Case study: Writing to create a brand

When you have a product to sell, you sell it once and the client takes ownership of that product. But with software as a service, you are creating a product that you “sell” over and over again. Every time the payment is due, you need to re-sell why you provide the service that you do. And when there are other competing products in the marketplace, you’d better step up with something different of your own.

I had an opportunity to write for a client who was selling financial software as a service. They were a brand new product competing in a space already dominated by several other names.

With a total blank slate, I set out to create the brand. I knew that we’d never be able to compete on an equal plain with the other established service providers in the category. They had already locked up the ideas/concepts/terms that they stood for. So we found our own idea and I wrote all the content around that one idea. I recommended a mascot to be created and presented frequently on all the pages to give the brand its identity. All content — on every single page, as well as the blog — was designed to support the one idea or key theme we chose as the idea for our brand. We even changed the pricing model to reflect the brand that was built.

I couldn’t have been more pleased with the result: The site looked sharp, attracted subscribers, and became a solid player in the industry with a healthy base of subscribers. I wrapped up my agreement with them when they were acquired by another company.

This project was the project that ultimately “sold” me on the value of the subscription payment model. I’d seen other companies do it, of course, but was never on the inside before, and this company put together an offer that worked really well.

And, this project was thrilling to participate in because it truly was a “from-the-ground-up” project in which I started with an entirely clean slate and could build it almost in any way that I thought best.

4 monetization models for video

In a post I wrote yesterday about the impending death of television and the rise of online video, I suggested that one of the overlooked reasons that we’re moving to online video is that the content is shorter. It fits into our day. Yes, the other arguments are valid (we can watch what we want, when we want, on whichever device we want) but we can’t ignore the fact that a 30 or 60 minute show doesn’t necessarily fit with our schedule… but we still want to be entertained. Shorter videos are attracting us away from television and filling our downtime with entertainment opportunities.

There is HUGE, HUGE opportunity in video, both now and into the future. If you are looking to create content — regardless of whether this is information or entertainment — video is a place you can carve out a space for yourself.

But how do you monetize your video content? Here are the two standard monetization models for video that are well-known and frequently used, plus a third model and fourth model that I think are still in the early stages and we’ll see more of in the future. (And I should point out here that I’m talking primarily about entertainment-type videos rather than informational videos, although I realize that the line is pretty blurry).

So here are the four video monetization models that are pretty popular right now:

1. Place ads in your videos

I think this is the default model for new video producers because YouTube makes it so easy to do this. Just create a video, allow advertisements to display, and earn money from the ad. There are YouTube success stories that make this an attractive model for anyone.

Actually, it’s not that different from traditional television monetization models — either a commercial precedes the video or a clickable ad overlays over the video for part of the video. In fact, the networks that post their full episodes to their websites also use commercials, in the traditional sense, inside their videos.

2. Use your entertaining videos to sell something

If you have a product or service to sell, you can create an entertaining video that people will watch — which subtly (or not so subtly) promotes your brand as people watch.

I have two examples. The first example is a little more overt — Super Bowl commercials. They are high quality productions that people intentionally watch to be entertained and good ones are talked about for years to come. (I still hear people talking about Apple’s 1984 commercial). I just recently posted about Radio Shack’s surprisingly excellent Super Bowl commercial. Those are overt because they ARE commercials.

But there’s also the slightly more subtle (and perhaps more powerful) videos that are true “television shows” in their own right, and yet are created for a commercial purpose. The best example I know of are the BMW commercials. (Search for them on YouTube if you’ve never seen them). The entire series is excellent.

And here are the other two models that were inevitable but are still in the early stages and offer a lot of promise to producers that can use them well.

3. Sell your videos

If you create video content, you can put it behind a paywall and sell access to it. Infomarketers do this already but now we’re seeing entertainment companies do this as well. The best example I’ve seen is Netflix, which has resurrected itself from the ashes to become more than just a paid aggregator of video… they are actually producing their own video entertainment now!

4. Get promotional support and include product placements

This one is the newest and most untried of the four models (at least in online video). I think this is partly because companies just don’t know what kind of ROI they can get from this.

But I recently saw one series (produced right here in Winnipeg — awesome!!!) that is very well done. The show is entertaining, there’s a decent storyline, and the brand placement is present but not silly or overwhelming. The series is called Wind City and it’s a 6-part series of videos that have a storyline but also integrate brand advertising into the show. I think it’s actually a pretty cutting-edge attempt at this business model. Even if you don’t love the show or Winnipeg, you should check out Wind City on YouTube for a bit of entertainment and to see their business model at work.

SOME FINAL THOUGHTS

Some of the monetization models above are being used well already for informational videos. But as entertainment videos increase in number and variety and quality, we’ll see more of those become monetized in these ways.

Financial advisor article published at Agent eNews: Develop an expert status that attracts your target market

I’m co-writing a series of articles for financial professionals, along with my colleague Rosemary Smyth, an international coach to financial advisors.

One of our articles was posted at the Agent eNews. The article explains the importance of an expert status in differentiating advisors from their many competitors.

Check out the article at the link below:

Develop an expert status that attracts your target market

Financial advisor article published at Advisor Websites Blog: Develop an expert status that attracts your target market

I’m co-writing a series of articles for financial professionals, along with my colleague Rosemary Smyth, an international coach to financial advisors.

One of our articles was posted at the Advisor Websites Blog. The article explains how financial advisors can create a brand that is magnetic to the group of prospects they are trying to reach.

Check out the article at the link below:

Develop An Expert Status That Attracts Your Target Market

Financial advisor article published at The Wealth Channel: Develop an expert status that attracts your target market

I’m co-writing a series of articles for financial professionals, along with my colleague Rosemary Smyth, an international coach to financial advisors.

One of our articles was posted at the The Wealth Channel. The article explains how you can build a brand around an expert status and then attract a target market that will specifically respond to that expert status.

Check out the article at the link below:

Develop an expert status that attracts your target market