Lead Magnets That Deliver: A Quick Guide To Growing Your Email List With Content

Email marketing is an undeniably powerful marketing tool. Studies show that “email is the third most influential source of information for B2B audiences, behind only colleague recommendations and industry-specific thought leaders,” according to Wordstream.com. In the B2C world, ”Consumers who purchase products through email spend 138% more than those that don’t receive email offers.” Wordstream reports that 77% of people prefer to get permission-based promotional messages via email (versus direct mail, text, phone, or social media). Connecting with your audience through email is preferable and effective. You cannot deny it.

The reason it is so effective is because people have given you permission to market to them, which is unheard of in any other marketing channel. Most marketing comes to you in the form of advertising; online, television, print or outdoor advertising, and you have no control over when or where the ads are served. The media channels choose that.

Email marketing is different because people have signed up to hear from you. They have entrusted you with their email address which is one of the highest forms of trust today. Sharing an email address says, “I trust you to give me information I need, and that you won’t pester me by contacting me too often or with news I don’t care about.”

The best thing about email marketing (or permission-based marketing) is that the customer is in control of the relationship. The customer can decide when to stop receiving your emails - they can break up with you if you don’t serve them well. They are in the driver’s seat, but they are also qualified, highly interested in what you are doing and very likely to listen to what you are saying. Think about how your business would dramatically change if you had 5,000 or more subscribers attentively listening to your every word. You’d be unstoppable.

But what if you don’t have a large email list or what if your list is not chock-full of engaged, ready-to-buy subscribers? How do you get people to sign up?

You ask people to “trade.” The item you trade for an email address is a bit of content called a lead magnet or an opt-in magnet, which can take many forms. It’s usually a digital file; it can be an ebook, checklist, guide, report, resource list, or even access to a quick video training course.

When a prospect clicks to download the lead magnet, they have to enter in an email address in exchange. It's a reciprocal agreement; they're getting something of value and you're getting something of value. So this even trade kicks off a relationship based on mutual trust.

One of the most common forms of lead magnets is an ebook. Ebooks are inexpensive to create because there is no physical production involved. All it takes is some time, energy and a bit of brain power to pull one together.

Ebooks don't have to be a monumental project. They could be a mini-ebook, a two or three-page pamphlet. As long as it is valuable to your viewers and visitors, it will make a great lead magnet.

If your ebook is not based on current news or events it will have a longer shelf life so it is best to focus on content that is “evergreen”. You can offer a single ebook for an extended period or create variety by rotating through multiple ebooks as you continue to develop more. Before you know it, you will have a valuable library of evergreen email list-growing content.

You don't necessarily have to produce original content specifically for your opt-in magnet. Think about how you can repurpose other content of yours and deliver it in a way that is helpful for your potential customers. If you have videos or podcasts piling up, transcribe them into written form and offer that as an opt-in magnet (rev.com is a terrific transcription service, as are descript.com and temi.com. YouTube offers a free transcription service for videos on its site). Even if the viewer has seen the video or heard the podcast you’ve transcribed, offering it up in a different form may be of true value to them.

If you write blog posts or articles you can offer those in a different format, expand on them, or bundle them together as an ebook for your lead magnet. Prospects may not have come across your writing where you originally posted it, so offering it in another format will expose them to that information and provide value that they wouldn't have otherwise received.

You can also include additional promotional information about your products or services in your lead magnets. An incentive to buy sooner, offering add-on services, or free shipping offers can be very effective in a lead magnet.

Key Elements of a Lead Magnet

Title Tells All

The title must be really enticing, motivating viewers to have to know more. Spend some time researching which titles tend to be successful in your industry and try to create something that will draw people's attention.

Present Your Best

After you’ve piqued their curiosity, you have to deliver the goods. Make sure that you're not disappointing your readers. Remember, they are giving you their email address, so you want to make sure you're delivering top-notch information to them.

To ensure you are delivering the best, make sure that your piece has:

●       A design that reflects your brand

●       High technical quality

●       High factual quality

●       Good structure, flow and is well-written, in your brand voice

●       A call-to-action, it can be subtle, but it should be in there

Hire a copywriter to help you write or refine your piece, or if you can’t afford that, enlist an editor to make sure your work is free of grammatical and spelling errors. At a minimum, run it through free grammar and spelling checking software like Grammarly or Hemmingway.

Be A Trusted Resource

Deliver value early in the piece and you will get the attention you deserve. Starting with a strong assertion makes people take notice. Don't spend 5 or 10 pages leading up to the “big idea.” Give them value early.

