Sunday, August 6, 2017

Comedy Pro Reveals How to Bring Funny to Content [Video]

comedy-pro-funny-contentMake people laugh, and you’ve got their attention. Hit people in the funny bone, and you have a chance to hit them in the heart and gut as well. People learn from humor. They share it. They may even become fans and customers of companies that provide it.

Yet many content teams steer clear of amusing content. They consider humor inappropriate for their brand or they don’t see themselves as funny.

In his Content Marketing World talk, Tim Washer, social media manager for Cisco Systems’ service provider marketing group, invites marketers to rethink their objections to amusing content and start exercising their comedic content chops.

Tim supports his position with a sobering statistic:

laugh-chart


.@TimWasher shared this sobering statistic at #CMWorld: 100% of people like to laugh.
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Why should we trust what this man says about humor and corporations? For starters, he has written for Last Week Tonight with John Oliver, has served as executive producer of The Colbert Report, has written for Late Night with Conan O’Brien, has studied improv under Amy Poehler and written for her on Saturday Night Live’s Weekend Update, and has worked as a “corporate humorist” for clients like Google, IBM, FedEx, and Pepsi.

Tim may be the best person on the planet to take seriously when he urges corporations not to take themselves too seriously.

Often in the corporate world, people get nervous about comedy and say it doesn’t belong here. But if it might help you get a point across efficiently and economically, why wouldn’t you try it and see if you can make it work?”

How do you train yourself to lighten up? Among other things, Tim recommends building your creativity muscles on your own time by writing playful captions wherever you share your own photos – Facebook, Instagram, Twitter, emails, even old-fashioned photo albums.


Start building creativity muscles on your own time by writing playful captions for your own photos. @TimWasher
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Caption writing develops your ability “to get into what John Cleese calls the open mode, where you’re playful and having fun and relaxed and not worried,” Tim says. The more you can get into the open mode, the more often you’ll find yourself coming up with fresh ideas in all areas of your life, including work.

In this post, I pass along some of Tim’s own photo-caption examples, demonstrating comedic elements like simplicity, irony, contrast, hyperbole, sarcasm, and the rule of threes.

TIP: Don’t overthink the category labels for these photos. The elements of comedy are not mutually exclusive, Tim points out. “Comedy is not a clean science.”

(Note: All images come from Tim’s slides.)

Embrace simplicity

Before Tim gets into examples of his photos, he points out that to create anything humorous you need to embrace simplicity. “We have this tendency as marketers and professional communicators to be overly complex,” he says. “We’re afraid of simple because we think it makes us look stupid.”


Marketers are afraid of simple because we think it makes us look stupid, says @TimWasher. #CMWorld
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This slide shows the unhelpful complexity he’s talking about. (Such a kidder, that Tim. No one would ever pack a slide so full that the audience can’t read it.)

text-info-heavy-slide-example

As for simplicity, Tim points to a skit he helped develop for John Oliver’s news show with Bill Nye.

The four-minute sketch on global warming generated this feedback from The Guardian’s Chris Mooney: “They’ve said in four minutes something I’ve been trying to say in 10 years with hundreds of thousands of words.”

Note: Continue to appreciate Tim’s wording simplicity in the photo captions throughout.

Use irony

One technique to apply to building your comedic muscles is irony. Here are a couple of examples from Tim’s collection:

home-heart-joke

Beware of bears making announcements.

Beware of bears making announcements.


One technique to apply to building your comedic muscles is irony, says @TimWasher. #CMWorld
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Here’s a photo from the airport in Amsterdam, where Tim came across a “mini-museum.” His caption is pure silliness. As he says, “I’m sure some people think that’s dumb. It doesn’t matter; I like it.”

cinnabon-joke

TIP: To open yourself to creativity, silence your inner critic.


To open yourself to creativity, silence your inner critic, says @TimWasher. #CMWorld
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When you’re brainstorming for captions, ask yourself, “What does that look like? What does it remind me of?” Look at things the way a child would.

“For me, being immature is finally an asset,” Tim says. “If you’re not childlike, go get a child, bring the kid in, and say, ‘What do you see here?’”

Use contrast

Another element of comedy is contrast. In a grand setting seen in this image, the question Tim comes up with is delightfully un-grand.

What’s the club’s policy on roasting marshmallows?

What’s the club’s policy on roasting marshmallows?

Follow the rule of threes

In your captions, experiment with the rule of threes: Establish two items in a series – a pattern – and then break the pattern with the third item. You set expectations and then reverse them. Tim calls this taking a hard turn.

Here’s how he graphs the rule of threes – the anatomy of a joke. “I think vector physics is the best way to explain comedy,” Tim says.

The rule of threes (aka the anatomy of a joke)

The rule of threes (aka the anatomy of a joke)

“A comedian wants to get the audience on a train of thought going in one direction, nodding along, ‘Oh, yeah, I know what you’re talking about.’ Then you interrupt them – bam – with the punchline. Surprise them,” Tim says.

Here’s the rule of threes applied in a caption:

Cornelius Vanderbilt II’s summer cottage boasts 138,000 sq ft, 70 rooms, and 1-1/2 baths.

