So the delivery bot set out to deliver packages to a hungry customer.
“Anyway … I followed my little friend after it picked up an order from IHOP. Enjoy our strange little jaunt.”
I won’t give it away, other than to comment that AI is like a drug-using teenager who only half listens to you. (I’ve said this before, stealing the idea from Steve Craig and Maxine Most.)
Yes, I know that marketing personas are representations of your hungry people (target audience) that wonderfully focus the mind on the people interested in your product or service. But if we’re being honest with ourselves, a software purchase is not greatly influenced by a non-person entity’s go-to coffee shop order.
Or whether the purchasing manager is 28 or 68.
So don’t go overboard in persona development.
That is all.
Except for the Bredemarket content-proposal-analysis promo.
I’m a member of a local Facebook “news” group, and the group just emphatically stated that expression of opinions is NOT allowed in that group.
Because facts are free of bias. (Supposedly. I should address that topic in another post.)
Because this post includes two contentious opinions, it’s no surprise that I will NEVER share this post in that local news group. Their loss.
Actually the post is off-topic for the news group anyway. But as you will see, it is entirely on-topic for Bredemarket. I’ll explain, after I discuss a couple of songs and their singers.
Two Facts and One Opinion About “Girl from the North Country”
“Girl from the North Country” is a Bob Dylan song, which he started writing in 1962 while in England. The song was recorded in New York in 1963 and released that same year on the album “The Freewheelin’ Bob Dylan.”
I care about Dylan’s cover of his own song, released several years later on the 1969 album “Nashville Skyline.” But Dylan had a special guest on this album: Johnny Cash.
Here are two facts about the 1969 version:
Bob Dylan has a distinctive voice.
Johnny Cash has a distinctive voice.
These are facts, not opinions, since I am not casting a value judgement on whether they are any good at singing. For the record, I love Bob Dylan’s solo songs, and I love Johnny Cash’s solo songs.
Now my opinion: the 1969 version of “Girl from the North Country” is an unmitigated disaster, because the distinctive voices do not blend at all.
If you’ve never heard this version of the song, let me provide a play-by-play account.
The song begins with Dylan and Cash strumming their guitars, accompanied by a backing band of Nashville stars. (Not Starrs.)
Dylan then sings the first verse, in a lower key than his original version, and the listeners were introduced to the newest version of Bob Dylan. Shed of a rock band, he has not returned to his early folk days, but appears in a new version of a peaceful, satisfied country crooner. More versions of Dylan were to follow.
Then we get the second verse, in which Johnny Cash picks up the story about the girl. Cash himself appears in a new guise, having moved beyond the Memphis rockabilly sound and the horn-infused “Ring of Fire” sound. Cash now entered a period in which he associated with people such as Dylan who were leap years away from both traditional country and the newer countrypolitan sound. Cash, like Dylan, would continue to travel all over the musical map, gaining fame at the end of his life by covering Nine Inch Nails.
Back to 1969. After Cash sings the second verse, Dylan returns to sing the third. Everything is going fine so far.
Then (again, in my opinion) all hell breaks loose at the 1:52 mark in the song, because now the two sing together.
Sort of.
Cash starts singing the fourth verse, Dylan joins in a second later, and then they kinda sorta sing the words of the fourth and fifth verses at kinda sorta the same time, with some harmonizing—some intentional, some unintentional when they couldn’t hit the notes. Hear the result on YouTube.
Now I will admit that my negative opinion of the Dylan-Cash duet on “Girl of the North Country” is not universal. A high school friend who shall remain anonymous (just call her “Editor Extraordinaire” and old school Rick Dees fan) thinks this version is charming. I find it amusing in a not-so-good way.
As far as I’m concerned, this collaboration didn’t work.
Which brings us to Christina Aguilera.
Three Facts and One Opinion About “Birds of Prey”
In 2010 Aguilera released her sixth album, “Bionic,” a massive 18-track album featuring a more electronic sound and numerous collaborations with Nicki Minaj, Sia, Linda Perry, and others.
I care about the Deluxe edition, with an even more massive total of 23 tracks.
One of which was co-written and produced by the (then) four members of the UK band Ladytron. As OC Weekly (R.I.P.) documented at the time, Aguilera was a fan of the quartet:
Ladytron followers were startled to learn that Christina Aguilera was not only a fan, but had also already worked with the band on a variety of songs to be released in the near future.
“We went in with no expectations; the whole thing was a massive surprise,” explains Wu. “But it was incredible. She was so musically talented, a vocalist who really knows her voice. The first takes sounded really amazing, and while we’d made demos, it was only when her voice was on them that it all came to life.
One of the songs was “Birds of Prey.” Not to be confused with “Bird of Prey” or “Sunset (Bird of Prey),” the Aguilera-Ladytron version builds upon the usual Ladytron vocal delivery from Helen Marine and Mira Aroyo by adding Christina Aguilera to the mix.
