Are you leaving behind revenue by not writing newsletters?

Everything old is new again, it would seem. The big deal in the content economy isn’t Spotify or TikTok, it’s a new twist on one of the Internet’s founding aspects: the email newsletter.

Spurred on by creator-centric newsletter publishing app Substack, the email newsletter has become big business again. Started in 2017, it has grown to 20 million monthly active subscribers, with its top 10 creators earning $25 million collectively as of 2023.

If you are a business, you have a contact list. Every business needs one if they don’t have one already. If you aren’t monetising that contact list by sending out regular newsletters or email communications, you are leaving money on the table.

Why Email Newsletters?

Over 376 billion emails will be sent and received daily worldwide in 2025, a 23% increase over 2020. 99% of email users check their inboxes at least once per day.

According to a report by Whop about ConvertKit, newsletters garner a 45% open rate compared with 10% for social media. The report also showed that newsletters were the most popular form of content at 58%, followed by blog posts at 51% and educational courses at 30%.

Email newsletter engagement sat at 27%, followed far behind by Instagram (15%) and Facebook (12%).

According to a Beehiiv report, newsletters enjoy open rates of 38.7%, with the welcome or onboarding email showing healthy open rates of 45%. Venture capital newsletters had the highest engagement rates at 50.4%, followed by sports newsletters at 47.5% and food & drink newsletters at 45.3%. Topics of the most interest to newsletter subscribers are films, psychology, and gaming.

If that doesn’t convince you that email marketing is a good idea, think about the $42 of average return on every dollar spent via email advertising.

That’s not to mention you can also charge subscriptions for your newsletters or gain sponsorships from other brands, opening up another revenue stream for your business.

So why are newsletters so popular and gaining popularity despite the advancement in other forms of social media?

The Power of the Opt-In

Unlike every other type of advertising online, newsletters are entirely opt-in. You must agree to sign up for a mailing list; and users have the ability to tune out by unsubscribing. That way, people can curate their content to their liking. If the email newsletter is not fit for their purpose, they can get rid of it just as easily.

No matter whether the email format is news, special offers, link curation, or digests, newsletter subscribers were 16x more likely to be receptive to and engage with newsletter ads. Since people are opted in, they find ads and other calls to action far more relevant than those seen on social media or other forms of internet advertising. In fact, 86% of U.S. adults want to get promotional emails - not informational or educational emails - promotional emails at least once per month according to Marketing Sherpa. 54% of brands send emails at least 2-4 times a month, with 32% sending at least once per month.

Emails can also be personalised to individual subscribers using segmentation, driven by automation. If a user hasn’t visited your site (or logged in) in a while, you can send them a personalised discount offer. You can wish them Happy Birthday. You can send them cat videos, if you have them down as a cat owner. The possibilities are only limited by your imagination. Also, other forms of marketing can’t really do that.

37% of marketers say that email is the most effective channel for customer loyalty and retention, and it’s spurred on by an email reader giving your brand full attention and laser focus; at least for a minute or two. Can’t say that for the perpetual doom scroller…

Monetising Your Database

If your business already has a database of customers - even a small business of 50 or 100 contacts - it’s well worth setting up a newsletter and inviting them to opt-in (don’t assume they want to, just because you talked to them once: it’s bad etiquette and against the law.)

Using an email marketing platform like Mailchimp (which has a dominant 65% market share), Klayvio, or ConstantContact is simple to set up and may even offer a limited-time free trial, so you can evaluate whether it’s the right fit for you.

Setting your email newsletters up for transactional emails based on triggers can also drive engagement and sales - even the humble “welcome” email gets you an average of 45% open rates, which is far more enticing than PPC or even long-term SEO engagement.

Are you leaving money on the table by not sending out regular newsletters? The verdict seems to be in.

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Want your newsletters written right, with high conversions and industry leading open rates? Get I Sell Words on the case!

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What's In A Name? (ABC Radio Melbourne)

Many brand names are instantly recognisable, like Coca-Cola, Apple, Nintendo, Mercedes and more. But what's in a name? And how do companies actually go about naming things?

I talked to Lisa Leong on ABC Radio Melbourne about car names, branding, and the attachment we have to our cars - bombs and all!

Listen here.

What is the State of Marketing in 2024?

For many marketers and creatives, 2023 was a bit of a “lost year” in terms of growth and productivity.

Speaking anecdotally, many friends and colleagues lamented that the year was leaner than expected, thanks to inflation and the cost of living crisis contributing to lower advertising budgets.

Like Marshall McLuhan says, we speed into the future looking at the rearview mirror. After reviewing Hubspot and Salesforce State of Marketing 2024 reports, here is an overview of what marketing firms are doing in the face of new opportunities - and threats - from artificial intelligence and regulatory sharks circling around third-party data collection and social media such as TikTok.

What is the state of marketing in 2024?

PERSONALISATION IS KING

Sure, content is king - but personalisation is even better. According to Hubspot, “87% of marketers plan to continue or increase their investment in mobile messaging through channels like SMS, Facebook Messenger, and WhatsApp.” That means constant engagement with customers using these channels, powered by Generative AI chatbots. 96% of marketers say personalization leads to repeat business, and 94% say it increases sales.

Their research also shows that it has an over 120x return on investment, on average. Hubspot also found that 55% of businesses predict that by 2024, most people will turn to chatbots over search engines for answers.

According to a Kibo survey, personalising the entire customer experience led to 3x ROI than forgoing personalisation. Salesforce says that 73% of customers expect companies to understand their unique needs and expectations. Of course, this will need an end-to-end strategy at the top and bottom of funnels to implement with any measure of success.

