Your Prospect Is Your Champion Seven Ways To Increase Sales Ready Leads with Content Marketing
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Transcript of Your Prospect Is Your Champion Seven Ways To Increase Sales Ready Leads with Content Marketing
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Marketing In Motion
Your Prospect Is Your ChampionSeven Ways To Increase Sales Ready Leads with Content Marketing
John J. Assalian, CEO
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Way #1: Make Your Content Informative, Consultative, and Engaging
Way #2: Create Thought Leadership in Your Industry
Way #3: Leverage Your Content Throughout Your Channel/Partner Ecosystem
Way #4: Make Your Content Portable with Social Media
Way #5: Crowdsource: Using customer content
Way #6: Develop Tracking/Metrics That Listen
Way #7: Create a Long Term Strategy (not a campaign)
Close / QA
Agenda
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Today’s Buying Culture
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• Buyers take longer than ever to purchase.
• Buyers often decide by "committee" – sometimes requiring multiple decision makers to approve even small budgets.
• Buyers have access to unlimited amounts of information to make purchase decisions.
• Buyers work in organizations that have complex technical interoperability issues, often resulting in further decision by committee.
• Buyers can choose a large number of people to buy from (resellers, direct, VARs, service influencers, etc.).
Today’s Buying Culture
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CONTENT MARKETING
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Content Marketing: (n) a non-interruptive, long-term strategy of offering valuable, informational content to attract and engage targeted audiences to drive a desired customer action.
Content Marketing Defined
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• Content Rich Online Resource Centers • Educational Programs • Videos and Product Demos, such as How-Tos, Top
Reasons, Tips & Tricks• Webcasts & Webinars • Virtual Trade Shows & eSeminars • eBooks, White Papers and Interactive PDFs • Digital Magazines • Business Blogs & Microblogs • Social Media, Social Video and Facebook/Wiki Marketing • Twitter Marketing with Viewstream's Chatline Technology
Content Marketing Examples
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• Deliver information customers are actually looking for
• Reach your target markets by speaking directly to them
• Develop thought leadership in your industry
• Make your brand stand out against competitors
• Integrate your marketing efforts
• Get the most out of your existing prospect relationships
Benefits of Content Marketing
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CONTENT MARKETING
Seven Ways
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Way #1
Make Your Content Informative, Consultative, and Engaging
#1: Engaging Content
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CONTENT:IT’S NOT ABOUT YOU!
#1: Engaging Content
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#1: Engaging Content: Autodesk
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• Speaks to logical instincts
• Sustains emotional interest
• Is problem-facing
• Builds brand experience
• Has Value
#1: Engaging Content
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• Always at the heart of high conversion rates
• Only takes time to create
• Creates reciprocity with your customers
• Gives customers an experience with your brand
• Can directly generate sales
#1: Engaging Content Benefits
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• Instructional video
• Whitepaper to communicate a process
• Blog with relevant information that helps prospects understand the market landscape
• A flash product demo that offers Top Tips
• Customer case studies with objective reviews
#1: Engaging Content Ideas
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Way #2
Create Thought Leadership in your Industry
#2: Thought Leadership
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• Use Expertise
• Divulge Secrets
• Use Video
• Interpretation
#2: Thought Leadership
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Be their expert.
Be their trusted source.
Be their answer.
#2: Thought Leadership
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Way #3
Leverage Your Content Through your Channel/Partner Ecosystem
#3: Channel Ecosystem
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#3: Channel Ecosystem: CDW
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#3: Channel Ecosystem: CDW
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#3: Channel Ecosystem: CDW
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• Better control over your marketing message
• Consistent messaging
• Performance monitoring of sales channels
• Free and easy-to-use sales tools
• Increased web traffic and improved SEO
• Seamless integration of product site at point of sale
#3: Channel Ecosystem Benefits
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Way #4
Make Your Content Portable with Social Media
#4: Social Media Portability
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• Blogs
• Community Forums
• Social Networking Sites
• Virtual Trade Shows
• Mobile/iPhone Content
#4: Social Media Portability
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#4: Social Media Content Cycle
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Way #5
Crowdsource: Use Customer Content
#5: Crowdsource
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• Identify
• Listen
• Gather
• Engage
• Amplify
#5: Crowdsourcing That Works
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• Visit your customers
• Engage in conversations about your product
• Link positive reviews and conversations
#5: Crowdsourcing That Works
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Positive Peer Reviews are Priceless
#5: Crowdsourcing That Works
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Way #6
Develop Tracking/Metrics That Listen
#6: Tracking/Metrics
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“Today knowledge has power. It controls access to opportunity and advancement.”
“Knowledge has to be improved, challenged, and increased constantly, or it vanishes.”
#6: Peter Drucker Says
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• Quantify engagement (time spent with content)
• Track conversion rates for online content
• Deploy SEO strategies and analytics
• Compare version performance
#6: Tracking/Metrics Initiatives
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• Measure performance between varying formats of similar information (i.e. video vs. whitepaper vs. web copy)
• A/B test (landing pages, content versions)
• Develop landing pages of specific targets
• Use a CTA on every page/content piece and monitor it
#6: Tracking/Metrics Strategies
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Way #7
Create a Long Term Strategy (not a campaign)
#7: Long Term Strategy
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#7: Long Tem Strategy
Content
Content
Content
ContentContent
Content
Content
Content
Content
Content
Content
Content
Content
Content
Content
Content
Content
Content
Content
Content
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Quality Content
= Value
= Relationship
= Sales
#7: Long Term Strategy
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Thank You!
Your Prospect Is Your Champion