Jim's Marketing Blog

Marketing tips and ideas to help you grow your business

Why lists dominate marketing. And why you really should use them

by

Ever wondered why so many articles, blog posts, videos and newsletters are based around the idea of a list?

Yes, you’re right. It’s because they’re extremely popular. People love them. And it’s easy to see why.

Lists promise lots of ideas. And fast!

List-based content promises a number of bite-sized ideas or suggestions. And quickly! So when we see “15 Things you really should be doing right now. Yes you. Yes now!“, we’re not expecting an in-depth examination of 15 urgent commercial activities.

No.

We’re expecting ideas. And we hope that at least one of those ideas will help us in some way. If it does, it will repay the 3 or 4 minutes we invested in reading it.

This begs the question: Does your marketing mix contain list-based content?

If not, I suggest you give it a try. Lists are perfect for sharing, which makes them ideal if you want to expand your reach on social networks. New readers who discover your work through list content, will then get the chance to see your more detailed work. Others will follow you on the social networks, where they see your lists shared. Almost all of my most shared blog posts are lists.

Lists can also be very powerful, when it comes to increasing your email marketing open rates. Email marketing that has a list in the subject line, can result in massively increased open rates.

Here’s why.

Most small business owners are not expert copywriters. As such, the subject lines they use for their email marketing tend to under-perform. And poorly written subject lines result in low open rates. This means no matter how good their marketing message is, very few people will see it.

Using an average list title as the subject line of a marketing email, will always, always out-perform an average, regular subject line.

So, should you focus exclusively on lists?

No.

No you shouldn’t.

Seriously.

Don’t!

Allow me to explain.

True, there are Youtubers making a fortune from creating only list-based videos. And yes, there are sites that attract millions of page views, who rely very heavily on list-based content. The business model behind both of these examples is primarily advertising. If your business sells ads based on open rates, keep churning out the lists.

However, for every other kind of business, relying exclusively on lists is a bad idea. And they should be used sparingly.

For example, I could have written this post as a list.

  • It would have taken me a lot less time to write.
  • It would have been shared a lot more on social networks.
  • And the email version of the post would have been opened by a lot more people.

However, I wanted to dig a little deeper into one thing… the marketing effectiveness of lists. I didn’t want to weaken that focus with “10 Reasons why lists dominate the internet”.

Going a little deeper

Sometimes, you need to offer more substance around one subject. Other times, an issue could be impacting your readers and you need to address it. And there are times when you want to share one really useful idea, which wouldn’t work if you broke it down into a list of sub-ideas.

In short, the surface-level approach that makes lists so popular, renders them ineffective for anything that requires depth.

So mix it up.

If you haven’t already used list-based blog posts, articles, videos, podcasts or newsletters, give it a go. Experiment. Test different types of list. Measure the feedback. Check things (metrics) including; sales, client enquiries, open rates, social shares and new subscribers, etc.

Because you could be missing out on a huge opportunity.

List building: How to build a list that builds your business

by

Marketing email content

People often ask me for tips on how to build a bigger list. They want more subscribers, more readers, more listeners, more viewers, more followers, etc.

The short answer is simple. It’s this.

Create useful content, which is worthy of people’s attention and make it really easy for them to subscribe.

If you do that, you’ll attract more people and because your content is useful, many of them will subscribe. Think about it. That’s the exact process, which motivated you to subscribe to every list you’re on. Something attracted you, you found it useful, you subscribed.

This begs the question: If the answer is so simple, why is it so darn hard to build a large and valuable list?

Here’s the slightly longer answer.

The advice is simple. The process is tricky

There’s some tricky stuff between you and that massively valuable list you want.

Finding something useful to share, on a regular basis, is tricky. Remember, if you just churn out the same stuff as others in your industry, you won’t attract subscribers or retain them. This means you’ll need to be willing to do some research. You’ll need to become a regular note taker. A collector of ideas. It’s interesting work, but if you’re not already someone who studies and takes notes, it can take a while to transition.

Finding the time to create content is also tricky. You’re already busy, right? Developing content around all that interesting material you have, takes time. That time is easy to justify when you have a huge list. It’s harder to justify, when your hard work is being consumed by just a small number of people. You’ll need to push through the tumbleweed and crickets of the early stages. And I know from personal experience, that can be a real challenge.

Summoning the courage to publish your stuff is also tricky. Why? Because if you do it right, you’ll attract critics. Someone once told me that we have a choice to make. We can either be criticized or be ignored. If we’re being ignored, we’re invisible. That’s not good for any business.