Cornelius Vanderbilt II’s summer cottage boasts 138,000 sq ft, 70 rooms, and 1-1/2 baths.

In this photo from a canoe trip with his daughter, lacking anything visual to latch onto, Tim asked himself, “What was the story? What were we doing? What was happening? How can I bring that into a caption?” He came up with this hard turn:

Paddling through the state forest, we spotted four bald eagles and one with a bad comb-over.

Paddling through the state forest, we spotted four bald eagles and one with a bad comb-over.

Use hyperbole

Comedians exaggerate to Pluto and back. Try this technique in your captions. Consider Tim’s description of what looks to me like a kid’s quiet moment on a bunny hill:

The nine-year-old STICKS the landing out of the helicopter, and then goes on to tame the only triple-black-diamond run outside the Himalayas, known to the locals as The Widowmaker.

The nine-year-old STICKS the landing out of the helicopter, and then goes on to tame the only triple-black-diamond run outside the Himalayas, known to the locals as The Widowmaker.

Use sarcasm

Be careful with sarcasm; you don’t want to come across as unkind. Sometimes, though, only sarcasm will do, as when you come across a package of fireworks labeled “CAUTION: FLAMMABLE:”

Thanks, Blast Zone legal team!

Thanks, Blast Zone legal team!


Sometimes only sarcasm will do. See fireworks package labeled: “Caution: Flammable.” @TimWasher #CMWorld
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Conclusion

To develop your ability to create like a comedian, write funny captions whenever you share your personal photos. Use comedic elements like simplicity, irony, contrast, hyperbole, sarcasm, and the rule of threes.

Even if you never write a humorous caption as part of your job, as you develop your comedic creativity outside the office, you’ll find yourself getting better and better at coming up with amusing content ideas on topics your customers care about.

Here’s an excerpt from Tim’s talk:

Want to really LOL? Register for Content Marketing World Sept. 5-8 and make plans to attend Tim Washer’s session. (Oh, and you’ll learn a lot from him and the other 200 or so speakers.) Use code BLOG100 and save $100 (and that’s no joke.)

Cover image by Joseph Kalinowski/Content Marketing Institute

The post Comedy Pro Reveals How to Bring Funny to Content [Video] appeared first on Content Marketing Institute.

Saturday, August 5, 2017

This Week in Content Marketing: Brands & Billionaires Continue to Buy Up Media

brands-billionaires-buy-up-mediaPNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher. If you enjoy our show, we would love it if you would rate it or post a review on iTunes.

In this week’s episode

Robert ponders how to invest in personal reflection. In our new-look episode, we cover Laurene Jobs and her purchase of The Atlantic, Facebook’s earnings release, and what P&G did with $140 million dollars in marketing. We also do a deep dive on how Hearst is experimenting with e-commerce and why BuzzFeed is selling skillets. Our rants and raves include media buying and a content marketing swindle; then we wrap up with an old-school example of the week from General Electric.

Download this week’s PNR: This Old Marketing podcast

Content love from our sponsor: Smartling (40:05)

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Download this e-book to discover why delivering a localized mobile experience matters to your business.

In this e-book, you’ll learn:

  • Projections for mobile app growth and usage across the globe
  • Why localization delivers a competitive advantage for mobile app companies
  • How to simplify mobile app translation, modification, and distribution

going-global-smartling-cover

Show details

  • (00:01): An advertising blast from the past: “Elvis Presley’s Jailhouse Rock”
  • (00:56): Robert muses on this week’s theme: Are you taking the time you need to reflect?
  • (06:12): Welcome to Episode 194: Recorded live on July 31, 2017 (Running time: 1:03:59)
  • (09:48): Content Marketing World 2017 – The largest content marketing event in the world returns to Cleveland on September 5–8. Register today, and don’t forget to use coupon code PNR100 to save $100 on the cost of registration.

CMW_600x500

The quick hits – Notable news and trends

  • (11:08): Steve Jobs’ widow takes over The Atlantic. (Source: AdAge)
  • (17:19): Marketing takeaways from Facebook’s Q2 earnings report. (Source: The Wall Street Journal)
  • (22:38): What’s really behind P&G’s $140M cut in ad spending? (Source: AdAge)

The deep dive – Industry analysis

  • (27:00): Hearst tests the waters of affiliate commerce with content. (Source: Digiday)
  • (35:52): BuzzFeed goes from hot media property to hot meal prep. (Source: Mashable)

Rants and raves

  • (43:20): Robert’s rant: While the author of this article from The Drum presents the same tiresome argument used by countless content marketing critics who have come before him, Robert did find a delicious irony in the promotion of The Drum’s own content marketing awards program in the call to action at the end of the post.
  • (47:06): Robert’s commentary: Min online brings us this wonderful article on the threatening forces that may be changing the face of journalism forever. For Robert, it brings to mind his recent CMI blog post on the democratization of distrust, which aligns strongly with the assertions of this piece – especially in its discussion of the business value of trust.
  • (51:43): Joe’s rant-y commentary: Upon reading this Wall Street Journal article about Gawker.com being put up for sale, not only has my faith in the idea of brands acquiring media companies been strengthened, but I’ve also come to recognize that there’s an urgent need to redefine the role of the media buying and shift its focus from renting to ownership. This evolution will be the only way for businesses to take full advantage of the future opportunities these media acquisitions will open up.