Imperator Email INVICTUS

If personalised messaging through various channels is the king, then email is the Imperator Romanum, the God-Emperor to rule over them all. Salesforce says that 84% of marketers send commercial or engagement messages over email, and Hubspot says that it’s tied for second place in terms of greatest ROI overall ($36 for each $1 spent). It accounts for 80% of all outbound marketing messaging, Salesforce says.

One in three marketers reports using email and 87% plan to maintain or increase their investment in 2024 though email marketers will need to adapt to emerging technologies and trends such as including targeted personalisation, personalised images, directions to the nearest retail outlet, social feeds, and social media links.

Scrollable Video - the seo killer?

We live in the age of the short-form video - Instagram Reels, YouTube Shorts, and TikTok. According to Hubspot, “marketers are doubling down on TikTok, YouTube, and Instagram to address younger audiences going right to social video platforms to search and engage with brands, even more so than search engines.” 50% say they will be using TikTok this year - and hopefully the US Government doesn’t set a dangerous precedent by banning it outright.

Aja Frost, Director of Global Growth at HubSpot says, “use social listening tools to understand which low, medium-, and high-intent questions prospects and customers are asking, then work with the Social Media team to create content answering those questions — or, even more powerfully, enabling brand advocates to answer it for them.”

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C is Not for Cookie - Third-Party Data

As Google seeks to phase-out third-party cookies and data collection, marketers need to walk the privacy versus personalisation tightrope ever more carefully. First-party data collected via opt-in (such as an email list) is the most powerful kind of data - as it directly captures and fuels the personalisation mentioned earlier. That’s not to say a complete view of a customer is a given either: 2021 Gartner® Cross-Functional Customer Data Survey, 14% of organisations achieve a 360-degree view of their customer, and of those 14%, 44% said it’s in a customer data platform.

75% of marketers are still investing in third-party data, 68% say they have managed to fully define their strategy to shift away from gathering this information.

AI is a co-pilot, not autopilot

AI hasn’t led to marketing being automated completely - but it has shown its usefulness in reducing administrative tasks through automation for marketers. Hubspot says marketers are saving three hours per piece of content and two and a half hours per day overall. Interestingly, only 6% say they use Generative AI to write their content for them; 45% says it helps with idea generation and inspiration, and 31% they use it to create outlines. 81% of marketers say that leveraging generative AI enhances their roles.

Salesforce says 68%% of marketers have a fully defined AI strategy, up from 60% in 2021 and 57% in 2020. The top three ways marketing organisations use AI is to automate customer interactions (90%), automate data integration (89%), and personalise the customer journey across channels (88%).

Most marketers say it’s the number one tool for research, with apps like Albus assisting with in-depth and tangential research into various topics. Of course, as AI isn’t perfect, we must always trust but verify.

What’s Next?

With AI speeding up the cycle between marketing and sales, it’s likely that further automation will further blur the distinctions between the two, especially with targeted and opt-in personalisation. Can you argue with an AI generated image of you wearing a dashing pair of sunglasses and is 40% off for your birthday? Only time will tell.

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To get the right strategy for 2024 as well as great content that’s guaranteed to sell more - click below to contact me!

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How To Use Social Media To Reach More Customers

Did you know that the 2nd most followed page on Facebook is Samsung, with 159.82 million followers? That’s six times the population of Australia tapped into all the moves the South Korean electronics giant is making - from a consumer perspective. That is, they’ve all opted in to being sold new phones, cameras, TVs, and tablets as part of their daily social media scroll.

Though enterprise businesses may employ social media managers (who may be flustered by the overwhelming demands of the job, as I’ve explored here), small to medium businesses often flounder under the constant demand for content - or mistaken belief that just because one posts it will be seen by all their audience, every time. (That’s the non-linear algorithm at work, baybay!)

Social media is free to use - but with all free things, it means spending time on it to gain any real benefit. Here is a primer on how to use social media to reach more customers.

Find Your Audience and Meet Them There

There’s no such thing as the Field of Dreams on the web. It’s not a case of “build it and they will come” but rather, “build it where they already are.”

That means looking at your business and figuring out where your core demographic customer base already hangs out. B2B businesses will likely want to focus on B2B social media, such as LinkedIn. (It’s where I hang out!) B2C will want to embrace Meta platforms (Instagram and Facebook), TikTok, and to a lesser extent, X (formerly Twitter.)

If you have limited time to spend, you may want to focus on one platform. Meta Business Suite helps you post across Instagram, Facebook, and even WhatsApp, which means reaching three sets of audiences at once.

Apps such as Keyhole can help you identify these audiences without waiting too long for analytics to come in - which can help you along tremendously.

Establish a Narrative and Social Proof

Stories are everything. People are drawn in by stories; brands that establish solid narratives about themselves will rise to the top of the pile compared with soulless, bland sales pages. For example, the DIY, grassroots values of Ben & Jerry’s ice-cream - a small business started by two hippie college dropouts from Vermont selling fresh ice-cream from their gelatery - (almost) overrides the fact they are now a global brand owned by Unilever, a multi-national corporation with questionable holdings.

Social proof is the act of using other’s opinions of your brand to sell your products and services. This may come in the form of using content from your customers (i.e., re-blogging or re-posting their Instagram reels or TikToks) to “prove” that people like, use, and trust your product.

Using Influencers and Brand Advocates

Believe it or not, 40% of Twitter (as it was called in 2016) users said they bought something because an influencer tweeted about it. There was a 5.2x increase in the likelihood of a purchase when users saw both brand and influencer tweets about the product.

According to Mention.com, URL shortener Bitly saw 11x greater return on investment than traditional forms of digital marketing. People who have a large social media following are instant social proof - even if the audience knows that the brand is sponsoring their posts. Influencers need not just be on Instagram; they could be bloggers, podcasters, YouTubers, TikTokers, and other high-follower count individuals or groups.

