Category: Branding

By Posted on Posted in Branding, Business Ethics, Diversity, Ethics in Government, language, Marketing Trends/News, media-general, Politics, propaganda, Psychology Tagged with , , , , , , , , , , ,

A friend of mine, a very successful author and marketer, a deep student of the human psyche, asked on Facebook, “Why do you love/hate Trump? (Disclaimer: I’m indifferent.)”

It was the disclaimer that got me worried. This is part of my response to him:

I have enormous respect for your analytical skills, M.______, but I question deeply your indifference…

M.______, I hope you’re pulling our legs. You of all people understand human motivations and psychology. Trump is a master marketer and manipulator. I don’t know if he’s studied NLP [Neurolinguistic Programming] (or maybe you) or if he’s actually a natural.

I do know that if he wins, I will be looking seriously at what other country I might live in for the next 4 to 8 years. I have family who died in Nazi concentration camps. I don’t want to be part of an America where ordinary citizens are rounded up because they’re Muslim or Mexican, just as my parents’ cousins were for being Jewish.

I don’t say this lightly. I consider him extremely dangerous, and it scares me that enough people in the US take him seriously enough that he’s doing well in the polls (we’ll see if this translates to actual votes).

 Some things I didn’t say to my friend:
In the courtyard of the new Reich Chancellery, the Fuhrer partakes of the "one-pot" communal stew meal in the company of invited fellow citizens. Photo by Heinrich Hoffman, courtesy New York Public Library
In the courtyard of the new Reich Chancellery, the Fuhrer partakes of the “one-pot” communal stew meal in the company of invited fellow citizens. Photo by Heinrich Hoffman, courtesy New York Public Library
 But my deep message to my friend is that we cannot afford indifference. Let’s remember that Hitler was democratically elected, and that Berlin in the 20s was a liberal, arts-centered city. We must not get complacent. We must not think “it can’t happen here.” And we must not be swallowed by indifference.
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By Posted on Posted in Activism, Advertising, Branding, Business Ethics, Corporate Social Responsibility, Democracy, Innovation, language, Marketing Trends/News, People Helping People, Politics, propaganda, Psychology, Social and Economic Justice Tagged with , , ,
Screenshot of KPMG's internal "higher purpose" video captioned "We Shape History"
Screenshot of KPMG’s internal “higher purpose” video

This Harvard Business Review article and accompanying video are too good not to share. The video is less than two minutes and well-worth watching. Watch it with your marketer hat on. Pay attention both to the direct message and to the outcomes.

KPMG is positioning itself as an agent of social change, a social entrepreneurship giant involved in everything from keeping the Nazis at bay during World War II to certifying the election results that allowed Nelson Mandela to become the first president of a free South Africa.

I’m not passing judgment on the accuracy of the claim that the wonderful, world-changing projects highlighted in the video represent KPMG’s (and predecessor Peat Marwick’s) overall corporate culture  over many decades. I haven’t done the due diligence on that, and frankly, I’m pretty skeptical of the claim. Big Four accounting firms don’t tend to be known as cauldrons of world-changing social entrepreneurship.

But clearly, the company decided to spotlight its role as a changemaker and to foster an employee culture of empowered action—and that’s terrific. Not at all surprised to see the excellent results. Every manager should look at the amazing engagement this campaign created, with over 42,000 stories submitted by employees and 76 percent agreement that their jobs had deeper meaning.

Be sure to note the graph at the bottom, contrasting several employee satisfaction metrics under managers who emphasized or didn’t emphasize a higher purpose.

If one of the largest accounting firms in the world can take this on, your probably much simpler business can do it too. Every person who supervises others should take that data to heart and make sharing their own organization’s higher purpose a consistent part of their own employee motivation (if you get stuck on this, contact me; I can help).