This Old Marketing example of the week

(58:03): General Electric’s Fifties Fun: This week, Robert revisits an interesting General Electric content effort that harkens back to the 1950s. At that time, GE Research Labs was developing many of the scientific innovations and technologies that it is still known for today. To promote its expertise, the company produced a series of comics, called Adventures in Science, aimed at encouraging kids to pursue careers in science, technology, engineering, and mathematics (STEM). GE hired well-known comic artists to illustrate the books, lending “street cred” to its program and attracting a strong audience of comic fans. The last page of every book featured basic tips on how its young readers could become engineers, like their comic book heroes. It’s a perfect This Old Marketing example of how to teach your marketing targets to become your loyal, engaged customers.

GE-Fifties-funImage source

For a full list of PNR archives, go to the main This Old Marketing page.

Cover image by Joseph Kalinowski/Content Marketing Institute

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The post This Week in Content Marketing: Brands & Billionaires Continue to Buy Up Media appeared first on Content Marketing Institute.

Friday, August 4, 2017

How to Find Out Why Google Hates Your Content (And Steps to Fix It)

why-google-hates-contentYou’ve written an article. It’s good, but it’s not delivering any results.

Despite targeting a seemingly easy keyword, the content is nowhere near page one in Google search results.

I was in the same spot a little bit ago after writing a lengthy article on “trade marketing,” a broad subject area with lots of searches. I created the content to fill a gap I observed in my research – nothing existed that was all encompassing on the topic.

Every content marketing box was clicked – research a topic, source a valuable keyword, write an informative article, optimize for search, and promote the piece.

My site – and the content – refused to budge in the search rankings.


Every #contentmarketing box was clicked, but the content refused to budge in search rankings. @SplashCopy #SEO
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Three months later, it was time to do some investigating. I followed a three-step process, and discovered that searchers didn’t want an ultimate guide. The evidence indicated that they wanted something else – so that’s what I gave them.

If you are having the same trouble – good content without great search results – take these three steps and see what happens.

Pre-step: Access Google Search Console and add your website domain to connect.

Step 1: Find your search analytics

When you open Search Console, go to Search Traffic, then select Search Analytics from the drop-down menu:

google-search-console

Now you can see the data around how often your site appears in Google search results. Make sure all the check boxes – clicks, impressions, CTR, and position – are ticked at the top of the page.

search-analytics

TIP: To learn what search words result in rankings (and visits) for your site, filter by search query.

Step 2: Look at the information under the graph

Next, analyze the relationship between the number of search impressions for your site and the corresponding click-through rate.

In other words, when your site shows up in search results, how many people are motivated to click and go to that page?

As you can deduce, if your site displays for a keyword but isn’t getting clicks, the issue could be with the content – topic angles, headlines, descriptions.


If your site displays for a keyword but isn’t getting clicks, the issue could be the content. @SplashCopy #SEO
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By contrast, if you’re getting a lot of clicks, you know you’ve done a good job with your content.

To identify which landing pages receive the search traffic, click on the keyword query.

Here’s what I saw for keywords around the subject of trade marketing:

keywords-trade-marketing

You can see from a few of the underlined examples that the keyword “trade marketing” achieved a lot of impressions, but resulted in few clicks.

In exploring the landing pages for those keywords, I learned that my original content – the ultimate guide for trade marketing – wasn’t relevant to searchers of “trade marketing.” However, it was relevant to people searching for “trade marketing strategies,” “trade marketing examples,” and “trade marketing plan.” Those terms had click-through rates above 25%.

These results told me that the search audience was more interested in the strategy and example sides of the topic. And though much of the original content was highly relevant to the search term “trade marketing,” it was framed in a way that put an unnecessary barrier to engagement. In short, people weren’t using my content in the way I had intended.

Step 3: Change your meta title, meta description and headline accordingly

Knowing that search audiences don’t see your content as relevant – even though it is – indicates an opportunity for you to make a few changes.


Knowing search audiences don’t see your #content as relevant indicates an opp to make changes. @SplashCopy #SEO
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In my trade marketing example, I changed my meta title and meta description to:

metadata-example-trade-marketing

The original meta description read:

Need trade marketing help? Discover the history of trade marketing, why it’s important and which techniques are working today.

The headline of the article was changed to:

alternative-title-example

The original title simply read:

The ultimate guide to trade marketing

As you can see, this piece of content is different from an ultimate guide – though it’s almost the same content, now it refers to strategies and examples.

It’s a much better fit for my intended audience because it hits their pain points more accurately and visibly – the copy calls out trade marketing strategies and examples.

Results

You can use Google Search Console to monitor the effect of your changes against search results.

In my example, the piece rose to the second position on page one for “trade marketing” and has garnered clicks in droves.

trade-marketing-search

OK, so what have we learned?

I’ve always said a good content marketer must be a detective too. From understanding what your audience members want to how they consume their content, the more information you have, the greater your chance for success. Investigating your search audience is a critical component of that overall understanding.