Reposting content from satisfied customers who become “cheerleaders” for your product is another way to reach even greater audiences. People love being seen - and according to an Olapic study, 70% of U.S.-based respondents are more likely to buy products after being exposed to a relatable or positive image created by other consumers.

Provide Value For THEIR FOLLOW

Yes, some people will follow certain brands or companies just to get the jump on sales. But the top performers provide real value to their customers in the form of informational or instructional content that they can use.

A food brand may want to showcase recipes; a fashion brand may want to emphasise which fragrances to pair with their outfit. Even if you’re an excavator company, you can still provide value by showing which kind of plant you use to tackle certain jobs, which may be useful for apprentices. The more content that you can provide that’s useful, the better.

Use a Strategic Approach

One of the most common mistakes brands make is using a scattershot approach to social media posting and content. A hospitality venue might make one post about an upcoming event…only for it to get buried under the algorithm and have it appear in people’s feeds three days after it’s finished.

Every business should have a social media strategy which should be planned out ahead of time with content (or at least ideas about content), its purpose (brand recognition, promotion, reach), and the goals it is attempting to reach.

This keeps your social media running smoothly as part of your overall sales or marketing processes. Instead of panicking about what to post, where, and when, your strategy will guide you in the right direction whether you want to make a post yourself or leave it up to the professionals.

With a bit of persistence and effort you can use social media to reach more customers - and greater sales!

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For expert guidance and quality cut-through content that’s both strategic and impossible to ignore, trust I Sell Words for all aspects of social media management. Read about my social media success stories here!

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The Power of Professional Copywriting Services for Australian Businesses

Though business comes and goes in cycles, the power of marketing can’t be understated. Digital marketing opens up new avenues for Australian businesses to reach more people and sell their brand not only here, but overseas as well. As part of any digital marketing strategy, a copywriter should be part of your arsenal of persuasion. So why should an Australian business invest in professional copywriting services? What are the advantages of having an Australian copywriter on call or on retainer?

Why Invest in Professional Copywriting Services?

What you say is how you sell. Investing in professional copywriting services is an investment in your overall marketing and communications strategy. Copywriting services can help your business craft a strategy around digital marketing – every piece of content you post will need some kind of copy to help promote your business or sell your product or service.

Greater reach inevitably leads to higher sales volumes or inquiries. These profits can be re-invested into marketing and copywriting to spur on even more growth down the line.

Crafting SEO-Optimised Copy for Better Organic Visibility

Did all those words sound like they meant something? If you aren’t a copywriter or work in digital marketing, they can feel a bit confusing. In simple terms, SEO refers to Search Engine Optimisation. This is the art and science of writing copy or text on websites so search engines (Google for the most part) will rank your page higher than other competing pages with similar or identical information. Google displays pages on their Search Engine Results Page (SERP) in order of relevance. The higher your webpage ranks on the SERP for a chosen keyword, the more likely it will be clicked on.

According to a study of 80 million keywords and billions of searches by Search Engine Journal in 2020, 28.5% of clicks go to the organic (non-paid) result in the 1st position. It’s diminishing returns after that: 2nd gets 15.7%, while 3rd gets 11%. 10th spot gets about 2.5% of the clicks on average.

SEO is an investment in increasing this organic visibility by helping your site and pages climb up SERPs for chosen keywords. This is a long-term strategy for growth, as it decreases reliance on Pay-Per-Click (PPC) advertising and builds your authority as an authoritative and trustworthy source for information on that keyword – and in sales, this is worth its weight in gold.

Leveraging Persuasive Writing Techniques to Drive Conversions

If you’ve ever read SEO copy, it often sounds like text written by robots for other robots. Sometimes keywords will be “stuffed” into places that make even the most grammatically nonchalant wince. From that perspective, it’s done its job: you clicked on the top link, after all. But here’s where it falls apart in terms of conversions. The copy just doesn’t convince anyone to put their faith in your brand. Something drives them away.

SEO leads the horse to water; but persuasive writing on the page gets it to drink.

Copywriting is about balancing on-page SEO as well as using persuasive techniques to get people to perform an action (I write about calls to action in my blog about email marketing here.) It may be to buy a product, sign up for a service, or simply hand over an email address for a mailing list. These techniques may be straight-forward calls to action (Buy Now, While Stocks Last!) or thematic (appeals to reason, appeals to the hip-pocket, etc.)

Australian businesses need copywriters to help them leverage persuasion as part of their communications in order to drive sales and inquiries. This should be the prime motivator in your marketing – the art of the sale. However, without tailoring it to local audiences, it can quickly go awry.

Tailoring Your Copy to Australian Business Needs

If you have ever taken a trip abroad – or perhaps lived abroad – you will quickly notice how culture affects a business’ sales approach. When I lived in Atlanta, Georgia it was not uncommon for salespeople, even in shoe stores, to push products on me when I hadn’t asked for them. Once, when I was at the mall having a browse at one such shoe shop, an enterprising young sales associate noticed I was wearing Converse Chuck Taylors.

A pair of my beloved red Chuck Taylors.

I’d barely crossed the threshold of the entrance and he immediately rushed toward me. He knelt down and started buffing my white toe tips with a special polishing product. Before I could tell him to stop, he was rattling off all these benefits, ending the encounter by telling me his name (presumably so he could get a commission.)

This behaviour would be unthinkable in Australian shops.

Australian business needs are different from overseas needs, which means overseas copywriters that aren’t immersed in our culture will find it difficult to replicate or cater to our approach. The “hard sell” is often seen as sketchy or “suss” (we had purchase over that word before Among Us, thank you!)

