Tag: content marketing

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5 ways to turn your blog into digital products

Digital products - creation in progress.
Photo by ANTONI SHKRABA from Pexels

I resisted creating digital products for ages, mainly because I’m a service-based business and I love working with people one to one. There are many business gurus who will tell me it’s inefficient, but it makes me happy. At the same time, I realise that there are people who need something different. Who aren’t ready to work with me yet but might be one day. Lockdown changed my view too. I realised that there was very little point in me talking about staying visible if I didn’t give people tools to help them. It prompted me to create an eBook that people could buy, even if money was tight, that would help them to DIY their content.

If you’re ready to create some digital products but don’t know where to start, here’s my quick rundown of some products you can create from information that’s already hanging around in your blog.

Turn it into an eBook

Your blog posts share your expertise and helps your audience and an eBook does the same. You might wonder why anyone would pay for an eBook when they can read your blog for free. The answer is that it’s more convenient; all the information is in one place. I created my blog topics eBook using several different posts and adding new content. I’m turning a series of blogging tips into a book too – sign up for my email list and I’ll let you know when it’s ready.

Create a course

I know everyone seems to have a course these days, but your audience will buy from you because they know you. They’ll also pay for the benefit of being able to ask you questions (without feeling silly) and get guidance that’s tailored to them. It’s just like an eBook except you can help them put the knowledge into practice. You can create an online version, offer face to face training or both, it’s up to you.

Make some checklists

You might feel awkward about charging people for these, but they can be helpful. Turn a blog post with a step-by-step process into a checklist, then people can follow the steps and tick them off as they go. It’ll help them to stay organised and avoid overwhelm. You could sell them alongside other products, like a course or eBook, or even use them as a freebie for your email list and make them paid later.

Put together a template

Templates are brilliant for people who are trying something new and want a bit of help. Sometimes turning a blog post into a template is easy. If you’re talking about what to put in an email newsletter you can create a template that shows people how that might look. You might need to be more creative; if you’re talking about creating something decorative, could you make a template or pattern to give other crafters a guide?

Create a bundle

You might end up creating several products that help your customers to achieve one result, in different ways. People could sign up for a course and get a checklist and template as part of their materials. You could add them to an eBook as a bonus or a thank you to VIP customers. Alternatively, you could just advertise them as one big bundle; you only have to make one sale, but you earn more from it.

Are you ready to create digital products or start a blog? I can help with that. Take a look at my blog writing packages or book a call here and let’s have a chat about how I can help you.

Would you love to get more content writing and marketing tips like these straight to your inbox? Would you like to know when my book for blogging beginners is ready? You would? Then sign up to my mailing list using the form below. I hate spam and you can unsubscribe any time. You’ll even get a free copy of my eBook ‘Stop hiding your business’ as a thank you from me.

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Need some new ways to repurpose your blog?

Repurpose your blog for fresh new content
Photo by Karolina Grabowska from Pexels

When you repurpose your blog, you take it from being a series of lovely informative posts on your website to a content generating machine. No, I’m not exaggerating. When you’ve gone to the effort of writing a blog post (or getting someone like me to write it for you – https://www.kirstyfrancewrites.co.uk/packages/) why not make it go as far as you can? I’ve written about this before but, as with all things in marketing land, there are other methods that you might not have considered yet. Here are my top 5 favourites.

Create Reels

You don’t have to dance or point to create a good Reel. They can just be good fun. Using your blog as a starting point makes it easier to come up with content ideas. I’ve done a few myself and follow Virginia Kerr for inspiration. You can do tips to camera but if you absolutely don’t want to show your face you can use images too. They’re being rolled out on Facebook as we speak so it could be a good time to give it a go.

Inspire your podcast

If you’re pushed for time the idea of starting a podcast can feel a bit overwhelming. On the other hand, if you’ve already started one you can repurpose your blog and use it for topic ideas. A lot of people who don’t have much time to sit and read will listen to podcasts or audiobooks while they’re out walking or folding laundry. (That’s me if you couldn’t tell.) Do a solo chat about your subject or invite a guest to offer their perspective.