Investigating your search audience is a critical component of overall understanding, says @SplashCopy. #SEO
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Achieving SEO and content marketing success is a logical process. Google doesn’t care about which website has the longest articles, the most back-links, or the most social shares. It cares about what content provides the most value to searchers – and if Google focuses on what people use content for, shouldn’t you?

With this three-step process, you not only can craft a more effective headline, meta title, and meta description with what searchers want, you can also better align your content with what your readers need.

HANDPICKED RELATED CONTENT:
Strengthen Your SEO Strategy for 2017

If you want more daily tips, trends, and insight to improve your content marketing, subscribe to the free CMI newsletter. Prefer a weekly version? You also can subscribe to that version.

Cover image by Wilfred Iven via StockSnap

Please note: All tools included in our blog posts are suggested by authors, not the CMI editorial team. No one post can provide all relevant tools in the space. Feel free to include additional tools in the comments (from your company or ones that you have used).

The post How to Find Out Why Google Hates Your Content (And Steps to Fix It) appeared first on Content Marketing Institute.

Thursday, August 3, 2017

Want Content That’s More Usable & Reusable? Chunk It

content-usable-reusable-chunk-itAs a marketer, you want to provide the most usable – and most reusable – content possible, saving your team time as you increase the value your audience gets from your assets. But how do you do that?

Here’s one way: Chunk it. In other words, create your content in chunks – think of them as components or modules – according to the types of information you want to convey.

“Chunk” is an abstract word by necessity. A chunk is simply a discrete unit of content. It may be as small as a bullet point or as big as a book. It may be a paragraph, a section, a chart, a table, or an entire deliverable. An infographic, for example, is a content chunk itself even as it may be part of a bigger chunk (a blog post, say) and even as it contains chunks (like tweetable graphics) that you could lift out and reuse out of context.

The point is to constantly ask, “What types of information do we want to convey here, and what’s the best way to keep those types of information separate?”

This article was inspired by a talk given by content strategist Noz Urbina at the Intelligent Content Conference: How to Create Topical and Evergreen Content From the Same Content Assets.

Case for chunking your content

If you don’t think about information types, you’re likely to mix them up or smoosh them together – the opposite of chunking. As a result, your audiences may find your content difficult to use and your content teams may find it difficult to reuse.


If you don’t think about info types, your content may be difficult to use & reuse. @nozurbina #intelcontent
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Here, with slight modification, is an example from Noz. He picked an esoteric example on purpose. You don’t have to read it to see that the revised version is more usable.

Noz chunking example

In the original version, you must read the text, possibly multiple times, to figure out it includes both a description and a method. In the revised version, even if you don’t read the text, you can tell you’re looking at distinct information types.

Reuse potential: With the information types separated, not only do readers have an easier time, but content creators also have more opportunities for reuse. Imagine, for example, that your repository contains lots of reports like this. You could mix and match those chunks to create new content deliverables. For example, you could pull the descriptions into a catalog and leave out the method sections. That kind of reuse, whether manual or automated, becomes possible only when your teams keep information types separate.

Chunking examples

Let’s move to a couple of examples from CMI – an e-book and a pair of blog posts. Keep in mind that you can chunk any kind of deliverable – infographics, webinars, and more.

Example 1: Chunking within an e-book

Noz points to the CMI playbook as an example of content that has been chunked according to information type. This e-book looks at 21 tactics used by marketers. Each tactic includes four chunks:

  • Description
  • Stats on use
  • Guidelines for use
  • Example

playbook example

Reuse potential: While these four chunks are arranged from left to right to create a spread in the playbook, they could be reused on their own or mixed and matched any number of ways to form new deliverables.


Content chunks can be reused on their own or mixed w/ others to form new deliverables. @nozurbina #intelcontent
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Example 2: Chunking into separate blog posts

Last year, as I was writing up Ardath Albee’s ICC 2016 talk for what I thought would become a single blog post, I noticed that she covered two types of information: descriptive and how-to. Since Ardath had a lot to say, I created separate posts for each information type – Buyer Personas You Want to Use: The 9 Essential Parts and How to Build Buyer Personas That Build Sales.

2 persona posts

These two posts work separately or as a set. The titles indicate the overall type of information. Within each post are more chunks. For example, the first post starts with a definition of the term “persona” and moves on to recommend nine best practices.

Reuse potential: Chunked content is potentially reusable content. For example, if you had a bunch of definitions of “persona” sprinkled throughout your content repository, you could compile them in a list.

HANDPICKED RELATED CONTENT:
Content Reuse: Behind the Scenes With CMI

Information types to consider

Noz suggests chunking your content in terms of the Precision Content® information types: concept, task, reference, process, principle, narrative, and ornamental. The main thing to notice about these is that each answers a unique type of question.

CMI_ChunkingContentChart

Bonus question: What information type is this table itself? The first one to enter the correct answer in a comment wins bragging rights.

This information-typing framework was developed by Noz’s partners at Precision Content based on a long tradition of chunking best practices for post-sales and policy information. Noz has been working with Rob Hanna at Precision Content to extend the types to cover the needs of marketing content as well.