Copywriting services in Australia require a flexibility and versatility of prose to tailor certain tones of voice and style to their audiences. Corporate businesses will use highly abstract and academic style language, while small businesses may use more persuasive or colloquial language – good Aussie copywriters can deftly sprinkle in some Aussie vernacular as well.

If your copy reads as if it was written by a foreigner, it will come across as inauthentic – which can lead to high bounce rates and poor conversions, even if your SEO is on point. (I mean, ridgy-didge.)

Choosing the Right Copywriting Service Provider

Not all copywriters are created equal – some are more creative while others are more technical (read my post about the differences between them here.) You should choose a copywriter that can understand your business and effectively sell the idea and the tangible result to as many potential customers as possible. They need to connect you to your audience and help clarify your message. Your business may want to choose a copywriter with a particular niche; though hiring generalists (such as myself) may open the door for new and creative opportunities for marketing that your competitors may not have thought of before, differentiating yourself from the pack.

Ultimately, they need to be a part of your team and need to gel with your overall business methods and processes. Unfortunately, not every copywriter will be a good fit; nor will every copywriter want to work with your company for any number of reasons. Make sure to research different copywriters and get to know them as if they were a potential employee; you could build a fruitful partnership that lasts decades!

A copywriter who knows their SEO stuff, is persuasive to a fault, and works well with your company can unleash a wave of powerful marketing on your potential customers!

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Leverage the power of an award-winning Australian SEO copywriter at I Sell Words! Contact me below and let’s get started!

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Should You Cut Back On Marketing During a Recession?

Microsoft, Hewlett-Packard, and General Motors. Huge companies that have been around for a long time - in the case of GM, over 120 years - but what do they have in common?

They all sprung into life during a recession or depression. They were so successful, the chances of you using at least one of the products those companies make while reading this is almost even money.

With inflation still rampant, interest rates rising, and electricity bills set to soar by at least 25% after the 1st of July, Australia is staring down the barrel of a recession - the standard definition being two consecutive quarters of negative economic growth. So what does that mean for us as business owners?

Our first impulse is to cut costs across the board. Where the axe lands, that’s for the almighty to know.

However, planning to cut back needs to be a surgical strike on certain wasteful expenses, not an all out war on your profit and loss statement. Many businesses think that cutting their marketing - usually an outsourced “expense” - is a good idea during a recession. Is it, though?

With SEO copywriting being a vital plank of digital marketing, can we copywriters not only survive, but thrive in unfavourable business cycles thanks to keeping our marketing up too?

Cutting Back on Expenses During a Recession

40% of American businesses surveyed here said they would cut back on their expenses during a recession.

This makes sense from a household budget perspective - but a household is not a business. If you cut a Netflix subscription, it means no more binge watching Stranger Things. If a business excises its Zapier subscription, it means previously automated tasks need someone to complete them manually.

Value in a business isn’t always measured in profit and loss statements to begin with - but it will come back to haunt you eventually in terms of slower cash flow, which can often lead to a death spiral where more cash goes out than comes in. According to ASIC, about 20% of businesses that went insolvent during 2018-2019 was down to poor cash flow management or high cash use.

Though many companies see marketing and communication as a third prosthetic limb they can take on and off at will, it’s essential to maintain that “third arm” for keeping your current customers on side and potentially reaching new clients. According to WordStream, repeat customers are a 65% chance of conversion, while new customers are a 13% chance.

Besides, how cool would it be to have a third arm?

Case Studies in Recession Marketing

Almost every study conducted into marketing during a recession shows one outcome - businesses that maintained or increased their marketing usually did way better than their counterparts who cut back.

Buchen Advertising discovered that companies that cut advertising during the 1949, 1954, 1958 and 1961 recessions fared poorly compared to businesses that did the opposite.

The International Journal of Research in Marketing paper ‘Turning adversity into advantage: Does proactive marketing during a recession pay off?’ noted that “firms that have a proactive marketing response in a recession achieve superior business performance even during the recession.” Companies can shore up their position with some strategic, entrepreneurial marketing.

For example, during the 1990–1991 recession to improve their position, microprocessor giant Intel launched its “Intel Inside” brand-building program, aggressively promoting the brand when there was little advertising competition.

During the 2008 financial crisis, analysis by Kantar Millward Brown found that 60% of the brands that stopped all TV ad spend for six months saw their brand use decrease 24%, and brand image decrease 28%.

McGraw-Hill’s oft-cited study into the marketing habits of 600 B2B companies during the early 1980s recession showed that brands who invested in better marketing and advertising grew 275% more than those that didn’t.

The most recent example is home short-stay rental’s darling AirBnB and how they fared during the pandemic. They cut almost all their ad spend during the COVID-19 pandemic, where many jurisdictions were locked down by their governments in response. Competitor VRBO outspent AirBnB ten to one during that initial 2020 global lockdown period and saw their bookings recover by 61%, while AirBnB’s slumped by 15%.

Though we may want to tighten the belt during a recession, we really ought to be grabbing a megaphone.

Why keeping professional marketing and copywriting is important

If you use an amateur you’ll get an amateur result. Keeping on your professional digital marketing or copywriting specialists means a consistent tone of voice, branding, and audience engagement.

As information analysts and resources, they can help you identify strategies that will return on your investment more than simply “pouring more money” into PPC or social media ads. They’ll be at the forefront of new channels, techniques, and messages that cut through to people during a recession. They can explore new keywords to target or niches to penetrate. Their creativity is a value-add that you can leverage at almost every level of your business.

Outsourcing your marketing - or bookkeeping, or administration - means concentrating more on your core business and delivering more value to your customers, whether you’re a B2B or B2C business. Everyone needs their dollar to stretch further. Figuring out how to do that with what you have is a big boon for business once the recession passes.

