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What is the Ideal Paragraph Length?

What’s the ideal paragraph length? Is there an ideal paragraph length? Are there hard-and-fast rules that govern how long our paragraphs — “grafs,” if you’re cool and/or “in the biz” — or can you just create paragraphs of different lengths willy-nilly, like some damn hippie?

The latest episode of Grammar Girl’s podcast opened with this horrifying story:

A while ago, I saw a comment on Facebook about professors who are teaching college students to make all their paragraphs the same length. The woman wrote, “There are professors at my school who deduct points, sometimes even letter grades, if paragraphs aren’t the same exact length throughout a paper. Because writing should be ‘balanced’ and it can only achieve ‘balance’ if all paragraphs are equal in length.”

Since this is one of the most preposterous things I’ve ever heard, I thought I must have misunderstood, but I asked for clarification and learned that the “uniform paragraph length rule” is so pervasive at this university that one professor uses a ruler to measure physical paragraph length in an introductory English class.

Let me say it right now, upfront.

There is no one ideal paragraph length.

According to Grammar Girl, both the Yahoo! Style Guide and the college handbook A Writer’s Reference (affiliate links) say the ideal paragraph length is between 100 and 200 words. However, “good writers treat this as a suggestion and not a hard and fast rule.”

The problem is, we live in an age of skimmers, not readers. If you’re a content marketer, blogger, or essayist, you don’t have the luxury of getting people to dig into a block of text between 100 and 200 words. Large blocks of text without any white space make our eyes glaze over — at least mine do — and we just zone out and get the early morning stares. A big block of text just looks boring as shit. People ignore long paragraphs because they’re dense, so we should avoid cramming in that many words, of which this is the 100th.

Seriously, that graf is exactly 100 words long.

That one was eight.

And that one was four.

Do you see the difference? Do you feel how much easier it felt to read the short one-sentence paragraphs instead of that 100-word monstrosity?

Like it or not, people don’t read, they skim. They prefer short paragraphs, not long chunks of text. Sure, you can slip them in once in a while, but people tend not to read them. Did you even notice I said “shit” in that 100-word paragraph up there?

Unfortunately, writing teachers tend to give young writers bad advice, which is why there are “rules” about paragraph length.

Just remember, there’s the right way to write, and the school way. And the two are frequently different.

Paragraphs Aren’t a Part of Your System, Man!

Paragraphs can — and should — be varying lengths. If you want to write 200-word paragraphs, go ahead. If you think you can manage several 200-word paragraphs in a row, be my guest. But I’ll bet if you were to do a heat map or readability study of your work, you’d find that very few people are slogging their way through that bog.

There are already several “rules of English” that we can safely ignore. Either they’re obsolete, the language has changed, or they never should have been a rule in the first place.

I’ll admit, I’m not a big fan of some of the changes that are happening to the English language. Like the fact that “literally” now means figuratively. (Seriously, go to Google and enter “define literally!” That irritates me to no end!)

Conversely, some things were incorrect in the first place, and they’re only now being fixed, like the whole “don’t end your sentence with a preposition” thing.

Teaching students that a paragraph must be of a certain length is also terrible teaching. Good writing will have paragraphs of varying length, from a couple hundred words (Yeesh!) to just one word. To teach otherwise is a disservice to your students because many of them will go through life thinking it’s a requirement when at best, it’s a guideline.

And before you tell me, “You have to learn the rules before you break them,” I would say 1) there’s not a real rule about paragraph length, and 2) you can teach people that paragraph lengths vary without blowing their minds.

They can make the leap from not knowing how long a graf is to knowing that it can be different. You don’t have to spend an entire semester teaching them this one rule, only to tell them, “Just kidding!” at some undetermined point in the future.

Bottom line: there’s no ideal paragraph length, and you can make them any size you want.

Seriously.

Photo credit: Qimono (Pixabay, Creative Commons 0)

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Content Marketers Need to Study Sportswriters

Sportswriters are some of the best writers around.

Period, end of sentence.

Especially the sports columnists.

Go into any newsroom anywhere, and read samples of the best work from each writer, and the sports columnists will have some of the best writing in the entire room.

That’s because they’re some of the best storytellers around. They can tell a story about any person, pulling on a tiny thread in a person’s life, and discover some of the most interesting, little-known revelations about a person that lives such a public-but-unknown life.

