Search Results: why this, why you, why now

3 Things Your Product Story Must Do

When we market our products to customers we often use a persuasive tone designed to convince. We describe by leading with features and benefits. We try hard to give customers reasons to choose, forgetting that most purchasing decisions are not rational, but emotional.

In short we forget why people buy.

Three things your product story should do

1. Affirm the customer’s worldview
What does she care about?
What’s the change she’s hoping for?
How will your product make her become more of who she wants to be?

2. Connect with and speak to her emotions—make her feel something
Why is she considering this product?
How does she feel before she experiences it?
How would she like to feel when she’s used the product?

3. Deliver the information you’ve anticipated she needs to confirm or rationalise her decision
What are the facts she needs to know and why?
What change can she expect after she has used the product?
Remember to show as well as tell.

Compelling products and services help us to be more of who we want to be.
The best product descriptions tell that story.

Ingredients lists, features and benefits are important, but delivering the facts without considering why your customer really buys from you means you’re selling your work and your brand story short.

Image by Brett Jordan.

Why Getting More Hits To Your Website Is Overrated

Every day you delete messages received from faceless SEO companies who have “noticed you could have a lot more hits to your website”. We are often mistakenly led to believe that our biggest challenge is getting more people to pay attention to our products, services or work.

Of course, we can game our way to increasing a meaningless number, while fooling ourselves into thinking we are making progress. The truth is it doesn’t matter if people landed or came, what matters is that they got exactly what they were hoping for, left surprised and delighted and wanted to come back.

The most 100 most popular websites in the world don’t get there by focusing on gaming numbers, they do it by obsessing about how to be useful to the audience they serve.

The challenge for most businesses isn’t to work out how to get more people to notice them. It’s to be clear about which people they want to matter to, to know what those people care about and to understand how they can make a difference in their lives.

Image by Duncan Hull.

What Do You Want Your Audience To Remember?

Many people who’ve read my latest book Meaningful: The story of ideas that fly say that the introduction impacted them the most. It would never have been written without a nudge from a trusted friend, who reminded me after he’d read the manuscript that some people might only read one page. We don’t always have the luxury of getting people to pay attention to everything we want them to remember. He told me to write the page people needed to read. This is what I wrote.

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EVERY DAY COUNTS

Our deepest fear is that we will run out of places to hide—that one day there will be no boss who allows us to remain invisible and no political or economic circumstance that stops us from doing the most important work of our lives. We are the ultimate paradox. There are only two things we want—we want to hide and we want to be seen.

I know you’re scared that your idea might not work.
I know you worry about being wrong, far more than you celebrate the things you get right.
I know you waste time being anxious that you won’t measure up to someone else’s metric of success.
I know that some days you say one thing and do another.
Why else would the same New Year’s resolutions happen every new year?
I know you are afraid people will laugh at you.
I know that every day you walk a tightrope between getting over these fears and creating an impact.
I know you’re ‘this close’ to a breakthrough.
I wrestle with these fears, too. Every single day. On my best days, I put away my nervous laughter, the twenty emails I must answer and my to-do list, and I do the things I don’t have the courage to do on the days I want to hide. The things that matter—the kind of things I wish my brother had had a chance to do.

My brother never posted a photo on Facebook or created an iTunes playlist. He didn’t ever book a room on Airbnb or make a call from an iPhone. He never got to know what an app was and how magical the Internet would be. He will never walk across the Brooklyn Bridge or eat a moon pie in Gramercy Park. And he won’t be there to kiss his daughter when she turns eighteen in ten days’ time.

Johnny was the kid who wouldn’t come in from playing outside until the very last warning. He lit up any room just by walking into it. Like the Pied Piper, he had trails of friends who followed him and women who adored him (yes, he was impossibly good-looking, too). He was funny and magnetic and caring and genuine, and he died right on the cusp of a brand-new millennium, with a lot of dreams left inside him because he didn’t understand that there was no reason to wait for tomorrow to be better—that he didn’t need to hide. He was the most magnificent person who had everything he needed, and he didn’t know it.
Every day counts.