Which brings me to my three facts about this song:
Christina Aguilera has a distinctive voice, with a four-octave range that she frequently exercises to the fullest.
Helen Marnie has a distinctive voice, featured as the light “singing voice” of Ladytron.
Mira Aroyo has a distinctive voice, whose spoken word delivery blends with Marnie’s in many classic Ladytron songs. (For example, “Seventeen.”)
In my opinion, this vocal collaboration—unlike the Dylan-Cash one mentioned earlier—works out beautifully. Aguilera naturally opens the song (it’s her album after all), but as the song progresses you hear Marnie lightly chiming in and Aroyo whispering, building up to the closing of the song. Hear it here.
Again, this opinion is not universal—Aroyo in particular is an acquired taste—but the combination seems to work.
But what do “Girl from the North Country” and “Birds of Prey” have to do with B2B sales—whoops, I mean collaboration? And Bredemarket?
The art of collaboration
Bredemarket’s services are built upon the principle that I work together with my clients. My process includes a lot of references to “Bredemarket and you,” because we are both involved in every step, from the seven questions I address at the beginning to the iterative drafts and reviews that occur throughout.
But that isn’t the only way to manage a project, as I noted in June 2023. There are two others.
The first approach is to yield all control to the expert. You sit back, relax, and tell your content marketing consultant to do whatever they want. They provide the text, and you pay the consultant with no questions asked. The content marketing consultant is the pilot here.
The second approach is to retain all control yourself. You tell the content marketing consultant exactly what you want, and exactly what words to say to describe your best-of-breed, game-changing, paradigm-shifting, outcome-optimizing solution. (That last sentence was painful to write, but I did it for you.) The content marketing consultant follows your exact commands and produces the copy with the exact words you want. You are the pilot here.
So which of these two methods is the best way to create content?
When marketers write content for Chief Information Security Officers, we need to ensure they’re listening. The content needs to speak to their concerns. Understanding their emotions helps us to do that.
Tapping into their emotions helps to ensure the CISOs are paying attention, and that the CISOs are not dismissing our content as unimportant and unworthy of their attention. (See what I did there, dear marketer?)
Are our prospects listening to us?
I’ve talked about emotions and content before. My approach is fairly simple, identifying the emotions encountered at two stages of the customer journey:
The negative emotions faced at the “problem” stage. Perhaps fear, anger, or helplessness.
The positive emotions faced at the “results” stage, after you have provided the customer with the solution to their problem. This could be the happiness or satisfaction resulting from hope, accomplishment, or empowerment.
What do CISOs fear?
I’m reworking a client piece targeted to Chief Information Security Officers (CISOs), and I needed to re-examine the things that keep CISOs up at night. I started with a rudimentary list.
Cyberattacks. (Duh.)
Technological complexity.
Resource constraints.
Corporate liability.
Job security.
A good list—well, I think so—but is it good enough? (Or big enough?) The elements are rather abstract, since you can discuss concepts such as “resource constraints” without FEELING them.
What do CISOs really fear?
Maslow’s famous hierarchy of needs is (literally) based upon physiological (survival) and safety needs. Can I translate the abstractions above into something more primal?
Loss of all our information, leaving us dumb and helpless.
Confusion and bewilderment in (as the AI bots are fond of saying) “the ever-changing landscape.”
Overwhelming burnout from too much to do.
No money after being sued into oblivion.
Wandering the streets homeless and starving after losing your job and your income.
How should we express those fears?
Now there are various ways to express those primal fears. I could go for maximum effect (will the wrong decision today leave you homeless and starving tomorrow?), or I could write something a little less dramatic (are you vulnerable to the latest cyber threats?). The words you choose depend on your company’s messaging tone, which is why I recently reshared my original brand archetypes post from August 2021. A Sage will say one thing, a Hero another.
Why?
Anyway, thank you for reading. Writing this helped me, and maybe it gave you some ideas. And if you want to know more about the seven questions I like to ask before creating content (emotions being the 7th), read my ebook on the topic.
After creating my textual “Customer Focus and Employee Focus,” I used Facebook to repurpose the Imagen 3-created images as a short reel, “Do your prospects believe your claimed employee focus?”
See my original post for the answers to these and following questions:
Do J.P. Morgan Chase’s employees matter to Jamie Dimon?
Do Meta’s employees matter to Mark Zuckerberg?
Do federal employees matter to Elon Musk and Donald Trump?
Do Virgin employees matter to Richard Branson?
The song is Nick Gallant’s “Gonna Need A Little Help.”
Do your prospects believe your claimed employee focus?
When you market to your prospects and customers, will they believe what you say? Or will you be exposed as a liar?