Other information-typing frameworks exist, for example, DITA (Darwin Information Typing Architecture), which includes five standardized topic types: concept, task, reference, glossary entry, and troubleshooting.

Even if you don’t want to use the names or types recommended in the table above, this framework and others like it can get you thinking about a framework that would work for your team.

Task: An information type that marketers neglect

Noz says that “a lot of content marketers underestimate the value and potential of task information,” which “helps audiences get things done and advance their objectives, creating real value in their lives.” He quotes Robert Rose: “Overt selling has given way to problem-solving.”


Overt selling has given way to problem-solving, says @robert_rose. #intelcontent
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As an example, Noz mentions Pocket’s explanation of how to use email to save a link to the app. Here’s a snippet from that piece of content (information type = task):

pocket-email-example

You may say that this is documentation, not content marketing. And yes, this page is on help.getpocket.com. But consider that this is the seventh most-saved article in Pocket’s trending tech articles. It has been saved 20,000 times – more than stuff by Feedly, Life Hacker, Vox, and Search Engine Land – because it’s good, value-added content that helps users accomplish an objective. It gets brand awareness. People are engaged with it. They will share it.


Value-added content helps users accomplish an objective, says @nozurbina. #intelcontent
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In a This Old Marketing podcast last year, CMI founder Joe Pulizzi says marketers pay too little attention to post-sales content:

Our research shows that the lowest percentage of marketers are focused on loyalty and retention. If we would focus more on that, we’d have less heartache … Focus first on customers that already know you and have already purchased from you.


The lowest % of marketers are focused on loyalty & retention, says @joepulizzi via @cmicontent #research.
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Consider all the untapped value of all the features that go unused in products simply because the how-to information is lacking or poor, Noz says. Consider how your brand might benefit if your marketing team created more task information aimed at delighting loyal customers. As Joe says, “Don’t ignore current customers at the expense of top-of-the-funnel activities.”


Task information is one of the most untapped content chunks, says @nozurbina. #intelcontent
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Conclusion

If you want to create the most usable and reusable content possible while boosting customer retention and loyalty, take these tips from Noz:

  • Determine your most commonly used information types and consistently chunk your content according to those types.
  • Consider adding more how-to information to your mix.

What information types does your content team plan for? How much of your content helps people with tasks? Let us know in a comment.

Here’s an excerpt from Noz’s talk:

Sign up for our weekly Content Strategy for Marketers e-newsletter, which features exclusive stories and insights from CMI Chief Content Adviser Robert Rose. If you’re like many other marketers we meet, you’ll come to look forward to reading his thoughts every Saturday.

Cover image by Joseph Kalinowski/Content Marketing Institute

The post Want Content That’s More Usable & Reusable? Chunk It appeared first on Content Marketing Institute.

Wednesday, August 2, 2017

The Democratization of Distrust Is Our Biggest Opportunity

democratization-distrust-opportunityDoesn’t it seem like attention is getting a lot of, well, attention?

Every day you see new strategies to increase the attention we receive from our audiences and buyers. You have “attention marketing,” a term describing a business model built around the hyper growth of social media. There is the “attention economy,” which elevates the ability to gather attention as “one of the most important currencies of the 21st century.” And, of course, we’ve talked about attention incessantly at CMI to build a business case for content marketing. Make no mistake; attention as a concept has our attention.

But you should move forward in your journey to optimize your businesses with a more important human emotion: trust.


Attention is prevalent. Stand out by building trust with your content, says @Robert_Rose.
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If attention is gold, trust is bitcoin

As the saying goes, “Trust is the hardest thing to find and the easiest thing to lose.” And today, trust is in crisis. The annual Edelman Trust Barometer found this year:

(The) general population’s trust in all four key institutions – business, government, NGO’s, and media – has declined broadly, a phenomenon not reported since Edelman began tracking trust among this segment in 2012.

But you don’t need a research study to know that. You can feel it. It is an era of “fake news,” ineffective and corrupt institutions, cynical politics, duplicitous businesses, and even distrust of each other. Astonishingly, less than half of us think most people can be trusted.

While you can lament the decline in trust in our culture, as marketers you can’t ignore it. Developing a trusted relationship with your consumers is one of, if not the, most important things you must do.


Marketers can lament the decline in trust in our culture, but don’t ignore it, says @Robert_Rose.
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Now, the development of trust is nothing new. We’ve been talking about how to build more trust into our marketing approach for decades. Becoming more transparent or dependable in the buying process no longer cuts it. Put simply: It is no longer adequate to begin  developing a trusted relationship after  the customer determines your product or service may be the answer.

Our world no longer starts trusting and occasionally becomes disappointed. As the 2017 Edelman Trust Barometer concludes:

Two-thirds of the countries we survey are now ‘distrusters’ (less than 50% trust in the mainstream institutions of business, government, media, and non-government organizations to do what is right).


Less than 50% trust business, gov, media, & non-gov organizations to do what is right via @EdelmanPR.
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That’s right. We as consumers have become actively distrustful of every institution and brand. We have successfully democratized distrust in everything we do. But, would you like the good news?

