Keep Your Content from Disappearing into the Blogroll

Your content marketing is too valuable to waste

How findable is the content on your site? If the answer is that you aren’t sure — you may have a problem. And you aren’t alone. Many marketers spend great lengths of time on content marketing. But a lot of that content goes unread. The main problem is that the people you want to read it can’t find it.

B2B content is just as vital

When we talk to B2B content creators they often lament the fact that their content — especially blog posts on corporate websites — seems to be a lone voice in the wilderness. Their point of view is expressed and then lost for all of time. The metrics make depressingly clear the irrelevance of the effort.

In B2B where a purchase is a group decision, this is an even greater concern. There are multiple decision makers that need to weigh in. It’s all the more important to have a wide variety of relevant content available that is accessible to the right people, at the right time in their journey.

Buyers crave personalization

The more you can direct individuals to content that addresses their business or functional concerns the more likely they are to buy. Infosys research suggests 31% of customers say they wish their shopping experience was far more personalized than it currently is, and 74% of customers feel frustrated when website content is not personalized.

Personalization becomes key.

A recent report from Seismic shows that personalized content helps achieve B2B objectives. 80% of respondents claimed all of their top objectives were better met when content is personalized. But many marketers avoid engaging in it because it is such a manual process.

The step ahead: automation

Automation is one way to abandon the tedious and sometimes futile work of hand-crafting content experiences and customer journeys. Behavior-based content recommendation suggests the next content piece to a viewer based on where they are at in their journey. Content can not only be found and used to answer questions, but is also offered at the moment it’s most needed.

Content marketing isn’t enough. You need content findability. You need a well cultivated content experience. Is your content well segmented for each user’s needs? Does your blog have sections so the content can be navigated? And with many different products, decision-makers and questions, you may need to bring automation to content. Otherwise, you risk your valuable content vanishing into the blogroll.

Madeline Moran

About Madeline Moran

Madeline is the Marketing Assistant for SoloSegment, an AI fueled software company that makes website conversions easier through personalized content recommendation.

5 Keys to Data-Driven Content Marketing

Content marketing is informative, entertaining, and helpful. But great ideas for content aren’t enough. Who decides they are “great”? The customer decides. How do we know the decision of the customer? Data–the more the better.

Content Marketing Starts with Creating Great Content

Your content must consist of compelling, audience-centric, findable, shareable stories. If you build it, they might not come. Content must be built with audience interests in mind so that they will find it and come share it with their peers. Once built, it must be published and promoted. Content does not market itself.

You measure the effectiveness of content marketing according to how often it is used and shared.

Content is Useful Only in Context

You can’t just create content in a vacuum. In digital media, content is only as valuable as the number and quality of references to it (links, social shares, etc.). It is more useful if it builds on existing work than if it duplicates it. It is more useful still if it is built as a part of a system of other content that answers specific questions in a several-step information journey. This is especially difficult for traditional marketers, who want to tell self-contained stories.

You measure how well connected content is, within its context, by performing link analysis.

Content Needs Information Paths

Chances are that your audience will choose a different path through your content than the path that you designed. That’s to be expected. Digital media and books are not the same. In books, it is the author’s story. The reader implicitly concedes this point and passively consumes the story according to the author’s agenda. Digital media need not be consumed in such a linear fashion. The digital reader or viewer is in control. It’s their story, and they’re piecing it together from multiple sources on the fly. This fact vexes some traditional marketers because, like book authors, they are accustomed to crafting media to be consumed serially.

You measure and track users through your content to create experiences that align with their journeys.

Great Content Speaks Your Customer’s Language

Because the audience builds their stories using multiple sources, you must use language that the audience understands. Though you want to tell your story, your story will not make sense ijn the context of the audience’s story if you don’t use common language. Coining your own terms can lead to jargon that’s confusing to your audience. It’s natural for marketers to desire unique trademarked names for their products, but when you need to explain too many words, your message loses its punch.

You learn the common language by conducting keyword research and by listening to social channels.

Content Marketing Requries a Publisher’s Reputation

As in all other forms of publishing, credibility is the currency in the digital world. A sure way to gain credibility is through transparency. Not only must you publish the truth as openly as possible, you need to avoid hyperbole and other forms of exaggeration. This can be especially hard for some public relations professionals who are used to telling only the “good stories.”

You can measure the credibility of your content by performing sentiment analysis and other forms of social listening.

Content marketing is emerging as the primary way many brands engage with audiences, to the degree that resisting content marketing has become a  career-limiting decision. For example, only 12% of UK companies do not focus on content marketing.

Perhaps data-driven content marketing’s most striking aspect is its use of data to understand the audience. Data allows marketers to provide the content they need to solve the audience’s problems and to answer their questions. Are you making the most of it?

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About Mike Moran

Mike Moran is an expert in internet marketing, search technology, social media, text analytics, web personalization, and web metrics. Mike serves as a senior strategist for Converseon, a leading digital media marketing consultancy based in New York City. He is also a senior strategist for SoloSegment, a marketing automation software solutions and services firm.