The Bredemarket blog has talked incessantly about customer focus from a marketing perspective, noting that an entity’s marketing materials need to speak to the needs of the customer or the prospect, not the selling entity.
But customer focus alone is not enough. When the customers sign up, they have to deal with someone.
Unless the customer is stuck in answer bot hell (another issue entirely), they will deal with an employee.
The expendables
And some employees are not happy, because they feel they are expendable.
“Every area should be looking to be 10% more efficient. If I was running a department with a hundred people, I guarantee you, if I wanted to, I couldn’t run it with 90 and be more efficient. I guarantee you, I could do it.”
So J.P. Morgan Chase is doing very well, Dimon is doing very well, but he’s implicitly saying that his people suck.
“This is going to be an intense year, and I want to make sure we have the best people on our teams. I’ve decided to raise the bar on performance management and move out low performers faster.”
You may have noticed my intentional use of the word “entity” at the beginning of this post. Because while businesses have attracted much attention in the current culture of “layoffs will continue until morale improves,” these businesses are themselves “low performers” in the shedding people category. Chief DOGE Elon Musk, fresh from reducing X’s headcount, is coordinating layoffs in the public sector.
“Federal agencies were ordered by Donald Trump to fire mostly probationary staff, with as many as 200,000 workers set to be affected and some made to rush off the premises.”
Zuckerberg could only dream of saying “you’re fired” to 200,000 people. That dream would certainly increase his masculine energy, but for now Musk has trumped Zuckerberg on that front.
Do J.P. Morgan Chase’s employees matter to Jamie Dimon?
Do Meta’s employees matter to Mark Zuckerberg?
Do federal employees matter to Elon Musk and Donald Trump?
Regardless of the answer (and one could assert that they like the “good” employees and don’t want them to be harmed by the bad apples), their views are not universal.
The other extreme
Richard Branson (reportedly) does not put his needs first at the Virgin companies he runs.
Nor does he prioritize investors.
Oh, and if you’re one of Virgin’s customers…your happiness isn’t critically important either.
“So, my philosophy has always been, if you can put staff first, your customer second and shareholders third, effectively, in the end, the shareholders do well, the customers do better, and yourself are happy.”
You could argue that this is a means to an end, and that employee focus CAUSES customer focus. What if employee focus is missing?
“If the person who’s working for your company is not given the right tools, is not looked after, is not appreciated, they’re not gonna do things with a smile and therefore the customer will be treated in a way where often they won’t want to come back for more.”
Think about this the next time you have a problem with your Facebook account or at a Chase Bank or with your tax return.
Whether back office issues matter to customers
Of course I may be over reading into this, because I have said that the customer doesn’t care about your company. If you solve their problems, they don’t care if you’re hiring 200,000 people or firing 200,000 people.
If you solve their problems.
I can’t cite the source or the company, but I heard a horror story about an unhappy customer. The company had heavily bought into the “layoffs will continue until morale improves” philosophy, resulting in turnover in the employees who dealt with customers. When the customer raised an issue with the company, it made a point of saying that employee John Jones (not the employee’s real name) could have solved the customer’s problem long ago if the company hadn’t removed Jones from the account.
What about your company’s marketing?
So think about this in your marketing. Before you brag about your best places to work award, make sure that your prospect will see evidence of this in the employees they encounter.
“Our 8th annual LinkedIn Top Companies list highlights the 50 best large workplaces to grow your career in the U.S. right now. Fueled by unique LinkedIn data, the methodology analyzes various facets of career progression like promotion rates, skill development and more among employees at each company.”
Number 1 on LinkedIn’s April 2024 list? J.P. Morgan Chase.
(Company J) “To protect against fraud and financial crime, businesses online need to know and trust that their customers are who they claim to be — and that these customers continue to be trustworthy.”
(Company M) “Trust is the core of any successful business relationship. As the digital revolution continues to push businesses and financial industries towards digital-first services, gaining digital trust with consumers will be of utmost importance for survival.”
(Company O) “Create trust at onboarding and beyond with a complete, AI-powered digital identity solution built to help you know your customers online.”
(Company P) “Trust that users are who they say they are, and gain their trust by humanizing the identity experience.”
(Company V) “Stop fraud. Build trust. Identity verification made simple.”
This isn’t effective. Trust me.
But prospective customers aren’t the only ones who are turned off by “me-too” messaging.
Further ramifications of lack of differentiation
What about prospective employees who don’t want to apply to your company because they see no compelling reason to do so?
I’ll grant that the tech job market is so out of balance right now that people are applying to ANYTHING.
But the more choosy ones are…more choosy in their applications. Just like choosy mothers choose…you know.
I recently received this message from a product marketer after I shared a particular identity/biometric job description with them.
Not so sure that company is well positioned for evolving identity landscape.
From a selfish perspective, this benefits me, because I DID apply for this position while they DIDN’T. Reducing the competition increases my chances of getting the job.
