Regardless of what you sell, people will ask others before they buy. And guess what. They trust what they hear from their friends more than anything you’ll ever say in your advertising.

This is hardly breaking news. Since the first caveman started selling clubs and spears, people have been voicing their vendor related gripes and praises to their friends.

Word-of-mouth just happens.  And that’s how most of us still view it… something that happens as opposed to something we can actually influence.

If that’s still your view, you’re missing the boat and probably losing business as a result.
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Twice in two days, I’ve had the same conversation with marketers suffering from the same confusion. Both are organizations that rely on lead generation as the first step in their sales processes. That is to say, they expose prospects to their marketing message in an effort to move them to contact the company, learn more, and finalize a sale.

The problem both companies had (and I see this all the time) is they were falling into the trap of over-communicating in their marketing materials… telling their whole stories… every detail… forgetting that the goal of their marketing is not to close the sale on the spot. Rather, the goal is to motivate a prospect to call and engage in the sales process.

I find this happens most often when companies write their own marketing copy. They are so close to what they’re doing, they lose their ability to trim down their story. They can no longer write copy that engages prospects quickly, established the firm’s credibility, yet leaves enough to talk about that it makes sense for the prospect to call.

This problem is VERY easy to stumble into. I struggle with it myself when I’m writing about products or services that I’ve been part of creating.

Here’s what seems to happen…
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I got my 5th invitation today to join the 6 Degrees of Separation group on Facebook.

I decided to investigate it. I’m seriously intrigued (as we all should be) by the social networking phenomenon and how it will impact the marketing world in the months and years ahead. Clearly there’s a viral potential for ideas and applications within social networks that is unprecedented.

Yet, I’m still waiting and watching for case studies that demonstrate the marketing ROI on these initiatives. There is no doubt these concepts draw eyeballs… and can be sticky (at least for short bursts of time). But is anyone other that the app developers making money?
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I’m a big fan of user reviews.

As a consumer, I refer to them whenever they’re available, and I find that they influence my purchase decisions. Short of a product demonstration, as an instrument of persuasion, the user review has to be among the most effective tools we have at our disposal.

Consider for a moment the difference in your own mind between a user review and its big brother, the testimonial.

As similar as I suppose they are in theory, I regard the two very differently.

To me the very designation – testimonial – suggests that the message will be positive… one notch down from its slippery sibling, the endorsement.

Particularly online, testimonials have been so abused, bastardized and corrupted that unless they are particularly well presented, I find that I view them all as counterfeit… sales copy from deceptive marketers.

User reviews on the other hand, at least for now, remain relatively pure in my mind.

For some reason, I feel like the user review is a more authentic, unscripted expression of a real person’s real-life experience with a product or service. Probably naively, I expect to hear both the good and the bad.

I trust them more.

So what do if you’re a testimonial junkie and don’t yet have the facilities to cultivate and display user reviews?

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If you’re not doing ROI calculations before and after your marketing initiatives, you certainly should.  Let me remove any excuse for not doing this…

I’m surprised by how easy it is for marketers to overlook this important calculation as they weigh their creative options and plan their campaigns.  So, let this first act as a simple reminder not to undertake anything marketing-related this year without at least considering your anticipated return… and the return you got the last time you did something similar.

Sometimes it’s admittedly difficult to arrive at solid ROI forecasts in the marketing arena.  Your investment in PR… in word-of-mouth… brand-building….  That’s not to excuse those who turn a blind eye all-together to ROI relative to these activities, but there is no denying that it can be tough.

But when it comes to direct marketing and pay-per-click advertising, you’re insane if you aren’t being diligent about ROI.

This is why I’ve taken a couple of my own ROI calculators and published them here for you to use whenever you like. Bookmark the page. Send it to your colleagues. And never again accept another DM or PPC marketing proposal without a clear calculation of ROI (along with the underlying assumptions).
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If you’ve been following this blog for a while, you know the value I assign to stellar design and copy. Not surprisingly, I’ve found some of the most helpful writing advice on other blogs… some of which you will find below.