As content marketing practitioners, this new era of distrust is our opportunity.

Be the trusted source

We’ve talked at length about how the power of content marketing to build your own subscribed audience gives you more efficient and effective access to your customers. And mostly, we talk about the benefits of content marketing being:

  • More efficient means of developing engaged leads
  • Discovery in a noisy marketplace
  • Differentiator from the competition
  • Increased customer value

But what if one of your primary benefits of content marketing was developing “most trusted” status with your consumers more broadly? What if your brand could not only be the most trusted on a topic among the competition, but the most trusted brand full stop?

Historically, we looked at publishers of trustworthy media in our space, and proclaimed, “Well, there’s no way we’re going to compete with that magazine, or that nonprofit, or that association, or that government institution.”

Except, now you can.

Trust as a metric

A few years ago, we worked with a B2B financial services institution targeting investors and advisers. We asked a sample of its target audience to rank the institution and its competition on a level of trust – both content and brand. We also asked them to rank a sampling of the top media companies in the space.

Our client company was middle of the pack when it came to trust among competitors. But, interestingly, its trust ranking was above – and in some cases well above – some of the media companies where the institution had been putting a good deal of its advertising.

Now comparing trust in the financial services brand to trust in media brands was like comparing apples and oranges. But to help it reach its “increase brand trust” goal, we set a goal for its new content marketing property – become one of the most trusted content brands in thought leadership for advisers and investors.

Recently, we found some wonderful results when we looked at benchmarking research. The brand had, indeed, risen in general trust among both its competitors and media companies. Though the owned media property and its team certainly created some of that trust, the institution’s other brand and marketing efforts have assisted here as well.

Even more interesting were the results from the content brand’s subscribers. When we queried them in terms of trust of the content brand (using the blog name) among competitors and media companies, a large degree trusted the brand more than any other competitor, and most of the media companies.

These results provide a huge business case for continuing a content marketing initiative: Develop a more trusted relationship with audiences than the content platforms where you are placing paid media.

So, I ask this – will there come a day when this institution’s ad buyer goes to a media company, shows the subscriber research, and asks, “We have a more trusted audience than you do. Perhaps you’d like to advertise with us?” Perhaps. But until then, it’s an extraordinarily important business metric to show success with its content marketing program.

Value is a trusting audience

As you can see from the example, success all comes down to the audience. All value is derived when an audience trusts the brand. The company may use this trust to leverage the trusting audience:

  • To provide data to inform other advertising and marketing efforts (Example: See how Kraft uses its platform.)
  • To be used as a pre-customer database to draw in more optimized leads (Example: See how Schneider Electric uses its Energy University platform.)
  • To provide cash or cost-savings value by bringing in partners (Example: Learn how companies like Zappos are making money with content marketing.)
  • To ensure that the brand’s TAM (total addressable market) expands (Example: Discover how Arrow Electronics is driving marketing as a business model.)

Media companies are going to double down on regaining trusted status. They must. Trust and the relationship with an addressable audience will be the only value left as advertising transforms, and formats such as subscription, native advertising, and even sponsorship replace traditional banner and skyscraper ads.

Getting attention simply doesn’t cut it any more. And holding attention doesn’t really work any longer either. And even if you hold someone’s attention, you haven’t necessarily made them care.


Getting attention simply doesn’t cut it anymore, says @robert_rose.
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Your opportunity is here. If you choose to act, the democratization of distrust can be the foundation of a transformation of what’s possible for your brand. Your brand’s trust no longer has to sit below media, nonprofit, or governmental institutions. You can develop the most trusted status with your consumers.

It’s up to you to be worthy of both the trust and the opportunity.

You can hear more from Robert Rose in person at Content Marketing World Sept. 5-8 in Cleveland, Ohio. Register today and use code BLOG100 to save $100.

Cover image by Joseph Kalinowski/Content Marketing Institute

The post The Democratization of Distrust Is Our Biggest Opportunity appeared first on Content Marketing Institute.

Tuesday, August 1, 2017

Content Marketing in 2022: Very Personal, No Silos, and Lots of Voice

content-marketing-2022-cmw-experts-talkWhere do you see yourself in five years?

Do you hate that question as much as I do? While I’m not a fan (perhaps because I’ve never had a great answer), I understand why it’s asked. The interviewer wants to know that the job candidate has considered the short-term future and wants to see how the candidate’s potential path for success fits with the company’s.

With a professional twist, we asked the experts presenting at Content Marketing World what they see in the next five years as the biggest changes in content marketing. This isn’t a list of predicted tech advances or outlandish guesses – it’s practical and proactive. You could take one or all 25 and begin working on them today (if you’re not already) – to plan strategically for short- and long-term success.

We’ve segregated the answers based on the five emerging themes – personalization, formats, implementation, voice-activation, and data.

As you’ll see, the impact of artificial intelligence is a theme that runs through all the categories. Ironically, Michael Brenner points out, it is technology that will help us better connect with people. “We are in a quick march to deep content personalization, add machine learning and AI to help us predict what to create, for whom, where, and how often,” says the CEO of Marketing Insider Group.


