Funny thing to call this 000 but it’s the explainer episode that covers the future aspirations and passions that helped this come to be.
The latest …
Funny thing to call this 000 but it’s the explainer episode that covers the future aspirations and passions that helped this come to be.
Remember being back in elementary or middle school, and the fear of raising your hand in class when you weren’t sure of an answer? You thought others would think you were dumb or behind on the coursework for asking a question. And you may have feared it was too fundamental an inquiry. Classic school-age intimidation.
We’ve all been there. But do you also remember the relief you felt when another kid had your question also? You realized that you were not alone. It was liberating.
As you grew older and more experienced, you realized that plenty of folks often share common questions and concerns. And that is the emotional strength of the FAQ. It’s just a collection of unknowns that get addressed quickly and functionally. Afterall, all of us are curious.
All too often the FAQ is underrated and underappreciated. As you’ve seen thus far, the value of FAQs is enormous because it’s such an efficient way to communicate.
FAQs get to the heart of the issues fast and directly. They can also get those significant issues out on the table honestly and transparently.
Step back into your buyer’s shoes. You know, those personas you developed. Consider their perspective. Their four most common objections and excuses are often:
Sounds simple enough but many brands have a hard time clarifying their core business advantage or strength. And don’t be afraid to say what you are not, it will clear away prospects you do not want and accelerate the journey of your ideal customers.
People buy from people, not a company or brand. So reveal the quirks and characteristics that make your people unique. Done right, FAQs can be a memorable content moment for your prospects.
FAQs can help you position yourself clearly in a niche or market segment while allowing you to stand out notably with your USP (unique selling proposition). Use bold language that distinguishes you from the pack. And don’t be afraid to mention the competition, as long as you define what makes you different. Remember different trumps better, because better is just too subjective.
Oh, this is always a sensitive spot. But you need to come clean and let people know what their financial commitment is for purchasing your product or service. And really, this is a great way to qualify your prospects. It’s a way to filter the people you want as prospects in your sales funnel. Be creative. Use ranges or terms like “monthly investment” plus it might be best to consider a three-tier pricing format.
FAQs are an ideal way to reveal any assurance promise of your product or service. Best advice here, instead of a money-back guarantee, try language like this: if you are unhappy for any reason, we’ll do our best to make it right.
Check out the last six months of your incoming email from customers. These correspondents will have all sorts of meaningful questions and inquiries. See which are most common and use them as FAQ content.
Remember, FAQs can change over time. New trends and concerns will become apparent in your business and marketing, so take advantage of these by updating your FAQs now and then.
Case studies consistently rank as the most-read elements in content marketing programs. And I know why because a case study can act as a mirror. It reflects what a customer can experience when they use your product or engage in your service. That’s right: a case study helps reveal the possibilities. And that is a powerful tool.
A well-written case study can be the most convincing piece in your content marketing arsenal. So plan on having at least one. A savvy case study creates a relevant and meaningful story for your audience — you know — those personas you’ve built around your ideal customers. Don’t use personas? Give it a go: they can help bring focus to your content marketing.
But for case studies to be genuinely compelling, they need to be authentic. After all, a case study is about real-life storytelling, And that level of authenticity may be the most valuable tool you have in your content marketing. No hyped-up advertising, no over-the-top promotion or discount can deliver readership and results like a well-crafted case study.
The Star Wars franchise-creator makes it sound amazingly simple. Put a great character into a fantastic plot. We all know there’s much more to making epic movies, but working off this basic understanding certainly helps. It’s amazing how many films books and other stories fall short.
And it’s good to know that case studies also have a surprisingly simple framework. I find by following a simple storytelling arc; case studies get presented in a meaningful way. It’s all about touching on the essential elements that bring a case study to life.
For case study storytelling success, stick to what works. And I suggest you use this framework:
1) Situation – this is the background. Here, we set the tone by establishing what’s happening in an industry or niche.This also helps build relevance and meaning to the story. The goal here is to bring your readers into areas they can relate. So have a clear intention of what your audience will find useful.