Further, copywriters and marketers are natural networkers. They have their ear to the ground when it comes to new trends, grants, and other opportunities that could come your way.

working with your marketing or copywriting team

Though you may be fretting that dreaded phone call to tell your faithful marketing or copywriting firm “your services are no longer required” it’s better you work with us rather than cutting us off altogether.

Though you may have ordered a blog post every week, it’s unwise to just “stop.” Tapering that back to once a fortnight or month means your SEO won’t stand still compared with the competition who is still investing in their digital marketing - if you stop, they can and will overtake you.

You may want to invest in content at scale using AI while your copywriter edits it using their skills in Artificial Intelligence Optimisation. Even if copywriters become “obsolete”, there are still some opportunities left out there for us!

If you stop advertising or content marketing until you “ride out the storm,” playing catch up may end up costing far more.

Oh, and you know we’re a GST deduction, right?

So, should you cut back on marketing during a recession? I think the evidence speaks for itself.

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Get ahead of your competition and invest in award-winning, cut-through copywriting and marketing with I Sell Words!

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The State of Digital Marketing in 2023

AI, TikTok…what’s next? Digital marketing seems to be so evolved it barely resembles this time last year. In a new report by Hubspot has taken a snapshot of the state of digital marketing in 2023. We all know about the advent of artificial intelligence - but is it all its cracked up to be? Is short-form video still effective? Will budgets increase or decrease in 2023 and 2024?

Drawing on other trends and sources on digital marketing, let’s have a deep dive into the State of Digital Marketing in 2023.

Artificial Intelligence and Automation

According to Hubspot’s report, the average marketer works on five campaigns at a time, and a total of seven campaigns per quarter. Using AI to automate certain processes makes business sense to gain more productivity with less time spent on admin and busywork. Tools like ChatGPT, Midjourney, and DALL-E are proving to be useful in generating ideas, creating templates, and churning out content at scale. However, the time savings may be offset by the limitations of GPTs which are prone to repetition, “hallucination”, and limited in scope.

First Party Data

Notice how “big data” died suddenly and without warning? With Apple and Google both tackling the problem of terrible user privacy with new features that restrict the tracking of data from third-parties via cookies - and users taking matters into their own hands with AdBlockers and the like - gathering first-party data will be the boon for marketers wishing to personalise and target content to their audiences. 86% of marketers told Hubspot that that data privacy changes have impacted their overall marketing strategy over 2022. Giving users control over their data by opting in to newsletters, shopping accounts, and other data capture methods such as surveys, yields a sense of trust and an opportunity to create value in the often hidden transaction of harvesting user data.

The Rise of the Short Video

Instagram Reels is just YouTube Shorts for people who don’t like TikTok. Whatever the platform may be, short form videos are reigning supreme for marketing in 2023. (Especially the tarted up AliExpress tat hawked by people in sweatpants - but that’s a discussion for another time.) 21% of marketers are going to be investing in short form video, and ad revenue from the format is set to surpass $10 billion (USD) according to Woosuite. Research by Wyzowl shows that 91% of businesses are using video and 73% of consumers prefer to watch a short-form video to learn about a potential purchase. 90% of those businesses that are using video has helped them generate leads.

Mobile Friendly Design

According to SimilarWeb, 57.36% of Australian web traffic is consumed on mobile; the present and the future of the web will be mobile optimised. That means optimised designs, user experiences, and even instant apps will be in-demand among users - and businesses. Though desktop designs may look great, the chances are your customers are scrolling with their thumb, not their index finger.

Sliding into DMs

“Sliding into DMs” or direct messages over social media was once describing a slick romantic gesture - and businesses want the romance between customers to blossom as they use social media to directly interact with customers by answering questions, handling complaints, and general interaction. Hubspot says 30% of younger (Gen Y and Z) have bought products on social media over the past three months, thanks in part to direct message customer service. Using AI chatbots and other automation can help start the conversation with humans taking over when things get too complicated for the machine to handle.

Authentic, Organic SEO

When downturns occur, people look for authentic, organic content. Not paid advertorial but something they can connect with and feel good about reading. Hubspot says that 7% of businesses will cut their ad spend during recessions and bottom-out business cycles - but that doesn’t mean you should skimp on your organic content that improves your SEO. Though marketers may do this as a business-building exercise, B2B and B2C companies should be thinking of investing in SEO content that isn’t engineered to hard sell, but connect with customers while taking home the added benefit of improved Search Engine Results Pages. That means providing real value for their reader - not so much top of mind, but strong of heart.

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Ready to leverage the top marketing methods that will keep your business thriving during 2023? Want the best marketing copy to fuel your videos or SEO? Contact me!

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Will Artificial Intelligence Change SEO Copywriting?

If you haven’t taken the AI natural-language dialogue engine ChatGPT for a spin, you definitely should.

It’s astounding how it can take a normal query and reply in a structured, easy-to-understand, and if you didn’t know any better, thoughtful way.

Friends and colleagues have been sending me links to ChatGPT, fearing that this will kill off my livelihood. As an SEO copywriter, at least on the surface, it can produce articles in minutes for cents while it takes me hours and hundreds of dollars of investment later.

With that scary thought in mind, should I learn how to code these machines instead of competing against them?

The written word by a scribe’s hand has been around for tens of thousands of years; we aren’t extinct just yet.

The Limitations of AI-written copy

The irony of logging into ChatGPT is the reCAPTCHA asking if you aren’t a robot. AI cannot access itself, it would seem.