Promoting your Lead Magnet

One of the best ways to promote your lead magnet is on social media. Include links and teasers in your Twitter and Facebook and Instagram posts. Use Bitly or TinyURL to create a nondescript link to your downloadable content. It’s a great idea to put links in your email signature and rotate the magnet you’re offering, so virtually every person that you send an email to gets access to a piece of valuable content.

You can also promote your lead magnet through a pop-up on your website. Everyone hates pop-ups, (I hate pop-ups too) but they work really, really well. About 75% of my email sign-ups come through the pop-up on my website. You really can’t argue with that kind of efficacy.  

Lastly, ask people to help you promote your opt-in. Ask people to share the link to your content - you’ll find that people want to help and if they do, you should do the same for them. Use this opportunity to create a great network of content-sharing professionals.

Once you get started with leveraging lead magnets, you‘ll see how easy it is to attract qualified, interested leads to your email list. You’ll be delivering great value to your audience, which is a solid start to the relationship. As long as you respect their time and attention, you are fostering a mutually beneficial partnership that will build your business and cultivate a tribe of brand devotees.

Creating a Customer Journey: 10 Steps to Web Copy That Converts

Is your website under-performing? Did you create your site thinking that customers would flock to it to buy your goods and then…crickets. The phone isn’t ringing. The order confirmations aren’t flooding your inbox. You wonder, “Why aren’t people engaging on my website? Why aren’t people calling me, emailing me, or downloading my freebie when they visit?”

The answer: It’s because you haven’t told them what you want them to do.

You need a customer journey.

Simply put, a customer journey is a path of movement and action for the visitors on your site; from the first headline they read, to the last click of the mouse. This path, laid out by you, tells the visitor where you want them to go and what do you want them to do when they get there.

A successful customer journey gives your site visitors a focused and seamless interaction with your brand — something every website owner aspires to.

Done correctly, the customer journey motivates your visitors to interact with you.

It shows them that you understand their problem and that you have the exact solution they need. It instills a feeling of trust and credibility toward your brand and products. It also helps the customer to feel empowered, engaged and in control of their decision, rather than being bombarded with Buy This NOW! messages.

The famous saying goes, “We buy from people we know, like, and trust.” A customer journey allows your audience to get to know you a little, like you (or at least like what you are saying) and trust that you have some expertise. However, it is not necessary to talk excessively about yourself, your company or your products to have people know, like and trust you. In fact, the biggest mistake most businesses make is talking too much about themselves. Keep the focus on reflecting the customer’s point of view, because that is what’s critical to creating more sales. Design consumer-centric communication and your customers will respond positively.

To begin, you need to know about your customer.

My video on how to develop a customer avatar will help you get started. Understand your customer, specifically:

• What motivates them? What are their values?

• What is their goal for visiting your site?

• What problem are they looking to solve? What pain points do they have?

• What other solutions might they be looking at? Where are they getting their information?

• What reasons might they have not to buy?

Next, you can start laying out the customer journey.

Ask yourself:

• How do you want people to engage on your site?

• Which pages do you want them to visit?

• In what order do you want them to visit those pages?

• What do you want them to do on those pages?

You need to take charge of the way visitors consume the information on your site. Don’t just trust or take for granted that they will arrive at the right page or see the right button at the right time. People rarely do — don’t leave it to chance. You need to lead the visitor through a thought process. It needs to be logical, simple and always come from their perspective.

Start with a hypothesis.

Build from an idea or a structure of a journey that you think will work. Later you will be checking your Google Analytics to get a sense of how people are actually interacting with your site. Take note of which pages they’re going to and how long they’re spending on those pages. Start to iterate, change and evolve the site over time using customer feedback, data, and quantifiable results.

Here are my 10 steps for creating a customer journey that converts:

Step 1: State the problem

Demonstrate to the customer that you understand their problem by writing a solid headline. Get their attention by showing them you know what they’re looking to solve. You’ve got about 3 seconds to prove you understand them, so the headline is very important. But don’t worry, you can change it if it’s not working or not working as well as you like. Keep testing this important piece of copy because it’s worth getting right.

To really show you understand the reader, use examples of the kinds of thoughts they may have or the other solutions they may have tried. In the body copy, use tangible examples in a storytelling format so your audience can really identify with it.

Step 2: Identify with the problem

Next, you need to show that you understand the problem and more importantly, have empathy for them as they wrestle with all the ordeals they have in experiencing the problem. Spend a line or two letting them know that solving their problem matters to you.