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By Posted on Posted in Branding, Business-general, Copywriting, Entrepreneurship, Marketing Techniques and Philosophies, Networking, Transparency vs. Secrecy Tagged with , , , ,
Business Book Photo by Jennifer Marr
Business Book Photo by Jennifer Marr
Business Book
Photo by Jennifer Marr

As a new subscriber to John Corcoran’s newsletter and a constant reader, I followed John’s link to his list of 20 influential business books. It was a terrific list (I’ve read quite a few of them). And he got quite a few additional suggestions from readers. (Side note: sign of a successful post: 40+ comments, most of them recommendations.)

He has never heard from me. As far as  know, he has no idea who I am. But I, of course, jumped in. I’d like you to read my comment in “learning mode,” think about what lessons you can pull from it, and post a comment on this page. THEN check out the lessons I think I’m imparting here, and comment again on that page. (You probably want to look at John’s list first.)

Hi, John, great list. I’m fairly new to your email tribe and this is the first time I’ve seen it. I’m a business book writer and an addicted reader (read about 70 books in the first 9 months of 2015) and was delighted to see how many I’ve read. I’ll look forward to listening to some of those podcasts. I’m listening to the interview with Dan Pink as I write this.

My own recommendations? Two in particular that no one else has mentioned:

1) The Success Principles by Jack Canfield and Janet Switzer. By far the best thing I’ve ever come across on personal motivation and the life hacks to build world-changing influence.

2) Cash Copy by Jeffrey Lant utterly changed the way I think about copywriting. Plenty of other books I’ve read since have a similar trajectory, but Cash Copy happened to be the one I read first–somewhere around 1988 or 1990. It turned me on to the whole idea of the you-focus of solving a pain point or helping the reader achieve a goal, rather than what I call “we we we all the way home copywriting” (e.g., “At _____ [company], we believe…”). That led me to develop “story-behind-the-story” marketing materials for my clients, such as a press release for a book on electronic privacy that used the headline, “It’s 10 O’Clock—Do You Know Where Your Credit History Is? (The book didn’t even get a mention until the third paragraph.)

I’ve been told by a number of people that my own Guerrilla Marketing Goes Green has opened them to the idea that green business is not just the right thing to do but can be quite profitable, thank you. I’m hoping my next book, Guerrilla Marketing to Heal the World, will broaden that discussion to show that turn hunger and poverty into sufficiency, war into peace, and catastrophic climate change into planetary balance. John, I’ll be in touch with you privately to see if you’d like an advance review copy.
—Shel Horowitz, https://impactwithprofit.com

Again, I invite you to post your immediate takeaways here. Then visit https://greenandprofitable.com/the-lessons-i-think-i-was-teaching to see if my intention matched your reaction, and post again over there. It may prove a fascinating and illuminating conversation—and give you lots of insight to use in your own marketing and customer relations.

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By Posted on Posted in Branding, Entrepreneurship, language, Marketing Techniques and Philosophies, Networking, Psychology, Shel's Personal Life, Transparency vs. Secrecy Tagged with , , ,
Business Book Photo by Jennifer Marr
"The Bystander Effect" Photo by Iwan Beijes
“The Bystander Effect”
Photo by Iwan Beijes

In part 1 of this post, I referred to the “story-behind-the-story” news releases I learned to write after reading Jeffrey Lant’s Cash Copy. So here’s the story behind the story of Part 1: the lessons I hope you come away with.

First, of course, are the obvious messages: John Corcoran and his readers prepared a good resource, and reading those books can provide you with new skills and insights. And the two books I added to the list provided ME with  important skills and insights.