I asked it “How do I optimise my content for Google?” - and it returned a pretty decent list of best-practice SEO techniques. Use H1, H2, etc. headings, use internal and external links, upload sitemaps, conduct keyword research. Couldn’t fault it there.

Then I asked it something more subjective - something that required real-world experience to answer.

“Who's the better Starfleet captain, Picard or Sisko?” If you don’t speak nerd, this is the eternal debate as to whether who is the better fictional starship commander - Jean-Luc Picard of the USS Enterprise-D or Captain Sisko of Deep Space Nine and the Defiant in the iconic Star Trek spinoffs.

Here’s where things got interesting; or from my perspective, quite boring.

Its opening line was this:

It's difficult to say definitively who the better Starfleet captain is between Jean-Luc Picard and Benjamin Sisko, as it ultimately comes down to personal preference.

That’s not what I asked, ChatGPT. I asked who is better.

It rattled off, in natural-language, how Picard was a level-headed, intellectually curious, and stoic diplomat; Sisko by contrast was an impulsive yet decisive warrior who let his emotions guide him more often than not.

That’s all fantastic; but AI will never ever give you a “straight” answer. So who’s better, HAL? I am unable to tell you that, Dave.

If it was attempting to persuade me one way or the other - the essence of sales - it was doing a pretty poor job.

Fortunately for us mere mortal copywriters, Google has seen the inherent flaw in AI copywriting and adjusted its PageRank algorithm, the fundamental programming behind its search engine, to accommodate.

Preempting the rise of AI - Google’s E-E-A-T

Prior to 2018, Google’s quality index rated pages in terms of Expertise, Authoritativeness, and Trustworthiness (E-A-T). If a page could demonstrate more of these attributes compared to others, it would rank higher in Search Engine Page Results (SERPs).

In August of 2018, Google added another metric to the ranking system: Experience. (E-E-A-T.)

Google is essentially asking if the writer behind the content has accumulated actual, real-world experience on their chosen topic. Have they actually made Gramma’s Sausage Gravy & Biscuits? Have they actually stood underneath and witnessed the grandeur of the Sistine Chapel? Have they binge watched Star Trek: The Next Generation or Deep Space Nine to truly evaluate whether Picard or Sisko is the better captain?

An AI could have high levels of Expertise (they have the entire internet at their disposal), and in turn Authoritativeness or Trustworthiness owing to prior social proof, high traffic, or user ratings on a particular site.

However, if this high E-A-T site begins churning content written by a machine lacking Experience, their ranking will be soon be diminished in comparison to a site that has a real human that has actually done all the things it’s writing about.

Expertise is also a subjective measure - just because I changed my oil on my car, does that make me a motor mechanic? Hardly. How do I stack up against Star Trek nerds who saw the first television run in 1966 and stuck with it ever since? At the end of the day, it’s for the reading public to decide.

Training and formal education can go a long way to establish credibility as a subject matter expert or influencer - but I can’t sit here and say that I learned everything there is to know about copywriting by attending university. That took independent research, trial and error, informal learning, and practice.

AI copywriting is cheap and fast, but never good

If you’re a business and you’re thinking that SEO copywriting “costs too much” we now have something that can do it for free. But should you use it?

Remember the triangle of value: good, cheap, and fast - you only ever get to pick two.

AI copywriting seems to pick “cheap and fast” each time, every time. That doesn’t bode well if you have high search engine ranking aspirations in the short-term or long-term. AI will always be one step behind human minds doing real and original research.

The Hungarian scholar and author Arthur Koestler once remarked, “true creativity often starts where language ends.” For AI, there is no end to language. It can only regurgitate or synthesise what we feed it.

For now, pioneers will always be flesh and blood; and machines will be playing second fiddle.

SPOILER (RED) ALERT

To me, Sisko is clearly the better captain.

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Get your own human-written and award-winning copywriting for your business right here at I Sell Words!

How Will Copywriting Change In 2023?

In the 1990s, the internet (or just “Internet”) was referred to as the information superhighway. Many on-ramps and off-ramps taking you where you want to go from point A to point B. After the smartphone revolution in 2007, the World Wide Web resembled less a highway and more of a vending machine - content was now on demand, curated by algorithm, stopping and starting at the whim of the user.

Copywriting was once the province of “Mad Men” who wrote pithy, predictable, and gimmicky headlines.

For the most part, they were effective.

Now, headlines are boring in comparison to other forms of content. Text is competing against short videos on TikTok, pictures on Instagram, and podcasts on Spotify. Not only that, but endless streams of them, all the time.

Your business isn’t competing against other businesses, it’s competing for attention. This is the crucial distinction between doing copywriting the old way and doing it the new way in 2023.

COPYWRITING From New Media To The Norm

Let’s assume the “snappy headline” is no longer relevant since the competition is just too fierce and compelling. What must you do right away? Your content and copywriting should convey the value of your product or service in a way that is educational, insightful, and interesting.

If you can't connect with your audience, you won't be successful since they'll go on to the next exciting thing. These constant bursts of content releases dopamine chemicals into people's brains to maintain their bio-transmitter levels and hold their attention.

Former Facebook engineers have since admitted their medium was built around “continuous partial attention,” as Justin Rosenstein. inventor of the ‘like’ button, told the The Guardian.

If you can't convince potential customers to remain, you lose them. However, you need to know how to maintain consumer interest throughout the entire transaction. You must establish a compelling value proposition, a compelling story, and a reason for people to care if you want to do it well.

The curiosity Factor in copywriting

Curiosity is always the call for attention. One of the most famous examples in narrative storytelling instills a burning curiosity that leaves even five-year olds spellbound: a flickering, repeating hologram of a woman saying, “Help me Obi-Wan Kenobi, you’re my only hope.”