They’re the ones who ask an NFL running back about his mom and write about how she worked three jobs but never missed a game. They write about a pitcher’s relationship with his dad, and how they still talk on the phone after every game. They tell you about how a basketball player missed her senior year of high school with a knee injury and spent nine months in painful rehab just to be able to walk again, let alone get drafted in the first round.

Anyone who’s a fan of sports, a fan of good writing, or both, knows the sports columnists who have a mastery of the language, can tell a great story, and pull something interesting out of tiny details. These are a few of my favorites:

Grantland Rice, considered by many to be the father of long-form journalism.
  • Tom Junod, the guy who wrote the Mr. Rogers story, Can You Say Hero?, that made me cry three times as I read it. (It’s the story that got turned into the Tom Hanks movie.)
  • Tom Verducci, baseball writer extraordinaire. When Hank Aaron died this past January, there was only one person Sports Illustrated could ask to write his obituary. If you only like baseball a little bit, read Tom Verducci; he’ll make you love it.
  • Pat Jordan. I’m reading his Tom Seaver And Me book right now. I picked it up with the intention of reading two pages on a quick break from work today and ended up reading for 30 minutes.
  • Roger Angell, the centenarian baseball writer for the New Yorker, and the guy who made me believe in long sentences again. I have five of Roger’s books and am always on the lookout for more. His story, “Three for the Tigers is my favorite Angell story, and his line “Everything you do in life, you do so that your son will go to ball games with you, and then he doesn’t want to,” broke my heart.
  • Jemele Hill takes shit from no one. She called Donald Trump a white supremacist in 2017 and would not apologize. She even worked here in Orlando as a columnist for the Orlando Sentinel for two years. She writes about social justice issues in sports and makes me understand how the two are related.
  • Sally Jenkins’ stories on the NCAA, tennis, golf, and women’s sports has earned her numerous Sports Columnist of the Year awards. Her February 5th column on Patrick Mahomes made me question whether he could outthink Peyton Manning, and whether I wanted to become a Patrick Mahomes fan.
  • You can hear interviews with many of these writers on Jeff Pearlman’s Two Writers Slinging Yang podcast. If you want to be any kind of writer, every episode of this podcast has a nugget of great writing advice. And his book on the USFL (Football For A Buck is the definitive history on the renegade league of the early 1980s.

There are dozens — hundreds, even — of writers I could name, but I don’t have the room. These are just a few of my favorites, but I’ve got a few dozen sports books from a variety of writers, some on topics I know nothing about. Even if I’m not a fan of the sport or the athlete, I’m a fan of the writer.

(My one non-sportswriter recommendation would be Dave Thompson’s book, Your Pretty Face Is Going To Hell: The Dangerous Glitter of David Bowie, Iggy Pop and Lou Reed.)

Why Should Content Marketers Study Sportswriters?

I’ve often said that content marketers need to read daily

I’ve also said they need to stop reading blogs.

Bad writing breeds bad writing, and reading bad writing will infect you with bad habits and sloppy tendencies. Most blogs tend to be poorly written — read my post “Half of All Written Content Online is Sh*t” — and you’re not going to improve by reading someone worse than you.

Instead, I usually recommend that content marketing writers read fiction books by established writers. Find your favorite writers and genres and devour several of them. Pay attention to their writing style and voice, and figure out how you can steal emulate parts of their style.

But you can also find some of the best creative non-fiction writing among the sportswriters and sports columnists. Pick a few and learn their style, then expand to their colleagues and see what it is that they do so well. Pick up one of The Best American Sportswriting annual books (or get The Best American Sportswriting of the Century) and read what some of the finest sportswriters in the country have done.

Then, once you have your favorites, find out who their idols and favorite writers were, and read their work. And if you can, find out those writers’ idols and inspirations, and read their stuff. I’m now reading works by Ring Lardner from the 1910s and 1920s, and Red Smith from the 1930s – 1970s, as I follow the sportswriting family tree to its roots.

Who are your favorite sportswriters? What’s one sportswriter you want to read more of or learn more about? Do you have a favorite or one you don’t like at all? Share your comments.

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The Importance of Citing Original Sources In Your Content Marketing

Content marketers like to cite long-held statistics in their blog articles that get batted around from story to story, blog to blog, marketer to marketer. They’re the stories that get told over and over and over again, but no one is actually sure where they come from. They’re just widely accepted and firmly believed, even though they may be decades old.