But I’m a marketer. There’s a deeper psychology here. I believe in transparency, so I’ll step you through the goals I had in posting this, and the action steps I took to meet those goals—so perhaps it may influence the way you craft your own messages:

  • To introduce myself to—and build and nurture a relationship with—John Corcoran. I build relationships with many people who have a network I want to be part of, and who I’d like to see me as a colleague whose expertise complements theirs. This is my first communication to him. I got on his list a few weeks ago after listening to a webinar he did with one of his marketing partners. As far as I know, he doesn’t subscribe to my newsletter, doesn’t know me from any of the discussion lists I participate in, hasn’t heard me speak or read any of my books. Thus, I’m assuming it’s a cold contact.
  • To introduce myself to his community in ways that may spark interest in my books and/or consulting and copywriting services

Notice how I work toward those goals as I:

  1. Complement him on the resource he put together, right in the very first paragraph
  2. Mention that I’m a business book writer—thus positioning myself as someone it makes sense to pay attention to, since he pays attention to all these other business book writers—and an addicted reader who consumes business books, and thus a natural member of his community
  3. Show that I’ve taken the next action step: listening to his podcasts and naming the first one I played; I’m engaging with his material and psychologically rewarding him for making the resource available
  4. Add two new books that no one has mentioned, along with the reasons why I recommend them—and in those reasons why, I begin to reinforce, not just to John but to anyone else reading this page, the idea that I’m a creative, problem-solving marketing guy that people could turn to for new approaches to marketing (notice how I mention that the example was from work I did for a client)
  5. By citing the year I first read Lant’s book, show that I’ve been in this world for decades
  6. By using the “we we we all the way home” reference, show that I have a sense of humor and a knowledge of cultural references
  7. Provide direct value in the post, by suggesting (without selling and without hype) and giving an example of story-behind-the-story copywriting and mentioning that going green/solving the world’s biggest problems can be a formula for profitable, successful business
  8. Reference the relevant book I have out, and the one that’s coming out soon
  9. Make a direct offer to John: the gift of an advance copy (of course, I’m hoping he will recommend it to others)
  10. Tell him to expect a private email from me, so when he sees it, he’ll open it
  11. Finish with the most relevant of my website URLs, so anyone else whose attention I caught can easily track me down without having to do a search

Incidentally, this transparency extends to my outreach to John. When I send my private note, I will include the links to these two posts so he can see how I used my post on his site as a case study for you. 😉

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By Posted on Posted in Branding, Marketing Techniques and Philosophies, Networking, Shel's Personal Life Tagged with , , , , ,
Shel made friends with these three Australians while traveling in Turkey
Shel made friends with these three Australians while traveling in Turkey

Pretty much every networking guru agrees: sending handwritten notes, especially thank-you notes, is one of the best ways to grow your importance in the minds of the people who receive them.

And I know that the hand-written thank-you notes I’ve received stay in my own mind for years, even decades.

But maybe, like me, you have terrible handwriting. And maybe you also get very bad writers cramp. So I hereby give you permission to build your network through other tools. Here are a few of the ways I do that:

  • If I don’t recognize the caller ID: “Good morning/afternoon/evening, this is Shel. How may I make your day special? This starts a lot of great conversations.
  • On the discussion lists I participate in, I do my best to answer people’s questions with friendly, helpful, useful advice—and to answer a lot more questions than I ask. For about ten years, this was the biggest source of new clients in my business, and all it cost was my time.
  • Of course, I add value when possible. On social media, this is so easy: retweet, Like, and share good posts, sometimes engaging in dialog or bringing others directly into the conversation (tagging them). But outside of social media, you can add lots more value without a whole lot of work. Make e-mail introductions to people who could benefit from knowing each other, even if you have nothing to gain from their connection. Send an article or video link you think will interest your contact. Be of service as a volunteer. Interview movers and shakers for your blog, your telesummit, or the book you’re writing.
  • Each year, I select a cool oddball birthday greeting (this year, it’s space aliens singing Happy Birthday). Whenever a Facebook connection’s birthday comes up, my assistant sends them the greeting. When they thank me, I often ask how they’re doing,w hat they’re up to, and when they respond to that, I fill them in on my own very exciting work turning hunger and poverty into sufficiency, war into peace, and catastrophic climate change into planetary balance. NOTE: since many of my FB friends know each other, I typically do these as private messages rather than wall posts.
  • I’m always ready to start or join conversations with strangers—such as the three young Australian women in the picture, whom I met while hiking in Turkey. I’ve actually formed lasting relationships on public transit, at conferences, and yes, even at business networking events.
  • Thank people publicly. When you make people look good in front of others, they remember.

