A Beginner's Guide to Content Marketing [INFOGRAPHIC]

PamDyer
Pam Dyer Marketing Director, SolutionsIQ

Posted on June 17th 2013

A Beginner's Guide to Content Marketing [INFOGRAPHIC]

Content marketing has changed the way consumers research and buy your products.

content marketingEvery day, people form impressions of brands from many touch points: Ads, product experiences, tweets, Google, Facebook, blog posts, websites, and conversations with family and friends. Unless they are actively shopping for something, a lot of that information passes them by. But when something triggers their buying impulse, those stored impressions become critical — they are top of mind as consumers look to making purchases.

 

In the traditional sales funnel, consumers begin with a set of potential brands and methodically reduce them to make a purchase decision:

traditional sales funnel

McKinsey points out that today’s consumer decision-making process is circular:

consumer decision journey

There are 4 key phases in which marketers can either succeed or fail when a consumer has been triggered to buy something:

  1. Initial consideration (thinking about known brands)
  2. Active evaluation (researching potential purchases)
  3. Closure (the act of buying)
  4. Post-purchase (when consumers experience the products they’ve bought)

The explosion of available products coupled with media fragmentation have led to a reduction in the number of brands that consumers initially consider. Faced with a seemingly limitless number of products and brand information, people tend to depend on brands that have broken through the fire hose of messages.

When your brand is one of those initially considered by a buyer, it is up to 3 times more likely to be purchased. Your goal is to reach consumers at the moments that have the greatest influence on their purchase decisions. This is why content marketing is key.

What is content marketing?

Any form of marketing that relies on or draws from editorial content is considered content marketing. It has always existed, although what it’s called and the tactics around it have matured over time. Companies have long created white papers, articles, charts and graphs, videos, and reports to position their brands as thought leaders and industry experts deserving of loyalty, with the goal of generating leads and sales. It’s the delivery model that has changed — mailboxes used to be chock full of ads of every type, from sales circulars to envelopes full of coupons, while newspapers and magazines consistently ran ads for consumer products, clothing, attorneys — you name it. That content is now delivered digitally via search engines, email, social networks, and corporate websites.

The current state of content marketing

Content marketing is hot. The mantra today is that if you build it, they will come — create compelling content and customers will visit your website, buy your products, and help you rank higher in search engine results. The better your content, the more likely your audience is to share it on social media sites like Twitter, Facebook, LinkedIn, Google+, and Pinterest. All of these activities can help your product become part of your audience’s initial purchase considerations. Some facts:

  • 20% of Internet users’ online time is spend on content
  • 68% of people spend time reading about brands that interest them
  • 57% read content marketing information at least once a month
  • 80% of people appreciate learning about a company through custom content

Your content can take many forms, including:

  • Articles
  • Blog posts
  • Advertorials
  • White papers
  • Email campaigns
  • Newsletters
  • Web content
  • Infographics
  • Illustrations
  • Photos
  • Videos
  • Tutorials
  • FAQs
  • Webinars
  • E-books

The goal is to attract and retain customers, and help ensure that not only will they purchase more of your products and services — they will also become brand evangelists.

Benefits of content marketing

Content marketing improves brand loyalty, generates more sales leads and conversions, and costs 62% less than traditional marketing methods.

  •  It improves SEO (search engine optimization). Your company can’t achieve or maintain a high ranking in major search engines without a steady stream of fresh, branded content. Google is constantly changing its algorithm to improve search results. Over the past several years, many of these changes reflect its efforts to favor content that’s really useful. When you create relevant, helpful content about your products, Google recognizes that you are providing real information that helps your visitors, and you appear higher in SERPs (search engine results pages).
  • Helpful content is shared. Sharing is in our DNA. People like sharing what they find online with their friends, family, and colleagues. If your content adds value and is easy to find, people will share it with others and also earn credibility themselves — if I share a picture of a pair of shoes I like with you and you like them enough to share the photo with others, you’ve just validated my fantastic judgment and great taste! Sharing also creates deeper brand connections and increases positive reactions to your company and products.
  • A stream of new content offers many promotional opportunities. You may not roll out new products every week, but you can push out information about them on a regular basis. This creates multiple outreach opportunities: Write a blog post that explains a unique feature of your product and feature it in your newsletter, on your website’s front page, and on your social media pages; tweet a link to a new video on your YouTube channel that demonstrates how easy your product is to use, etc.
  • Excellent content helps people make buying decisions. Covering the right topics and presenting your products in ways that specifically appeal to what your target audience is looking for will help them recall your brand message when they’re thinking of making a purchase.

