Content Marketing

From your company’s site search engine ranking to the number of quality sales leads you receive, good storytelling and valued content reaps reward

Whether your company’s digital marketing strategy is successful or not depends on one key element: consistently producing and publishing great content.

Online and offline, we are bombarded by an unending stream of corporate messaging and advertising wherever we look or go. Naturally, we ignore content that does not interest us or that we regard as hype.

Entertaining and interesting content that centres on your audience’s interests or needs, meanwhile, spikes engagement levels, builds brand loyalty and trust, strengthens your website’s organic search engine ranking, and lifts your sales figures.

Think about it. You’re a consumer, too. When you’re online, what grabs your attention? Content and messaging rife with corporate jargon, spelling errors, and poor grammar? Or content that clearly and succinctly addresses a challenge you face, is educational, or useful to you in some way?

Can You Tell Your Customers’ Story Effectively?

Fifteen seconds. According to digital content analytics company Chartbeat, that’s about the average length of time visitors to your website spend reading your content.

And don’t be coaxed into thinking if someone socially shares a link to one of your webpages or blogs that they read it first. Some social sharers do, but many don’t. A joint study by researchers at Columbia University and the French National Institute revealed, “though social networks commonly measure a story’s popularity in shares, researchers found that 59% of all links shared in their sample went unclicked, and presumably unread.”

But here’s more promising news: data from the Pew Research Center finds smartphone users will spend an average of one to two minutes reading news articles provided they are well-written and of interest to them. Additionally, having a mobile-friendly website goes a long way toward attracting and retaining mobile-based audiences.

Nevertheless, it still presents you with a formidable challenge. And if you’re still reading this article, consider you need to be able to produce impactful, compelling, and SEO-optimized content that is of interest to your intended audience for a broad range of digital and print properties, including:

• Webpages
• Blogs
• Thought-leadership articles
• Customer-facing emails
• Social media channels
• Infographics
• Digital and traditional advertisements
• Printed trade show marketing collateral
• Case studies
• White papers
• Video scripts
• Podcasts

In light of the above, there are other important factors to weigh. Can you tell your target customers’ story well? Can you write concisely about how your company and its products and services solve people’s problems? Do you have the time to do it on a daily, weekly, and monthly basis consistently? And do you have the bandwidth and know-how to track the effectiveness of your content marketing efforts?

Admittedly, that last one was a trick question. Determining how strong your content’s performance is (the return-on-investment) at increasing your sales leads and revenues is no simple feat. Why? Because content marketing is a long play, and you need to decide which metrics are important to track.

For example, many companies and publications are taking a different approach to online measurement. By switching from solely tracking the number of pageviews and click-thrus to including time-on-site and other attention-focussed metrics, their goal is to try to infer which content resonates with their audiences most.

Good Storytelling Creates Value

Good storytelling stirs interest and creates meaning, fosters contemplation in its readers, and in turn, becomes valuable to your intended audience. But not everyone is a natural storyteller. And not many business owners or leaders can commit the time to writing engaging content for all of their company’s marketing needs.

You need to be able to weave a compelling tale; to sell without selling. In short, you may need to hire a ghostwriter, aka an anonymous writer, to tell your customers’ story (and subsequently yours) to the world.

Some of the world’s most important literary works were written by anonymous writers. And the practice of hiring a professional writer to write on another’s behalf is as common today for everything from business books to marketing collateral to thought-leadership articles, blogs, and company websites.