 

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By Posted on Posted in Branding, Business-general, Demographics/Psychographics, Diversity, language, Politics, Psychology Tagged with , , ,
Peace, in many languages
Peace, in many languages

I do not use “killing it” or “crushing it” to mean “successful.” Successful does not have to be about dominance and submission, winners and losers. I believe in an abundant, win-win world where we have the power to turn hunger and poverty into sufficiency, war into peace, and catastrophic climate change into planetary balance—while making a nice profit. The words we choose help determine where we (individually and as a society) are going, and how we get there.

In fact, I set up a whole new website, https://goingbeyondsustainability.com, to bring this message home. Somehow, I don’t think it would have the right tone if I had called this website “killingitforsustainability.com”.

Language matters. A lot. I just told a client yesterday to remove the word “dumb” from her vocabulary; she’s building a brand around smart, sexy, socially conscious blondes, and the “dumb blonde” stereotype is the exact opposite of that.

I don’t use the term, “senior moment.” I see elders as more often wise than confused. I’m 58 and I expect to be doing good work for the rest of my life, whether that turns out to be another 50 years, or whether my time turns out to be much more limited. I avoid gender-specific language; it’s almost always possible to find a gender-inclusive way to say something. “Firefighter” rather than “fireman,” “chair” (or the more cumbersome “chairperson”) instead of “chairman.” Since “s/he” or “co” or any other quick substitute for “he or she” hasn’t become common language, I do say “he or she” or “his and her.” Even though it’s clunky, it is less clunky to my eyes and ears than switching gender every paragraph.

Yes, I know that the word “niggardly” (meaning stingy) has nothing to do entomologically with a certain slur-word directed at black people. The root is different. But because the sounds of the words are so close, I would never use it. I don’t want to reinforce any association with the n-word. I’m also careful about words like “savages” or “primitive” or “cripple.” And I even avoid “sucks,” which was introduced as a slur against gay men. So many words are so loaded up with negative baggage that it’s a whole lot easier just not to use them.

Marketers should pay attention, too. Chevrolet made a huge mistake decades ago when it tried to introduce its popular Nova line into Latin America. Nobody bothered to check what that name meant locally. Oddly enough, it turned out that the locals weren’t exactly breaking down the doors to buy a car whose name is Spanish for “it doesn’t go.”

There is one military metaphor that doesn’t bother me at all, however. I use the word “target” to describe a tightly defined market niche. I like the precision of that. And because I’m a Guerrilla Marketing co-author, I use the phrase “guerrilla marketing.” But if I had been naming the brand, I’d have chosen something less grounded in war (and maybe easier to spell).

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By Posted on Posted in Advertising, Branding, Copywriting, Demographics/Psychographics, Diversity, language, Marketing Techniques and Philosophies, poverty, Social and Economic Justice Tagged with , ,
Spanish-language fundrasiing letter
Seven reasons why this letter failed to raise money from me

What’s wrong with this picture? Plenty.