The two most important things we can do are to allow ourselves to be seen AND to really see others. The greatest gift you can give a person is to see who she is and to reflect that back to her. When we help people to be who they want to be, to take back some of the permission they deny themselves, we are doing our best, most meaningful work.
I see you.

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What’s the one thing your audience needs to hear? Go tell them.

Image by Salvaje.

The Thing About That List You’re Making

Take a look at the Top 20 Book Lists of All Time on Amazon. This is what most people bought and reviewed—the books that succeeded wildly, beyond expectations. Could anyone have predicted that these would be the books that the majority embraced? Can anyone explain why?
Despite their outstanding success you probably haven’t read or even heard of some of them.

Now consider the books not listed, maybe they too got under someone’s skin, changed a life, sparked a great idea or launched a career.

As you set out on this brand new year you’re probably making a list of your own. You have things you want to plan for, milestones you want to reach, targets you want to hit and perhaps even a list or two you want to get on.

Remember that success is not what you read in a well-crafted bio, or see on a carefully curated Instagram feed and it may never be recognised with awards or witnessed on a list.

Success is a feeling, not a fact. You get to choose what it should feel like.

Image by Colin Knowles.

How Will You Get To Where You Want To Go?

There are always things we know we’d like to change or improve about our businesses.
Often we’re just not sure what’s missing, how to begin or even where to start.

To make change happen you need to have the vision to know where you’re going, the skills and resources that enable you to get there and a plan to drive it forward.

The difference between the people who seek change and the people who make it happen is they understand where they want to go and why, and they have a strategy for getting there.
They also rarely do it alone.

This is the work I help business leaders from startups to Fortune 500s do with one-on-one consulting. Readers have been asking me to find a way to help them too, by bridging the gap between the lessons in my books and the positive impact one-on-one consulting creates for companies and entrepreneurs alike—today I’d like to share that way with you.

The Story Strategy Course could be the kickstart you and your business need. It’s a step-by-step program that enables you to dig deeper than you have probably ever done before on the road to building and the business you want.

During the course you will discover how to differentiate and market your business by telling your story in a way that powerfully resonates with your customers. You will learn the secret of every beloved brand—how to create products and services your customers love. When you do that you don’t have to spend so much time trying to make people love those things.

You will be guided through the new Story Strategy Blueprint over the course of four weeks. You will also get access to brand new practical exercises, PDFs, and hours of original audio interviews that I’ve conducted with thought leaders and entrepreneurs from Seth Godin and Antonio Zea, Global Director of Football at Under Armour, to my friend Mark, who started a bakery in his back yard. There will be two group webinars with me, and a dedicated peer-to-peer network in Slack. You will also have the opportunity to ask me specific questions by email for the duration of the course.

If you want to build a meaningful business that becomes a beloved brand
The Story Strategy Course will show you how. Registrations are open now.

I am excited to have the chance to work with you, to help you differentiate your brand, build the business you want and to see your ideas fly.

Image by Mark Notari.

Why We Have A Hard Time Communicating Value

No self-respecting (or smart) cafe owner would describe his drip-filter coffee as 85% boiling water. Instead he tells the origin story of the coffee beans and the slow pour-over brewing process that augments the flavour. The barista creates retail theatre while you wait in line.
We all know that the line is also part of the $4 coffee story.

We witness great brand storytelling every day and yet we still find it hard to communicate value to our customers.
Here are three reasons why.

3 Mistakes we make when communicating the value of our products

1. Starting in the wrong place.
We get hung up on explaining why we’re different before understanding what matters to the customer.

2. Leading with the facts and only communicating tangible value.

We describe features and benefits to justify the sticker price. This only serves to reduce products and services to the sum of their commoditised parts.

3. Overlooking that people buy with their hearts AND their heads.

We need to appeal to both.

Value is best communicated when it’s designed to be believed, not just described.

Image by Roland Tanglao.

