The Conversational Blog

In these posts we explore conversational writing as
a powerful way to communicate and sell online.

Earn it or burn it: The critical role of trust in the success of your business.

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Trust in marketing

Take off your marketing hat for a moment.

Think of your experiences as a regular consumer, buying stuff for yourself and your family.

Would it be fair to say that you’d be unlikely to buy from a company you don’t trust?

Doesn’t sound like something you’d feel comfortable doing, right?

OK, now put your marketing hat back on, and answer me this, “How hard do you work to earn and hold onto the trust of your prospects and customers?”

If you tell me that the trust of those people is super-important to you, excuse me while I go through all your marketing materials.

Because everything you do as a marketer either builds trust or burns it. Nothing is neutral.

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If you really want to engage with people, make them laugh… with Tim Washer.

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In conversation with Tim Washer

In this post I get to interview Tim Washer… speaker, creative director and comedy writer whose credits include Late Show With David Letterman, and Saturday Night Live.

I met Tim at a conference in Austin, Texas. We were both speakers, but he was way, way funnier.

He gave this great talk that held everyone’s total attention. Everyone in the audience was totally spellbound.

I remember how Tim clearly cared about the people in the room.

And how he used humor to connect with people, engage with the whole audience and make us all feel we were his friends.

Imagine being able to harness that kind of attention as a marketer.

No wonder Tim is on my must-interview list.

Let’s get started…

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The key to great copywriting is to like your audience.

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Love your audience with conversational copywriting

I was taking part in a mastermind group a while back and someone asked the question, “Do you like your customers?”

BOOM!

Amazing question.

It had a huge impact on everyone in the room. We all had to pause and think about our own feelings about our customers and even our prospects.

Did we like them? Did we respect them?

Did we even think about our customers in terms of liking or respecting them?

Or did we just see them as anonymous specs within a demographic group? As data points?

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Forget about the fancy tactics, and focus on the message… with Peter Sandeen.

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A bridge for your prospects

In this post I get to interview Value Proposition and Marketing Message Development Expert, Peter Sandeen.

That’s quite the title! But as you get to know Peter, the way he describes his work makes more and more sense.

And while I’ve known some of the people I interview here for 20 plus years, I have known Peter for about 20 days and counting.

Why the interview? Because after spending a little while on his website, and talking with him on the phone, I felt we shared a lot of common ground when it comes to our views on marketing.

That was enough to make me want to do this interview.

Let’s get started.

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Why learn conversational copywriting now? Because playing catch-up sucks.

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The best time to build expertise in any area of digital marketing isn’t necessarily at the very beginning.

For example, sites like MySpace were heralding the birth of social media back in the early 2000s.

But it wasn’t until 2006 or so that the big players like Twitter and Facebook took hold.

And many of the big names in social media marketing didn’t get established until about 2009 or 2010.

But after that… well, everyone else who wanted a slice of that market had the play catch-up.

And like I say, playing catch-up sucks. It’s sucks because you’ll always be trying to make yourself heard in a market where the voices of the earlier adopters dominate.

It’s the same story with conversational copywriting right now.

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The intersection of traditional sales and conversational selling… with Shane Gibson.

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Say less to sell more

In this post I get to interview Shane Gibson, an international speaker and author on social media marketing, social selling and sales performance.

Shane and I worked together training young entrepreneurs way back in the mid 1990s. A LONG time ago! Since then he has become a huge force in a few different areas, from sales leadership training to social media.

A little while back, instead of just reading one of his tweets, I clicked on it and soon found myself immersed in his videos and podcasts.

Weird thing… although we’ve barely been in contact all these years, it seems like we’ve been travelling along parallel lines.

This is a long and meaty interview, with a ton of powerful takeaways.

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