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    Three Secrets to Business Writing: Location, Location, Location

    Wednesday, September 25, 2013

    Q. “What are the three most important things about real estate?”

    A. “Location, location, location.”

    In real estate only one thing is preeminently important. But business writing is a multifaceted endeavor, in which location can mean different things.

    Location as Perspective

    A common weakness of business writing is a focus on the writer instead of the reader. That’s only natural: as writers, we are in our heads, striving to push a message out. But unless we can connect with a reader, the effort is pointless.

    Think of a time you’ve tried to navigate around a Web site, or through some instruction manual, only to be frustrated. The trouble wasn’t that the writer had nothing to say, but rather that it wasn’t expressed well for you, the reader. To succeed, writers have to put themselves in a reader’s position.

    Here’s a recent pointed example. A young man emailed a résumé to a prospective employer, only to be chastised and rejected because he’d used the email address at his current employer, and he sent it at 10 a.m. on a workday.

    Maybe he was on a vacation day. And maybe his work email address is his only email address. It doesn’t matter. All that does matter is the reader’s perception that the message was sent on during work hours from a company machine.

    Or consider two solicitations I’ve received today from editorial-service companies. Both businesses seem legitimate, with experience in the field. But the first solicitation contains several random acts of capitalization, and the second displays a prominent dangling modifier. Consequently, neither solicitation shows an awareness of me, its reader, a member of a publishing company that relies on accuracy in such things.

    Location of Thesis

    For best effectiveness, the thesis (main point) of your message should take a different location depending upon your purpose.  Good-news messages call for a direct, up-front, SEA approach. Bad news calls for an indirect BEBE approach with the thesis delayed. Persuasive messages call for an indirect AIDA approach, in which the thesis comes after groundwork is laid. See our explanation of “Trait 2: Logical Organization” for more definitions of these three approaches.

    Location as Medium

    So you’ve identified your reader, and you’ve decided on a logical organization. It’s time to determine the best medium for your message. Our June 4, 2012, eTips newsletter discusses informal, semiformal, and informal media in “When Medium Is Well Done: Choosing the Correct Medium for Your Message.” Whether you choose text message, email, personal letter, form letter, slide presentation, report, or some other document will depend upon both your intended reader and the content of the message itself.

    Summation

    Practice viewing things from a reader’s perspective. Notice when you receive a message that leaves you confused, and puzzle out how it could have been better presented. Pay attention to messages that work well, and use them as models. Consider SEA, BEBE, and AIDA each time you begin writing. And choose the best medium to deliver your messages. These “location” practices will pay off in more “real estate” as a business writer.

    —Lester Smith

    Photo by Category5 TV