Write a new blog

If your audience really loves reading blogs or you just need new ideas, look to your old blogs for inspiration. If you’ve written a post with 5 tips, choose one and go more in-depth. For example, if you’re a florist with a blog post about choosing flowers for your wedding, one of the tips might be about seasonality. That could be a whole post by itself. I’ve mentioned headline writing in loads of blogs but I’ve never written one that’s just about headlines. I’ll get round to it eventually…

Repurpose your blog into a presentation

A blog post is designed to educate and entertain your audience, as well as building your authority. If you wanted you could turn it into a training session. I’ve written a series of blog posts about how to start writing a blog and delivered training on it too. If you’d rather hide under a rock than deliver training, you can still repurpose your blog into a shareable presentation. I’ve just started investigating using SlideShare for LinkedIn – if you have any tips, please let me know!

Create an infographic

This is one of my favourites because it appeals to the visual learners. It means that you could attract a whole new audience who love graphics and won’t necessarily read a blog post. Take the main points from your blog post and use them as headings. You can add a bit of extra information too. The best part is that you can use it as an image within the blog post itself as well as sharing it on social media.

Would you love to use some of these tips to repurpose your blog but don’t have a blog to do it with? I can help with that. Take a look at my blog writing packages or book a call here and let’s have a chat about how I can help you.

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5 ways to improve your blog today

Improve your blog today
Photo by Suzy Hazelwood from Pexels

Have you ever sat looking at a blog post you’ve just slaved over and felt that it was just a bit – meh? Could it possibly be a bit waffly and difficult to read? Maybe you’re just wondering why anyone would be interested in what you’ve got to say. If you’re worried that your topics are less than thrilling, this might help. Otherwise, read on to discover the 5 steps that will instantly improve your blog.

Edit ruthlessly

When you love what you do it can be easy to go on a bit. The trick is to know what to leave and what to remove. You might just need to take a few words out. Firstly, take out the adverbs. You don’t need to say that something is really exciting, it’s just exciting. Then, make each sentence as simple and jargon free as you can. If you wouldn’t say it to a customer in a face-to-face chat, don’t put it in a blog post.

Use subheadings

Subheadings are your best friend when it comes to readability. (Yes, that is a real word.) Reading one endless block of text is tiring; break it up with subheadings and you’ll instantly improve your blog. It makes it more scannable too, so if a visitor is looking for something specific a good subheading can help them find it. You’ll also make your post more user-friendly to people using assistive technology like screen readers. Another big plus is that Google loves subheadings because they suggest you’re organised.

Write a good headline (or 20)

A good headline might seem like a small thing, but it’s an easy way to improve your blog. A great headline will attract attention when it pops up in a search and makes it more likely that you’ll be found in the first place. Your headline needs to let people know what to expect when they click through (no clickbait please). Using the right kind of language also makes it enticing and relatable. Sometimes this can be as simple as making a headline feel personal by using ‘you’ or ‘your’. Write a few then try them out in a headline analyser like this one.

Add a CTA

OK, this probably won’t improve your blog in terms of quality. I put my hands up to that. Using a call to action (or CTA) will help you to make your blog part of your overall business building. If you want your readers to do something after they’ve read your blog post, tell them. People often need a bit of a prompt before they take action. Give them a link to your shop or to book a call, ask them to leave a comment or invite them to sign up to your mailing list.

Get feedback

Here’s the scary one. You will improve your blog much more quickly if you ask someone else to read it and tell you what they think. Weirdly, it’s far more frightening than hitting publish and sending your post out onto the anonymous internet. Getting feedback from a friend or an editor will teach you a lot. You’ll find out what bits have too much jargon or where your sentence structure doesn’t work. Being brave and getting feedback lets you make improvements now.

Could you improve your blog by letting someone else write it for you? I can help with that. Just click here to book your no obligation chat.

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How to get blogging basics right (aka I made mistakes, so you don’t have to)

Blogging basics
Image by Suzy Hazlewood via Pexels

If you’re just starting out writing a business blog it’s important to get the basics right. On the other hand, if you’ve been going for ages, it’s still worth checking to see if you’ve developed any bad habits. I’ve made every blogging mistake going (please don’t look, it’s embarrassing). When I look back on some of my early blogs now, they make me cringe. It’s made me realise how important it is to get the basics right. Here are my top 5 blogging basics that will get you started (or back on the right track).