  1. The letter is in Spanish. Although I do happen to speak Spanish, I’m not great at reading big quantities of it. And I’m pretty sure that whatever charity rented them the list, it’s one that does business in English. Which means most of the people receiving it won’t be able to read it at all.
  2. They’ve enclosed six cents of real American money. Which probably upped the cost of the mailing by at least a dollar apiece, because of the technologies involved in mounting coins precisely on circles, facing the right direction, etc. If they can afford to spend a dollar to send me money, they don’t need me to send them money.
  3. If I understand the Spanish correctly, they actually request that I send them back the six cents along with my donation. If this is supposed to weigh on my psychology and pull on my heartstrings, it fails. It just gets me annoyed that their gift is false.
  4. It’s not a group I’ve heard of, and they don’t do enough to build my confidence in the organization. Other than telling me (on the back) that 95 percent of contributions go to programs, and logos (again on the back) from Ministry Watch and BBB, they do basically nothing to convince me that this is a legitimate organization. There’s no reference to checking them out on Charity Navigator, nothing about what they’ve actually done with the money they received. All they tell me (translating) is “Founded in 1982, Food For The Poor is an interdenominational Christian organization that works for ending the suffering of the poor in the Caribbean and Latin America.” It doesn’t say how they accomplish this.
  5. I’m not a Christian and prefer to contribute to good works through nondenominational or Jewish organizations. So I’m not in their target market.
  6. I respond much better to pictures of people being empowered through changemaking organizations than I do to 1970s-Biafra-style hunger photos. And I think a lot of other people do as well; in my own copywriting, I emphasize the positive change, not the desperation.
  7. It’s addressed to Señor Sheldon Horowitz. True, Sheldon Horowitz (generally without Señor attached) was my name until I was 15. But as a junior in high school, I shortened it to Shel, and started coming out from under a lot of negative emotional baggage tied up with my birth name. In 1983 when I got married, Shel became my legal name. I didn’t move to my current home until 1998. Thus, there has never been a Señor Sheldon Horowitz at this address. Call people what they want to be called, not by a name they rejected. Yeah, I know, they were just buying a list—but it must have been a nonresponsive list, because calling me Sheldon predisposes me to reject the request.

The sad thing is, it would have been easy for them to do so much better. I actually went to Charity Navigator and looked them up anyway. They score very well on both financial and organizational criteria. They took in over a billion dollars in 2013, and funded programs with almost $985 million that year.

Too, the Charity Navigator site gives me a description, obviously written by the charity itself, that would have done a lot to assuage my concerns, had it been in the letter:

Food For The Poor (FFP) ministers to spiritually renew impoverished people throughout Latin America and the Caribbean. Established in 1982, FFP’s goals are to improve the health, economic, social and spiritual conditions of the men, women and children we serve. Food For The Poor raises funds and provides direct relief assistance to the poor, usually by purchasing specifically requested materials and distributing them through the churches and charity organizations already operating in areas of need. Since its founding FFP has distributed more than 63,000 tractor-trailer loads of aid to the poor. We have also built more than 84,000 housing units for people desperately in need of adequate shelter, and completed more than 1,475 water projects that provide lifesaving water and sanitation to hundreds of thousands of people in need.

Nice and specific about what they do and how they do it–so why not include it in their mailings?

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By Posted on Posted in Branding, Business Ethics, Eco-friendly, Energy & Sustainability, Entrepreneurship, Environment, Green Business, Green Marketing, Innovation, language, Social and Economic Justice, Socially Responsible Investing, Technology Tagged with , , , , , , , , , , , , , ,

I just took a first stab at writing an Environmental and Social Change Business Bill of Rights. Adopting these principles would level the playing field and enable green, socially conscious businesses to compete as equals—and in that competition, they will win almost all the time.

But this should not be just me spouting off. I got the discussion started, but I want to learn what others would be important in that kind of a campaign (and who has energy to work on it.

Also, I’ve got seven points here. If we continue to model it after the US Bill of Rights written by James Madison (who later became President of the United States), we need ten What did I leave out?