But the company (which I’m not naming) doesn’t benefit, because at least one experienced identity verification product marketer doesn’t want to work for them.
Now Bredemarket can’t help you with your job search, because I’m certainly not an expert in that. But I can ask you questions that help you create content that conveys that your product is great and your competitors’ products…are not so good.
Visit Bredemarket’s “CPA” page to learn how I can help your firm’s content (and analysis, and proposals), and to schedule a meeting.
So if I want to be like everybody else, I would use ChatGPT just like everybody else does. After all, I am a human and I need to be loved.
But if I were to use ChatGPT regularly, that would require me to create an account.
And I have too many accounts already.
Why not use the credentials of one of my existing accounts for generative AI work?
Not Everybody Uses the STAR Method
And if you want to send a prompt to ChatGPT, ask it to reformat a story based upon the STAR method.
For the few who don’t know what that acronym means, you’re obviously behind the times because everybody uses the STAR method.
The acronym STAR stands for Situation, Task, Action, Result. You can apply this in many situations: for example, during a job interview, you could describe one of your past accomplishments using this format.
After all, it only takes four steps.
But what if I can accomplish the same, um, result in THREE steps?
Problem
Solution
Result
That’s the format that Bredemarket used when writing a dozen case studies for an identity/biometric client.
And it worked just fine.
The client’s prospects didn’t stop doing business with the client because it didn’t differentiate between the situation and the task, or the task and the action, or whatever.
The prospects wanted, um, results, not a deep outline.
Not Everybody Fails to Differentiate
I’ve railed about a lack of differentiation before, but for some odd reason the billions of workers in the world don’t listen to me.
But if I were to intentionally adopt a yellow website them and wear retro glasses and sing a lot like Ray of Social’s Georgia Williams, that doesn’t mean that I can achieve the same results that she can.
For one, if you call her to have a natter about your mish, she probably won’t talk about wildebeests at all.
But she’s still doing OK.
You need to adopt your own tone of voice. I was just discussing this with a Bredemarket client regarding a critical piece of content that needs to be in the client’s own voice. Not mine. Not Georgia’s.
So communicate your way, use your preferred generative AI platform, and use your preferred storytelling method.
I have been amused by press releases for many years.
You’re reading along in the press release and then you get to a quote from an executive with the company issuing the press release.
“MegaCorp’s new best-of-breed revolutionary platform will increase artificial intelligence synergies and optimize blockchain outcomes,” said Silas Phelps, Chief Executive Officer and Strategist at MegaCorp. “Did I mention pickleball?” he added.
Sometimes the executive has even read the quote before publication. Or maybe not. Because in most cases the quote was written by someone else.
The marketing flack who is pretending to speak for Ontario Emperor put some new words in his mouth for this release. “Yes, I am self-proclaiming this to be the greatest electronic album ever,” stated Ontario. “And in all honesty, the songs are more developed than the ones on my previous releases. Each of the twelve songs evokes a particular mood, although I will leave it to the listener to determine what these moods may be.”
Empoprises’ John E. Bredehoft also had some words put into his mouth. “Our experience with Bandcamp has been very fruitful,” Bredehoft supposedly said. “We look forward to expanding our relationship with Bandcamp in the future.”
As an aside, the Ontario Emperor electronic album “Drains to Ocean” is still available for purchase ($8 “or more”) at https://ontarioemperor.bandcamp.com/album/drains-to-ocean. Or you can save yourself some money and listen to one of the songs, “For a Meaningful Apocryphal Animation,” for FREE by scrolling to the bottom of Bredemarket’s “Information” page. (And to the bottom of this post.)
One more aside that may be of interest to a few of you: the drain pictured above is a few buildings west of IDEMIA’s LaPalma office in Anaheim Hills.
But years later, the whole thing became less of a joke.
Climbing
Madison Square Garden News Release 1974. Arnold wasn’t quoted. It wasn’t like he was an important government official or a wildly popular movie star or anything. – RMY Auctions, Public Domain, https://commons.wikimedia.org/w/index.php?curid=104969591.
Why?
Because one of Bredemarket’s clients required a draft press release, and I wrote the first draft, including quotes from “Executive X.”
Now I didn’t make these quotes up out of whole cloth, taking them from an internal client document.
But Executive X thought they were a little off, so the executive, myself, and a third person got together to hammer out a new quote that was more in line with something Executive X would say.
And I’m glad we did. Even though the vast majority of people who read the press release never knew Executive X, those who did know the executive would be pleased with the quote. Hopefully it sounded somewhat more authentic than the usual run-of-the-mill quotes found in press releases.
I stubbornly think that readers will reward authenticity someday. At least the good readers will.
But I failed in one respect. I didn’t create an apocryphal animation to go with the quote. But that’s a topic for another time.
Bredemarket 