How to Avoid the Seven Deadly Marketing Sins

Posts Tagged ‘social media’

Monday, October 17th, 2011

Here’s a cartoon from Tom Fishburne of Brand Camp. I love it because, as all good cartoons should, it reflects reality.

What should you do instead?

Get creative. Treat each new campaign as if the whole world has changed since the last one (because it has – even if the last one was yesterday).
Be aware of your competitors, but don’t imitate them. Be better. Work harder. Add more value (yes, your marketing should deliver value to your prospects).
Social media ‘likes’ are a good thing, but they aren’t the point. The point is to nurture prospects with useful and relevant content. Useful and relevant content builds trust. Trust sells.
Fancy ad shoots are fun, and sometimes they’re worthwhile… but do a cost/benefit analysis before spending your client’s (or employer’s) money.
Partnering with any affiliate who will have you is lazy and risky. Be selective. Have a good reason for linking your product/service/brand with another company’s, and research them for potential liabilities.
Don’t spam. Just don’t.
Everybody enjoys a pat on the back, but awards should be a byproduct of your efforts… not their objective.

Do you have a reaction to Tom’s cartoon you’d like to share?

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Tags: content strategy, digital relationships, relevant content, return on influence, social media, useful and relevant information
Posted in acSellerant, content marketing, content/social media marketing, digital relationships, execution, social media, trust | 3 Comments »

Attract, Optimize, Convert

Friday, July 29th, 2011

Meet Scott Frangos, our WordPress developer, and Analytics and Optimization Consultant. Scott does the coding and programming behind our content management systems, landing pages, websites, etc. He sets up Google Analytics so clients can see how well our content is working, and can optimize to improve their results.

Bob: Scott, many business people don’t really understand all the three letter acronyms that seem to proliferate around you. How about we start with your definitions?

Scott: OK. Let’s start with the more common ones. Most people these days know what SEO (Search Engine Optimization) and SEM (Search Engine Marketing) are. SEO is the development and structuring of website content in such a way that it earns high search engine rankings for chosen keywords (or search terms). SEM is similar except that you pay for text ads to be placed in search results for your chosen keywords. It’s also called Pay Per Click (PPC) because you pay when searchers click on your ad and visit your site. SEO and SEM are about getting prospects to your website or landing page.

But what do you do with your visitors once they’re on your site? You want them to Convert. This has nothing to do with religion, Bob. Conversions often mean sales. You want to convert lookers into buyers. In our case, though, a conversion can be a number of things, but usually not a sale.

That’s due to the nature of the products and services our clients sell. acSellerant works exclusively with B2B vendors, so a typical sale might cost $300,000. Not exactly an impulse buy.

That’s right. So a conversion might be registering with their name and email address to receive a case study, or to attend a webinar. To get back to the three letter acronyms, the next one would be CRO (Conversion Rate Optimization). This is where the rubber meets the road and where we can really make a significant impact on our clients’ revenue. Through various means – changing the wording of headlines, changing the graphic on a page, changing the offer (what we give them for registering), we can tweak a web page to constantly increase the number of conversions. These conversions represent a step further along the buy cycle, a step closer to a sale.

So that introduces the concepts of analytics and testing.

Yes. We have to know what visitors are doing so we can interpret their behavior and draw conclusions. I set up Google Analytics. The software is free and very comprehensive. It captures and reports mountains of data. So we need to determine which data points are relevant to conversions, and separate those out from all the noise. Then we test by changing the different components and seeing how those changes affect conversions. This really is the holy grail for marketing. It used to be extremely expensive and time consuming to test different elements to maximize response. Today, online, it’s very economical and the ROI can be enormous.

Yes. David Ogilvy would jump for joy. When he ran tests in the 60s and 70s, they had to shoot different versions of commercials, and actually buy air time and run them, to see what worked and what didn’t. Millions in today’s dollars and we can do the same thing for one tenth of one percent of the cost. Of course, we’re not working with Procter and Gamble budgets either.

It’s not only the cost that’s so much less. The time needed to make changes and test them is also greatly reduced.

OK. We have time for one more acronym. How about CMS?