We, the people of Planet Earth, hereby declare that every nation and the planet as a whole have certain inalienable rights, including Life, Sufficiency, Peace, and Planetary Balance. To these ends, we call upon the governments of the world, at all levels, to establish these rights through mandating the following policies:
1. Manufacturers shall take full responsibility for their products at all stages in the product lifespan, including manufacturing, distribution, use, collection, reuse, disassembly, recycling, and disposal. Retail and wholesale channels shall accept used products and convey them back through the supply chain to the manufacturers.
2. Passing off costs to others, as externalities, is not acceptable. Pollution, waste, destruction of others’ property, etc. will be paid for by the entity that causes it.
3. All new construction or major renovation shall meet minimum standards of energy, water, and resource conservation, as well as fresh air circulation. Such standards shall be incorporated into local building codes, meeting or exceeding LEED silver or stretch codes.
4. All newly constructed or significantly renovated government buildings shall be Net Zero or Net Positive in energy and water use, producing at least as much energy and water as the building uses. Private developers shall receive incentives to meet this standard.
5. All subsidies for fossil (including but not limited to oil, diesel fuel, airplane fuel, natural gas, propane, and coal), nuclear, or other nonrenewable energy sources shall be phased out as soon as practical, to be completed within a maximum period of three years.
6. All subsidies that promote fossil-fuel-powered vehicles over cleaner alternatives, including subsidies to infrastructure exclusively or primarily for their use, shall be phased out as soon as practical, to be completed within a maximum period of ten years.
7. Average fleet vehicle mileage standards shall be increased to 70 MPH for passenger vehicles carrying up to six people, and to 40 MPH for trucks and buses within ten years. Non-fossil-fuel vehicles shall be designed to make a contribution to stationary power needs.

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By Posted on Posted in Activism, Branding, Business Ethics, Business-general, Corporate Social Responsibility, Eco-friendly, Entrepreneurship, Green Business, Green Marketing, Innovation, People Helping People, Social and Economic Justice, Socially Responsible Investing Tagged with , , , , ,

This is big: The Guardian reports from Davos that Unilever is actively considering going for B Corp certification.

If you’re not familiar, B Corp is a legal definition of a profit-making corporation set up to promote environmental and social responsibility rather than a primary goal of maximizing short-term shareholder value and damn the torpedoes. In other words, it is legally allowed to pursue the greater good, even as most corporations are restricted by law and their charters. Maryland became the first of 28 US states to pass B Corp enabling legislation, in 2010.

It’s still a new movement. Only 1203 certified B Corps exist in the world, as of late January, 2015. Unilever’s Ben & Jerry’s unit was one of the first B Corps, back in 2012—and Ben & Jerry’s CEO Jostein Solheim is leading the effort, apparently with strong support from Unilever’s sustainability-minded CEO, Paul Polman.

The B Corp certification process is long and arduous for an entity as complex as Unilever, one of the largest consumer products corporations in the world; it’s likely to take years. But just the act of engaging in the conversation is a game changer:

  • Unilever’s tacit endorsement of the B Corp movement confers legitimacy; if one of the largest and most successful business organizations in the world can embrace it , other companies will say, “perhaps we should look into this.”
  • The B Corp movement is still not very well known, compared to similar movements such as Fair Trade. With Unilever coming onboard, a lot more people in the business world will hear about it—and take it seriously.
  • It will provide Unilever with substantial marketing advantages for several years. If the company is able to harness them properly, it can expect to sway many now-neutral customers to Unilever’s vast portfolio of brands. (As a marketing and profitability consultant to green/socially conscious businesses and the primary author of Guerrilla Marketing Goes Green, I can speak with some authority on this :-). )
  • Most importantly, it will show the entire business world that corporations don’t have to be rapacious; they don’t have to put short-term gain above the earth and its citizens (human and otherwise). It could even provide major leverage to overturn the body of corporation law that says corporations are legally required to put short-term profit ahead of all other considerations. And since most business people actually do want to do good in the world and many have felt burdened by this charter, this could create a seismic shift throughout the entire business community. (Some on the hard left will disagree that most business people actually want to do the right thing. Go ahead; the comments field is waiting for you.) Of course, there are a myriad of profit-making opportunities out there for activist companies willing to create and market goods and services that meaningfully reduce hunger, poverty, war, catastrophic climate change, and other suffering—you don’t need to be a B Corp for that. But as B Corp certification slowly becomes the default, it will speed that change.

