What do you feel when you look at old photos?
I’m talking about the pre-digital age photos. Those slightly fuzzy ones in muted colours your parents took on holidays, trips, and special occasions.
Realistically, you’re looking at a piece of shiny paper with smiling faces or a slightly wonky landscape. Nothing to write home about unless you recognise those faces. Unless that landscape is the scene of your family holiday in 1988 and that image transports you back to the beach. You can taste the salty sea air, hear the seagulls and relive how the wet seaweed felt under your bare feet as you clambered over the rocks to find crabs and mussels. You remember how proud you felt creating the biggest hole on the beach as you dug deep to try and get to Australia… er, maybe that was just me?
Even those black-and-white photos of your not-too-distant ancestors make you feel something though it becomes harder to forge a connection. I’ve got a photo of my great-great-grandmother dressed up in her Victorian finery. Though we never met, I can just about find a family likeness. I imagine little Flora (my Grandma) going to visit her grandmother and playing in the garden with her cousins. There’s a connection but you have to work harder to create the meaning.
Show my photos to someone else and they’ll see a bunch of semi-smiling strangers. There’s no connection there at all.
An image only delivers emotional impact if you know the stories and the people behind it. And don’t think you can rule out emotional impact in business. That’s the extra step most people don’t take that will bring you unsolicited business.
How to deliver emotional impact in your marketing
It’s the stories you can tell. Most people know they have to make their marketing relatable. For instance, you’d do better talking about what a machine can do for your clients rather than its technical specifications.
If you know the people that work on that machinery though, you can forge an emotional connection. The connection becomes greater if you know the stories and feelings of those other clients. People like you who use that machinery, what they use it for, how relieved they were to find a solution, and how much time it saves them so they can go home and play with their children. Whatever it is that your clients want, if you can find examples of people who have achieved that directly as a result of working with you, and you use those stories as part of your marketing… click! Capture that on your marketing camera right away.
That’s how you create an emotional connection in business, through people and their concerns, hopes, and desires. Even if your business is chemical additives.
Look at what your products do, then look at how your clients use them. Why does your product or service help them achieve their goals and how do you make it easy?
Cultural considerations
This might be different for your British clients. People are people the world over but there are subtle differences related to culture and language that mean you need to adjust your marketing.
If a British person hears a German client talking about how his life is so much easier now, he even gets to squeeze in a game of handball after work, they will attach some positive meaning. It’s clear the product or service improves efficiency. However, because we don’t play handball in Britain, the message loses a tiny bit of impact. They might think well that’s good for them but it’s different for us. And it isn’t different but that’s their perception and they’re entitled to it.
One advantage of using a native speaker is that you get suggestions on what you’re saying as well as how you say it. If I think something won’t work for the British market, I’ll let you know and come up with an alternative.
I’ll take your memory-packed holiday snap and replicate it so it could happily slot into a British photo album and evoke the same feelings.
Your holiday may be over but we’ve got business memories to make!