Step 3: State the solution

What is the solution to their problem? Describe the solution in general terms. Don’t mention your particular product or service just yet. State the solution in a sentence or two at the most.

Step 4: Describe the solution

Give the reader an introduction to your products and services. This is the “what” of what you offer. You can begin to talk about yourself a little in this section. A few sentences that help the reader understand what you do is ideal.

Step 5: Why you?

Let the reader know how your products/service solve the problem. Let them know what your specific solution is, and how it can help them. Be sure not to be long winded or braggy. What will you do for them? How will you do it? Be careful to steer clear of features here. Avoid talking about the all-leather soles of the boots you are selling, but instead, focus on how comfortable your customer will feel in those boots.

Step 6: Why you’re unique

Now that the reader knows you understand them and you understand that their problem is frustrating, they are likely to begin to feel like you understand them. This is the perfect time to let the reader know how your products and services are different. Demonstrate, through examples if you can, why your solution is different from the other people in your industry who do what you do.

Step 7: Get slightly braggy

This is your opportunity to lead them to understand that you’re the one they should choose. Talk about your products and services and how they’re better. For example, if you sell lip balm, let the reader know your product will heal and moisturize their dry, cracked lips (Step 6). Telling them about the healing properties of vitamin E and the moisturizing properties of avocado oil that you use, and how it’s helped hundreds of other people (Step 7) will help them understand why they should choose you.

Step 8: Results for them

Turn the spotlight back on them. Describe the result of using your product and remember to stay focused on benefits. Explain the emotional benefit as well as the functional benefit from engaging with you and buying or using your products or services. How are they going to feel? Remember, people buy results, not products.

Step 9: Barriers to purchase

Barriers to purchase are the thoughts that are going on in the customer’s mind that dissuade them from buying. Thoughts like, “No, I’m going to wait,” or “I’m not going to buy it because x,” If you can understand what x is (it’s often something like, “It’s too expensive,” or “It takes too much time,”) you can be preemptive about describing why they can feel confident in buying your product or service. Address any barriers to purchase by mirroring their inner voice exactly.

Step 10: Call to Action

Lastly, you need to tell them where to go and what to do.

Examples are:

• Follow this link

• Click this button

• Fill out this contact form

• Schedule time with me

• Download this thing

• Take this course

Be very explicit about telling them what to do next. After all, you’ve led them through this customer journey and now they believe you can solve their problem. Take the last step and tell them what they need to do to set your solution in motion.

Your customer journey may start out very simple and over time become more nuanced and detailed.

If you remember to keep the focus on your visitor’s goals and motivations for coming to your site, your customers will respond. Be willing to get in their shoes and think about their problem; what motivates them to change or take action?

If you do that along every step of the way, you will create copy that converts.

Philip VanDusen is a creative thought leader and principal of Verhaal Brand Design, an agency that specializes in leveraging brand strategy and design to build brand affinity and equity for companies and entrepreneurs. Get more from Philip in his newsletter brand•muse, join his 160k subscribers on his YouTube channel or connect with Verhaal Brand Design on Facebook.

Fake Shoes: Brand Perception is Reality

Recently a pop-up store in a Los Angeles mall had an opening party. Over 80 social media influencers flocked to the champagne and caviar reception at Palessi, a new luxury shoe retailer with an Italian flair, glass and lacquer displays, black clad associates and slinky house music.

Swept up by the experience, the attendees plunked down thousands of dollars for shoes they described breathlessly in social media posts as “elegant and sophisticated”. Facing a video camera, holding up a pair of sneakers, a woman said “I would pay $400 to $500 for these”. And then she did.

In any other mall, the sneakers she was holding cost $19.99. 

Palessi was a fake. The products were from Payless Shoes.

Contrary to popular belief the product isn’t primarily responsible for the value perception of a brand. It’s what is around the product that controls whether you think something should be expensive or cheap. 

Visual branding, sound, technology, physical environment, digital user experience, and human interaction are all levers that affect how products are perceived. And most importantly, what people are willing to pay for them.

Are your customers perceiving your brand the way you want them to? What other levers can you pull?

The Hot Duck: A Tale of Brand Differentiation

The ducks in Central Park in New York City have a cushy gig. They paddle around, they look cute, they create a picturesque tableau in the pond. The females are speckled brown, the males have handsome green heads. People like them, they bring their kids to see them, they feed them breadcrumbs. The situation worked for everybody.

But then he showed up. He being a Mandarin Duck who just dropped in one day and threw the whole operation into a tizzy. New Yorkers, habitual nicknamers, started calling him the “Hot Duck”.