In short, I’m heartened and excited by this news, and wish them success.

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By Posted on Posted in Advertising, Branding, Copywriting, Demographics/Psychographics, language, Marketing Techniques and Philosophies Tagged with , , ,

Many years ago, I signed up for a Discover card for some very specific reason (it may have been in connection with buying an appliance from Sears, which owns Discover). I use this card so rarely that at least twice, when I’ve received replacement cards, I noticed that I had never bothered to activate the one that was about to expire.

So I was extremely amused to get a very hypey 4-page mailer—it looks like the copywriter studied all the greats and completely misunderstood the lessons—that begins (bolding and underline in original—see picture),

Headline of the lying letter from Discover
Headline of the lying letter from Discover

YOU’RE ABOUT TO BE REWARDED …
The Loyalty You’ve Demonstrated
The Past 14 Years Has Earned
You This Exclusive Invitation.

How Exclusive? Fewer Than
One Discover® Cardmember In Five
Is Receiving This Mailing.

And then it goes on to tell me I qualify for fast-track balance repayment that could shave a year and several thousand dollars off my repayments.

What’s wrong with this picture? Let me count the ways:

  1. As I mentioned, I’m not a loyal customer. I don’t even keep this card in my wallet. So I don’t believe the copywriter’s attempt to make this offer sound exclusive.
  2. Even if this were my primary card, I’m not exactly bowled over to learn that 20 percent of a user base in the millions is getting the offer. Exclusive? Ha ha ha.
  3. One more way to assure me this is nothing resembling the exclusive offer it pretends to be: the invitation code (required to participate in the program)—is 23 characters long, not counting hyphens.
  4. The lack of segmentation—OK, so this is the mailing manager’s fault, rather than the copywriter’s—is appalling. I never carry a balance. On ANY of my credit cards. I use them as 20- to 50-day access to funds without accruing interest, an easy way to track my purchases and save on postage (by paying one bill on line rather than a bunch of bills with mailed checks), and oh yes, a way to get air travel by accumulating frequent-flyer points for stuff I was going to buy anyway. So under any circumstances, I’m not even in the target market for this “exclusive” offer.
  5. The text of the letter is actually a strong argument against running up credit-card balances. It shows just how much this costs—something many consumers barely think about. The takeaway I get from this letter is don’t buy what you can’t afford, and pay your bills on time and in full, as I do, so you never pay these exorbitant charges.
  6. The meme of “make 2015 the year you took control” is ludicrous. You want to take control of your credit card debt? Pay off your balance and stop running it higher. Switching from five to four years of repayment servitude doesn’t cut it.
  7. Finally, the visual layout is a real turn-off. The thing is just drowning in too much bold, too much underlining (and the underlining is inconsistent—either underline the individual words or the phrases including the spaces, but don’t mix them), too many call-outs in a fake-handwriting font (does the designer really think we’re going to be fooled by the slight bowing in the underline?).
  8. Page 1 of the lying letter from Discover
    Page 1 of the lying letter from Discover

    Oh, yeah, on page two, which is even more cluttered with bold, underlining, and “handwritten” pull-outs, a footnote mentions that not everybody gets the spiffy 6.99% APR that “Jim” gets. Some people are going to pay usurious rates of up to 18.99%—YIKES!

It’s letters like this that give marketers a bad name.

This letter actually did inspire me to take action. First, I’m writing this blog. I get to use them as an example of how not to do direct mail. And second, I’m finally going to cancel my Discover card. I don’t choose to do business with companies that lie to me.

By the way, if you’d like marketing that doesn’t scream, doesn’t lie, addresses its exact target audience and effectively differentiates your products and services, give me a call at 413-586-2388 (8 a.m. to 10 p.m., US Eastern Time) or drop me a note. I make my living as a marketing and profitability consultant, with particular emphasis on green/socially conscious, businesses, independent small business, and authors/publishers.

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