For example, when I worked in direct mail, we repeated the stat that dirt mail postcards had a 1 – 3% read rate. That is, for every 100 people who received a direct mail postcard, roughly three people read it.

I asked my boss, a direct mail veteran of 30+ years how he knew that, and he admitted he didn’t know. It was just something he’d always heard and said.

There’s another famous story about “a Harvard study” where the researchers found that reducing the number of choices of gourmet jams led to increased sales. I’ve heard that story told so many times in hushed tones around marketing campfires — “and one of the researchers had a hook for a hand!” — the urban legend is now taken as lore, but none of us knew the origins of the story.

(For the record, it’s a study from 2000 by Sheena Iyengar of Columbia University and Mark Lepper of Stanford University. Not Harvard.)

And of course, there’s Ernest Hemingway’s famous-but-fake quote, “Write drunk, edit sober.”

He didn’t actually say it, and I’m ashamed to admit, I perpetuated that urban legend for a few years until I finally looked for the original source of the quote.

Original Sources Fight Fake News

The last four years have shown us the importance of fighting the gaslighting and intellectual laziness of calling something fake news. And we know that the only way journalists can counter accusations of fake news is to do original reporting.

That is, they interview the original sources of information. They go all the way to the insiders, the people who made a thing happen, the people on the scene. They don’t repeat stories from other news sources, they don’t pass along claims they saw in other newspapers or TV news segments. They don’t report things they heard from other reporters.

Journalism is not just a game of Telephone played by people repeating claim after claim after claim. When you see a story in the New York Times, Washington Post, Reuters, or Associated Press, you can be reasonably sure these journalists have gotten their details from the original sources on the scene.

(They have to, because if they’re found to be making things up, they could get sued. It’s rather telling that the people who whine about “fake news!” have not sued the news outlets over it. They could win millions of dollars if they could demonstrate that anything in the media was made up.)

So What Do Original Sources Have to Do With Content Marketing?

Fortunately (for many of us), marketers are not held to the same standards as journalists.

(I mean, could you imagine???)

But for those of us who actually do try to uphold some level of ethics and honesty, original reporting can only help us.

And while not all of us have the time, money, or resources to do our own original research — studies, surveys, massive A/B testing — we do have the ability to track down citations to their original source. (If you can do original research though, think of all the bloggers and speakers who will write about your findings!)

With my background in academia and being a “little-j journalist” (i.e., I’m a newspaper columnist, not a professional journalist), I’m all about the original sources. Whenever I need to cite a specific source, I always look for the original study or story that inspired the game-of-Telephone citations we typically find on the web. (See the above jam study)

The “famous” Coopers & Lybrand Document Management Study

Several months ago, I was doing a search for document management statistics, and I found article after article that shared some very damning statistics about paper filing systems, all from the same 1998 Coopers & Lybrand document management study. Here are a few:

  • US companies spend approximately $20 on labor costs in order to file a document, $120 on the labor required to find a misfiled document and $220 to reproduce a lost document.
  • For companies that manage their own files, employees spend between 20-40% of their time searching for documents manually.
  • Employees spend more than 50% of their time searching for information.
  • The average document is copied 19 times.

Terrible! Just terrible! Why are people still using paper files if we know this to be true?

Again, given my fixation on citing original sources, I found a blog post that linked to another article where I could find the statistics. It linked to another article with the same stats. Which linked to another article. And another. And another. And so on and on.

I followed over a dozen articles, each linking to another article, hoping to find the original copy of this clearly-important study. I mean, an entire industry had built their whole raison d’être on these statistics, so surely someone somewhere had something on it!

Right?

I found several dozen blog posts, and none of them — seriously, not one! — linked to the original study. They all linked to each other, but no one had a PDF copy of the famous Coopers & Lybrand study.

But I did find a 2012 article from a company called Scan123 about these incredible statistics:

These are usually attributed to a 1998 study by consulting firm Coopers & Lybrand, which merged with Price Waterhouse to become PricewaterhouseCoopers in that same year. These “facts” are still repeated by electronic document management companies almost fifteen years later because they paint a compelling picture of costly inefficiency to which a document management solution is the answer. We used to cite this study ourselves in our marketing materials for Scan123.

Seriously? That’s it?