Why hot? Mandarin Ducks are an explosion of spectacular colors and swooping patterns of feathers formed into a shape of a duck. They’re breathtaking.

Suddenly, there were crowds of people at the duck pond. Throngs of tourists with huge zoom lenses. Suddenly all that people could see or talk about was: That. One. Duck.

On display at the duck pond was the perfect embodiment of Rule #1 in branding: Stand out from your competition. Like Tesla, Virgin, Uber, you have rise above the sea of sameness and make a bold statement. Ruffle feathers. Redefine how people see your category.

You have to be the Hot Duck.

No Brand Is An Island

If I could have just one book when stranded on a desert island it would be One Man’s Wilderness by Richard Proenneke. Richard was a salt-of-the-earth guy who in 1968 built a log cabin in the Alaskan Wilderness with nothing but hand tools.

He then proceeded to live in it, alone, for over 30 years. 

What captures my imagination his is resourcefulness, his independence, his appreciation for the things that nature gives us. Including winters where the temperature reached -40˚. Um...no thank you.

Richard didn’t need much. But once in a while his bush-pilot “Babe” Alsworth would fly in his mail or a sack of dried beans. Not even Richard Proenneke could go it entirely alone.

His story reminds me of how many entrepreneurs I know who have built their businesses with their bare hands. Many of them still trying to do everything themselves, wearing all the hats, from go-fer to brand strategist.

But there comes a time in the growth of any business when it pays to reach out. To have a partner fly in the right tools to help you survive the cold winters that can freeze even the hardiest enterprise in its tracks. 

It’s time to find your “Babe”.

Your Success is Real: 10 Ways to Conquer Impostor Syndrome

Here’s a phrase that sends chills: “ You don’t know what you’re doing, do you?”

Executives worldwide agree that their number one fear is being found incompetent (Harvard Business Review 2015). It’s probably a safe bet that the same fear applies to entrepreneurs and creative professionals as well. Psychologists call this fear of being “found out” impostor syndrome, a term coined in the 1970’s by researchers Pauline Clance, Ph.D., and Suzanne Imes, Ph.D. to describe the behavior that Clance observed in some of her graduate students.

So if you’re feeling like an impostor at work, take heart. Chances are that others feel the exact same way. Studies show that 70% of the population feels inferior at least once in their lives.

Impostor syndrome is defined as a collection of feelings of inadequacy that persist despite evident success. It’s a general feeling of unworthiness that manifests itself in:

• Being scared to try new things

• Being afraid to be ambitious

• Not pursuing your dreams or goals

• Not pursuing growth opportunities, like a promotion

Feeling like you don't deserve success and recognition, or diminishing your success affects creative people and entrepreneurs disproportionately to the general public, possibly because they are often more sensitive than other professionals. They also tend to be more egotistical, which paradoxically can be a precursor to the syndrome (see #2 below).

The very nature of having a business requires you to stand out, it requires you to stick your head above the pack and say “look at me, look at what I can do”. While this is a necessary appeal for attention and approval it can also make us feel unsafe and judged. This feeling of uncertainty is the root cause of impostor syndrome (refreshedminds.com).

It's important to overcome the feelings of unworthiness. Left unchecked, these thoughts and feelings can become more deeply ingrained in your psyche. It’s best to address these thoughts and feelings as soon as they come up.

Here are ten ways to combat impostor syndrome:

#1 Feelings Aren't Facts.

Impostor syndrome is a feeling. It doesn't manifest itself in reality. It's simply your emotional reaction to something you perceive on the outside world. Emotions don’t always tell us the truth; so don’t treat them as reliable indicators of reality.

#2 Accept the hard work. 

It may seem illogical, but impostor syndrome is actually based on an unrealized feeling of superiority. Scientists theorize that children who are told they are superior (more intelligent, artistically gifted, etc.) and praised for their effortless success expect life to be full of easy wins. As adults, they mistrust praise and are convinced of their “failure” because they had to work hard for the result. To them, hard work means they are losing their edge and it’s not praiseworthy. Know that hard work is all a part of the equation for success. 

#3 Don’t keep it a secret.

Secrets fester, and your quiet feelings of inferiority can be self-perpetuating if they are not addressed. Talk about it with your friends, your spouse, or your co-workers. Take twenty seconds of courage to put it out there and be vulnerable. You'd be surprised by the support that you get, the number of people who will identify with you and the reality check that ensues. Let your secret out.

#4 Define your own success.