Know your audience

Sorry if you’ve got déjà vu; I sometimes feel as if I start every blog post with this. The thing is, knowing who you’re talking to is absolutely fundamental. It’s not about excluding anyone; you’re just focusing your time and energy on the people who are most likely to need what you offer. When you have a clear idea of who they are and what they care about, it’s much easier to talk to them. That way you’ll create blog posts that make people feel heard and understood and not underwhelmed.

Don’t make assumptions

You might already know who your ideal customer is, but you’re cursed with knowledge. That makes life easy if you’re talking to other experts in your industry. Otherwise, it can be a challenge to work out how much (or little) your readers already know. The last thing you want is to drive your audience away by talking down to them or blinding them with science.

If you aren’t sure whether your audience is familiar with a particular topic or their level of knowledge, ask! Social media is great for this. You can use your own platforms or ask in other groups to get a wide range of opinions and create content at the right level.

Don’t dilute your message

I know that there are lots of entrepreneurs out there with a whole range of interests. They’re also incredibly skilled at distinguishing between the different parts of their business or showing how all the different elements combine to help you achieve the results you want. Why does this matter? It’s because it takes time for people to work out what you do then they’ll forget if you don’t keep reminding them. If they see you shift to only talking about something else, they’ll assume you’ve stopped doing the first thing.

Choose your tone

This is another reason why knowing your customer is on my list of blogging basics. You can choose the right tone of voice based on what they need and what they expect from you. The way you talk to a client as a solicitor is likely to be quite different to the approach you take as a beautician. Professionalism doesn’t have to be stiff and formal but it’s still worth bearing in mind. You might want to shake things up in your industry, but it should be on purpose!

Be consistent

If you start a blog then ignore it for a year, your potential customers might wonder whether you’re still in business. It might just be that they couldn’t keep up with their own schedule. When you start blogging, aim for a realistic view about how much you can achieve in terms of quantity and quality. A good blog post once a month is way better than a rubbish one every week. If you’re already blogging and the quality has dropped, do less.

Do you need help with getting your blogging basics right? I can help with that. Just click here to book your no obligation chat.

Alternatively, if you’d like blogging and writing hints and tips straight to your inbox every month, just fill in the form below. I’m a vegetarian so I hate spam and will never share your information with anyone else.

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Writing website content: how you can get started

This image of a computer screen might look pretty but writing website content is equally important.
Photo by Format from Pexels

First, a disclaimer. I know a lot about writing website content, but not so much about the techy side. Let’s just say I know what I need to do to keep everything ticking over. If you want to know how to build a website there are lots of DIY guides out there, or you could just talk to my good friend Clare McCabe at Purple Star Design. She’s ace. So, if you’ve got the technical basics sorted, here’s how you can get started with writing your website content.

Work out what your website needs to do and who it’s for

This might seem obvious, but your website design depends on who you’re trying to reach and what your business does. If you have an ecommerce business you’ll need a shop, product descriptions and a way to take payment. Your website is an amazing tool to help you generate new leads. If you offer a service and get work mostly from referrals you might only need a brochure site that shows your expertise. As with everything in marketing, the language you use depends on who you want to talk to.

Start with basic keywords

Even if you haven’t gone down the SEO rabbit hole yet, it’s worth thinking about keywords early on and getting your site set up to include them from the start. You can keep this simple to begin with. What words might your customers use to find you? This could be the service itself (i.e., hairdresser) or a type of product (children’s clothes). They might ask a question that leads them to you even though they don’t know the name of your service. Start like this and you can build as you go.

Show visitors they’re in the right place

When a new visitor finds your website, you’ve only got a few seconds to make an impression. Your home page is likely to be the main entry point so make sure they know what they’re getting from the start. Share the most important information first and keep it clear and concise. If you have a lot to say on a particular topic, create a separate page and invite visitors to click through if they’re interested.

While I’m at it, keep your page titles simple and clear. You’ll lose visitors if they can’t find what they want because you’ve called it something obscure or overly clever.

Share the transformation

I could write reams on this (and probably will) but the most important thing about writing website content is that is needs to engage your visitors’ emotions. They’ve landed on your website because they’re looking for something. Whatever it is, there is always an emotional need as well as a practical one. It could be wanting to buy someone the perfect present or feeling desperate because their baby won’t sleep. Show them that you understand where they are and where they could be with your help.