No, that’s not all. They also cited a 2010 blog article by John Mancini who wrote:

While many of us have used these stats in a million presentations, I wonder, “Does anyone have the original report? Does anyone know the actual name of the report?”

One of the speakers at a recent AIIM seminar on ECM mentioned the data, and an attendee asked for the original source. Having used the data a million times myself, I searched through my hard drive. No dice. Then I turned to the web. No dice. Many references to the “1998 Coopers & Lybrand report,” but no actual copy or link.

Oops.

As of Scan123’s article in 2012, John Mancini had not received an original copy of the “1998 Coopers & Lybrand report,” so I emailed him to see if he has received anything in the last 11 years. I’ll let you know if I hear anything back.

(Update: I emailed John when I wrote this article, and on April 27, 2021, he wrote back to me: “Nobody ever came forward with the original report.”)

Bottom Line: Find Original Sources

If you want to avoid the marketer’s curse, or the label of “fake news,” stick to as much original reporting as you can. Do your own original research and interview your own subjects. If you can’t do that, then get as close to the original sources as you can.

Find the original study and download a PDF copy. Link to the original readable file in your blog articles and reports. Pull blockquotes from the original article (like I did above).

Don’t just do a quick Google search and link to the first article you find that supports what you say. That’s how the Cooper & Lybrand study became an industry-standard without an original document to back it up.

Photo credit: Jarmoluk (Pixabay, Creative Commons 0)
Photo credit: C.A.D.Schjelderup (Wikimedia Commons, Creative Commons 4.0)

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Half of All Written Content Online Is Sh*t

To paraphrase Ernest Hemingway, half of all written content is shit.

While he actually said “the first draft of anything is shit,” I would maintain that this applies to all online content in general for a couple of reasons:

  1. If we look at a normal bell curve of distribution, you know there’s a halfway mark where everything above it is average, above average, and excellent. That means that the other half is average, below average, and terrible.
  2. Most content marketers publish their first draft.

That doesn’t seem like so much until you realize that there are 70 million blog posts being produced on WordPress.com alone.

In other words, of that 70 million, exactly 35 million of them are above average, and 35 million are below average.

This does not include all the articles appearing on Blogger, Tumblr, LiveJournal, and all the other self-hosted blogs and websites. Let’s be generous and say there are 200 million articles posted every month.

I’ve lost count of the number of so-called content marketers and personal branding experts who publish sub-par blog articles on a daily basis. They issue a warning statement boast about how they wrote their entire week’s worth of blog articles on a Sunday afternoon, taking only two hours to complete the entire week’s work.

That works out to roughly 24 minutes to write a single blog article.

It shows, guys! It shows!

If what Ernest says is true, and the first draft of anything is shit, and half of anything is worse than average, there’s a very good chance that your 24-minute article is hot garbage.

So if you think you can get away with writing a single blog article in less than 30 minutes and expect it to be any good, you’ve got another think coming.

5 Quick and Dirty Tips to Improve Your Writing

There are entire books that will help you improve your writing, but let me give you these five quick tips to improve what you’ve already written. Even if it’s something you wrote a few weeks ago, you owe it to yourself and your readers to practice these five steps.

  1. Adopt a process of Write, Rewrite Twice, Polish Once. (Trust me, this one tip alone will make all the difference in the world.)
  2. Use Grammarly.com to find and correct any issues. Download it for Mac or Windows, and install the plugin on your web browser(s). Grammarly will check your writing anywhere and everywhere, which means it can help you identify problems in your email, tweets, and Facebook updates, which can help you correct some bad habits.
  3. Read your work out loud. If necessary, change the point size so the text lays out differently on the page. This forces you to look more closely as you read. You’ll catch double words like “the the” or sentences that you forgot to.
  4. Use Hemingwayapp.com. This works much in the same way that Grammarly does, but it forces you to look at sentence complexity, adverb usage, and reading level. (Remember, you want a lower reading level, not higher.)
  5. Edit paragraphs so there are no orphans. “Widows and orphans” is a typography term. (Read about it here.) In this case, orphans are single words on their own line at the end of a paragraph. As you’re writing your piece, edit each paragraph so there are no orphans. This will force you to tighten up the entire paragraph until you can pull that orphan up to the previous line.

    6. Excellent Work Is Being Buried Under Mountains of Shit

    There’s enough content online that the good stuff is getting buried. Remember, we estimated 200 million blog articles per month?

