Do your marketing documents sound like Klingon?

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When someone visits your website, reads your email or article, or hears your presentation, you want to make sure they understand what you said and what you want them to do.

When you send them your bill, you want them to understand what you did and why you did it.

Too often, we assume we’re writing or speaking clearly when we’re not.

Either avoid using legalese or other arcane references or explain what they mean.

But this may not be enough.

Even when you explain what you mean and give examples to illustrate, people may not understand what it means to them.

When you list your practice areas, for example, prospective clients may know what you do but not understand what you will do for them.

When you perform your services, what does the client get or avoid? How is he better off?

Clients don’t pay for your services so much as they pay for the results and benefits you deliver. Your services are merely the mechanism you use to deliver those benefits.

Make sure you translate what you do (features) into “benefits”–what your clients get as a result.

How will they better off? What will they be able to do, avoid or prevent?

One way to translate features into benefits is to use a transitional phrase, “Which means. . .”, between them.

A few examples:

“We’ll file for a restraining order against your ex., which means the court will order him to stay away from you and your son.”

“Once we settle a case, we usually have the funds in our Client’s Trust Account within 3-4 business days, which means you should be able to pay your bills within the week.”

“We’ll prepare you for your testimony. You’ll know what to say and how to say it, which means you won’t have to worry about making a mistake.”

“We’ll send you a monthly report and copies of all of the documents and correspondence, which means you’ll always know what’s going on with your case and won’t have to call us to find out.”

Translate your words from Klingon to plain English. Explain what you mean and what this means for your clients.

When you do this, you’ll get more clients and have fewer misunderstandings.

Which means you’ll earn more and not have to work so hard to do it.

Marketing is easier when you know The Formula

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