2) Conflict – now the challenge is faced. Get ready for the pain. Someone once mentioned to me that people are more often seeking pain-killers long before vitamins. The conflict explores that business conflict. Be clear about you conflict; this is the sizzle of the story. So make it shine with some emotion. Make your readers take notice of your conflict.
3) Resolve – here’s how we overcome the challenge. Here’s the heroic moment where the problems get fixed. It’s that vital turning point in the plot.This is where your reader gains confidence that you are the solution, the only solution that works. It should feel good.
4) Results – be sure got to have tangible results that prove a payoff. While this can be a hurdle when researching your case study, it’s so valuable. People like specific numbers and percentages — especially when they are highly relevant to them. So get those results, they may be the only thing some readers look at!
Without these four elements, you just don’t have a case study. You can’t take people through the journey without each of these mile markers. In short, you can’t tell a meaningful story without them. So follow the precise route to create winning case studies.
How to do more with case studies– Recycle, Reuse & Repurpose.
The power of a well-structured case study carries through into all sorts of formats. Sure you think of a case study as that 1-3 page PDF document that gets downloaded from your website or shared by your sales staff. But don’t stop there. Convert case studies into other productive content formats. Here are some suggested ways to do that.
Transfer a case study into an article or blog post to share socially or use as a lead magnet for your content marketing efforts. The natural storytelling arc of a case study makes for essential articles.
Another way to distribute your case study story is to create a press release. Publications love simple to understand stories that share success. Consider using an online tool like Pitch Engine to connect with media outlets. And if you’re not using Twitter, at least use it for finding press contacts and sharing your stories.
Make a video – either with simple screen grabs and voice-over. Or try Animoto (an excellent and intuitive video production tool) or create an entirely produced video. Case studies make an ideal script outline.
Another option is to turn your case study into a SlideShare, Slide Rocket or other presentation. Check out Prezi as an excellent alternative. It creates a new way to convey your ideas.
The thing to remember is, once you have a substantial case study created, it is a tool which is well-researched, clearly defined and mapped out to use in various formats. So leverage your case studies for sharing your success.
As you can see, case studies can be hugely successful elements for your content marketing efforts. And that’s something to think about; Because content marketing has been shown to cost 62% less than traditional advertising, case studies are merely a savvy marketing investment.
Yes – case studies are challenging to create. They take effort and some strategy to bring to life. But case studies are so worth it because they provide so many upsides for your content marketing campaigns.
What’s more, per dollar spent, content marketing generates three times as many leads.* So what are you waiting for? Get your case studies going now and make it an ongoing part of your content marketing regimen from now on. It pays off. And with a solid, proven format like I just presented, you can be seeing results soon.
Good content marketing items can be hard to create. But so worthwhile. So stretch out your efforts by repurposing your content. With a little creativity, you can convert an excellent blog post or case study into a number of other options. To make this a bit easier try taking these three simple steps to help translate your content goods into more goods!
Because the more content you can offer, the better your chances to connect with prospects or answer the marketing strategy you are facing. To get you in the right frame of mind, use the three simple steps below to get started.
1) Start with the end in mind
All your content should be positioned to leverage the awareness arc, which takes your prospects from knowing you, to liking you to trusting you. So think about what you want the result to be. What’s that next step? A call, a trial, a download? By knowing what you want to have happen — you can get there by paving the way with your content and messaging.
2) Don’t start over
You don’t need to have an entirely different version of your message for a new format. Even if people (that’s a big if) see the theme repeated, they most likely won’t notice any duplicity. So, be fruitful and multiply.3) Creatively Edit
If you have strong words and images, just reshape the messaging a bit. A Slideshare presentation should be simple. A white paper or POV (Pont of View) document needs details. Playing off #2 above, get the content to best balance the format.
As you can see, it’s a simple box with the audience segments or personas running across the top and the stages of the buyer’s journey running down the left. This version was for some work I was doing on behalf of a Thomson Reuters sales team for a campaign that targeted Corporate Counsel lawyers and their support staff.
With this technique, there are also dates of content marketing publications. Plus this version uses a point system for lead scoring, which is an advanced method of profiling your leads as they come through the inbound marketing funnel. This funnel depiction used an approach that included a sequence of Education – Interest – Preference. I prefer an approach that uses a Know – Like – Trust series. You can certainly build terminology around what best matches your content marketing needs and brand language. With lead scoring, you can help your sales force understand the most attractive and highest potential prospects. This becomes a powerful sales tool!