    Even if we created 5 million “excellent” pieces of work — something that’s two standard deviations from the dead-center average — it’s being buried by 195 million pieces of everything else.

    While you probably won’t write THE ABSOLUTE BESTEST NUMERO UNO BLOG ARTICLE OF ALL TIME!! this month (you have a 1-in-200-million chance), you can at least write a very interesting and memorable article that your readers will remember, love, and be inspired by. And you can get more of them if you can share it through social media and some clever SEO.

    If you can do these five things — especially #s 1 and 2 — you’ll greatly improve your written content online. At the very least, you can get it above that halfway mark in the distribution curve. It’s not that hard, you just have to spend a little more than 24 minutes on a single blog article.

    Photo credit: Bell Curve by Abhijit Bhaduri (Flickr, Creative Commons 2.0)
    Photo credit: GPA Photo Archive (Flickr, Creative Commons 0)

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Five Steps to Starting Your Nonprofit’s Storytelling Campaign

A few months ago, someone asked me about how to start a storytelling campaign for her nonprofit. She wanted to spread the word about how the nonprofit helps young people who are blind and have developmental disabilities. She teaches gardening and horticulture and helps her students to run a business and deal with a few clients. I gave her a basic strategy for a storytelling campaign that used different social media channels, as well as a website and blog.

Other nonprofits that want to tell their story can do more than just launching a newsletter or being active on Twitter. If you see your ongoing communication as one long story — think of it as a long-running TV series

This is a strategy any nonprofit could use to tell the stories about their efforts and the communities they serve. The goal is to help potential donors and volunteers get to know the people they’re helping. If you can put a face and name to your work, people are more likely to give.

This is one of the reasons nearly all fundraising letters have you “meet” one of their recipients. Someone who needs your help, and who has been helped by that organization. And you can help more people just like this one just by donating $10 per month.

1. What stories do you want to tell?

Before starting a storytelling campaign, you need to figure out what story you actually want to tell. A story can have a few parts to it, so you can have more than one focus.

In fact, you could think of your story as a TV show, where there is usually an A story, a B story, and a C story. The A story gets the most attention and time, the B story gets the second most, and the C story gets the least. In a 22-minute sitcom, the A story may get 9 – 11 minutes of storytime, the B story gets 6 – 8 minutes, and the C story gets 3 – 5 minutes.

So your A story could be how you help people through a meal delivery service, your B story could be your mobile health clinic, and your C story could be your future plan to open an apartment building with in-house medical facilities.

That means your meal delivery service gets the most “air time,” the mobile health clinic gets the second most, and the apartment building gets the least. That doesn’t mean you don’t talk about the B and C stories, or that they’re always second and third on the list of your blog articles and videos. Rather, it means they get to be the sole focus of your attention once in a while.

2. Identify your channels

Now you need to know where you want to promote your story. And you do that by figuring out where your target audience is. Essentially, you want to “fish where the fish are.”

If you do a lot of events where people are likely to share photos of themselves, then you want to be on Instagram. If you don’t have a huge visual component to your storytelling, then you can skip Instagram. If your audience is older, you should focus more on Facebook and skip Snapchat.

But you can also double up in a few places. Since Facebook owns Instagram, you can automate your posting between both networks. If you post things to Instagram, you can set it up so those things automatically post to Facebook. You can even use an automation service like IFTTT (If This, Then That) or Zapier to automatically push photos to Twitter.

Just don’t go nuts. Limit the number of social channels you join, rather than joining as many as you can. You may have heard a lot about Clubhouse, Fireside, Snapchat, and every other new tool people are buzzing about, but that doesn’t mean they’re worthy of your attention.

Instead, pick the ones that are well-established and show some signs of longevity. I normally recommend Instagram, Facebook, Twitter, and a blog for most nonprofits. You could also use LinkedIn, but I typically advise against it unless your nonprofit deals with work — teaching reading and life skills, helping people develop skills to find a job, educational institutions, etc.

You’ll also want a weekly or monthly newsletter — your newsletter is where you’ll collect the email addresses of your donors, volunteers, and supporters. This list is your lifeblood because these are the people who keep you in business and help you support your mission.

3. Your channels will affect your content.

What do you have the capabilities and time to produce? What does your audience want? Do you have a lot of people who watch and share videos? Or do they prefer reading long-form content? You can figure that out just by asking them with a survey.

