Want to connect with your customers on a deeper level? Create a more empathetic tone of voice.
Empathy is the ability to understand the feelings of another person. As humans, we’re wired with an empathic disposition: as cave dwellers, co-operation was vital to our survival.
While empathy plays an important role in our personal lives, it’s somewhat lacking in our professional lives – but why?
Is it too touchy-feely for corporate culture? Is it because we give narcissists and sociopaths some of the top jobs in society¹? Or maybe it’s simply a lack of understanding of how it can build strong and resilient organisations and brands.
Empathy creates a deeper connection with your customers
Showing empathy means that you understand the challenges, pain points and fears that occupy your customers’ minds. It creates a deeper connection between you and the people you serve.
Throughout the global coronavirus crisis, some brands have turned up their empathy dial and adapted the way they do business to meet consumers’ and society’s needs. (Luxury fashion brands Burberry and Mulberry spring to mind, turning over their production to create much-needed PPE for the NHS.) Actions speak louder than words.
Some brands, though, have worked hard to deliver timely and informative communications to address and pre-empt customers’ concerns. During these uncertain times, consumers want more communication from brands, not less. But tone and language are everything.
Twitter did its own poll on people’s perceptions of brands in relation to COVID-19. Only 6% of Twitter Insiders believed that brands should continue to use their normal tone of voice to communicate during COVID-19.
So how do you adapt your language and communications to be more empathic whilst maintaining your brand voice?
Seek first to understand
Let’s take a step back for a moment. In order to create communications that resonate with your customers, you need to understand who your customers are and what motivates them.
Analytics is the cornerstone of customer insight. And I’m not just talking Google Analytics. Gather all the relevant data your organisation has on its customers and potential customers. Who are they, where are they, what interests them, what problems do they have, what is their buying behaviour, where do they interact with you the most? It’s crucial to understand the full customer journey.
If you work in marketing, the chances are that you’ll have access to this booty. If you work in comms it might be harder to come by (comms departments have not traditionally been the generators or curators of customer data).
Understanding your online users is crucial too. If you haven’t already developed a set of user personas for your website, we strongly recommend you do so. It’ll help you to define the characteristics of your website visitors including demographics, interests, beliefs – all the things you need to know in order to inspire them to take action.
Adjust your tone according to the context
A brand or organisation should speak with one voice. But the tone of that voice can be flexed depending on:
the purpose of the communication
your customer’s state of mind (which is for you to try and predict).
For example, an email that contains important legal or mandatory information for customers will warrant a more formal tone than a promotional message about your products or services.
It’s helpful to consider these questions when deciding upon the tone of your communication:
what is the customer’s situation or environment right now?
how do they feel?
what are their concerns?
how will the communication impact them?
how can you improve their state of mind?
A word of caution on the use of humour, because it has the ability to backfire. You don’t want to risk offending your audience (at worst) or leave them feeling perplexed (at best). But it has its place because, let’s face it, we’re more likely to engage with brands and organisations that have personality. Understanding your customers is the key to getting this right. Just try not to be bland.
Use the active voice
Read these two sentences and see which one you prefer.
The successful launch event was celebrated by the marketing team.
The marketing team celebrated the successful launch event.
Which sentence was more enjoyable to read? Hopefully you’ll agree it was the second one. That’s because it’s written in the active voice. It’s more direct. It places the subject (the marketing team) at the beginning, followed by the verb (the action, ie celebrated), then the object (the launch event).
The first sentence was written in the passive voice, where the object (the washing machines) becomes the subject.
There are times when the passive voice is helpful, like when it’s not clear who or what the subject is. For example: a complaint was made about the noise (we don’t know who the complainant is).
Using the active voice is good practice, and it’s a necessity when communicating via social media. Our digital world lends itself to a more conversational-style of communicating with your customers.
Use inclusive language
Society is made up of diverse communities and groups and you want to give as many people as possible the opportunity to feel included. So make your communications work harder and use inclusive language. For example:
simple language works best. There’s no need for big fancy words when one simple word will do
avoid jargon unless you’re confident it will chime with your audience
understand the communication needs of different groups, and always put people first. For example, an individual doesn’t ‘suffer from’ a disability, and someone in a wheelchair isn’t ‘wheelchair-bound’, they are a ‘wheelchair user’. Avoid using phrases like ‘the opposite sex’ (it makes no sense when you consider transgender and non-binary people). Avoid ‘man’ and ‘mankind’; instead, use ‘humanity’ or ‘humankind’, ‘persons’, ‘people’.
There are some useful online resources dedicated to this topic, like The Conscious Style Guide.
Why not do a critique of your last communication or marketing campaign? See if you can make any improvements based on the tips I’ve set out. And if you have tips of your own, please share them in the comments.
¹ Check out The Seven Habits of Sociopathic Managers, Medium
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