But you’re keen to write your company’s content yourself. Okay, what do you need to do? How much time can you commit to writing? And how do you go about writing stories and marketing content that appeals to your existing and prospective customers intellectually or emotionally? Try these tactics:

• Find the right topics. The notion of brainstorming with others is dead, and besides, there are no guarantees it will work. Does that mean you need to dismiss collaborating with a group of people altogether and go it alone? Not necessarily. Conferring and working with trusted sources to come up with important topics and an editorial calendar, or to discuss how to approach writing about a particular subject can produce great results. Most importantly, think about your customers and the questions they have for your company. Arrange to have an informal discussion with one of your longtime customers to get their thoughts if you’re uncertain. Or tell a story about how you failed at something – reading someone else’s account of how they mucked up badly, but who ultimately learned from the mistake and went on to succeed never gets old. You can also create a list of what are referred to as “evergreen topics”. Evergreen stories are based on broad subjects that have lasting appeal like why content marketing is important.
• Manage your time efficiently. Just as you would plot the tasks involved in conducting any other aspect of business, build an executable schedule that divides up the work you need to do, and don’t waver from it. As you begin to write, different things will occur to you, so allow for lots of revision and editing time.
• Research your topic. Once you know what to write about, hop online and find statistics, as well as the supporting or opposing points of views of others and link to them (or cite them accordingly). Depending on what your topic is, and if you can’t find useful sources to cite, you can always get help from a librarian in your community.
• Write your first draft. Ernest Hemingway is famously quoted for allegedly remarking, “The first draft of anything is shit.” Whether he uttered those words or not, there is truth in the sentiment, and it is this: don’t get emotionally attached to the first draft of anything you write. Let it ferment in your head. Read it aloud. Have others proofread it for errors. Get the feedback of others you trust, and don’t be hurt by their constructive criticisms, mull them over. Then revise your first draft – and second, third, or fourth drafts if necessary.

Any literate person can write, but writing well is hard work, and you need to be damn good to attract and retain an audience, especially online.

It takes a significant amount of time to adequately research, write, edit, and produce good content for different media types and audiences. You need to discover what your brand’s voice is, determine your writing style, and commit to the craft on a daily basis.

In her 1969 autobiography, I Know Why the Caged Bird Sings, American poet, author, and civil rights activist Maya Angelou wrote, “There is no greater agony than bearing an untold story inside you.” I couldn’t agree more. But sometimes, you need a professional writer’s help to tell that tale effectively and generate the reaction you desire.

Are you ready to tell your story to the world? Drop us a line and tell us what your content marketing and storytelling wants and needs are.

An effective content campaign can help your company reach new audiences and generate more sales leads. Learn how to build focused, impactful content campaigns that will resonate with your customers

It’s common knowledge that content marketing is what drives traffic to websites, improves a site’s search engine optimization (SEO) rankings, and generates sales leads. But how do you use content effectively to do that? And what’s the difference between content marketing and a content campaign?

Content marketing encompasses many types of content including blogs, email broadcasts, social media posts, pay-per-click (PPC) advertisements, podcasts and videos, e-newsletters, and more. Its purpose is straightforward: to create and share content for free that is informative and entertaining, and helps your firm build trust with readers so they will become your customers.

In general, content marketing is designed to draw people to your website and entice them into your sales funnel. It’s the most critical ingredient in the commercial digital marketing stew. According to a 2015 poll of marketers conducted by Smart Insights, 29.6% ranked content marketing ahead of all other marketing techniques in importance, including marketing automation (12.8%), mobile marketing (11%), social media marketing (8.9%), and PPC marketing (3%).

A content campaign is a long-term, focused effort to drive awareness of your company and its services, or to change an impression people have of your company with content you have created that centres on a single topic.

Your content campaigns are not sales pitches. They contain targeted, relevant, useful information that is designed to educate or answer your readers’ questions. They address specific issues that your desired audience cares about while positioning your company as a thought leader in your industry. For example, a heating, ventilation, and air conditioning company may launch a content campaign each autumn explaining to homeowners how they should winter-proof their homes to help reduce their energy bills.

How to Build an Impactful Content Campaign

At one time, some companies would produce irrelevant, forgettable content stuffed with keywords as a means of spiking their SEO rankings. Thankfully, that methodology has fallen by the wayside. Now, search engines determine their rankings based on both keywords and valuable content.

There are five steps you need to take to develop a useful and impactful content campaign:

Be credible. Building trust demands credibility. That is to say, readers (or consumers) are more inclined to trust a company that consistently provides positive, personal experiences, quality products, useful information, and which responds to problems when they arise quickly and transparently.