Don't compare yourself to Steve Jobs or Bill Gates. Compare yourself to yourself. Other definitions of success don't matter. You can define your own life and your own level of success. That sentence is without a doubt the most important career guidance I have ever shared, the hardest to achieve and the most rewarding when you do.

#5 It's not about you.

Impostor syndrome traps you in a self-centered mindset. You become consumed with thoughts about yourself; I’m worthless, I’m scared, I’m a loser. You can overcome this hyper-focus on the self by helping other people. Look for ways to serve other people and help them succeed. Check in with your co-workers and clients to see what help you can offer. By making it about others you feel better about yourself.

#6 Be vulnerable.

It's counterintuitive, but being vulnerable makes you stronger. Exposing yourself makes you more YOU and dissolves the impostor feelings. Statements like “I don’t know,” or “I’m sorry,” can lead to open, candid conversation. Try sharing your tender side and see what happens.

#7 Collect testimonials.

This is a way of “stacking the positives” with facts about your performance, rather than relying on your own opinion of how the world sees you. A great way to start is by asking your LinkedIn connections to write you a recommendation. Most likely people will be happy to publish a sentence or two of praise about you. You can post these on your website or put them on your social media, or just keep them in a “love file” on your computer. Collecting kudos about yourself is a great way to boost your self-esteem and to overcome impostor syndrome.

#8 Put Blinders On.

Don't compare yourself to other millionaires, other entrepreneurs, or other designers. Put blinders on and run your own race. Don’t keep a scorecard. If you must keep track of something, keep track of how much you have learned during a project or job, not how you are performing.Think about how far you've come, what you've accomplished, and how much more you know. That will give you fuel to go further.

# 9 No one else knows what they're doing either.

Impostor syndrome makes you feel like everybody else has life figured out. They have all the answers, and they do it all better than you do. The truth? They don't. We're all human, and by humanizing people and realizing that we're all progressing and struggling together, it takes the pressure off you. As Tina Fey says, “Seriously, I've just realized that almost everyone is a fraud, so I try not to feel too bad about it.”

# 10 You're Never Finished.

You are a work in progress. You're not done until you're dead. Period. So when those impostor feelings creep in, fight them off by reminding yourself that you are not “done for” or defeated. Keep moving forward, knowing that you will always be learning and growing. You're in a constant state of becoming. Always.

Putting an end to impostor syndrome is an act of self-love. Being able to fully convince yourself that you are praiseworthy and talented will help your career and your creativity thrive. If you can simply stall the thoughts for a bit by using some of all of these techniques, you’ll get much further than you can imagine.

"Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us." – Marianne Williamson

Our New Frankenword

A portmanteau is a linguistic blend in which parts of multiple words or their sounds are combined into a new word. Smoke and fog combining to become smog. Motor and hotel becoming motel.  

A frankenword.

I was looking for a way to describe something that is a duality, a symbiosis, two things that exist in co-dependency. Why? Because I think the branding and business worlds need a new name. 

The world of design and the world of business are converging. They are fueling and sustaining each other in increasingly inextricable ways. For businesses to succeed in today’s commercial ecosystem they are required to be more and more creative, producing visually engaging content in an ever-expanding array of marketing channels.

For creative professionals to succeed it's necessary to be fluent in the machinations of finance, strategy, business, marketing, and in demonstrating the ROI of branding to clients.

Brand design is becoming more business and business is becoming more creative. They are merging. Those that embrace the merger will thrive and those that do not will wither.

Desiness? Bizign? Crearketing? Entrepreativity?

What is the design+business/business+creativity frankenword?

Did You Get My Message?

In June of 1886 the German ship Paula took part in an experiment to test the ocean currents affecting shipping routes. Over a 69 year period they tossed thousands of amber glass bottles overboard that held small slips of paper. The messages asked whoever found them to report back to the German Naval Observatory with the location of where it washed up on shore.

Last month a woman was walking on the sand dunes on a remote beach in West Australia and found what is now the world's oldest known message in a bottle, almost 132 years after it was thrown into the sea. Let’s just say the location report didn’t do the Germans much good at this point.

When you send your messages, your in-bound content marketing, your social media communications out into the world, are you doing so just hoping that your customer target happens to come across it on their digital shores? 

Knowing how, when and where to target your efforts constitutes the difference between truly effective brand building activity and tossing a message in a bottle into the sea. Because no one wants to wait 132 years for a new business lead.

photo credit: Getty Images / Paul Barton

The 7 Commandments of Brand Design

"Your brand is the single most important investment that you'll make in your business."
- Steve Forbes

When I talk about branding, I often talk about the 3 R’s: recognized, remembered and revered. The success of any brand can be measured by how well it has achieved those three simple words. But how do you get there? The design of a brand has to hit on a lot of cylinders to get to those 3 R’s. Here are seven of the key attributes of a brand’s design that are critical to success.