As you fill in the elements, you get a clear picture of what’s going on with your library. It’s also effective as a gap identifier so you can see what holes or weak spots exist. Use it as a strategic tool for you, your client or your boss. It can help to justify budgets and priorities.
So what kind of content should you consider? Well, let’s get back to your personas. Take a moment and look at their profiles or descriptions. Then try to imagine what kinds of content would appeal to them. Start asking and speculating a bit.
Are they too busy to read? Could an audio approach like a podcast work?
What logical resistance points can you overcome? Do they need to see and feel your product or experience?
What kind of superiors do they need to answer to? What kind of content could help with that?
I like that this content matrix tool because it can provide a big picture of what is currently going on with your content marketing. So build one around your needs and use it to extend and manage your content library.
Now that you’ve identified content marketing holes to fill and new opportunities to take advantage of, it’s time to get creative. Time to re-imagine your content. Put it into new perspectives. Think about how many new ways you can connect.
If you want to simply for those early in the content marketing process, you may want to introduce them to your business or service with an infographic.
Now if you’ve been warming up a prospect by exposing them to your content, you need to go deeper with more valid tactic such as guide, white paper or video product training approach.
1 Steps to Success – a modified customer journey process
2 Top Tips – helpful suggestions that can take on any style
3 Easy Guide – a super simple guide
4 The Ultimate Guide – a comprehensive guide
5 Infographic – always a classic, the simpler, the better, images & graphs that inform.
6 Case Study or Customer Success Story – compelling storytelling format
7 White Paper – detailed exploration of a topic or issue
8 POV (point of view) a more opinionated but shorter version of a white paper
9 How-To or Explainer video – these are brief and straightforward presentations
10 Decision Tree – here’s a way to show a complex set of actions and choices
11 Plan on a Page – a simple overview of a campaign
12 Creative Brief – a strategic picture of a marketing direction
13 Interview – a Q & A with notable pro or insider can bring incredible insight to an issue
14 Course – go out and teach what you know about a topic – it can be convincing content
15 Seminar – show off your knowledge in a presentation, simple as that
16 Tutorials – here’s over-the-shoulder guidance you apply in any way
17 Master Class – in-depth knowledge sharing with an academic flare
There you have it. Some ways to repurpose your content, a nifty tool to help organize and optimize it along with a hearty list of content options. So have at it. The better you plan and organize your content marketing, the faster you will be able to find success.
I first ran across Paul Patzloff doing columns for Forbes magazine. Like many blogs on Forbes.com, it was smart, relevant and practical. The fortunate part of my discovery was that Paul lived in Minneapolis, meaning lunch was in our future. We got together, talked some s**t, and I knew he was destined to become a contributor to Content Kings. Paul is a marketer, a lead gen specialist and a digital swami. He helps companies leverage compelling content like ours into social venues and has created solutions for corporations ranging from Snapple and AT&T to Rosetta Stone and Thomson Reuters.
-Gary Johnson, MSP-C President
That was a fantastic introduction from Gary. Here’s my contribution to his blog.
Please tell me why so many content marketing pros are in a panic thinking they need to compete with established publishers?
Probably because many of us remain under the influence of the push attitude ingrained in our marketing psyches. And it goes something like this:
1. Define your persona(s)
2. Create & publish high-quality content you are confident they will love
3. Target the best web venues for exposure and subscriptions
4. Nurture further to prompt engagement and eventually a sale
Why mess with that? After all, the surprisingly colorful history of content marketing is full of high-quality publishing examples:
• The Furrow is a farming magazine established by John Deere in 1895. It’s still thriving today as a monthly publication with a circulation of more than 1.5 million farmers across 40 countries and 12 different language versions.
• In 1987, Brick Kicks was started and has since transformed into LEGO Club Magazine. My kids and millions of others devour every issue!
• Local Hanley Wood has created STIR magazine for Sherwin-Williams aimed at design professionals. It enjoys a larger readership than Architectural Digest. Wow, that’s compelling content.