Michael Stelzner of Writing White Papers (a blog well-worth following) has announced the winners of his second-annual Top 10 Blogs for Writers.

Thanks to Michael for compiling the list once again. And congratulations to all of the winners.

1. Copyblogger, by Brian Clark: Holding the number-one spot for the second year running, this site excels at teaching the art of writing. I like this blog so much that I subscribe to Brian’s email feed. This one is well deserving of the top spot.
2. Freelance Writing Jobs, by Deborah Ng: For writers seeking new work, this site is your sole destination and maintains a top spot in our contest from last year.
3. The Renegade Writer, by Linda Formichelli and Dianna Burell: Are you a freelance journalist looking for inspiration? Look no further.
4. Web Content Writer Tips, by James Chartrand and Harrison McLeod: With a focus on making more money as a writer, this blog is full of helpful how-to articles.
5. Web Writing Info, by Courtney Ramirez: This excellent blog looks at social networking and emerging web-based opportunities for writers.
6. The Golden Pencil, by Anne Wayman: Wayman, a second-year winner, examines how to go for the gold as a freelance writer.
7. Catalystblogger, by Jennifer Williamson: Williamson writes about the pains and trials writers face.
8. Freelance Parent, by Lorna Doone Brewer and Tamara Berry: Two moms provide excellent perspective on writing with a dash of parenting.
9. Write from Home, by Amy Derby: Derby provides fresh commentary and advice on writing.
10. Copywriter Underground, by Tom Chandler: This site, a second-year winner, provides regular doses of inspiration for copywriters.

If you’re serious about your writing, give these a look.

If you’re like me, you’ve noticed and begun to appreciate the utility of online videos. The professional applications for this technology are nearly endless… tutorials, customer service & tech support content, online sales presentations, educational seminars…. And when the content is relevant to your visitors’ interests and professionally delivered, it can really enhance the online experience (and your conversion rates).

Contrary to popular belief, they don’t have to be expensive to create.

I learned today (and have since verified) that Camtasia Studio, an application that has been widely applauded (and that I plan to begin using) is offering a full version of its screen capture video software, Camtasia Studio Version 3 at no cost. Yes – FREE for a limited time.

If you’ve ever considered offering online video, recorded webinars and sales presentations, here’s your chance to dip your toe into the water at no risk with a pretty solid application.

Here’s what you have to do…

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You know when a web site isn’t working for you. The beauty of the web is that you don’t have to tolerate it for more than a second before you’re gone… on to another site that better meets your needs.

But what actually happened on that site you abandoned? Maybe it just didn’t offer what you were looking for… or maybe it did, but failed to let you know.

We can quickly sense when we are on track to finding the content we’re looking for by detecting what some experts call the “scent” of information. As it turns out, people behave on web sites in a manner very similar to dogs sniffing around for food – or whatever else they’re looking for. We get on a particular scent trail and follow it.
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A while ago I wrote a post asking the question, “who is really in charge of your marketing?” My intent was to highlight the marketing impact (for better or worse) of the rank and file staffers who come face-to-face with customers.

Recently however, I have noticed something truly fascinating that I believe may very well change marketing forever.  And it forces me to revisit this same issue of who’s in charge of marketing.

This time I would ask you to consider the role of your customer in the marketing equation.  No… I’m not talking about generating referrals.  I’m actually talking about the customer as the deciding and active force in an organization’s marketing.
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It’s difficult in the marketing world to define marketing principles that are truly more than mere theories…

But the Eureka! Ranch has managed to do it.  Over the last decade, it has compiled and analyzed thousands of client cases related to the introduction of new product/service concepts and new marketing messaging for existing products/services.

This research has produced and quantitatively validated a number of well-proven and very practical conclusions for marketers of all types.

One of the key principles that emerged from this research dispels a dangerous marketing myth and therefore needs never-ending reinforcement. And it applies consistently across industries and consumer/business segments.

I’m referring to the critical importance of communicating what the Eureka! Ranch folks call your “overt benefit.”
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