Context is everything

It’ no surprise that the diverse plays that were awarded Tony awards last night all share one thing: a context that people today can relate to. In accepting the award for best musical revival for “Hair,” Oskar Eustis, the N.Y. Public Theater’s creative director, summed it up:

“If the theater is going to matter, it has to talk about things that matter to the people.”

Whether marketing art or widgets, the need for context and relevancy is huge, but often overlooked. On Friday a firm called me to discuss their marketing needs.  As they explained their business, I realized that what they do is in the collaborative innovation and enterprise 2.0 space, concepts they were aware of but hadn’t really given much thought to.

Because the firm isn’t marketing within the context of today’s corporate decision makers, their sales and marketing messages just aren’t resonating. Nor are they in the right marketing conversations that can result in leads, nor are they getting invited into big deals for which they’re qualified.

For people to find your company and consider your services, you need to market within their context.  Of course, this isn’t essential, but you’ll spend far more on marketing and sales if you try to create a new category or context of understanding.

Tony Snow: communicator extraordinaire

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Tony Snow, former White House press secretary who died Saturday, was a true communications professional, devoted to helping people understand even the most complex issues. I will always remember what I learned from him:

  • Communications is about making meaning and helping people understand. People may come to a different conclusion and not agree with you, but they will never see your view or agree if they don’t understand the context and relevance of the issue in the first place. Tony was first and foremost a meaning maker, not a political spin doctor.
  • Be helpful and open. Tony wanted to be helpful to the press — more so than any other press secretary in recent years. Most others have been defensive and annoyed with the media questions. Not Tony. He answered questions vs. dancing around and throwing empty answers back. He was positive, optimistic, and seemed to genuinely like and respect the media — despite differing points of view. I think he knew that that democracy is based on debating and discussing, not issuing statements and refusing to engage in dialog.
  • Living in a world of optimism and possibilities is a good life. Though ill for many years, Tony’s optimism and energy was a constant reminder of how rich life can be. University of Chicago educator Robert Hutchins once said, ‘The death of democracy is not likely to be an assassination from ambush. It will be a slow extinction from apathy, indifference, and undernourishment.” Tony was the antithesis — engaged, passionate and constantly nourishing.

Who are the up and coming Tony Snows and Tim Russerts? We need them now….

Meaning making vs. buzz making

Several people have contacted me recently to learn more about the differences between buzz and meaning. (The second chapter in my book Beyond Buzz is “Make meaning, not buzz.” ) Here’s a quick explanation. I’ll share more in future posts.

Buzz

Meaning