Who is that? Who is Obi-Wan? What kind of help? Why is he her only hope?

We are inherently and naturally highly interested as humans.

You can hold someone’s interest for a while if you tell them something intriguing and engaging without immediately providing the solution.

In the end, we want people to understand that we have something that can benefit them, and that is what we as copywriters are trying to convey to them with this interest. People need our help. Someone's time is wasted if your product or service doesn't genuinely provide something of value. They'll be irate if they spend five seconds or five hours with you if you don’t give them anything truly valuable.

The last thing you need is a disgruntled customer since they won't do business with you again. It cannot be overstated how little time you have to capture and hold someone's attention in the present environment with all of your competitors. It follows that your headline, hook, and entrance point into that person's world has to be intriguing otherwise it’s a flick of the thumb and on to something else.

Creating The Compelling Narrative

The first part is giving someone a reason to be interested in what you have to say - which is how you sell. Motivation is what drives characters in narrative fiction, and it’s what drives humans to do pretty much everything. In business, the motivation may be the profit motive. In Law and Order: SVU, the motivation might be something more sinister.

Then, comes Information. Information that a target audience can actually use. Not just “five tips” that have been recycled ad nauseam, but information that is the entry point into a grander and more compelling narrative.

Once Luke takes R2D2 to Obi-Wan, he learns that Princess Leia is seeking the old man’s help after a failed diplomatic mission to Alderaan. We enter the world of the dastardly Galactic Empire, swashbuckling Jedi, scheming bounty hunters, and an entire galaxy of creatures. Will the Rebel Alliance prevail? Every scene in Star Wars ended on an old serial style cliffhanger by design - we all couldn’t wait to see what the next scene had in store.

By sharing a little of your experience or explaining why you might be able to relate to their suffering, you are also connecting with them. And the world's top start-ups and businesses are built on the principle of relieving someone else's suffering or making a difficult task simpler.

Heeding The Call To Action

The next step is to give the customer a Call to Action. These can range from asking customers to follow your channel or to look at the free report or case study at the bottom of an email. It could ask someone to begin a risk-free trial. It may be to purchase a product or sign up for a free consultation. Giving consumers the next step in the process of becoming and keeping a client is the ultimate destination on this journey.

The more value you can provide people, the more trust they will develop in you. The more examples you can provide of the job you can really execute, the more probable it is that they will become your clients or customers.

Always conclude with a strong call to action, and be extremely precise about what you want them to do.

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How To Write Evergreen Content For Your Business

Living in a fast paced world where news goes in one ear and out the other in a matter of minutes, having solid evergreen content for your business will feel like herding cats - cats who may or may not exist depending if you look at them or not. (Schrödinger’s content, perhaps?)

With some businesses, some truths remain self evident. Good narrative writing, no matter what language you speak, will always need a beginning, middle, and an end. In Accounting, showing people how to balance their books will always be a valuable skill to impart.

So what is evergreen content, and how do you write it for your business?

What Evergreen Content Looks Like - And What It Doesn’t Look Like

Evergreen content is content that will be relevant now, tomorrow, and (hopefully) five years from now. Evergreen topics are ones that people will always be interested in and will search for consistently.

Topics based on:

• Recent news or current events - X did Y at Z time

• Temporary trends and fads

• Pop culture

• Statistics or reports

Are not evergreen, as the map they are trying to create will not correspond to the real-world territory for very long. There’s nothing more disheartening finding out-of-date statistics when conducting a research project.

Evergreen topics may look like:

• How to come up with ideas for your blog

• How to write a mission statement

• Steps for creating and sticking to a budget

• Choosing complimentary colours for your logo

Usually, evergreen topics are highly abstract in nature - they don’t focus on a specific application that may not exist in a year or two - and conversely they don’t try to predict the next best thing. It remains as relevant now as it will five or even ten years down the track.

Researching and Writing Evergreen Content

Evergreen content needs to be thoroughly researched - even if you feel that the topic is “played out,” you can conduct research by looking up already popular articles on the topic. You know you have researched the topic to its limit when you are finding new articles or websites that contain almost the exact same information.

Now that you have your research, it’s time to write the content. Evergreen content is rarely “novel” - but there’s nothing preventing you from putting your own spin on things. Coming up with new ideas for blogs is a broad topic - though you could drill down into a niche such as Finance or Automotive to appeal to a select audience. You may want to produce smaller pieces, or create long-form ‘skyscraper’ content that touches on almost everything there is to know about the topic.

Evergreen content should be aimed at laypeople or beginners. It shouldn’t contain jargon; unless it’s vital to the topic. At any rate, you need to explain what it means and how it fits into the broader subject.

Evergreen Content and SEO

Evergreen content should form part of your comprehensive SEO and content strategy. That means choosing the right keywords, optimising the meta descriptions, having relevant headings, adding links and having good backlinks. It should be authoritative and valuable to others - not a cynical play at boosting your Search Engine Results.

Repurposing Evergreen Content

You may be thinking - once I’ve written my evergreen content, that’s it - I’ve painted myself into a corner. I can’t say the same thing on the same topic twice! That may be true, but you can refresh evergreen content by:

• Turning it into a video or podcast.

• Reminding your audience of the content via social media.

• Looking at the “state of” or “trends in” the topic as a follow-up (which unfortunately is not evergreen, but may be useful for others in their research.)

• Create case studies based on others who have followed your advice.

• Turn your information into an infographic.

• Use it as the basis for an email onboarding campaign.

• Tailor it for other websites or niches.

I’ve worked with businesses where I’ve written evergreen content on subjects so many times I’ve seen them in my dreams. The information is relevant but tailored for certain audiences. “How to get a car loan with bad credit,” with a little creativity and research can also become “Tips for single dads to get a car with impaired credit” which speaks directly to certain demographics.

