Content Marketing: How to Successfully Convert Content into Customers
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Transcript of Content Marketing: How to Successfully Convert Content into Customers
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From Content to Customers
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Max Silver Social Media Training Manager
617-329-9835
www.linkedin.com/in/maxesilver
@maxesilver
www.451Marketing.com
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“Content marketing is the only marketing left”
-Seth Godin
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What is Content Marketing?
Creating and delivering valuable content to your target audience
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Why Content Marketing?
• Generates 3x more leads than traditional marketing
• Build trust, create value among suspects – people who want to know what you know, not what you sell (not yet)
• Decrease costs, increase customers, scalable/repeatable
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Why Content Marketing?
• Position as an expert
• Attract new customers
• Maintain a dialogue with existing and past clients
• Increase social signals
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What is Content?
Whitepapers, eBooks, Case Studies
Audio or Video Content
Events and Content from Events (Webinars, Workshops)
Blog and Social Posts Images and Infographics
Email Newsletters
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SEO Social Media Brand Voice &
Personality
Cornerstone of Marketing
Content Marketing
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Content Directly Affects Search
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Doesn’t directly convert or sell
Content Marketing Does NOT
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Does help push leads down the funnel
Content Marketing Does
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1 PLAN
2 CREATE
3 PUBLISH
4 MEASURE
Content Marketing Strategy
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Who is Your Audience?
Who are your ideal customers?
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Who is Your Audience?
Moms Millennials CIOs
Think about your current customers…
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Who is Your Audience?
What are their biggest pain points/needs?
Content you create should address your customers’ pain points:
• a need • a problem • a desire • a challenge
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Identifying Pain Points
• Check out common search inquiries around your product or industry using Google Search Trends and Google Keyword Tool
• Address FAQs – ask your sales people what customers are asking them
Do your research – what do your customers need?
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Where is Your Audience?
Where do they find information online? Source: Pew Research Center
Do your research, know your platforms! For instance: • City dwellers are significantly more likely than rural residents to be on Twitter • Women are five times as likely as men to use Pinterest • Baby boomers are the fastest growing segment of Facebook
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Audit Current Content
Identify holes or missing content
Repurpose content that is outdated but still valuable
Catalog any existing content and categorize by:
Type Topic Persona Date
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Incorporate Social & Search Goals
What things do you need to rank for in social and search?
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Define Major Topics
• What do you know? • Fill in content gaps from your
audit… • Think about achieving search
and social goals
What do you want to be known for?
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Define Team/Roles
Content/Marketing Coordinator
Team Content Coordinator Team Content Coordinator Team Content Coordinator
Senior Management
• Designate an overall content coordinator
• Have coordinator from each functional area
• Designate members of senior management team to oversee/contribute – adds to validity
Set clear roles, expectations, and standards
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Create a Content Calendar
Use a shared calendar such as Google Calendar to share content plan internally
• Color code by content type • Clearly define ownership • Create a checklist for social media
promotion • Share as far in advance as possible to
allow time for creation
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As You Are Creating, Ask…
Unique?
Inspirational?
Credible?
Fun?
Beneficial to Share?
…Does this Inspire Sharing?
Is this content...
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Portable Content
Answers Popular Questions –
“How To”
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Real-Time Marketing
Portable Content
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Real-Time Marketing
Portable Content
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Top 10s, Best ofs,
and Countdowns
Portable Content
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Tools for Content Creation
• Set up Google alerts
• Set up streams in Hootsuite (social listings)
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Publish
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Links to social properties on website
Share buttons with content
Make Sharing Simple!
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Measure and Adjust
What’s getting shared the most, by who, and when?
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Build Trust
• Be consistent • Be generous • Become the authority
Follow through with your strategy – make sure your audience can count on regular content
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Content marketing is a great way to build trust, enhance social media and search marketing, and increase lead flow.
1. Plan Define audience and needs Audit current content Incorporate social and search goals Define major topics Define team/roles Create a calendar
2. Create Create relevant, portable content
3. Publish Publish content across platforms – make it shareable!
4. Measure Measure effectiveness and adjust
Takeaways:
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Questions?
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Integrated Communications Campaigns
The experienced team at 451 Marketing specializes in integrating public relations, social media, and search marketing tactics into dynamic communications campaigns supported by a full-service creative team. We work with brands to build awareness, engage customers, and drive business using custom, integrated communications campaigns.
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The 451 Marketing Philosophy
Understanding that there is a typical psychological process to how people make buying (or conversion) decisions, 451 Marketing takes a holistic approach to marketing. Our team of public relations professionals, social media specialists and search marketing experts work together to reach your target audience at every stage of the evaluation and purchase process.
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From Content to Customers
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1 PLAN
2 CREATE 3
PUBLISH 4 MEASURE