1st COMMANDMENT:  Make It Beautiful

Beautiful design is proven to be a quantifiable competitive advantage. Having an elegant, contemporary design is what today’s consumers expect. Great brand design is easy to look at. You need to look successful to be successful. A homely, amateurish brand design is going to make people click away from you, and you're not going to build your business that way. No one is going to volunteer to be an evangelist for an ugly brand.

2nd COMMANDMENT:  Make It Simple

The world is way too noisy and too complicated. We're inundated with a tremendous amount of visual stimulation and information every moment. Everyone's looking for simplicity in their lives. If you make it simple, you make it a less complicated and less stressful experience to interact with your brand. You also make it easier to be remembered (there’s an R again) and easier for customers to communicate what you do to others.

3rd COMMANDMENT:  Make it Strategic

Hoping it looks good is not a strategy. Your brand design has to be created with intentional focus on what your target customer avatar wants and is expecting from you. You have to display an aspirational aesthetic and speak their visual and verbal language. Great brand design is about reduction. Getting rid of all that is unnecessary and boiling down to the essence. Brand design strategy is as much what not to show as it is what to show. All design execution needs to stem directly from the brand strategy.

4th COMMANDMENT:  Communicate

All strategic brand design is communication. You need to communicate who you are, what you do, how you do it, how you do it differently and why people should care. Powerful brand design communicates through three things: semiotics, the meaning of symbols and images, through color theory and color psychology, and through verbal or written communication. By artistically weaving those three together, you tell a brand story.

5th COMMANDMENT:  Be Different

From the time we're adolescents, we all seek to fit in. Humans naturally gravitate towards the median,  to “normal”. It takes a lot of work, concentration and real courage to be different. Just like the brand’s unique selling proposition, having a brand design that visually differentiates you from your competitive environment can make breaking through the noise a hell of a lot easier. Just ask Method the home cleaning products brand. By adopting a product line in clear bottles with whimsical shapes and a rainbow of liquid colors they smashed through the sea of blue and orange dominating the laundry aisle owned by Tide and Gain. Not an easy thing to do. But they did it through design.

6th COMMANDMENT:  Be Consistent

In order to be recognized, you have to be remembered, and in order to be remembered, you have to be consistent. Everywhere your brand shows up, at every brand touch-point; online, retail, social, outdoor, packaging, media, your imagery, your color, all of your brand design elements have to be absolutely consistent. Every inconsistent touch-point erodes customer recognition. Inconsistency bleeds brand equity.

7th COMMANDMENT:  Be Memorable

If you're simple, if you're different, if you're consistent and if you communicate, you'll be memorable. And being memorable is the gold standard of brand design. If you're memorable, people will return to you, and they'll recognize you wherever they come across you. You'll create brand evangelists who will ultimately do the work of building your brand for you. And it doesn’t get better than that. Amen.

photo: Charlton Heston in Cecile B. DeMille film "The Ten Commandments"

The Wipe Out

When I was in art school, I had a drawing instructor who had this one exercise that I never forgot. He would instruct you to draw a model for 90 minutes in soft charcoal. You would work slavishly, perfecting every curve and shadow. Then when time was up, he’d say “OK, take your chamois cloth and wipe it all out”.

Some students would gasp, others were incredulous. But I’ll lose all my work!

Once the drawings were erased he said, “OK, now you have three minutes to draw the entire thing again.”

Inevitably, the resulting drawings would be amazing. More full of life than the over-worked 90 minute versions. Why? Because we hadn’t really wiped out the drawing. The previous 90 minutes was visually engrained and in our muscle memory.

As entrepreneurs and creative professionals we may start a project, a product, a business that gets wiped out. Clients lost. Customers vanish. But what we have to remember is that the work we put in, the brain power we invested isn’t gone. It is in our muscle memory, ready to be released, full of life. Refined. Essential. The next one will be amazing.

photo: Shalom Jacobovitz

The Shark and the Chumsicle

Sharks are trendy. There is a shark feeding dive I do in the Bahamas where they use a 3ft. ball of frozen fish chum (yum!) suspended from a float in 40 feet of water. They rev the boat engines like a dinner bell. In a blink of an eye there are 60 sharks milling around.

The sharks start circling the “chumsicle” in a wide rotating arc. You get to join in and swim along side them. They don’t even notice. The sharks are busy strategizing.