What’s Next

That’s up to you - pick something you’re knowledgeable in, something other people will find useful, and start writing!

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Looking to get your own evergreen content up and running, written by a copywriter who’s worked with some of Australia’s top ASX 200 companies? Contact me to get started!

What is Digital Marketing In 2022?

Digital marketing - we’ve all likely heard the term being bandied about in boardrooms and offices - but what is it really? Marketing is the process and art of identifying and satisfying customer needs through mass communication. Marketing has been aided by digital means since the 1960s, with mainframes crunching demographic numbers for advertising agencies. However digital marketing refers to marketing purely using media driven by digital means - the World Wide Web, hand-held computing, electronic billboards, and so on. Now that our culture is digital, our marketing is also digital. This gives marketing greater speed, accuracy, and channels to promote products and services than ever before.

Digital Marketing vs. Traditional Marketing

The biggest difference between “traditional” marketing and digital marketing is that digital marketing is often bi-directional - audiences can “talk back” to brands and companies. This can be a blessing and a curse for digital marketers, who can use the data to refine their product or service; but also means managing negative feedback and how that can effect community and sales. So what is digital marketing in 2022?

Digital Marketing Channels

Digital marketing companies will often tout they are “channel agnostic” or “omni-channel” - meaning they employ as many media (that is, carriers of messages) as possible. Digital marketing channels need not be discrete: they often overlap and complement one another. For example, let’s take a look at the web and Search Engine Optimisation first.

Search Engine Optimisation

If you are a business and have a website, the aim is to have it shown to as many people as possible to gain as much traffic and sales as possible. This is achieved by Search Engine Optimisation, as I’ve discussed in detail here. This means organising or curating your content to match what people are searching for on Search Engines so it ranks higher in relevance and above your competitors in search engine results. This organic, or non-paid traffic, means a higher return on investment over time than paying for leads or sales over and over again.

Pay Per Click Advertising

Pay Per Click (PPC) advertising has been around a long time (in computer terms) with the first ever PPC ad bought by a Silicon Valley law firm on the now defunct Global Network Navigator site as far back as September 1993.

As I wrote on my blog Crushtor.net,

“Advertising alongside search engine results pages (SERPs) became the standard in October of 2000, when Google launched its AdWords service. Companies and brands would pay for sponsored links that appear at the top of search results, bidding for the top spot using automated algorithms. When a browser clicked on the ad, the company paid for the privilege – what’s known as a “Pay Per Click” advertisement.”

By most accounts, a business can expect to earn $2 in revenue for each $1 they spend on PPC. This is further refined by using data to pinpoint where ad spend (i.e. higher quality keywords, remarketing, demographic shifts, etc.) should go to receive the maximum return on investment.

Social Media

Social media such as Twitter, Facebook, and Instagram are “no brainer” digital marketing platforms. Billions of people combined use social media every day, and deploying advertising and marketing through these channels is the reason why these channels exist in the first place. However, it also gives brands and companies opportunities to talk directly to consumers and hear their concerns - as well as the added challenge of responding to negative feedback. Social media marketing comprises Pay Per Click advertising, organic community management, and content strategy or curation.

Content Strategy

Content strategy, as I’ve outlined here, is a part of digital marketing in terms of reaching customers or audiences using text, video, moving images, audio, and other multimedia. The more strategic content a brand or company can leverage, the more it flows into SEO, social media, and other aspects of digital marketing.

Email Marketing (eDM)

Email marketing or electronic Direct Mail (eDM) is a powerful tool in a digital marketer’s arsenal, allowing marketing communications to be sent to willing customers (as almost all jurisdictions forbid unsolicited eDMs - aka spam.) These customers opt-in to mailing lists to recieve special offers, tips or tricks, or affiliate offers. Sort of like my fantastic eDM, which you should definitely sign up for!

Native Advertising

Native advertising is a story or piece that’s published to a blog or online news site that’s supposed to look like normal, unbranded content - but in fact is an advertisement for a product or service. This may be disclosed as “in partnership with” or “promotional consideration by.”

Videos and Podcasting

Producing video or podcast content is fast becoming a new avenue for digital marketing, as it too is a space where digital marketers can either buy up time in various (and hopefully popular) video/podcasts for impressions or launch a video or podcast series that directly markets to consumers on their own. This has some overlap with influencer marketing.

Affiliate or Influencer Marketing

One of the more recent developments in digital marketing is using affiliates or influencers - people with a substantial following on social media - to promote products or services. This could appear as native advertising - e.g. sending your new prototype watch to a watch review channel on YouTube (my favourites being The Urban Gentry and Just One More Watch) or paid advertising such as sponsored posts. Affiliates get a commission for each sale they make, usually through partner programs as run by Amazon.

Using Data Driven Marketing

One of the major differences between digital and traditional marketing is the data this type of marketing generates. Clicks, page views, bounce rates, interaction rates, demographic information - is all harvested through various applications such as Google Analytics, Google Search Consoles, or Customer Relationship Management software (CRM.) This helps marketers identify incoming search terms, what people are looking for and tailoring content to fit, and market to specific niche segments, e.g. 18-24 year old men who enjoy watching football and eating chocolate ice-cream (yes, it can get that granular!)

Does my business need Digital Marketing?

In short: yes. If you want to reach customers, create a community, and sell to a wider audience, your business absolutely must employ some measure of digital marketing. “Building it and the audience will come” is relying on hope and prayer to ensure business success. Holistic and sustained digital marketing campaigns help your business not only survive in the online marketplace, but thrive and grow into the long term.

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Do you need help with your digital marketing and copywriting in Melbourne? Contact me today!