The alternative is to not only expect criticism, but to welcome it as a positive sign that we’re no longer being ignored. Don’t set out to attract critics. Set out to be useful and worthy of attention. But see criticism as an inevitable part of becoming visible and successful.

Note: Here’s why people criticize you and how to deal with it.

Once you know what’s involved, building a valuable list is pretty easy.

And the rewards are huge

Picture this: Just imagine what a difference it would make to your business, if you were in regular contact with thousands of prospective customers. Not via advertising, which is usually seen as an unwelcome interruption. But via a subscription to your content, which people proactively requested because they WANT to hear from you. It’s almost impossible to overstate just how valuable your subscribers are.

The opportunity is amazing. And it’s right in front of you. Right now.

Give your best ideas away for free. Here’s why

by

content marketing

What I’m about to share with you may sound a little counter-intuitive. It isn’t. In fact, it could help you achieve breakthrough results.

Allow me to explain.

I come across the following problem a lot. Mainly from service providers, who are struggling to attract new clients with their content marketing. Their primary concern looks something like this:

I know I need to provide good, free advice via my content. Surely if I give my best ideas away for free, no one will pay to hire me?

I’ve already explained why you should be stingy with your time, but not your ideas. However, there’s another, excellent reason why you should provide outstanding, free advice.

And it’s this…

Think for a moment about the alternative. Imagine you publish a newsletter, videos, a blog or a podcast. Now let’s also imagine that instead of sharing great advice, you share weaker information. Average free stuff. Nothing special. Nothing that really stands out.

Guess what?

You’ve just given your marketplace a weak, low-impact insight into your work. You’ve painted a lousy picture of how good you are. So, not only will people be highly unlikely to hire you, they’ll also be unlikely to share your newsletters, videos, podcasts, blog posts or subscribe to you. That’s a huge lose, lose. (Actually, that’s wrong; it’s a lose, lose, lose, because you’ll also be damaging your reputation as a knowledgeable professional. Ouch!)

Here’s what really happens when you give great free advice

Yes, freebie hunters will certainly gobble up all your free advice. But that doesn’t lose you a penny. Why? Because they were never going to hire you anyway. Freebie hunters are the dabblers. The DIYers. So, they were never a prospective client.

Yes, a subset of genuine prospective clients who take your free advice will do (whatever) themselves. Of course, if they find your ideas so powerful that they actually use them, they’re highly likely to subscribe to you and share your work. That’s how every successful resource spreads. Also, I know from experience that many of them will later hire you.

However… there’s also a hefty subset of prospective clients who will find your high quality advice extremely valuable. Now, this subset of prospective clients are the ones who value their time. They love the peace-of-mind that comes from getting expert help. They value professionalism.

These prospective clients will hire you, so you can do the job properly for them. And yes, they’ll also share your newsletters, videos, podcasts, blog posts and subscribe to you.

How do I know for 100% certain that this works?

Simple: It’s how I grew my own business!

It’s why I get enquiries from prospective clients, multiple times, all day long, every day. And if it works for me, it can work for you too. Just make sure to offer as much value as you can, as often as you can. Hold nothing back.

P.S. Here’s that article I mentioned earlier. It’s well worth a read: Be stingy with your time, but not your ideas.

Regularly create content your marketplace will love, with these 3 ideas

by

Content Marketing tips

Image: Tony Hand

If you’ve ever wondered, how some people are able to regularly produce effective content marketing; (newsletters, blog posts, articles, podcasts, etc), and how you can do the same, this post is for you.

I’ve divided it into 3 core ideas. So, let’s get started!

1. Is this useful?

There’s a sign on the wall in my studio. It’s a small sign, containing just 3 words: “Is this useful”. That’s the mark I set for everything I create. Nothing gets published unless I believe you’ll find it useful. I don’t try and be clever. Just useful. And as long as I think you’ll find an idea or observation useful, I share it.

Some small business owners are put off creating content, because they try and make everything as close to perfect as possible.

The thing is, your prospective clients or customers want something useful, not perfect.

Once you stop aiming for perfection you’ll find it a lot easier. You’ll also get massively better results.

2. Don’t let crappy ideas block you

If you’re anything like me, you’ll find that most of the ideas you get are pretty average. But maybe 1 in 5 or 1 in 10 are good enough, to be turned into a valuable piece of content marketing.

The challenge is that in order to get that 1 useful idea, you need to allow yourself to have the crappy ones… without getting disheartened.