Soon the most ambitious peel off and attack the bait. But they have a hard time because the chumcicle is still frozen. Later, it begins to thaw and the action gives new meaning to the word “frenzy”. At the end, when the ball is dwindling, the remaining sharks fill up on what’s fallen to the sandy bottom.

When feeding off new trends you have to strategize where you want to play. Do you want to be the first to try to sink your teeth in? Do you want to join when it’s a frenzy, the food is flying and the competition is the fiercest? Or do you exercise patience and benefit from the work of others? There is no one correct answer. You just have to commit to where you want to be in the food chain.

photo credit: where2wander.com

Control vs. Creativity

Driverless cars are off to a bumpy start. The newest vehicles are racking up a crash rate double that of cars driven by humans.

So what’s the problem?

The problem is they obey the law all the time. This may not sound like a bug, but it turns out not following the rules is sometimes the best answer. Just try following the rules while merging onto a chaotic highway at rush hour. Following the rules doesn’t work out so well when no one else is following them. 

Sometimes you have to think creatively to be successful.

So how much should the car break the rules? Answer: Just enough to do what’s right. Somewhere in the valley there are a lot of AI programmers losing sleep trying to figure out how to make that happen.

When it comes to leadership in business the problem is the same. When you empower people and give them control over decision-making, most often they will simply choose to do what’s right. Or should you issue commands to follow the rules no matter what? It’s Control vs. Creativity.

How can creativity drive your success?

I'm Watching You

Over a period of 6 years, the photographer John Thackwray photographed the bedrooms of 1200 millennials from around the world. The range of physical environments, materials, colors and collections is absolutely fascinating.

In business and design we often develop a products by thinking about our customer target and then creating something we think they will want. But often we land far off the mark and wonder what went wrong.

What went wrong lies in the difference between thinking and observing.

Successful marketing relies on an intimate knowledge of your customer. You can’t learn what you want to know by asking them, because what they say they want and what they end up buying is often very different. Just ask someone who runs focus groups.

You have to observe them.

After looking at the bedroom photograph of just one of these millennials, I guarantee you could design a product experience that would delight them. 

I am sure you have thought long and hard about your customer but have you really observed them?

The Secret

Soft-serve ice cream is simple. Chocolate, vanilla, chocolate-dipped, sprinkles. Like I said, simple. No secrets.

Last weekend my wife and I were biking on a rail trail in the Delaware River Valley. It was hot, so we stopped at a little Mom and Pop soft-serve stand. I mean, why work off the calories if you can’t put a few back on?

They had 21 flavors of soft-serve. Twenty. One. Every flavor you usually find at a regular scoop ice cream parlor, rum raisin, pistachio, rocky road, they had it, but in soft-serve. I’d never heard of such a thing. 

So I got butter pecan and it was…amazing. What kind of soft-serve innovation voodoo magic have these people stumbled upon? Why does the entire world not know about this?

I’ll tell you why. They don’t tell anyone. Oh sure, everyone for 25 miles around knows about them. In a world of failing small town main street businesses, this little soft-serve stand is rock solid. Why? Because they have a complete lock on the market. No competition. Anywhere.

A wildly successfully business isn’t always about scale or marketing. It’s about having a secret. Inside every business there is at least one secret that is magic.

Let’s uncover yours.

This Is Why You Need A Drone

During our town’s 4th of July fireworks I noticed something new. Little red lights up in the sky over the crowd. Aliens watching the festivities? Nope. Drones. Filming the fireworks from just outside the explosions.

High in the upper canopy of the Amazon, hovering above an active volcano, helping search and rescue teams, drones are giving us a new perspective. Perspectives we couldn’t get without their help.

Companies trying to create brand strategies internally are hampered by the same thing: a lack of perspective. They’re just too close. Strategic accuracy requires an aerial view to understand not only what the brand is about, but its competitive landscape and its customers. 

Company insiders can create blindspots. CEO’s and CMO’s have strong ideas about what their company is or is not. Only an outsider has the independence to evaluate, recommend re-thinking, or even setting aside these preconceptions.

Branding agencies are like drones. They can give you that birds-eye perspective you simply cannot have no matter how high up you are in a company. Would your company benefit from seeing the fireworks from a different perspective?

photo:  NANO CALVO/CORBIS

The Prince Needs A Logo

Last month I got an email from a guy starting a furniture importing business. He needed a logo and pamphlet for his first trade show. Our phone connection was terrible, but he agreed without hesitation to my estimate of what it would cost.