High-quality, top production value content is not for everyone, or even within most of our budgets. So think about user-generated content. Here’s where you seek out content opportunities from your customers or prospects. Much like SEO keyword research, the way people talk about your product, services or brand can be an incredible source of authentic content.
Want a recent example?
Software mega-giant Oracle bought the blog and content publishing platform Compendium. Yes, blogging is content marketing. The secret here is that Compendium is more than a technology platform; it’s an innovative tool that can help you harvest content from almost anywhere: Facebook, email, blog posts, YouTube, Twitter and the like. So you can count on all sorts of interesting interpretations of your brand—be it favorable or critical. And that’s accurate, real-time content sourced from the long tail of social media, and beyond!
Start Today with video
One of the most efficient ways to kick-start your user-generated content marketing efforts is to leverage video. Go out and ask your customers a provocative question, like, “what was your biggest concern buying our product?”
A user-generated video provides an intimate feel that people trust. You can use responses as content or develop new content ideas. A tool like Bravo Video can help you simplify the process.
Don’t treat content or its codependent sibling social media as shiny objects, hobbies or nice-to-haves. Build them into your communications plan as KPIs (Key Performance Indicators) to validate their roles. Afterall, metrics matter.
Finally, ad legend David Ogilvy said it best: “You can’t bore people into buying.” I’ll take that a step further by saying, “You can’t bore people into believing.” And user-generated content can add that believability to your brand by tapping into the desires, fears, offhanded remarks and passions your prospects are sharing.
Our bookcases represent the intellectual (and sometimes whimsical) catalog of our interests, pursuits and passions. Maybe it’s our connection with antiquity of those sacred yellowed pages that keeps them stacking up around us.
Oh yes we try to be charitable when we can and make use of used bookstores — which are another amazing adventure in themselves.
My neighborhood even has even has one of those book exchanges.It looks like a over-sized mailbox.You can drop off any book you wish and grab any book you fancy. It’s a 100% care-free library and a good excuse to go on a bike ride with the kids. Of course I look deeper at the titles and begin to wonder what kind of neighbors do I really have?
Are we a generation away from the idea of books?
Yet with the slow emergence of e-books or digital publications that makes me wonder how younger generations will treat this idea of hanging on to books. The digital or virtual bookcases within our computers or cloud storage arrangements will never live up to an burled oak bookcase or even one of those Swedish designer-named (Ellford, Orbl or Gansk) laminate bookcases at Ikea. Digital books can’t provide paper cuts, crumpled pages or place for forgotten photographs to live. Not to mention bookmarks from places and events we can’t even begin to forget.
So all this has me asking, what was the last book you re-read? You read that correctly: what was the last book you re-read?
I recently heard an interview with an author who mentioned he re-reads several books every single year. That gave me a warm feeling inside. Because it made perfect sense. Great novels, meaningful philosophical tomes or even business books that provide critical guidance are worth re-reading. What a great way to keep your purpose-driven life on course.
This idea of re-reading also got me over the natural resistance (embedded in all of us from ealy school-age) to never highlight or mark up books with underlining or for goodness sakes, writing notes in the margin. After all highlighting is only for those heavy, thick college and high school textbooks. And personal notes are for your yearbooks!
Stop worshiping books as sacred items to collect and remain unblemished. Go ahead, re-read to your heart’s delight. Mark and highlight all the good stuff you’ll want to use as long-term references. Get’em dirty & worn. Use great books for what they’re intended to be; some of life’s best companions.
The book I’m currently re-reading: Win by Dr. Frank Luntz who also wrote Words That Work
My first digital book on Kindle: How to Improve Your Email Open Rates
So don’t get shut down. To get ahead of the imminent excuses, break down, weaken and destroy these sales resistance points in advance by using various content marketing tools and tactics.
Think of this as a preemptive softening strategy.
Let’s visit each point and explore the content marketing workarounds:
Here is what you ‘ll hear, ” it’s just not a good time to purchase.” This is the natural copout. And you’ll hear about all sorts of explanations.
Here’s what you can do.
