SUCCEEDING WITH CONTENT MARKETING 2014 - Workshop Vendemore HQ 17 dec 2013

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    02-Dec-2014

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* Trends that drive the change - why content marketing critical 2014? * Consequences for the CSO + CMO? * 8 Basic principles for content marketing * Case Wenell - from 35 to 5062 visitors from Linkedin in one year, traffic increase with 140%... * The content factory - how should B2B content optimally be produced - content economics and organization * Solve the distribution issue once and for all - cross-chanell targeting via pipeline marketing (vendemore.com)

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<ul><li> 1. Succeeding with content marketing 2014? Workshop held at Vendemore HQ Stockholm 2013-12-17 Niklas Lohmann CEO feverpitch B2B </li> <li> 2. Agenda: THE PLAYINGFIELD What is content marketing? Why is it happening? The basic 8 principles? THE CONTENT FACTORY What is good content? Content without distribution? How organize to produce? My case! Group discussion </li> <li> 3. THE PLAYINGFIELD </li> <li> 4. Bjrn Borg </li> <li> 5. Marketing and sales are starting to feel some serious pain. Lets look at some symtoms </li> <li> 6. Decision groups bigger! Media landscape fragmenting! Sales cycles longer! Search-beforebuy has doubled! Margins are pressured! More search options! We are not getting in early..! Search declines as traffic driver! We are not getting in. Period! People dont trust companies! Awesome as a tactic is broken! &gt; CSO &gt; CMO </li> <li> 7. 2013 Birth of the blind pipeline </li> <li> 8. Blind pipeline THE BAD NEWS We are almost flying blind in the first 60 % - 70 % of the pipeline. And thats the pipeline leading up what make up our revenue today! 60 -70 % of buyers journey without contact Unaware Problem noticed MARKETiNG Define problem Seek advice Define needs Identify providers Evaluate providers Nego&amp;ate deal SALES THE GOOD NEWS This is a tremendous opportunity to meet the buyers need for good content early. Everytime we provide good content we build trust and they are listening to us, not to our competitors... </li> <li> 9. If content marketing is our bet </li> <li> 10. what basic principles will improve our game? </li> <li> 11. 8 basic principles of content marketing 1 Not reaching them early - will kill our business 2 Find ways to earn their trust in an era where trust is scarce 3 Top of mind marketing by awesome and interuption is expensive (if not using targeting) and at the same time fails as a trustbuilder (if traditional image advertising) 4 Helping out by truly useful content works. It positions us as a social and competent helper early in the process. Customer empathy the keyword to remember. 5 Content as branding. If a brand is a promise then content is a way to deliver before the promise is even made 6 We need to have a powerful distribution tactic. We have to maximise the reach of our content. Via outbound, pipeline marketing, searchability, social, social selling 7 One key victory is the waterholevictory. They see us as an important information resource and return to drink 8 Do not drown in beautiful concepts and systems build 1-2-3s loops that are repeatable </li> <li> 12. What door leads to good content marketing? Marketing automation? Social business? Black-hat practices? </li> <li> 13. KPI:s. Key performance indicators. What makes sense to measure? 1. Consumtion Why? - The more time they spend with us they spend on us 2. Advocacy &amp; Sharing Why? - This is a quality and reach metric 3. Leadgeneration Why? - Indicates marketings ability to fulfil mission to generate leads 4. Sales Why? - Since it focuses of the end-gameof the process 5. Content production cadence Why? There is a niche opportunity out there </li> <li> 14. 3 keys Three keys to success all equally important 1.Strategy 2. Content 3.Distribution </li> <li> 15. THE CONTENT FACTORY </li> <li> 16. The important HOWs of content marketing </li> <li> 17. Resultat </li> <li> 18. Case hur? Wenell Video Short situational how-tos from Wenells experts Customer Interviews Event interviews with thoughtleaders Soundcloud (audio + podcasts) Blogposts (2 per week at minimum) Self-assesment test (exempel p pdf) Infographics Linkedin company page + groups Guides (Facebook page) (Twitter) (g+) Updating images Mobile site </li> <li> 19. Exempel </li> <li> 20. Exempel </li> <li> 21. Who are they Questions: 1 Defining the decision table 2 Business Modell Canvas What do they - Think/Feel + See + Hear + Say/Do 3 Business pains &amp; Personal pains 4 Focus for our company short term and long term? The imperfect first iteration made in 40 minutes on a white board, always beats the perfect exercise that is not completed </li> <li> 22. Empathy 1 What is empathy? The intent to really understand another human and then let that understanding guide our actions 2 What bearing does empathy have on our content marketing? It helps us choose what to produce, in what formats We humans feel when someone shows us empathy. Content is an action where we disclose that intent early. Should we or can we even - fake it? </li> <li> 23. Question list First iteration 1 10-20 key questions 2 Verify against hypothesis of who they are and what drives them A list accessible to the both sales &amp; marketing with the key questions from customers then we simply need to answer </li> <li> 24. Formats Decide on 1-3 main formats. Think of them as buckets. Pour your answers into these buckets Video Podcast White-paper or guides Infographic Instructographics Blogposts Client cases eBook pdf:s </li> <li> 25. Distribution Have a robust distribution strategy in place Think buckets again this time for distribution The search bucket. Optimize for search (e.g. video title matches google search term, have transcripts under video to catch traffic) The pipeline marketing bucket targeting selected companies with your content on hundred thousands websites with Vendemore; video ads, article ads, survey ads The social sharing bucket share on multiple social networks via tools such as buffer. Then have a process for de luxe posts on your 1-2 main networks The marketing automation bucket - have a landing page/form on webpage logic set up to distribute content to identified leads The website bucket a good website that makes finding your content easy is critical </li> <li> 26. Distribution </li> <li> 27. Distribution Inbound/Web - Content Podcast Twitter Pipeline Marketing Slideshare Marketing automation S E A R C H LinkedIn Without a the right tools for distribution all investments are wasted </li> <li> 28. Publishing Your companys experts and their knowledge are the new rockstars. Not the advertising agency. Fast cadence publishing. Reusable formats. Evergreen content. Always on. Not campaigns once in a while. Much like a newsdesk, but other content Helping out - making sense of the stuff educating - inspiring </li> <li> 29. Versioning A video interview can be versioned and re-used as a: podcast (sound) transcript (unedited text from video for reading and SEO) shorter versions of longer interview (for convenience and more social posts) Used as editorial piece (edited text for pdf) checklist with tips (text on website or pdf) </li> <li> 30. Curation Online curating is very much like the curating done in a museum, etc. The curator picks and chooses what he/she thinks would be best for the website and its audience. More specifically, choosing content for your visitors. - Faisal Khan, Payments Ninja! On Quora Your content 30 % Others content Your total content offer 70 % 100 % </li> <li> 31. Measuring The purpose of measuring is to verify why things work and eliminate waste. And then deploy more resources towards stuff that actually works. This requires simple short experiments that deliver outcomes. This is what we call 1-2-3s Simple tools like Google Analytics, Linkedin Pages Analytics, YouTube AnalyticsAnd as you proceed stats from your marketing automation provider, email-provider, landing page provider </li> <li> 32. Hej! Add me on Linkedin or simply email me: niklas.lohmann@feverpitchb2b.com </li> </ul>

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