Creating Great Content is a Team Sport!
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Creating Great Content is a Team Sport!
Byron WhiteChief Idea OfficerideaLaunch
Search Engine StrategyTuesday March 15, 2011
San Francisco
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Chaos vs Clarity
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The ContentMarketing Revolution
Improve Conversions Intelligently—The Content Marketing Holistic Way
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TheContent Marketing Revolution
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It’s the art of listening to your customers’ wants and needs
Search Box
Social Media
Web Analytics
Keyword Popularity
Customer Service
Questionnaires
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And the science of delivering it to them in a compelling way
Articles
Blogs
Books
eBooks
RSS Feeds
Printed Books
Newsletters
Video
Web
Widgets
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It’s catching readers orbiting at high speeds
Applet
Desktop
Events
Information Portals
Mobile
Podcasts
RSS Feeds
Social Networks
News
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With information they want and need
Engagement
Webinars
Workbooks
Podcasts
How Tos
Don’t Do’s
Tips and Advice
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It’s testing campaigns to learn what works best
A/B Testing
Multivariate Testing
Eye Track Testing
Segmentation Testing
Geo Target Testing
Usability Testing
Content Testing
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And finding the most efficient path to engagement and sales
The Trust Pipeline
Offer Content
Score Engagement
Identify Consideration
Confirm Intent
Induce Trial
Motivate Purchase
Gather Feedback
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Improve Conversions Intelligently– The Content Marketing Way!
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Content marketing is a six step process and you need all six!
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Step 1 Content Curation
The Content Landscape Landscape
Content Quality?
Distribution Channels?
Publishing Frequency?
Content Quality?
Content Sociality?
Target Audience?
Content Presentation?
Thought Leadership?
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Content Curation
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Content Topic Curation
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Competitive Content Curation
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Competitive Content Curation
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Competitive Content Curation Social
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Competitive Content Curation Widgets and Apps
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Competitive Content Curation Summary
Content Asset YourSite.com Competitor.com
Traffic A C
PPC Spend B A
Content Portfolio B B
Content Authority C B
Publishing Frequency D C
Social Reach F D
Social Conversations F F
Testimonials A F
Partnerships B A
Internal Links C B
Inbound Links C C
SEO Strength A C
SEO Performance B A
Testing Methodology A B
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Step 2 Content Plan
What’s the Plan?
Competitive Research
Customer Research
Market Share Research
Style Guide
Content Asset Allocation
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Customer Research
• Search Box. Track what prospects are looking for and what they find.
• FAQ’s. Review what customer ask for and the language used.
• Customer Service Reps. Learn the FAQ’s and knowledge requests.
• Customers. Speak with customers and learn the wants and needs.
• Analytics. Discover the source of traffic and navigational pathways.
• Surveys. Ask for feedback on your content, navigation and methodology.
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Customer Research
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Customer Research
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Customer Research
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Customer Research
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Customer Research
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Customer Personas
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Customer Personas
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Style Guide
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Articles
Books
Courseware
eBooks
Podcasts
Printed Books
Tip Centers
Webinars
Whitepapers
Widgets
WorkBooks
Video
Determine the right mix of content assets.
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Content Asset
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Information Architecture Plan
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Step 3 Content Creation
How good? + Customer Wants and Needs+ Access to Industry Expert Writers+ Conversion Influence+ Cost for Conversion Ratio
How much? + Content Curation+ Topic Research+ Competitive Intelligence+ Link Popularity+ Market Share Value
How often?+ Competitive Publishing Frequency+ Timelyness and Contextual Relevancy+ Conversational and Contagious
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Indentify your company’s mantra as the starting point
Winning is Everything Greenbay Packers
Think IBM
Fun Family Entertainment Disney
Save Babies March of Dimes
Healthy Fast Food Wendy’s
Kick Butt in Air and Space Air Force
The Art of the Start, Guy Kawasaki
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Get in tune with customer 2.0 wants and needs
Customers Needs
• Credibility, Belief and Logic
• Exposure to New Information
• To Laugh
• Mystery and Bravery
• Surprise and Delight
Content Critical by Gerry McGovern and Rob Norton
2.0 Customers Needs
• Info in a Hurry
• Access to Specific Things
• Personalization
• Authority Advice
• Relevant Content
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Hire great writers with great characteristics
Curiosity
Passionate Voice
Well Traversed
Make Meaning
Keep it Simple
Less is More
Short and Sweet
Fresh Insight
Results Driven
Inquisitive
Storytellers
Journalists
Researchers
Socratic
Optimizers
Knowledge Seekers
Wordsmiths
Deep Diggers
Big Picture Thinkers
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Learn how and why to tell stories