That stands for Content Management System. We use the industry leader, WordPress. It was originally designed as a blog platform, but it’s evolved well past that. We build websites with it, and it solves a major issue for our clients. It used to be that whenever a site owner wanted to change the content on their site, they had to hire a programmer to make the change for them. WordPress and other CMSs give users a Word-like interface so they can build web content without the help of a programmer.

Not only does that save time and money, but Google LOVES fresh, relevant content. Google rewards, with high search rankings, websites that consistently add fresh and relevant content. And that brings us back full circle to SEO.

Before we go, Scott, how about you share some SEO, SEM, or CRO tips with our readers?

OK. I’ll give one tip for each acronym:

SEO: All signs are that Social Media is playing a much larger role in search engine rankings… remember, Google rewards relevance, and a great way to beat the scammers and gamers is to make sure real people actually value your content. So… get in the Social Media game with a smart strategy.

SEM: You don’t have to outbid the highest bidder with your PPC ads – ranking at #2 through #6 for key terms specific to your niche will get you similar results as a #1 ranking. Be specific, using three word key terms. Always keep testing different ad copy and headline versions.

CRO: Foster a culture of testing. Start with well conceived A/B tests and also Visitor Behavior testing (heatmaps, etc.). Adjust your content and your value proposition accordingly. Remember… you’re not optimizing your site, you’re optimizing visitor behavior at your site.

How about you? Are you analyzing your online traffic? What have you learned? What have you changed as a result? Do you optimize for conversions?

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Tags: B2B marketing, content strategy, relevant content, social media
Posted in acSellerant, Bob Leonard, business to business, content marketing, content/social media marketing, conversion, marketing strategy, Scott Frangos | No Comments »

9 Steps to Continuous Content Marketing Improvement

Friday, May 6th, 2011

Closed-loop marketing has been the exclusive domain of major corporations until very recently. Smaller companies with limited resources can now also reap enormous benefits from it. Closed-loop marketing is the process by which market intelligence learned during a marketing campaign is fed back into the strategy and plan; resulting in more focused targeting, more effective messaging, and improved resonance.

Until the past couple of years, closed-loop marketing could only be achieved through expensive, labor intensive market research. Imagine being able to automatically feed your prospects’ reactions to your marketing content back into your strategy, messaging process and choice of delivery vehicles. It isn’t just doable… it’s within the reach of even the smallest companies. What follows is a brief overview of the Closed-loop Marketing Process. In subsequent CMI posts I’ll dive down into each of the processes and show you step by step how it’s done.

1. Research

At the launch of any marketing campaign, it’s ALWAYS a good idea to make sure you have a realistic understanding of your product, the marketplace, your value proposition and competitive positioning. In this closed-loop process, I’m depicting a research step only at the inception. The process itself will automatically deliver new, deeper market intelligence as you roll it out.

2. Strategy

A clearly defined strategy is essential to the success of your content marketing campaign.

What are the objectives for the campaign?
Who are your prospects?
What industry are they in?
What roles and titles do they have?
What business pains are your targets experiencing (related to your solution)?
How will your product or service solve those problems?
What are the resulting benefits?

3. Buyer-Centric Processes

You can’t build relevant and useful content unless you know exactly who you’re talking to. Refine your definitions of target prospects from Step 2 into actual personas (representative individuals). Construct a map of the steps that your prospects go through in making a buying decision. Prospects have different informational needs depending on where they are in the buy cycle. Message maps identify the key messages that must be successfully communicated to prospects to move them to the next step in the buy cycle. Click on this hyperlink for more detail on Message Maps.

4. Editorial Calendar

Content marketers are publishers. Publishers develop editorial calendars to give them a road map of where their publication is going – which topics are going to be covered and when. Today we publish in many different formats. Look at your message map and determine how best to deliver your content (via blogs, case studies, emails, magazine articles, podcasts, presentations, videos, web pages, webinars, white papers, etc.).

5. Content

Prioritize using all the information you’ve gathered in the preceding steps, and start building your content piece by piece. You don’t have to create everything from scratch. Odds are you can find existing in house or third party materials that are appropriate and effective. Don’t just appropriate the content, Curate it. That means you acknowledge the source, and then put the content into context by explaining how it relates to your solution. Optimize with SEO key phrases.

6. Promotion and Socialization

Once the content is built, you need to let your target prospects know that it exists. If you have a permission-based email list, or blog subscribers, you can deliver your content directly. Otherwise you need to pull your targets to where your content is located online, or push it to where your targets are congregating in social networks.