It is technology that will help us connect with people, says @BrennerMichael via @AnnGynn. #CMWorld
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Make it personal

Publish one-on-one websites

The variable content option available now in email marketing will be an option for all marketing content. We can have a website or blog that creates itself on the fly for each visitor based on contextual knowledge of that visitor (i.e., what they’ve searched before arriving, how often they’ve come to the site, and what they clicked on once they were there).
Jessica Best, director of data-driven marketing, Barkley

Craft seamless experience

The biggest change is the ability to deliver contextually relevant information seamlessly that’s personalized based on device, location, and preferred format. (To this end, read Rebecca Lieb’s new book Content: the Atomic Particle of Marketing.)
Heidi Cohen, chief content officer, Actionable Marketing Guide

Meet your very segmented audience

I expect to see continued fragmentation of audiences. We’ll need to meet our audiences in more places moving forward (evaluating each place strategically, of course). Getting the tone right across the right channels as our audiences splinter will be a challenge for brands.
Amanda Changuris, associate director of corporate communications, BNY Mellon

Structure implementation smartly

Be prepared, be very prepared

The dream of real, private, one-to-one conversations between brands and people will be realized as AI, machine learning, natural language recognition, and other technologies come into their own as bots and digital assistants. The people, of course, will lead those conversations and the brands will respond.

This dream will only come true if the technologists have the help of content people – gifted writers and creatives – who can structure conversations and devise great dialogue to give the machines tales to tell and stuff to say. This means (1) many more true scriptwriters in content marketing and (2) an enormous leap in capabilities needed to build the APIs and structure the data needed to support billions of real-time conversations with millions of people every day.
Kirk Cheyfitz, co-founder, Story Worldwide

Cross into sales

Traditional marketing teams and content are already going away, and the lines between sales and marketing will blur until both of those become one. By 2022, content marketing will really be “content selling. If your content isn’t driving sales, then why are you creating it?
Skyler Moss, director of digital marketing, HCSS


#ContentMarketing 2022 will be “content selling”, predicts @cskylermoss. #CMWorld
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Go to each sales place

Content is going to be essential to bringing a convergence of the marketing messaging and sales training content that salespeople need to be effective across selling situations. Integrated, interactive playbooks (that match message to selling situation) will make this happen. The technology is here for that, but the content needs to catch up.
Tim Riesterer, chief strategy and marketing officer, Corporate Visions

Recognize that all employees are marketers

The marketer of tomorrow needs to have a diverse skill set and a good understanding of the channels that fit the brand’s needs and prospective audience’s interests. The team also needs to work within the rest of the company rather than as a silo within it. Encouraging other employees to think and act like marketers is a secret resource. Other employees are engaged in all parts of the buyer’s journey, which are valuable insights in creating quality content, especially when you need to create content to encourage your clients to become brand champions.
Colleen Weston, marketing director, Britton Gallagher

Engage in sprints

Content teams will grow exponentially as more organizations understand the need for top-notch, in-house content creators to lead their efforts. Within long-running content marketing initiatives, we’ll also see more experimentation and Agile iteration, all of which will be enabled by a jump in the number of content teams using Agile approaches to manage their work.
Andrea Fryrear, founder and chief content officer, Fox Content

See the shortcomings

We’ll have an entire generation of marketers with NO direct response marketing experience whatsoever. This will be a much bigger problem than many organizations anticipate.
Jonathan Kranz, principal, Kranz Communications

Don’t get comfortable

I read an article about a company in the U.K. that began to use Albert (an AI-based marketing platform) for its search engine marketing – PPC, AdWords, social advertising. It did so well, they ended up letting their agency go. This is going to become commonplace quickly.
Gini Dietrich, CEO, Arment Dietrich


#ContentMarketing 2022 will see agencies replaced by AI tools, says @ginidietrich. #CMWorld
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Evolve your formats

Don’t show, do it

Instead of showing people how to do something we’ll have to move our content marketing to helping people do it. For example, rather than writing an article about SEO, Neil Patel created a utility to review SEO on a website. Today, we write long, detailed content because these pieces get shared and linked to more and therefore rank well in Google. But most people don’t read long blog posts so the content is not actually delivering on the value because readers (potential customers) don’t implement what we write. We need to make it a lot easier for people to implement what we share, and help people do instead of showing people how, to have a better impact.
Ian Cleary, founder, RazorSocial

Engage in real time

The rise of the live experience – this isn’t just the broadcast to a passive audience, but really leaning into participation to build stronger communities. This is how brands can become hubs, similar to how retailers become community hubs by using their spaces to provide deeper experiences for their customers. This can happen in the B2B world beyond the confines of a social media space – higher engagement can happen with the live blogging experience and making everything a lot more face to face rather than behind a screen.
Mark Masters, managing director, The ID Group

Be brief

Blogs won’t be nearly as big as they are today. Google’s algorithm will increasingly value real-time and short-form content such that content producers will follow suit.
Matt Heinz, president, Heinz Marketing


#ContentMarketing 2022: Blogs won’t be as big. Real-time, short-form content will be. @HeinzMarketing #CMWorld
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Favor the more practical, not the shiniest

I see the renaissance of podcasting. We all thought that audio content died with the coming of visual content. However, audio has a huge upper hand when it comes to saving time. Everyone is multitasking these days. For example, you can always listen to a podcast while commuting. Moreover, we are seeing a more driven generation who would rather listen to tips and hacks to make their lives better instead of listening to music.
Srinivasa Raghavan, CEO and founder, Animaker

Be memorable

The behavior change will be to switch from constant acquisition mode (get in front of people, acquire followers, readers, subscribers, etc.) to retention mode (be memorable to people, hold attention over time to gain trust and loyalty and trigger actions).