Great Stories --> Solve problems
--> Teach us to be smart
--> Offer surprise and delight
--> Focus on “what happens next”
--> Introduce great characters
--> Are contagious
--> Engage readers
Sisomo by Kevin Roberts
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Learn why some stories get passed on and on
Information A StoryFills You Up Moves You OnFacts ActsCiting ExcitingReams DreamsPromotional EmotionalStatic DramaticCheck lists Casts of CharactersCompiling CompellingAnnotated AnimatedFeeding the Brain Touching the HeartExpires Inspires
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Create informational content that sells WITHOUT selling
Info Content
Speaking Events
White Papers
Webinars
Podcasts
Books
Online Courses
WorkBooks
Press Releases
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Step 4 Content Optimization
The SEO Plan
Competitive Intelligence
Keyword Research
Keyword Silos
Market Share Timestamp
Content Asset Allocation
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Competitive Research: Lots of Free Tools
Free Research Tools
WordVision.com
SpyFu.com
Compete.com
QuantCast.com
SEOMajestic.com
Raven-SEO-Tools.com
Tools.SEOBook.com
SEOToolSet.com
LinkVendor.com
MarketLeap.com
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Competitive Research
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Competitive Research
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Competitive Research
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Competitive Research
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Keywords Research and Filtering
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Keywords Silos
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Keyword Silo Strategy
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Make easy for writers to optimize content for SEO
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Make it easy for writers to score content for SEO
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Time stamp the date you publish content
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Time stamp the market share of your keyword silos
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Time stamp your SEO performance in the search engines
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Step 5 Content Distribution
Distribution Channels
On-Page Testing A/B or Multivatiate
Blog
Linked In
Press Releases
PodCasts
Webinars
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On-Page Testing Formula
Info Content: Are you earning trust with information customers want and need?
Usability: Is your content and imagery optimized for conversion?
Motivation: Do you have clear reasons to buy and not try the competition?
Incentive: Are you offering any incentives or trial or reward?
Friction: Have you identified potential resistance and reduced the pain points?
Anxiety: Have you pinpointed the concerns and resolved the issues?
Conversion = (Content + Usability + Motivation + Incentive) - (Friction + Anxiety)
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On-Page Testing: The Paradox of Choice
• Too many choices with the new age of micro expansion
• New rules for complex decision-making
• New meaning needs to be developed to find the best path
• New methodology needs to be formulated for big decisions
• New reward needs to surface with the right decision
The Paradox of Choice by Barry Schwartz
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On-Page Testing: “Feel” words to improve conversion rates
Employment Sell Words
Entry Level Position
Excellent Growth Opportunity
Immediate Openings
Leading Company Seeks
Growing Company Seeks
Team Player
Strong Interpersonal Skill
Financially Motivated
Annual Performance Bonus
Team Environment
Financial Sell Words
You’re Already Pre-Approved
Cash Back Offer
Be Debt-Free in Weeks
Instant Financial Freedom
No Annual Fee
Pocket Extra Money
Low Introductory Rate
Fast Cash
Start Saving Now
Piece of Mind
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Test “sell” words to improve conversion rates
Offers
Special Offer
Exclusive Offer
Limited Time Offer
Click Here
Right Now
Instant Access
Instant Download
Free Shipping
No-Fuss Signup
Easy Signup
Trials
Free Trial
First Time Trial
No-Risk Trial
Risk Free Trial
Buy After Review
Test Drive
Free Membership
Free Subscription
Join Beta Group
Free Trial with Feedback
Motivators
Free Gift
Pays for Itself
Limited Availability
As Seen on TV
Solve X
Stop Y
All Inclusive
Best Rated
Tested and Proven
Money-Back Guarantee
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Test both positive and negative sell words
Negative Sell Words
Baffling
Blurred
Unclear
Bewildering
Mind-Boggling
Complicated
Convoluted
Perplexing
Puzzling
Mixed Up
Positive Sell Words
Persevering
Efficient
Hard-Driving
Proactive
Adaptable
Responsive
First-rate
Top-notch
Highly Competent
Powerful
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Optimize content for the wide funnel
• Preliminary: Headlines, visuals, architecture and familial content.
• Investigating: Knowledge-seeking and trust-building opportunity
• Capability: Show how you solve problems and delivers on needs
• Action: Motivate sign up, download or buy
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Step 6 Content Performance
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Listing Positions
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Organic Traffic
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Content Downloads
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Sales Influenced by Content Assets
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Time On Site
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Return Visitors
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User Acquisition Cost
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Conversion Rates
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Conversion Rates
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“The only marketing left is content marketing.” Seth Godin Meatball Sunday
Byron White, ideaLaunch
Chief Idea Officer
Twitter: @ByronWhite
Byron[at]ideaLaunch.com
Phone: 617-227-8800 x 201
Free Book Download: ideaLaunch.com