by Kirsten Hodgson
Anyone who’s worked in professional services marketing will know that it’s not always easy to get good content from professionals.
Often it’s not timely
Or is not fit for purpose.
Perhaps it’s an 8 page essay with the key points buried near the end or it’s unclear who should read/watch/listen to the piece and why.
During Clare Adshead-Grant’s workshop on getting fee-earner buy-in at the recent PSMG conference in London (which I’ll cover in a later post), a participant asked how you get fee-earners to put together good content (or, in some cases, any content) in the first place?
It’s a great question and one that I struggled with for years when I was in-house.
Interview the fee-earners and write the content yourself
One delegate responded that, in her firm, the marketing people interview the fee-earners and write the content themselves.
This is a great idea and one which can be applied to a wide range of content from articles to bios. It not only saves you inordinate amounts of time editing, but also allows you to ask the right questions and to drill down to get to the crux of things.
We work with smart people.
The knowledge is in their heads but it often takes questioning and gentle probing to elicit the key points that will make clients and prospects sit up and take notice.
Or, at the very least, see the relevance to them.
This information is often missing from pieces professionals put together because they haven’t been trained to think in terms of features and benefits and it doesn’t come naturally to some of them.
Interview fee-earners to develop video and audio content too
Interviewing professionals for content doesn’t just apply to the written word. It can be equally effective to interview them for video and audio content.
Interviewing them, helps them to relax and turns the clip into a more natural, as opposed to scripted, piece. It’s easy for a skilled editor to edit out the interviewer so that the professional appears to be speaking directly to the person watching/listening.
Next time you want a professional you work with to pull something together, think about whether you, a member of your comms team or a skilled copywriter could interview them.
Asking them to edit your work is a lot easier and less time consuming for them than having to put something together from scratch.
What’s your view?
Have you tried this technique and, if so, how’s it worked for you?
Image courtesy of Renjith Krishnan at FreeDigitalPhotos
Latest posts by Kirsten Hodgson (see all)
- How to use social media to get more traditional opportunities - July 5, 2016
- A plea to all those using LinkedIn’s publishing platform - August 26, 2015
- Winning work and expanding an accounting practice - August 19, 2015