describing their business. They’ll draw on these words when they’re writing their content, and these will then become the words their customers think of when they think of that business.
Here’s a flavour of the types of words you can include on your list of fifteen words:
Doing words: These are practical words that describe what your business does. Say you’re an estate agent. You’d use the words ‘estate agent,’ ‘valuer,’ ‘seller,’ and ‘auctioneer’ to describe what you do. You may think it’s obvious what you do but it won’t always be obvious to your customers, so don’t overlook these words.
Value words: These words describe your business values, the principles that drive your business and that shape the service you offer customers. Weaving words like integrity, customer care, creativity or time into your content tells customers what values are important to you as a business. If they share those values, they’ll see you as a business they can trust.
Senses Words: With these words, you’re stimulating people’s senses. You describe what your products or services look, smell, taste, sound and feel like, so people feel almost as if they’re holding your products or are there at your place of business. You can use these words even if you don’t sell a product, by choosing a symbol that describes your services and using words that link with the symbol.
When you’ve drawn up your list of fifteen words, you sprinkle them through your content. These words convey the message and mission of your business and show customers what your business can do for them. Customers will associate these words with your business, and if you use words they like, it’ll influence their decision to buy.
If you’d like some help finding your best words, I’ll be happy to chat to you. You can drop me an email on firstname.lastname@example.org or call/message me on 0876959799.