The Most Powerful Thing You Didn’t Do Today

Have you ever been footsteps away from a window and yet found yourself opening an app or doing a Google search to check the weather, instead of simply going over to the window and opening the curtains? Me too! Why is that?

We are now in the habit of outsourcing our thinking and second guessing our judgement because the right answer is always just a Google search away.

There are so many more demands on our time, we prioritise responding and reacting to other people’s questions and have left very little time to think about what’s important to ask ourselves.

We allow ourselves to be consumed by other people’s lives, thoughts and content to the detriment of living, prioritising and creating our own.

What are your important questions and what could you achieve, in both work and life by choosing to give yourself the space to answer them?

Image by Rennet Stowe.

The Business You Want

If I asked you to describe the business you really want you’d probably find it hard. Here’s why.
We have conditioned ourselves to pay attention to popular metrics of success and we often don’t want to make the sacrifices or the compromises it takes to achieve them.
It’s akin to wanting Jennifer Aniston’s body, without wanting to be Jennifer Aniston.

Our limited worldview of success is relayed in sound bites about those who have built seven-figure businesses and companies with billion dollar valuations. We don’t hear so much about the impact they are making on their communities, one person at a time, in the lives of customers, employees and the business owners themselves. And we also don’t hear about what they gave up to get there.

To be clear I’m not knocking building a profitable, sustainable business, or striving for goals that fulfil you, what I’m saying is that you should define what success looks like for you. That takes time, reflection, personal insight and the courage to be vulnerable. You are only around bound by other people’s metrics of success when you choose to be.

The business you want doesn’t have to be defined by what’s easy to measure—things that don’t tell the whole story about what you have built, the impact you have created, the legacy you will leave or the things you had to give up along the way.

The business you want may not be a seven-figure juggernaut or the next Uber. Just because these kind of metrics are not your primary goal doesn’t mean you’re thinking small. It means you’re running your own race and you know what the finish line looks and feels like.

Image by Benjamin Lehman.

Who Do You Think Your Customers Are?

It was a beautiful spring day in one of the most coveted (and expensive), Melbourne suburbs to live (and buy a home) in. The tree-lined streets were beginning to sprout pink blossoms and the afternoon sun warmed the porches of restored Victorian homes.

There on one of those porches, behind a well-kept garden, in a favoured street, sat a man with his morning coffee in one hand and a coin that he was rubbing away on a ‘scratch and win’ lottery card in the other. He didn’t look up as we passed, he didn’t even notice us, or that fact that he had already won the lottery just by being able to sit right where he was.
The whole scene challenged my assumptions, that’s for sure.

It’s easy to assume that we know what people want because we know where they live, how old they are, what they earn and on and on. And just as valuable to look beyond demographics, segments and stereotypes to what the people we hope to serve do and why.

Image by Tina Leggio.

3 Things Your About Page Should Do

about pagesWriting an about page for your website is hard. The reason we get stuck is because we worry about what we need to write, instead of focusing on why we need to write it in the first place. Remember it’s less about blowing your trumpet or filling whitespace with information and more about helping your customer to get the information she is looking for.

Your about page needs to do three things:

1. BUILD TRUST

Your prospective customer has probably never met you, so it stands to reason that she’s looking for clues to help her understand why she should trust you. A photo, short back story about your professional credentials and testimonials from clients you have worked with will help. Add links to social media accounts, media releases, portfolio or case studies to support your story.

2. LET THE CUSTOMER KNOW THAT YOU UNDERSTAND AND CAN HELP HER

Your about page needs to show the customer you understand why she visited your website and that you can help her to do what she wants to do. Describe some of the problems she has, the challenges she is facing and the products and services you provide to fulfil her wants or address her needs.

3. SHOW PEOPLE HOW TO CONTACT YOU

Make it easy for the customer to take the next steps by adding your contact details or other calls to action like, ‘visit our store’ or ’email us’.

Think of your about page as a service to your customer rather than a way to selfishly promote and you can’t go wrong.

UPDATE: Need more help?
The About Page Guide will take you step-by-step through the process.

Image by Alex O.