The way I overcame this, was to deliberately give myself permission to think of lots of crappy ideas, knowing that something useful would come from it.

When you view lower-value ideas as essential steps in the development of better ones, they switch from being disheartening to highly motivating.

3. Give your work the respect it deserves

We often overestimate the ideas of others and underestimate the value of our own. Here’s a great example of what I mean.

A business owner told me how she was taking some files off a computer for archiving, when she discovered an old documents folder. It contained loads of articles, which were really interesting. She looked to see who wrote them and found they were all her own work, from 6 years earlier!

She didn’t publish them at the time, because she thought they weren’t good enough. It was only when she thought they were written by someone else, that she saw them for what they really were. Your work is almost certainly way, way better than you think.

So get it out there.

In short, if you’re looking to improve your content marketing, focus on being useful. See your average ideas as necessary steps to your useful ideas. And give your work the respect you deserve.

Here’s what to do, if people ignore your important marketing emails

by

Marketing email content
Image: Austin Distel / Unsplash

I get scores of really important marketing emails every day. I call them important, yet none of these messages are of any importance to me.

They’re typically irrelevant and of literally zero interest. They are only important to the people sending them!

I know you receive these emails too.

  • The amazing special offers, which are neither amazing or special in any way whatsoever.
  • The newsletters you never even subscribed to.
  • The partnership opportunities from total strangers.
  • The poorly targeted deals, which aren’t even applicable to you.
  • And let’s not forget the masses of automatically generated spam you receive.

Here’s the thing we need to remember, before emailing someone. If our exciting announcement or important news is only really important to us and our business, we’re not marketing to people. We’re interrupting them!

And if we do that a second time, we go from interrupting them, to pestering them.

That’s not a good look.

How to get it right?

Create something genuinely interesting, which is important to your prospective clients or customers. Then, only send your message to people who have given you permission to contact them, and who you know have a genuine need for that important information.

It’s hard to overstate the marketing power of a valuable message, sent to people who want to hear from you. It’s how you create the best marketing… marketing that’s so useful, people would miss it if you stopped.

Marketing 101: Pick a frequency

by

content marketing, frequency

Here’s a content marketing tip, to help you attract the attention of prospective customers AND motivate them to buy from you or hire you. It’s all about one word that has two extremely useful meanings. That word is Frequency.

Allow me to explain.

I was prompted to write this after 2 emails I received.

  • The first was from a long time reader. Sophie got in touch to find out why I hadn’t published quite as many posts recently.
  • The second email was from a former reader. Rick emailed to say he’d unsubscribed from the blog, because I publish too often.

There’s a powerful lesson here for anyone who wants to grow their business.

Frequency

Clearly, I’ll never be able to keep everyone happy with the frequency of my posts. For some it will be too little. For others it will be too much. If I keep Sophie happy, I lose Rick. If I keep Rick happy, I lose Sophie.

So, here’s what I do.

Rather than try and get the frequency right for everyone, I use a different kind of frequency. A frequency that works. Every. Single. Time!

More importantly, it’s the kind of frequency, which you can use to attract more clients or customers and build your business.

The other type of frequency

There’s another kind of frequency. The kind radios use. If you tune your radio into the same frequency as a radio station, you receive their signal. You’re (literally) on the same wavelength as them.

When you’re on the same wavelength as your marketplace, you’re in harmony with them. And they’re in harmony with you. Sophie and I are on the same wavelength. If you’re a long time reader, you and I are on the same wavelength, too.

In short: I only write for you and Sophie.

Now, that won’t be the right frequency for everyone. But I don’t write for everyone. And there’s a very good reason why. It turns out you can’t keep everyone happy. And the harder you try, the weaker your signal becomes. Before you know it, no one is on your wavelength.

Though I used the example of newsletters / blogging for this post, the exact same strategy works for every kind of content marketing.

Supercharge your marketing

If your marketing isn’t resonating with your marketplace, it’s entirely possible your signal is too weak. This happens when you try to be relevant to as many people as possible.

By being vaguely relevant to as many people as possible, you become directly relevant to no one. And it’s only directly relevant marketing messages that motivate people to take action.

So, pick a frequency.

Shun the masses. Embrace the community you wish to serve. Focus on them, their needs and their wants. Be generous. And be generous as often as you can.

Pretty soon, you will have a community of people on your wavelength.

  • People who will value what you do.
  • People who will miss you when you’re not there.
  • People who will hire you.
  • People who will recommend you.
  • People who will talk about you.

Just imagine how valuable that will be for your business.