The tactical change will be shifting from piece-by-piece publishing to more prevalent use of original series – videos, articles, podcasts, social posts, anything. These overtly named entities focus on your brand owning one important idea in the audience’s mind, cementing it over time. Original series use the right storytelling or educational mechanics to keep people coming back in an era where we spend little time with any one thing.
Jay Acunzo, creator and host, Unthinkable

Go deep

Immersive multimedia storytelling is going to catch fire. What do I mean by that? I always return to The New York Times snowfall example as it transcends the text-with-pictures model to create an experience as the viewer reads and scrolls down. Detail-oriented reporting and information gathering is a must. Together, anecdotes and quantitative information are powerful. Visuals are a must. Thinking through how the audience is most likely to stick with you through a 4,300-word story (yes, I did) is a must.
Michelle Park Lazette, writer, Federal Reserve Bank

Get in front of your audience

Go on your own

Modern brands will adopt an owned-media-centric marketing model and leverage paid media only when necessary vs. today’s paid-centric model.
Dan Curran, CEO, PowerPost


#ContentMarketing 2022: Brands will adopt owned-media model & leverage paid when necessary. @manvsagency
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Be the gathering place

Distribution will get expensive for companies that don’t own channels people pay attention to. In 2022, it will be hard to build followings because audiences are going to tire of the massive amounts of content and only go to a couple “water holes” for content. If you aren’t one of them, you will have a big challenge.
John Hall, CEO, Influence & Co.

Act like a publishing company

We’ll see more content marketing teams run like media outlets. This would mean centralized people and platform management, with freelance and remote content marketing specialists executing against the content strategy.
Erika Heald, consultant, Erika Heald Marketing Consulting

Specialize and/or spend a lot

Content distribution will be difficult. Browsers will have built-in ad-blockers and more of our advertising budgets will go to some of the giant forces like Google and Facebook. The clutter will be even thicker and harder to cut through, and will leave content marketers with two options: (1) Have a huge budget or (2) be specific about the audience you are talking to.
Joakim Ditlev, content marketing specialist, Content Marketing DK

Answer the call of Siri and Alexa

Give direct answers

By 2020, there will be over 200 billion voice-search queries per month, according to the Trends Report. That volume will make up half of all search queries. As the use of Alexa, Echo Dot, Google Home, Siri, and other non-screen search devices will increase. The newer devices and advanced technology make it very easy for searchers to ask questions.

Content marketers will need to take this into consideration as they create content. Voice searches are more direct with the searcher looking for a quick answer. The answer to their query will not need additional context.
Andy Crestodina, principal and strategic director, Orbit Media

Evolve your content

By 2022, content marketers will need to reshape their content format, tone, and style for a voice-activated, connected world where content is consumed in new environments on the go. Effective content will fall into three camps: Practical (help me get what I need), educational (teach me), or emotional (entertain me). There will be little room for the current undergrowth of content marketing noise.
Heather Pemberton Levy, vice president, content publishing, Gartner


#ContentMarketing 2022: Reshape content for voice-activated world, says @heathrpemberton. #CMWorld
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Make new friends

Voice-activated search is going to be the next big challenge for content professionals to solve. Make friends with content strategists and linguists so your content is ready for this challenge.
Ahava Leibtag, principal, AHA Media Group

Big data

Pay attention

With each passing year, society is more connected and companies are providing more insights and data. The biggest change I see is the amount of data we pay attention to, not only to prove ROI, but to help us better understand our audience.
Jason Schemmel, social media manager, Harper Collins Christian Publishing

Break it down

I think “big data” will have to become “small data.” We’ll need to do a much better job of taking the huge amounts of data we’re gathering and distill it down to essential pieces of information that help us better identify the day-to-day problems people face and how we can help solve them.
Ryan Knott, public relations specialist, TechSmith Corp.

Conclusion

Where will content marketing be in five years? Continually evolving.

These experts share great insight on where content marketing is headed – more personalization, cross-functioning content, relevant formats, and voice activation. But the single most important takeaway is that your content marketing program must be structured in a way that it can adapt whether the change comes from technology, audience preferences, or even a change in your company’s business offerings.

Now, where will you be in five years with your content marketing programs? Share in the comments.

You can meet and learn from these experts as they present at Content Marketing World 2017 Sept. 5-8 in Cleveland, Ohio. Register today and use the code BLOG100 to save $100.

Cover image by Joseph Kalinowski/Content Marketing Institute

The post Content Marketing in 2022: Very Personal, No Silos, and Lots of Voice appeared first on Content Marketing Institute.