Once you know what they would prefer, start giving it to them. Maybe it’s a weekly 700-word blog article, maybe it’s daily photos of your birds of prey, or a weekly podcast interviewing other people in your nonprofit’s mission.

At the very least, I do recommend photos and blog articles. The blog helps with search engine optimization and your search rankings, but this is where most of your storytelling is going to happen. Your blog is where you get to explore the nitty-gritty of your work, explain your positions on policy decisions, analyze how new laws and regulations affect you. It can also provide you content for a newsletter.

And if you have the time and capabilities, consider a podcast or video series about your nonprofit’s greater mission. For example, if your nonprofit is about rehabilitating injured birds of prey, start an educational video or podcast series that teaches people about birds of prey, the different kinds of birds there are, and how they live.

4. How will you tell your stories?

We’ve done the easy part, now is the hard part. How do we tell your stories? Do you tell an individual’s story? Do you tell the group’s story? Your organization’s origin and success story?

Start with what amount to case studies and testimonials. Take one person who is involved with your organization, talk about their experience before they got involved, what they learned, and how it’s helped them afterward.

For example, your story would look like this: John had a problem. He was 100 pounds overweight, constantly tired, and was at risk of diabetes. He had tried different diets, but nothing had worked, and he was worried he was going to have serious illnesses in a couple years. So John started an exercise program at Major Payne’s Get Fit Boot Camp. In 9 months, John had lost 100 pounds, had plenty of energy, and reduced his risk for diabetes by 82%. He even grew back all his hair, married a supermodel, and won the lottery.

Basically, you can build an entire campaign on stories like this. You know what you need to write and tell, and you can place each of them into your A, B, and C stories.

And you can break them up so that for every three A stories you write, you write two B stories and one C story.

You can produce a video or shoot some pictures, write a blog article, share it on your chosen social channels — share it more than once in a week; three or four times per week is perfectly acceptable — and produce those stories once or twice a week.

5. What is your storytelling campaign’s throughline?

Throughline is another TV term. It’s the underlying theme of a movie or TV show. It’s not the story, but it’s the motivation behind the story.

For example, the throughline of the Captain America movies is “Cap hates bullies.” So everything we see him do is based on his intense dislike of bullies.

Your throughline is related to the purpose of your organization. It could be education, it could be housing, it could be creating awareness of a particular disease or societal problem.

If your purpose is education, your stories will show how you’re educating your target audience, such as adult literacy, helping at-risk youth, or animal rescue. Your stories won’t be about teaching, mentoring, or saving, but that will always run through your stories.

For example, you won’t do a video on “this is how we saved this dog” or even “The 12 steps we take to save dogs.” But you’ll write about a dog that you saved, cleaned, and adopted out to a loving family.

So your stories should include your throughline. Even if you were doing a “meet our staff” story, you would want to focus on how they help fulfill your purpose and mission.

Starting a storytelling campaign can be a little difficult, but if you just start with the basics — pick a couple channels, decide what story to tell, and follow your throughline — you’ll quickly figure out what to do and how to do it.

Don’t worry if creating stories is hard or you’re not very good at first. You’ll learn a lot, you’ll get better, and pretty soon you’ll be whipping out those stories, editing those videos, and writing those blog articles like they’re second nature. As long as you build a good storytelling campaign framework, you can easily see what works and what doesn’t work, and you’ll have a formula to follow with every new story you write.

Photo credit: Tumisu (Pixabay, Creative Commons 0)
Photo credit: StockSnap (Pixabay, Creative Commons 0)

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The Secret of B2B and B2C Copywriting

I’m going to tell you a secret about copywriting.

It’s a secret that the copywriters don’t want you to know. It’s a secret the marketers and the people who hire copywriters haven’t figured out. It’s a secret the business owners and managers don’t even know exists. That secret is this:

There is no difference between B2B copywriting and B2C copywriting.

None at all. It’s complete bullshit. They’re exactly the same, because they use the same thing in both camps:

  • Words.
  • Emotions.
  • The ability to use one to tap into the other.

Oh, and a decent grasp of the English language.

If you understand and can use those things, you can write for both B2B and B2C clients. Even on the same day.

Your Target Audiences Are People

One of the irritating things about content marketers, besides their insatiable greed for data and analytics, is that they forget their users/visitors/hits/views are all people.