Make them aware of a hot or controversial trend in their industry with a White Paper, Point of View document or Infographic. This will show you understand their market. It also gives your solution real credibility by providing a compelling advantage in the sales process.
You may even push further and stress that your solution is something they’d best not delay on. That Fear of Missing Out (FOMO) has an intense psychological effect on people. And can be a powerful way to shut down The Delay.
Takeaway – shut down The Delay by saying no way do you have time to miss out on our solution.
Here’s what they say, “this just seems too good to be true.”
With this reaction, you’ve got them curious but leary. And that’s OK.
Here’s where you want to utilize content marketing with Social Proof. And that means you need to bring out Testimonials, User Generated Video, Reviews and Case Studies.
When you show a similar kind of customer with the same problem being solved by your solution, you can tactfully repudiate these self-doubters in a smart and welcoming way
Takeaway – Let someone else (like the story from an outstanding case study) take the microphone, to help close the deal.
Unfortunately, this is too common, “wow that seems expensive.”
In the new digital open marketplace, many managers think they can get your product or service cheaper online — somewhere.
Here’s when a smart, well-written and well-planned business blog, podcast or digital newsletter can help deliver consistent, persuasive messages to demonstrate your expertise, high value, and helpfulness.
Bulk up 3-4 of those content products and share with your prospect. This kind of authentic engagement helps you become better known, liked and eventually a trusted source. And that can help push too high a price issue right out of the sales conversation.
Takeaway – Tell a high-value story, it helps price become an afterthought.
Don’t make excuses. Get your sales focused on using top-tier content to obliterate those objections.
I can team with you to identify and develop meaningful content marketing strategies and tactics that are designed to help your sales process hmmm along and break down those sales excuses. Don’t settle for less.
Don’t throw the pa-ast away
You might need it some rainy day
Dreams can come true again
When everything old is new again
Lyrics to Everything Old is New Again
Face it, the newsletter has a perplexing role these days. A bit of relic from the past, you most likely associate it with other supposed sales & marketing dinosaurs like trade show booths, cold calling and business cards. And yet the newsletter is so important today. How can this be? It’s like this, any time you make the effort to tell stories about your business, it becomes a natural extension of your content marketing and a major hub of usefulness.
If you’re like many marketing professionals who are concerned about your social media and content marketing tactics, you need to re-think the newsletter.
A smart, well-written and consistently released newsletter (ironically these three factors are also the biggest hurdles) is a solid way to reconnect with customers or nurture new prospects. Many organizations drive real revenue with variations of newsletters called e-newsletters, e-news Flashes, magalogs and other publications. See my example A Newsletter That Actually Sells from my portfolio.
The key to a successful newsletter is to balance your sales messages with useful content for your readers.
If you create a newsletter of any kind, you could be sitting on social media and content marketing gold. Why? Because as you are researching and writing about relevant topics for your audience, you should be categorizing them into useful features in your newsletter. For instance, every issue could include specific areas/columns like:
* Industry Trends – show you are an industry leader by commenting on relevant happenings
* New Products – here’s how you can keep your product development people happy
* Heard around the water cooler – this can be a neat way to bring up internal ideas which reveal real thought leadership.
* Brush with greatness – interview a famous industry pro or celebrity
I’ve always felt that the more conversational the newsletter, the better. Yes, it’s a publication from your company or organization, but as a communications tool, it needs to be engaging. That’s why it’s best to write your newsletter with a personalized voice that aligns with your brand. It may be the voice of your president or a person that has credibility with the audience. Even if they just have a short intro section to each newsletter, make it real and personal.
Here’s where the rubber hits the road for you as a smart & thrifty marketer. If you’ve invested time and effort into putting together a fairly decent newsletter, you’ve already got a solid foundation for your social media and content marketing. Simply reuse the articles by recycling them into new content marketing formats.
Case Study / Success Story – readers like stories, so keep it interesting
Special Offers – yes you can sell but make it noteworthy – close-outs, special purchases, discontinued models, over-stocks, etc…
Meet the Team – here’s a great way to set up effective social and content channels. In each bio or article, simply include a Twitter account that includes “customer service” or “products specs” in the hashtag. Can you think of a better way for your customers to put a face with a name when they engage via the phone, text or email?