Did you know that 60% of people are inspired to seek out a product after reading about it?

The infographic below from Demand Metric outlines 6 steps in the content marketing process that are important to understand and follow when you’re devising your promotional strategies:

 1. Identify content marketing objectives

  • Establish a benchmark
  • Evaluate the competitive landscape
  • Outline your content marketing objectives

 2. Understand your buyers

  • Identify buyer personas
  • Define buying process stages

 3. Identify gaps

  • Inventory your existing content marketing assets
  • Identify content by stage: What is most appropriate at each stage of the buying process?
  • Identify content by persona: What is most important for your buyers?
  • Determine which types of assets are missing

4. Build content

  • Identify key messages you want to deliver
  • Generate new ideas for content around those messages
  • Outline standards for quality
  • Build a roster of contributors
  • Repurpose content wherever possible
  • Ensure consistency

 5. Organize distribution

  • Select the right channels for marketing your content
  • Facilitate social sharing
  • Build landing pages

 6. Measure return on investment (ROI)

  • Keep track of performance by measuring Web traffic, sales lead quality, and social media sharing
  • Monitor your programs and engage with your audience
  • Measure your program and report on progress

guide to content marketing

 

PamDyer

Pam Dyer

Marketing Director, SolutionsIQ

Pam Dyer is an integrated marketing executive dedicated to helping companies grow via innovative branding and audience engagement programs. She delivers results by leading teams to create forward-looking strategies and translate them into measurable tactics, iterating as needed to achieve corporate goals. She is a big-picture thinker and relationship-builder who thrives in environments where collaboration is embraced. Pam has a passion for achieving business results through supporting people, growing teams, and sharing success.

Pam authors an award-winning blog, Pamorama which helps businesses optimize their brands, create customer engagement, and drive sales by using social media channels and content marketing programs. She has educated thousands of people about how to create, manage, and measure outreach initiatives on Facebook, Twitter, LinkedIn, Pinterest, Google+, and other social networks. Pam has a global footprint and routinely receive questions and comments from her audience, the majority of whom are in the U.S., Canada, Europe, Australia, the Philippines, India, South Africa, and the United Arab Emirates.

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Comments

LeeWilson1980
Posted on June 21st 2013 at 2:57AM

I really enjoyed this post and coming from a content marketing background I know the importance of great content and the visibility of great content but also enjoy being reminded about it too. I found the stats really interesting and always love a good infographic! I am keen to know your thoughts on infographic content marketing - as these prove amazing for social engagement and easy knowledge sharing on the education piece. I have my own mind-set of best uses but always like an informed second opinion.

Cara Tarbaj
Posted on June 21st 2013 at 8:56PM

Hi Pam, 

I really appreciated the update on what the consumer purchase-decision is nowadays. You can tell that you have a great understanding of not just digital marketing, but the whole package of marketing in general.

Content marketing as you said, is hot. Marketers now spend 25% of their marketing budget on content marketing. Over at Wishpond, we made an infographic: The State of Content Marketing 2013 [Infographic]. It shows how companies are using content marketing to and how consumers interact with it.

Feel free to let me know what you think of it!

Cheers, 

Cara

colewiebe
Posted on July 28th 2013 at 9:45AM

Some great information Pam; particularly liked the stats in the infographic.