Include a call to action

What do you want visitors to do once they’ve found you? Buy something or book a call for a chat? Make it easy for them to do that. What if they’re not ready to take that step? Think about something they could do that’s less of a commitment, that keeps you in their mind while they’re deciding. Offer them any additional information they might need. Invite them to follow you on social media or sign up to your email list so you can keep in touch.

Are you trying (and struggling) with writing website content? I can help with that. Just click here to book your no obligation chat.

Alternatively, sign up to my mailing list for writing and marketing tips straight to your inbox every month.

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3 ways you can put your personality into your marketing

Photograph of Kirsty France, demonstrating how to put personality into your marketing.
Photograph by Amber Gosden

It’s a cliché for a reason – people buy people. Most big brands don’t build themselves around the personality of the owner, but small businesses like ours have to. It can feel utterly squirm inducing to put yourself out there in your marketing, but it’s worth it. Your personality is the biggest difference between your business and every other similar one out there. Need more convincing? Read this. If you’re already sold on the idea of putting more of your personality into your marketing, read on. I’ve got some great ideas to get you started.

Write the way you talk

Grammar is a slippery little beast. I know the rules which means that I can bend and occasionally break them for effect. (Like starting a sentence with a conjunction – my ten-year-old was horrified by that one.) The great thing about content writing is that the overall effect is more important than sticking to the rules. You can write the way you speak and your content will often be better for it, as long as it gets your point across.

If you find it difficult to sit down and write, start by recording yourself. Imagine you’re explaining something to a customer and go from there. You’ll be able to hear the phrases you naturally use and include them in your writing. You can then edit your writing yourself or send it to someone like me.

Show your face

If this idea makes you want to hide under a rock, I get it. I’ve built up my confidence over time but there are still days where I’ve planned to go live and talk myself out of it. The reason I do it is because it helps people get to know me. When you show your face, it gets more personality into your marketing. It makes it more likely that people will pay attention because they recognise you from earlier posts or face to face networking. You stop being a faceless business owner and turn into someone they can trust.

The easiest ways to show your face involve video, whether it’s live, prerecorded or a reel. Plan what you’re going to say then just press the button and start talking. The more you do it, the easier it gets. If you really can’t face that yet, start with photos that have you in them and build from there.

Tell a story

The human brain loves stories. We associate them with happy childhood memories or good times with friends. Telling a story in your marketing can put your audience in the main character’s shoes or give them insight into your life. (Which gives them another opportunity to see you as a real human being.) Case studies are a great way to do this as you can tell them the story of someone you helped who is just like them. They can identify with their struggles and see you as the solution.

Sharing a story from your life is ideal if you share common ground with your audience. You might have been in their shoes in terms of life experience, for example as a parent. You could also have felt the same emotions, like overwhelm or imposter syndrome. It doesn’t mean sharing your life story but giving a bit of yourself will help you to build a relationship with your audience.

Would you like to put more of your personality into your marketing content? I can help with that. Just click here to book your no obligation chat.

If you’d rather get to know me a bit first, you can sign up to my mailing list for blogging hints and tips straight to your inbox every month. You can unsubscribe whenever you like and I won’t share your information with anyone else.

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4 easy steps to help you plan your marketing for 2022

A planner that will help you plan your marketing for 2022.
Photo by Bich Tran from Pexels

When the Christmas scramble is over it’s time to turn your attention to a shiny new year. (If you’re really organised the best time to plan for the new year is before your Christmas marketing even starts.) If you plan your marketing on the hoof and never feel as if you’re quite on top of it, I’m here to help. Here are my 4 easy steps to help you plan your marketing for 2022.

Map your services to subject areas

This might sound like I’m stating the bleeding obvious, but your content needs to talk about stuff you want to sell. The key is to cover relevant topics in a way that shows your expertise but also lets your customers know that you understand them. You can keep things really broad at this stage and come up with general subject areas. For me, this part of the plan includes blogging, website copy and content marketing. Once you’ve come up with those, start to think about the challenges that your customers face that you can help with. Shifting your focus to the things that your audience care about will help you to come up with topics. Which brings me to…

Break the big ideas down into smaller topics

Within every big subject area there will be loads of smaller subjects. If you’re a beauty therapist one of your key areas might be skincare. Your audience will have different needs depending on their skin type, individual problems or even the time of year. Break them all down into the smallest topics you can think of. If you’re writing content for December your customers might be looking for Christmas gift ideas, ways to protect their skin in the colder weather or how to look after their skin during Christmas party season when they’re wearing make up more often. The narrower your topic, the more likely it is to be useful to your audience.