Ask an expert – I’ve used results from customers questions to build an infographic used in a fantastically successful lead generation campaign. See Adventures of an Infographic
Now can you see how easy it is to double down on your e-newsletter to create useful materials for your social media and content marketing efforts?
Two more quick suggestions
1 Optimize your content for the web with SEO keywords.
2 Archive your newsletters. When you add this content to your website, you can bolster your site’s SEO potency.
The takeaway: Leverage your newsletter to help fuel your content and social media marketing.
While doing content development & copywriting for a local software company, I wrote this email that was part of an on-going campaign. And it struck me that this was a fantastic design. It was simple, fairly clean and the Call-To-Action was big and bold.
Upon further analysis I had to praise the designer Sarah Swymeler for the edgy design approach, especially in this plain vanilla niche of IBM i Systems software.
I told Sarah I loved this email design and graphic style for 3 reasons…
1) It used positive and negative space in a compelling way
2) It was great to get a glimpse of the actual content offering, teasing you behind the CTA.
3) I could not mistake the intent of the email: INSTANT DOWNLOAD
The premise of this post: Make your email look and act like a landing page to help expedite the conversion process.
Digital and content marketing continues to grow in influence and use. In fact, some are saying that content marketing, driven by such tactics as story-telling, info-graphics, case studies and more is now known as mainstream marketing. And it makes sense. Your prospects are less and less persuaded by banner ads, SEM advertising tactics even programmatic ad strategies. These are simply disruptive techniques of the past that are losing out in the content marketing transformation now taking place. I’ve used the term The Death Waltz of Advertising as a way of describing this slow, awkward process that many of those in the advertising industries either refuse to accept or simply ignore.
Generating that juicy content that helps you stand out and get noticed is often a conundrum for marketers. I get it, I too deal with this almost daily. So let’s unpack this issue a bit by focusing on blogging. Afterall this should be a central element of your content marketing strategy. It also opens up avenues of opportunity because there’s no better way to leveraging your social media and driving specific traffic to your website or desired landing pages.
The web data continues to prove that blogging helps your SEO and Lead Generation efforts. Here’s my favorite factoid around blogging for business from HubSpot:
Companies that have an effective blog for their business get 55% more organic traffic & 70% more leads with targeted website traffic than those that don’t use a blog to drive traffic.
Yes, blogs can drive targeted traffic which can convert to paying customers. Please notice the word “can” in the previous sentence.
And you probably know as well as I, running an effective blog demands compelling content to create web traffic. And that is challenging. But let me suggest three great blog content tactics to help you generate ideas for effective, attention-getting blog posts.
Yahoo or Google will do. Customize your news feed to topics around your organic traffic needs. This is a nice way to leverage breaking news which may increase blog traffic. Plus these postings about how your business reacts and responds to these current, well-publicized news events. While this has been known as news-jacking, I feel you can do it with taste and care to make it useful for your readers. The key to this is to make your take on the news issues intriguing and valuable. Don’t just say here’s some interesting news. Instead, make an opinion or take an angle on it.
Magazines (remember those) like People, National Inquirer or inTouch can be used. Believe it or not, these can be great sources of punchy and provocative headlines that get noticed. And it’s important to make your blog postings pop, grab attention and drive traffic — and to be honest, these are kinda fun to create. Blog posts with enumeration – or a numbered listing of issues are always popular. Also, edgy headlines can help prompt readership and attention. Besides, you’ll have some bathroom reading material.
I promise you, in two minutes you’ll come across a bunch of highly relevant and effective blog topics aimed at targeted traffic. You know, all those requests and questions you have sent or responded to. Many of these are probably based on customer needs or pain points. With a little tweaking, you can harness these to attract your most qualified web traffic – the folks with a problem you can solve.
Don’t forget, when blogs are set outside your company’s website, blogging can also help with your linking strategy by providing links to your site. With SEO becoming more competitive this backlinking can be helpful for your overall online strategy and traffic generating efforts.
So feed your blog some nice organic traffic with these 3 content ideas, or make up some ideas of your own,
and post away!