Posts tagged content marketing
Mark McGuinness of Lateral Action guest posted a terrific blog at Copyblogger: Are You a Marketing Artist or Scientist? In it he describes two distinct tribes that most marketers fall into (1) the right-brain types that like to create and find inspiration in coffee shops journaling and brainstorming about their next blog, podcast, video or creation or (2) the left-brain types that are most on fire when they get to use gadgets to crunch numbers, run split tests or compare data sets.
McGuinness explains it matters not which camp you fall into. What matters is that both camps work closely together to achieve optimum marketing outcomes for your organization. While ethereal writers can create magnetic content in itself it isn’t marketing until the scientists optimize it to be found and shared on the web.
And while marketing scientists are terrific at setting up variable data projects,analysis models and optimizing content to be keyword and SEO rich and for capturing names and IP addresses via landing pages and micro sites, they aren’t good at creating copy or content that screams read me, share me, and use me to make your buying decision right now!
You Need Both Disciplines to Succeed
McGuinness goes on to say that while at one time you could succeed with just killer content or killer PPC, now you need a mixture of the art and science to succeed. Dave Reibstein, co-author of Marketing Metrics, agrees.
Read Reibstein’s full excerpt here about blending the art and science of marketing.
Allen Weiner of Gartner for Marketing Leaders shares three companies that he feels is blending the art and science of content marketing marvelously well. In his blog post, Understanding the Art and Science of Content Marketing, Weiner gives the thumbs up to Home Depot, Nike’s Better World micro-site and The Waffle Shop.
He says all three think like publishers in blending their content with proper workflow and outcomes. Home Depot succeeded by driving 29 million DIY-ers to a YouTube video on the forgotten art of whiskey barrel making. Many showed up in the store to buy materials and give it a go.
Nike’s Better World succeeded with its content by using HTML5 to present a scrolling storyboard explaining its company’s green initiatives and The Waffle Shop doubled connects with its customers through a live stream of customers sharing comments good or bad live at a Pittsburgh restaurant.
Is your marketing organization set up so the scientists can teach the artists and vice versus? Tell us in the comments section below.
In How to Produce a Successful White Paper (Part I) you learned about the three types of white papers, how to launch a white paper like a new product launch and how the tone should be educational so as to position your company as a thought leader. In this follow-up blog, you’ll learn the pros and cons of gating your white papers behind a registration form rather than open access, your syndication options and if an ebook is the new white paper.
Pros and Cons of Gating Your Content
According to David Meerman Scott, author of The New Rule of Marketing & PR, there are two marketing camps on the subject of requiring prospects to register before downloading a white paper. The first camp believes a registration form is necessary because it allows your company to capture an email address and convert that person into a sales lead. The downside is your registration/download numbers often suffer because people don’t like to give away their emails, get spammed or lose their autonomy.
The second camp believes it is best to make content such as white papers totally free because it increases the spread of the information and therefore the interest level in their product or service.
Now let’s look at some very interesting math that Scott used when he was arguing his preference for non-gated content with a HubSpot in-bound marketer, who is in the first camp.
|Gated Content with Landing Page||Totally Free Content (no form to fill out)
|10,000 people saw white paper offer (form)||10,000 people saw white paper (no form)|
|x 5% register and download content||X 50% downloads|
|+ Zero social shares||+ 10% shares and 5,000 more downloads|
|500 email leads captured, 0 shares, 0 links||10,000 downloads, 500 shares, 25 links|
As you can see above, the gated content only got downloaded 500 times, whereas the non-gated content received 10,000 downloads, 500 social media shares, and generated 25 backlinks to the company’s site or landing page. Of course you have to factor in that the free downloads may be less valuable than those willing to give their email address, but does the sheer volume and viral effect make up for this difference in your multi-channel marketing?
Perhaps you should test both in your next campaign and determine this for yourself. It’s worth a look because Scott says opening the gates to your content can increase download volume 16x what you were getting when it was gated.
Are You Syndicating Your White Papers?
