Putting the YOU back in Brochures
- Date: 2007-04-25 - Word Count: 856
Share This!
Medical brochures are usually birthed in great enthusiasm but the end result is often a disappointment. Particularly when non-writers are involved, the brochure that gets circulated around hospitals to woo potential decision-makers may be a total dud. Even the author may end up admitting that things went awry, but too often, nobody knows how to fix it.
The usual suspects are rounded up: was the writing bad? Maybe the images were lousy. Maybe the product was not any good. Last but not least, some critics might argue that a brochure was not the right vehicle.
More often than not the culprit is something much more subtle. What's strange it's that it's an easy fix linguistically but a hard change to make psychologically.
What's wrong with so many medical brochures? Most medical brochures are about the company, and the product, and what the company did to produce the product and how the company is presenting the product and what the company thinks about the product.
It's about everything except the one thing it has to be about. It's not about the reader.
Good writers learn early that it is important to know your audience. Before a brochure is done, the author should have decided who was going to read it. More than that, the author has to know his or her customers.
It's not enough to say a brochure is going to be aimed at cardiology fellows or pediatric nurses or vascular surgeons. You need to understand what concerns this particular constituency. What keeps them awake at night? What do they gripe about? What is the one thing they wish somebody would fix that would make their work easier or faster or better? What are they most passionate about in their work?
That's a lot to know, and it's the real work that writers do. Writers know people and they gradually get to know hot buttons, zones of common agreement, and areas where people are searching for answers.
Once you know that, you write to the person and make it personal.
This example comes from an actual brochure, with some details changed. The first paragraph of the brochure was the department's mission statement and the second paragraph of the text went something like this, "At Mimi Company, we know the role that nurses play in the clinical setting and we strive to stress the importance of nursing in formulating our class schedule. We value nurses, so we give nurses more in-service training classes than any other company in our field."
It is clear to see what the writer intended to communicate, but the brochure was a total turn-off. Imagine being at a party and some guy came up to you and said, "I know what an interesting person you are, and I value you, which is why I decided to talk you, because I wanted to convey my respect, because I am one of the nicest guys here." You'd think yuck and psycho, probably in that order.
One superficial fix of the brochure copy is to take it into the third person (which is a little bit formal) or second person. By ditching the mission statement (who wants to read a mission statement? Most people don't even read their own mission statements much less try to foist them on the unsuspecting public) and changing the copy slightly, the entire brochure could be fixed. "Nurses work hard, and they don't always get the recognition they deserve. Numerous studies have shown that nurses can significantly improve clinical outcomes, particularly in critical care. But nurses have not always had as many opportunities for in-service training as some of their colleagues. That's why we are proud to present this comprehensive schedule of in-service training opportunities, specifically designed by nurses for nurses." Both texts were true, but the second took the focus off the company and put it on the nurses. One nurse hot-button issue is the fact that nurses are not as well recognized, at least in some settings, as they should be. In this particular context, nurses were also irritated that there were few in-service training classes open to them at all and, of those, none were targeted at what nurses needed. This text hits those.
If you're a writer, you might also notice I started off in third person (nurses this, nurses that) but wound up talking me-and-you (That's why we offer you this…) so by the time afirst-person pronoun was used in the text, the brochure was alredy talking directly to the nurses.
The company rejected the revisions and published thei first version. Not all marketing communications stories have happy or logical endings. But this example shows what is wrong with so many medical brochures. Companies promote their agenda instead of getting inside the heads of their clients and trying to make the brochure address their needs.
Here's a hint. Customers do not buy from you because they want to help your company. They don't even buy from you first and foremost because they like you (although that doesn't hurt). They buy from you because you are offering something that solves one of their problems or meets one of their needs.
Write your brochure with that in mind and you've got a winner.
The usual suspects are rounded up: was the writing bad? Maybe the images were lousy. Maybe the product was not any good. Last but not least, some critics might argue that a brochure was not the right vehicle.
More often than not the culprit is something much more subtle. What's strange it's that it's an easy fix linguistically but a hard change to make psychologically.
What's wrong with so many medical brochures? Most medical brochures are about the company, and the product, and what the company did to produce the product and how the company is presenting the product and what the company thinks about the product.
It's about everything except the one thing it has to be about. It's not about the reader.
Good writers learn early that it is important to know your audience. Before a brochure is done, the author should have decided who was going to read it. More than that, the author has to know his or her customers.
It's not enough to say a brochure is going to be aimed at cardiology fellows or pediatric nurses or vascular surgeons. You need to understand what concerns this particular constituency. What keeps them awake at night? What do they gripe about? What is the one thing they wish somebody would fix that would make their work easier or faster or better? What are they most passionate about in their work?
That's a lot to know, and it's the real work that writers do. Writers know people and they gradually get to know hot buttons, zones of common agreement, and areas where people are searching for answers.
Once you know that, you write to the person and make it personal.
This example comes from an actual brochure, with some details changed. The first paragraph of the brochure was the department's mission statement and the second paragraph of the text went something like this, "At Mimi Company, we know the role that nurses play in the clinical setting and we strive to stress the importance of nursing in formulating our class schedule. We value nurses, so we give nurses more in-service training classes than any other company in our field."