Choose a monthly focus

Marketing is pointless if it isn’t consistent. (You’ve probably heard me say that before.) We learn by repetition and studies suggest that someone needs to see your message at least 7 times before it sinks in. When you choose a monthly focus for your marketing it means that every piece of content sends the same core message. Even if your followers don’t see everything you share, the message sinks in and they understand what you offer. It also makes it easier for you to plan your marketing each month because everything comes back to the same central focus. It also means that you can use my next tip much more easily.

Repurpose your blog

A blog is a wonderful piece of content because it’s endlessly reusable. You can take each blog post and break it down into individual tips to share on social media. You can use each tip more than once, creating different types of content. That could include image posts, stories, Reels or other kinds of video just for starters. Look at your analytics to work out what your audience likes and try out new things to see what reaction you get. It saves you time because you don’t have to constantly plan new marketing content or write new words for each individual post. Don’t worry about repeating yourself because no-one sees everything you share.

Would you like to create a new marketing plan and brand-new content? I can help with that. Just click here to book your no obligation chat.

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How you can start creating evergreen content

Creating evergreen content means making something worth reading.
Image by Suzy Hazelwood via Pexels

It’s all very well knowing that you want to include evergreen content in your marketing. (If you don’t know what evergreen content is or why you’d need it, start here.) The real question is, how do you start creating it? Read on for five quick ways to help you get started.

Know your audience

When you start creating evergreen content, it’s important that you know who you’re writing for. The normal rules of getting to know your audience apply, but when you’re creating evergreen content, you need to go a bit further. Identify the beginners in your audience and what they need to know. Experts will look for the latest news and updates and that’s not what evergreen content is about. Write for the newbies and you’ll be heading in the right direction.

Keep sharing

Evergreen content is great for SEO because it’ll turn up in Google searches for ages after you wrote it. That doesn’t mean you can ignore it completely (sorry). Give it a little boost every so often by resharing it on your social media platforms. You could also include this kind of content in a welcome sequence for new email subscribers. It can work as an introduction to your area of expertise and will help new subscribers understand the work you do.

Creating evergreen content: format ideas

There are a few kinds of content that lend themselves really well to this. If there’s a topic that most of your audience want to know about or questions that you answer all the time, start there. Here are a few examples.

Frequently asked questions

If you already have a FAQ page on your website, you’re off to a flying start. If not, start thinking about the questions you get asked all the time when people first get in touch. These are the kinds of questions that they’ll be typing into Google as well. You can even improve your SEO by linking to these posts from your FAQ page so visitors can head there for a bit more detail.

How to guides

When it comes to creating evergreen content, these are a classic. They’re ideal if you do the kind of work that your audience might want to DIY to start with. My version of this is a series of blog posts that show you how to write your first blog post. (If you’d like the full series straight to your inbox you can sign up here.) Create a guide that walks your readers through a topic step by step and you’ll have created a resource that’s useful for both new and existing visitors.

What to expect

Most people don’t like trying new things. I know that sounds pessimistic, but it’s true. You might have loads of potential customers who aren’t booking because they’re scared what might happen if they do. The best thing that you can do is to talk about what they can expect when they contact you. What happens at the first consultation or after they fill in that contact form? This is different from an FAQ; people won’t ask because they’re worried about looking stupid. Put their fears to rest by telling them what to expect.

Are you ready to start creating evergreen content? I can help with that. Just click here to book your no obligation chat.

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Evergreen content: what is it (and why do you need it?)

Evergreen content blog header - with literal evergreens!
Photo by invisiblepower from Pexels

If you’ve ever heard the phrase ‘evergreen content’ you might have written it off as a bit of a buzzword. You might have heard it described as ‘cornerstone’ content in those SEO guides too. The thing is, if you haven’t got to grips with evergreen content yet, you’re missing out. It’s incredibly useful and could save you a heap of time. So what is it and why should you care? Read on…

Evergreen content stays relevant for longer

Evergreen content got its name because of its resemblance to evergreen trees. It might not look at home covered in fairy lights at Christmas, but it does last for ages. This kind of content doesn’t talk about current news, trends or even a particular season. They’re the sort of posts that your audience could find any time, for years to come, and they’ll still be helpful and relevant. It’s the difference between talking about panic buying petrol and how to maintain your car between services.