He sent me a detailed project brief. I sent him a proposal. He accepted it no questions asked. I thought this was a little odd, but I told myself everyone deserves an easy client once in a while. Don’t they?

He wanted to pay the 50% deposit immediately by credit card. He was in a hurry. Too big of a hurry. I sent him the invoice. Then I got the email. It said: “I am going to pay you immediately, but I need a favor.”

That’s when I knew I was getting scammed. They want to pay you extra, then ask you to send the extra funds to another contractor for them. Then they dispute the credit card charge, and you’re out the money you relayed. 

So I emailed a reply asking if by chance he was also a Nigerian prince. He never wrote back.

I keep telling myself I should have see it earlier. No clients are that easy. No clients ask no questions. But I mean, who scams design agencies? Who sets up a grift by asking for a logo and a pamphlet? A prince does apparently.

photo source: www.thetechbreak.com

Video Is The New Black

When I was 11, I filmed an epic disaster movie in my basement on a Super 8mm camera. It was called “Ball!”, and told the story of a Godzilla-sized Nerf basketball that destroyed an entire town, which consisted of my slot car race track, HO gauge train set and a lot of plastic army men. I used a lot of lighter fluid. Let’s just say it’s a good thing there weren’t smoke detectors in those days.

At the time, my friends and I were drawing lots of robots and war scenes on paper and sharing them with each other. Needless to say the screening of “Ball!” for my buds put me in a class of my own in the storytelling department. Because my story was moving.

It's estimated that 80% of all content consumed on the web will be video by 2020. Gulp. Facebook, YouTube, Snapchat, Netflix, Hulu, Amazon, Instagram and their mother are now starting to stream original programming. Not happy with being merely platforms, they are jumping into being content creators.

Video is the new black. The nice-to-have is now a requirement to remain competitive. For the entrepreneur, brand owner or creative professional the important question is: Are you moving yet?

photo credit: Philip VanDusen

A Hamster Wheel In The Forest

Scientists recently did an experiment. What would happen if you put a hamster wheel out in the forest? No food. No red button to press to get a treat. Just the wheel, an open door and a motion activated cam.

Mice, rats, shrews, voles, lots of little guys who were obviously not getting enough exercise showed up. They ran. They came back again and again. It turns out hamster wheels aren’t just for the incarcerated. When the scientists took it away, they all kept showing up wondering why the gym had closed.

If you take a proven concept and place it in a new context, you may find out things about your audience that you didn’t know. What actually motivates them. What they are really thinking. Why they are responding the way they do.

Contextual awareness is the next major hurdle in marketing. The goal is being aware of your customers changes in location, behavior, interests and needs at any given moment, as those moments change. Do you truly understand what makes your customers tick?

photo credit: Philip Roberts @flickr.com

Under Your Skin

My wife Beth has some tattoos, a few different styles, added at different times, and scattered about. One cluster she wasn't happy with anymore. She decided to join them together into a single design that was unified and had continuity. 

In the tattoo world, they call this a “cover-up”. But obviously you can’t just start over with a clean slate. You have to incorporate the old designs into the new one in order to hide them.

It’s complicated, expensive and it takes far longer to do than the original. Meaning even more time under the needle. Ouch.

I’ve been working with a entrepreneur who realized the brand presence they have is a bit of a mess. They had developed it piecemeal, designing new elements as they were needed. But as it became larger, the brand became scattered.

As we worked to clarify his brand strategy and create an cohesive design system, it struck me that branding is a lot like tattooing. It’s far better to think it through and make the investment than to cobble it together bit by bit. 

Because doing a brand cover-up hurts.

Let's Co-Everything

From co-working to bike-sharing to millennials co-habitating with their parents, it looks like owning something yourself is just getting too hard.

Going it alone in retail is hard, too. Just ask American Apparel. One of the fastest growing US companies only a decade ago, they are now closing their doors. They hadn’t made a profit since 2009.

The cost and risk of opening a retail presence has always been a significant barrier for brands just getting started. You used to have to go it alone. But now you don’t have to. 

There is a co-retailing startup called Bulletin. It helps smaller brands merchandise their products without having to have a brick and mortar store of their own. They divide up a single retail location into smaller sections, from a shelf to half a store, that you can rent month-to-month. It’s brilliant and is smashing the barrier to entry into physical retail.

The new co-economy is giving rise to this kind of innovation every day. Is there a barrier to entry that is standing in the way of you growing your business or creative practice? Take a step back and ask, “How can I co-it?”

photo credit: Sebastien Wiertz @flickr.com