It is clear to see what the writer intended to communicate, but the brochure was a total turn-off. Imagine being at a party and some guy came up to you and said, "I know what an interesting person you are, and I value you, which is why I decided to talk you, because I wanted to convey my respect, because I am one of the nicest guys here." You'd think yuck and psycho, probably in that order.
One superficial fix of the brochure copy is to take it into the third person (which is a little bit formal) or second person. By ditching the mission statement (who wants to read a mission statement? Most people don't even read their own mission statements much less try to foist them on the unsuspecting public) and changing the copy slightly, the entire brochure could be fixed. "Nurses work hard, and they don't always get the recognition they deserve. Numerous studies have shown that nurses can significantly improve clinical outcomes, particularly in critical care. But nurses have not always had as many opportunities for in-service training as some of their colleagues. That's why we are proud to present this comprehensive schedule of in-service training opportunities, specifically designed by nurses for nurses." Both texts were true, but the second took the focus off the company and put it on the nurses. One nurse hot-button issue is the fact that nurses are not as well recognized, at least in some settings, as they should be. In this particular context, nurses were also irritated that there were few in-service training classes open to them at all and, of those, none were targeted at what nurses needed. This text hits those.
If you're a writer, you might also notice I started off in third person (nurses this, nurses that) but wound up talking me-and-you (That's why we offer you this…) so by the time afirst-person pronoun was used in the text, the brochure was alredy talking directly to the nurses.
The company rejected the revisions and published thei first version. Not all marketing communications stories have happy or logical endings. But this example shows what is wrong with so many medical brochures. Companies promote their agenda instead of getting inside the heads of their clients and trying to make the brochure address their needs.
Here's a hint. Customers do not buy from you because they want to help your company. They don't even buy from you first and foremost because they like you (although that doesn't hurt). They buy from you because you are offering something that solves one of their problems or meets one of their needs.
Write your brochure with that in mind and you've got a winner.
Related Tags: medical marketing, marketing communications, medical writing, medical brochure
Jo Ann LeQuang is the owner of LeQ Medical Marketing Communications (http://www.LeQMedical.com), which offers writing, design, web, promotional, marketing, and meeting planning services exclusively to medical companies and healthcare organizations. Your Article Search Directory : Find in Articles
Recent articles in this category:
- The No. 1 Rule For Projecting Confidence - Speak With Authority
One of the most important characteristics a person can project in a business setting - or any situat - After the Autumn Checkout European Debt Crisis and U.S. Brewing Rebound
In the commotion caused by the Fed on interest rates come to an end, the "disastrous" for the euro a - Advantages Of Arcade Game Rentals
There are many different advantages to arcade game rentals. Most people need something to release th - A General Primer on Truck Cargo Nets
In modern highways it is quite rare to see truck cargo nets in action, this is because they are usua - The United States Will Burst More Severe Financial Crisis
Not long ago, suddenly announced that the central bank to raise interest rates, the interest rate hi - Niche Marketing Profits - 3 Easy Steps to Finding a Profitable Niche Market Income in 10 Minutes
Like most beginners I was having a very difficult time trying to find a niche market to earn extra m - The Importance of Hospitality Management Consulting Firms Toronto
Businesses and the managers that help guide any business are in a constant state of improvement and - New Keynesian Theory Label
2010 winner of the Nobel Prize in Economics three theories have been labeled as "New Keynesian" labe - Federal Reserve Pouring Money QE2 Unpredictable Fortune
U.S. economist Milton Friedman proposed a "throw the cash from a helicopter" view, while the practic - Fiscal Consolidation Should no Longer Delay
British Chancellor of the Exchequer George Osborne today announced fiscal consolidation policy, shoc
Most viewed articles in this category:
- Common Financial Problems to Avoid
One must first change their habits and not procrastinate. American Consultants Inc at offers key fi - How a Bad Hire Can Hurt Your Business
What's worse - hiring the wrong person or not hiring anyone at all? Companies can become almost des - Joel Comm Is Dr. Adsense
What is Adsense? If you are new to making money online and net marketing, you may not know what Ads - 5 Steps For A Dynamic Wealth System Online
Recipe: Opportunity + knowledge + Dynamic Wealth System + Your Action = Massive Success!!! Step 1 - How To Stop Foreclosure
Losing your house to a foreclosure can be very scary. There are times when circumstances are ou - How to Always Pitch A Strike
As business owners, we are always working on new ways to convince people to become customers, client - Membrane Diffuser Solutions for Wastewater Treatment Systems
In the aeration basin of a typical wastewater treatment plant there are both organic and inorganic m - Another Year Hating Your Job or Loving Life?
Copyright © 2007 Mary Foley I've come to the conclusion that to be successful - really successf - Dyestuff Industry In India And China
World demand for dyes and organic pigments to touch $10.6 billion in 2008According to a study on dye - Cma-cgm Case : the Series of Lawsuits Continues in Syria, Lebanon, Egypt, France, England and the United States
Damietta company case : The series of lawsuits continues in Syria, Lebanon, Egypt, France, England a