Their users are people. Their visitors are people. The page views? Made by people.

And people have thoughts, emotions, and complex inner lives. They want things and they’re afraid of other things. And they’re reading your copy because they either want something or they’re afraid of losing something else.

People are stirred by the same emotions whether they’re at work or at home, trying to decide whether to buy your SaaS software or large-screen TV. They’re motivated with the same methods, follow the same sales funnel, and can be persuaded with the same formulas. They respond to good stories, persuasive arguments, and important ideas, whether they’re at work or at home.

No one is a completely different person between work and home. Oh sure, they don’t do the same things. They may have a work personality and a home personality, but fundamentally, they’re the same people. High-energy Type A people are always high-energy Type A people. Laid-back Type B introverts are always laid-back Type B introverts.

And that means a copywriter who is adept at telling stories or is able to simplify complex information can do that for a B2B buyer or a B2C buyer, even when those buyers are the same individual.

Whether your customer is trying to decide whether to buy a gas or charcoal grill or trying to decide which cloud-computing service to use, they’re going to use the same critical thinking and decision-making skills to solve the problem.

That means your copy needs to be concise, coherent, and complete. It needs to be well-written and informative. It needs to fire up their emotions.

Good copywriters can do that for B2B copy, trying to convince a purchasing agent or a department head to make a decision on their particular product or service. They can turn around and do that for B2C copy, trying to convince a consumer to make a decision for that product or service.

To the copywriter, there’s no difference in how they do their job, how the copy is structured, and which kinds of copywriting formulas they use.

Anyone who tries to tell you otherwise doesn’t know what they’re talking about.

There’s Not Much Difference Between Industries Either

Years ago, I used to work in the poultry industry — we sold poultry feeding equipment and watering equipment to farmers and poultry companies.

Over the years, several of the growers told me, “Poultry farmers are like no other consumers. We’re frugal and we do things our own way.”

At the same time, our company sold hog feeding equipment and watering equipment to farmers.

Over those same years, several of those farmers told me, “Pork farmers are like no other consumers. We’re frugal and we do things our own way.”

A few years later, I worked for a software company that sold software to state governments.

The people I called on told me, “Government purchasing agents are like no other consumers. We’re frugal and we do things our own way.”

Over the last 12 years, I’ve written for startups, Fortune 500 companies, and every size of company in between. I’ve written for techies, marketers, fintech developers, small business owners, lawyers, and software companies, and you’ll never guess what they all — ALL! — have said to me:

“__________ are like no other consumers. We’re frugal and do things our own way.”

At no point did anyone ever say to me, “We’re just like everyone else and we’re damn stupid with our money.” If they had, that one would be the different one, the only one not like all the others.

“But every industry is different by its very nature!”

Well, of course, every industry is different, Financial technology is nothing like hog farming. Women’s skincare is nothing like cloud computing. And marketing software is nothing like construction equipment. I know, because I’ve written for all these industries.

(But I was successful in all of them, despite being a newbie at one point.)

Industry knowledge is important to a writer because it makes their job easier. But it does not make them better. I’ve known veteran industry writers who regularly produce some of the most mediocre, boring garbage, and I’ve seen people who just earned their creative writing MFAs writing write circles around the veterans.

I’ve also seen the reverse to be true.

Industry knowledge does not make the writer, writing skills do. The ability to use language to tap into a person’s emotion and compel them to buy? That’s the real skill.

You can teach industry knowledge. The writer can interview a subject matter expert and craft a compelling story in 10 minutes. But the industry expert can’t learn heart and style — at least not in a 10-minute conversation.

Bottom line: If you’re looking for a good copywriter, focus less on their industry expertise. All that means is they know the industry terminology, but anyone can figure that out with a quick Google search.

Instead, hire a copywriter who knows how to write so they can make your blog articles and webpages interesting, compelling, and fun to read. Hire fiction writers, poets, screenwriters, journalists, and storytellers. Get the people who know how to make boring things interesting and how to make complex ideas easy to understand.

If you’re focused on the length of time a person has spent in an industry, you’re looking at the wrong thing.

Because everyone’s industry is just like all the others, and your customers are just like everyone else’s. The good writer knows that, and they know that tapping into a buyer’s buying motivation is the key to success.

Photo credit: Voltamax (Pixabay, Creative Commons 0)