It’s great for SEO

Evergreen content is great for SEO because it covers the kind of topics that people search for time after time. You could write a blog post about how to soothe a screaming baby now and new parents might still be finding it in 2031. Posts about current affairs or new trends will get you website traffic in the short term (which is still a great thing). Evergreen posts will keep going for longer. Your figures might drop a bit, but they’ll keep going, quietly working away in the background to bring you new visitors.

It has wide appeal

The key thing about evergreen content is that it generally isn’t for experts. Someone who’s experienced in your field already knows the basics so will only be looking for updates. Evergreen posts work better for people who need a beginner’s guide to a topic. This is great for you because if you’re an expert working with non-experts, it’s an opportunity for you to share your knowledge. Your visitors might learn from you and do a DIY version, but they’ll still remember you as the expert who helped them when they’re ready to pay someone else.

Some examples of evergreen content

If you like the sound of this evergreen lark and you’re starting to think about topics, here are some ideas. In every industry there will be perennial subjects that never go away. Your audience could be interested in time management, parenting skills, how to write their first blog post or questions to ask a new supplier. When you come up with an idea, ask yourself whether anyone will care about this in five years’ time. If the answer’s no, you might still have a great idea for a post, but it probably won’t be evergreen.

Keep it updated

It’s tempting to think that once you’ve created your evergreen content you can just ignore it until the end of time. Sorry, but that’s not how it works. While the posts will definitely stay relevant for longer, it’s still worth checking in on them from time to time. Attitudes change and while your advice might be spot on for a few years, it won’t necessarily stay that way forever. A quick read through every year or so will tell you if anything needs updating to extend the life of your content.

Are you ready to start creating evergreen content? I can help with that. Just click here to book your no obligation chat.

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How you can use product descriptions in your marketing

Using product descriptions in your marketing helps you to make more sales.
Photo by RODNAE Productions from Pexels

If you already write brilliant product descriptions (and if you’re not sure where to start, read this.) you might think that they’ll just sit on your website until your customers find them. Not necessarily. They can be incredibly time consuming to create, so why not share them further afield? Here are 5 easy ways to use your product descriptions in your marketing.

Create social media posts

If you’ve written engaging product descriptions that go beyond the technical details, you can share them as a post. Just read them through to make sure they’ll make sense on a different platform. This is really useful at Christmas or during other festivals, as you can make gift buying easier for your customers. Just add a sentence like ‘these are vegan and gluten free as well as being easy to wrap’ (or whatever fits your product). Add an image and it’s ready to go.

Use product descriptions in your blog

You could probably write a whole handful of blog posts talking about gifts for different occasions. Valentine’s Day, Mothering Sunday, Easter, Halloween, Diwali, Christmas… you get the idea. A blog post that’s tailored to gifts for different people will help you to turn up in Google searches, particularly if you serve a niche audience. Just write a preamble introducing your topic and use your product descriptions in each section. You don’t have to limit yourself to gifts either – you can use this method to introduce new products that solve a particular problem.

Create a gift guide

This is one of my favourite time saving tricks for product-based businesses. Put your product descriptions into a gift guide so your customers don’t have to search your website. Organise them by section and create a PDF that you can email to your subscribers and share on your website. If you have the budget you can also create a print version. More and more local shops are supporting other businesses by sharing leaflets and brochures, so it’s worth investigating.

Make a video

You already know how much Facebook and Instagram love video. You could do a live talking about one or two products using your product description as the basis for your script. If you can condense your descriptions down to bullet points you can use them in a reel. You probably don’t want to use a full product description in your stories, but you can share part of your description to highlight an interesting feature.

Share the little details

Your customers are surprisingly good at finding reasons not to buy from you. You can start handling those objections in your product descriptions and social media posts. Say, for example, you send out every order in gorgeous handmade packaging. That’s the kind of detail that will sell your products to customers who care about quality or who hate wrapping presents. If you talk about sustainability in your product descriptions, share those sections in your posts too. If it’s important to your customers, you can use those tiny snippets of your product descriptions in your marketing.

If you’d rather save your time and energy for everything else you need to do in your business, I can write (or update) your product descriptions for you. Just click here to book your no obligation chat.