This audience segmentation is most often done using buyer personas. There are also other models, for instance in storytelling some like to work with archetypes. We made an overview of several persona models. Note that some people also work with specific content marketing persona attributes. However, if you want an overview to start with, you might want to read it.
26. Lorna Jane: Move Nourish Believe. Activewear brand Lorna Jane shares more smoothie recipes than your blender can handle, mindfulness articles, and healthy living tips on its blog. Fitness is about more than the workout jackets you choose; it’s an entire lifestyle, and this blog exemplifies that. My favorite article: How to Turn Shopping Into Cardio.
With more of a journalistic bent (Editor Kenny MacIver was the former Editor of Information Age), and barely a mention of Fujitsu, I-CIO is a great example of what content marketing should be. I-CIO even has its own dedicated social media handles for Twitter, LinkedIn, and YouTube – though for those who are interested in learning more about the company behind the publication, I-CIO's About Us page includes a map so people can access the Fujitsu site in their country.
Focus on your customers and overall marketing. As a marketer you want to know what works and what your customers need, not the little debates over definitions. Your customers don’t care about your content marketing definition, nor will your CEO. No one is even forced to like or use the term, all that matters are good marketing practices and great customer experiences.
Your business case for innovating with content marketing: By communicating your reasons for creating content, the risks involved, and your vision of what success will look like, you are much more likely to gain executive support for your strategy — and to get permission to make a mistake here and there as you figure out what works best for your business.
Which content marketing metrics and KPIs do we need to gauge success, in correlation with other marketing metrics and KPIs? Although there are some typical metrics used in content marketing it’s important to speak a common language across all marketing and even business efforts. Content marketing is not an island. One of the crucial success factors in implementing marketing ROI across the organization and content marketing ROI as well is finding common metrics and using a common language between different departments.
The “marketing” part of content marketing can lead to confusion as content marketing is not just used for strict marketing purposes. It’s also used for sales enablement, public relations, etc. Good programs involve multiple internal customers (customer service, sales, product marketing, brand management, etc.) and content marketing is not owned by marketing (nor by PR or any other division).
Some of the brands covered here are newcomers to the market, while others are household names that have been around for more than a century. However, they all have one thing in common: they recognize the value of creating great content to engage their audience and generate new leads. Get inspired by their examples and use their success to fuel your own content marketing efforts.
Content marketing works for B2B businesses. Ninety three percent of B2B companies say content marketing generates more leads than traditional marketing strategies. Meanwhile, 74 percent of companies indicate content marketing is increasing their marketing teams’ lead quality and quantity. But what about content marketing examples of companies doing it right?
Case studies, also known as testimonials, are your opportunity to tell the story of a customer who succeeded in solving a problem by working with you. A case study is perhaps your most versatile type of content marketing because it can take many different forms -- some of which are on this list. That's right, case studies can take the form of a blog post, ebook, podcast ... even an infographic.
Prioritize social channels. Focus on the social channels where your audience is most active and engaged. You don’t need to be everywhere all the time; identify where your audience members live, and get your content in front of them on those platforms. For example, Influence & Co. primarily uses Twitter, LinkedIn, and Facebook to connect with our different audiences.
Think about it: the average podcast is 35 minutes long, much longer than Bon Appetit’s readers probably engage with a single article on their site. If the content is good, people stick with a podcast much longer than they would linger on a webpage, and they subscribe to receive this content right on their smartphone every week. (If you dig podcasts, check out Salesforce’s new marketing-focused podcast launched in 2015 — the Marketing Cloudcast.)
Earned media is any press mention, feature, or article that your company earns in an external outlet. It exposes your brand to new, larger audiences; builds your influence as an industry leader; and offers the third-party validation that your content simply cannot achieve on its own. Examples include guest-contributed content or guest posts, press mentions, and other PR efforts.
That top-of-funnel position doesn't mean it's impossible to demonstrate the value of content. It just means you need to build a more complex model to understand and show how content really contributes to your conversions. These models can provide a good estimate of the value of your content, but they are, at best, an estimate, so keep that in mind before you tell the boss that if you can get the funds for one blog post it'll bring in exactly $1200 worth of leads.
Content marketing focuses on the tactics and execution—the actual creation, curation, and editing of content that's specifically created for the purposes of marketing. This could be anything from blog posts to the confirmation page, and is aimed at building a trusted connection between a company's products or services and the market that might end up purchasing them. It's about creating content that people not only want to consume, but that will also help them through the sales funnel.
Use keywords (naturally): Identify your main keyword for the content, a few synonyms, and a few related keywords. Then make sure you’re actually using them in your content, headers, and page content. Don’t over-do it, though. Search engines have been cracking down on content that is “stuffed” with one or two keywords. Write for the reader, but do make sure those important words are present.
You can use a scheduler like Hootsuite for automated posting however it’s important to keep tabs and update things manually as you test and share so don’t get in over your head. You also want to make sure that a social expert is on hand for engaging in real time – just “posting” several times a day without engaging will not be effective at relationship-building in the long run.
In many ways, step five ties into step one. When you’re thinking of your goals, think of how you can tell if you are on track to reach those goals. In the case of the example brand that’s trying to reach millennial moms, it could track traffic to its website from social media profiles that match the definition of millennial moms. It could also look at responses on social media to see if millennial moms are engaging with the content it creates.
The app allows users to check the local toilets around their local area to see if they are clean or not. The idea behind this is that if they are clean, people can feel free to sit, but if they aren’t clean, then they may want to squat. This silly app was the perfect way to connect with customers about a real problem they face that is relevant for the brand to address.
It can come in long-form (such as blogs, articles, ebooks, and so on), short-form (such as Twitter updates, Facebook updates, images, and so on), or conversational-form (for example, sharing great content via Twitter or participating in an active discussion via blog comments or through an online forum). Susan Gunelius – KeySplash Creative, Inc., author of Content Marketing for Dummies
The ‘Citizens of the airport series’ is a little 10 part series focussed on KLM's customers. The brand intermittently interviews travellers in Amsterdam airport to share their story. Sure, these tidbits aren’t especially useful, and they won’t attract millions of views, but to a few select people, the content proves that KLM cares. This determination to truly understand and care for their customers is the reasons why people will start to pay more to fly with the Royal Dutch airline.
24. Hansens: Surfer’s guides to everything. San Diego surf shop Hansens seeks to inform surfers of every ability. Check out this infographic guide to buying the right wetsuit and blog post about making sure your wetsuit fits properly. Hansens understands that surf gear is a big purchase for the average consumer, so equipping him or her with adequate knowledge is the first step toward conversion.