Serve your audience with knowledge. Understanding quality, relevant content is the glue that holds your company’s sales funnel together, give your audience what they value: answers to questions they may have. Do it well, and you’re more likely to increase your sales in the short- and long-term.

Use keywords strategically. Using a select number of keywords is useful but don’t rely on them solely. From an SEO point of view, it’s important to use them to help people find your content, but keywords alone won’t help you create fantastic content that will resonate with people. It’s also critical to understand that SEO techniques are useless without meaningful content. Content is the foundation on which SEO sits.

Tap into your team’s creativity. Brainstorm with your colleagues and come up with interesting topics for content campaigns that will capture both your existing customers’ and desired prospects’ attention. Sometimes, you can discover terrific topic ideas simply by scouting Twitter hashtags relevant to your business or targeted audience.

Define what your goals are. What is the objective of your content campaign? Is it simply to give sales a boost? Then ponder how a content campaign can achieve that since using content to make a blatant sales pitch rarely works. Is it to increase email subscribers? Now flip the question and ask yourself, “how will someone who reads your content benefit from it? What matters to your targeted audience?”

Measuring the Results

After you’ve published your content and run the campaign, analyze the results to see what worked and what didn’t. Make changes where required, then begin anew. Bear in mind that determining a return-on-investment (ROI) on your content campaigns is not a straightforward calculation, and don’t lose sight of the big picture: you’re playing the long game with content. It’s a brand-builder, it inspires trust, and it helps position your company as an industry leader.

When measuring results to determine the ROI, you first need to know:

• How valuable each new visitor to your website is and the length of time they spend at your site
• How valuable is improving your visibility on Google
• What the worth is of new visitors to specific product pages on your company’s site
• The level of importance to place on the growing number of your social followers

Are you looking for a digital marketing partner to help you grow your company’s sphere of influence, and in turn, its revenues? We can help. Tell us what you want to achieve and let’s get started positioning your business as an authority in your industry.

Your content needs to be thought-provoking, meaningful, and it must resonate with your target audience

The power of online publishing is such that every company is a media company nowadays, but is your company producing engaging and informative content?

According to data from the Nielsen Norman Group, you have less than one minute to entice a visitor to your website to stick around and explore. That’s not a lot of time to inspire rapt attention. If your site’s content doesn’t affect or appeal to its intended audience instantly and in an intellectual or emotional way, they’ll quickly lose interest, and you will lose business.

There are theories as to why and how cringeworthy content resides on so many business websites. It could be because of the oft-repeated “content is king” cliché that’s bandied about with wild abandon by marketing cheerleaders induces people to produce content for content’s sake. (Don’t do this) Or it’s possible business owners and decision-makers don’t want to pay a professional writer to help them. Regardless, if brands want to be successful publishers and use content to create relationships and up sales leads, they need to produce clear but compelling content consistently, and ensure it’s optimized for social media sharing.

Whether you’re writing for a corporate website, a blog, company e-newsletter, an advertisement, or emails to your customers, on the web, and especially in a world that’s increasingly dialled in via a mobile device, you have mere seconds to make that connection with your readers.

In general, there appears to be four content- or writing-related errors many brands make online:

• Their content is poorly written and full of grammatical or spelling errors
• The language used is sheer flimflam or gibberish, and it’s not the language their customers use
• It offers no new perspectives or fails to recommend a solution to readers’ problems
• It’s a standalone piece of work that’s not part of an overall content marketing strategy

Ergo if you’re scratching your head wondering why your website and marketing efforts aren’t bringing home the bacon, it could be because your content lacks sizzle, or it completely misses the mark.