Okay, so you’ve invested in a research firm, copywriter or journalist to write your library of white papers, which are posted on your site. Now what? According to Ryan Malone, founder of Smart Bug Media, you need to syndicate that white paper. Syndication generates additional leads and you can use both free and pay sites to maximize reach and interest in your product or service.
White paper syndication services exist in just about every niche, including banking, technology, business, and IT. Here is a brief list of syndicators to consider:
http://www.idgconnect.com (IT and tech)
http://www.knowledgestorm.com (business and IT)
White Papers vs. eBooks
No surprise that Scott thinks eBooks will eventually replace white papers. He feels this way because too many companies are churning out poorly written, researched and packaged white papers. He says too many white papers are more like warmed up sales sheets. Readers are becoming fed up with the bait and switch, giving companies their confidence and emails, only to be hammered by a hard sell or flamboyant hyperbole such as flexible, scalable, cutting-edge, mission-critical, world-class, etc.
Scott goes on to say that white papers still have a purpose, but because they can’t go viral because people won’t share them, they weaken your marketing efforts.
Ebooks, on the other hand, appear to be the more vogue and hip medium of business communications. Check out the top 10 ebook downloads on Ebook3000 and answer when the last time one of your white papers got download 22,548, 16, 639, or 13,821 times.
Principles of Corporate Finance (22548)
Guide to Financial Management (11006)
Principles of Macroeconomics (10941)
The One Minute Manager (10507)
Your homework is to go through your existing white papers and tweak headlines, copy, graphs, cover pages and then submit and redistribute them as a press release to a syndication site or directly to a media outlet to ask for an interview slot on an appropriate business channel or radio talk show. Tell us about your repurposed success in the comments below.
White papers originated from governments in the roaring 20s as a way to share government policy preference prior to the introduction of legislation. Fast-forward to the ‘90s and marketers began using white papers as a way to communicate research findings about their products, services or technologies.
Used as marketing tools, these papers allow companies to help their customers solve problems. The big distinguisher and reason they are so popular is that the information is presented with an educational rather than sales twist. Facts opposed to propaganda. White papers work because buyers want to make up their own minds, do appropriate research and not be sold.
The proper definition of a white paper is an educational document that is approximately five pages long and written in a straight-forward manner with factual, well-sourced copy and graphs that establishes the company or person as an expert or thought leader. There are three types of white papers
- The Backgrounder. Describes the technical or business benefits of working with a vendor.
- Numbered List. Presents a number of points, questions or tips about a business issue.
- Problem/Solution. The classic case study format is used to walk a prospect through a solution to their nagging business problem.
Written correctly, white papers remain the most relied on content tool used by B2B marketers today. A good paper is laser-focused, clear, understandable and sanitized of any propaganda or sales speak.
“White papers remain the most effective piece of marketing collateral, with 86% of respondents finding them moderately to highly influential in the purchasing decision,” according to a Eccolo Media study reviewed inB2B Magazine.
Headlines and Wording for White Papers
The headline is imperative in your cross-channel marketing. Make it easy to scan and understand. Save your cleverness for your advertising pieces because a play-on-words doesn’t go over well in white papers, according to Marketing Sherpa. Five pivotal pieces of advice Marketing Sherpa offers are:
1. Use clear, but non-salesy wording
2. Shorter is better
3. If you must use a long headline, break it into a headline and sub-headline
4. Add “ing” to your titles. Prospects want to achieve something such as eliminating, preventing, defending, implementing, ect.
5. Run some marketing searches and statistics before naming your white paper
Think Like a Product Launch with your White Paper
Here is Malone’s 7-step launch process that he says will make your white paper a smashing success:
1.Create a strong landing page
2.Share your white paper in press release format on the wire
3.Distribute pitch letters to reporters
4.Get it placed in a publication as a bylined article
5.Pitch speaking opportunities
6.Syndicate your white paper (covered in Part II of this blog here)
7.Leverage social media
Make sure to read our Part II of this blog coming later this week, which goes into the pros and cons of giving your white papers away vs. gating them behind a form and what experts say about the effectiveness of a white paper compared to a blog.