“Words can be like X-Rays if you use them properly – they’ll go through anything. You read and you’re pierced.”
– ALDOUS HUXLEY

There are many good reasons that you should consider hiring a professional writer to help you and your team consistently produce quality blogs, marketing materials, and website copy. These may include:

• Writing isn’t your forte. Writing is hard work and writing well doesn’t come naturally or easily to a lot of people. There’s no shame in that. But if you forgo investing in a professional writer to help concisely articulate what it is you do, and the value your company provides to your customers and potential customers, you’re essentially handicapping your business. Nothing scorns the prospect of new business and potentially damages your company’s reputation than a website rife with bad or unnecessary copy.
• You’re busy running your business. Undoubtedly, managing or running a business swallows up most of your waking hours. As a decision-maker or business leader, do you have the time to write website copy, advertising copy, blogs, social media content, case studies, white papers, and press releases? Chances are you don’t.
• You lack objectivity. In other words, you’re the DNA your business needs to survive, but you’re so close to the heart of it, and so knowledgeable, you simply can’t write effectively about it to your target audience. Sometimes, we need a friend or colleague to point out to us that which we cannot readily identify. When it comes to writing content about your firm or industry, the same truth applies. It could be that something your company does which might seem trivial or unimportant to you may be what dazzles and delights your customers.
• Your approach to marketing is flawed. You need to know who your target audience is, what they care about and the issues they need to solve, and how your products and services can help them overcome their challenges and reach their goals. But are all of your marketing efforts in-synch? Are your marketing campaigns tied to achievable goals? Are you speaking the language of your customers and leveraging search engine optimization (SEO) best practices in order to ensure your website ranks high in organic searches? Your marketing messages (in whatever form) need to be as smooth as silk and should feature a takeaway or call-to-action that matters to your audience. In general, it’s critical to understand that writing or producing content is but one important part of a holistic marketing strategy.

The Quality of Your Content Impacts Your Site’s Performance

Professional wordsmiths hang on every word they write. They agonize over every sentence and they analyze and assess how those words read, sound, and flow from one paragraph to the next. They rely on keyword analysis and recommended SEO best practices when choosing words to craft a sentence. It can be time-consuming, but it’s a wholly valuable and worthwhile exercise.

A well-designed website with high-quality images and photos and intuitive navigation is important. But don’t let these things overshadow your site’s readability. Content and messaging that’s clear, simple, and bold will increase the number of visitors to your website. It builds trust, positions you as a thought leader, and in turn, leads to conversions whereby prospective customers will have conversations with you about how your services can help them. To quote Mark Twain, “use the right word, not its second cousin.” Indeed.

But it isn’t solely a matter of choosing the right words. It’s also important to ably express what your business is all about, and what challenges you help your customers overcome. Doing so across all of your digital marketing channels will help your business stand out from others in online search rankings, and swell your social media follower count.

Consider these six do’s and don’ts when thinking about drafting content for your website:

1. Do use a dictionary, the spellcheck feature in your word processing software, and have one or two people proofread your content before posting it live online to ensure there are no spelling and grammar errors. Read your content aloud to catch errors. If it doesn’t sound right, it probably isn’t.
2. Do write with authority and write for your audience. No one knows your company and its products and services better than you. Let your knowledge and confidence show.
3. Do produce fresh content regularly. It works wonders for your website SEO rankings by keeping your brand front and centre, establishing you and your team as industry thought leaders, and it will keep people coming back to your site to read more.
4. Don’t use fanciful, flowery words to promise everything under the sun and then underperform. It’s the opposite you need to shoot for. Under-promise and then exceed your customers’ expectations.
5. Don’t use meaningless strings of keyword-stuffed jargon. Use plain language to get your message across sensibly and clearly articulate to your customers the value of your firm’s products and services.
6. Don’t write excessively long marketing content, especially online. On one hand, it’s important to share your breadth of knowledge and expertise with useful, in-depth information. On the other hand, mobile computing and the Internet is changing how we consume the written word so dispense with unnecessary verbiage. You need to find the right balance between producing quality content efficiently without shortchanging your readers by being too vague.

We hope you’ve found this list of ideas for injecting content marketing into your business helpful.

Not sure where to start? Have writer blocks when it comes to content marketing? Get in touch with us. Our experienced team knows how to make your marketing materials sing.