7. Feedback

Google Analytics, click thru tracking in emails, social media monitors and other tools enable you to cost effectively see how your targets react to your content.

Where do they immediately bounce off a page?
Where do they linger and learn?
Which pieces do they forward, post, or tweet about?
Where do they convert and take your desired action?
What do they have to say in their blog comments?

For more on this, see Scott Frangos’ CMI post “How to Get Results After Creating Compelling Content”.

8. Document

To leverage the valuable information you’ve collected in the previous step, you must gather the information, organize it, and store it where you can search it and sort on it. The more information there is (and tools like Google Analytics can generate tons of it), the more you’ll need automation in the form of an integrated Customer Relationship Management (CRM) system.

9. Analysis

Once you have the market intelligence you’ve gathered in a format that’s easily manageable, it’s time to measure how you did. This is an analysis process that translates the market intelligence into action items to course correct and tweak your campaign.

Where did you do well?
Where could you have done better?
What should you change regarding your target descriptions, personas, message map, vehicles and content?

Today’s buyers are moving targets. Their needs and issues are constantly evolving. The economic environment is always changing. Technologies are continually being developed and upgraded. So it makes sense that our marketing campaigns should also morph in an attempt to keep up.

Closed-loop marketing is ideal for B2B marketers who need to nurture prospects over extended periods of time. By continuously analyzing customer responses and refining your communications process and messages, you can adjust your campaigns to deliver highly targeted, relevant and effective marketing content.

I’m a contributor to the Content Marketing Institute blog. This blog post first appeared there:

http://www.contentmarketinginstitute.com/2011/04/content-marketing-improvement/

Look for my blog posts on the steps of the Closed-Loop Content Marketing Process and on Content Curation at CMI.

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Tags: B2B marketing, Bob Leonard, content strategy, custom publishers, relevant content, social media, useful and relevant information
Posted in acSellerant, Bob Leonard, content marketing, content/social media marketing, market research, marketing strategy, new product launch, product marketing | No Comments »

Content Curation from Source to Influence in Five Steps

Wednesday, April 27th, 2011

I’ve been doing “Content Curation” for years. Ever since the internet and email have been widely available tools, I’ve been sharing bits and pieces of information I found interesting, thought-provoking, or just plain entertaining; and I shared with colleagues, friends, clients and prospects. Over time, I learned that it’s a great way to keep top of mind with clients and prospects without being ‘salesy’. I deliver timely, relevant and useful information to them in easy to consume bites. The timing is serendipitous – it depends on when I happen to run across something meaningful. It might be a single day between curated missives, it might be a month.

My forwarded curations are also highly personalized. I rarely blast an item to a long list of people. The vast majority of the time I send a tidbit to a single individual, or a small handful of people. The information is highly relevant, meaningful, and hopefully valuable to these people. I’ve trained them to look forward to these tidbits so my ‘open and read rate’ is very high.

That’s on the personal level. Curated content can also be an important input into more formal marketing communications/content marketing campaigns designed to inform and gently persuade regarding products, services and solutions.

So how’s it done? Something like this:

Step 1: Identify Your Topics of Interest

What topics make sense for your company and product set?
What peripheral topics might be of interest to your sphere of influence? What industries are they in? What types of technology do they manufacture, purchase or use in their businesses? Are there political or regulatory issues that affect them?
Is there a specific niche in which you’d like to position yourself as a thought leader?

Step 2: Select Your Search and Aggregation Tools

There are many tools available online. I prefer to use a limited number of these, paying particular attention to the search terms I develop. The more ‘advanced’, selective and sophisticated your search terms, the fewer results you’ll get, but those results will be more valuable and relevant.

Google, the king of all things search, has many free resources that can help you to become an ‘advanced’ searcher. Spend two or three hours to learn this skill. It’ll save you hundreds of hours over the next decade.

Tools to use to find relevant information, aggregate it, organize it and deliver it to your constituents:

Addictomatic.com
Digg.com
DuckDuckGo.com
Google.com/Alerts
Google.com/Reader (set up via RSS feeds)
HootSuite.com
IceRocket.com
LinkedIn.com (group discussions)
Paper.li
Scoop.it
SocialMention.com
StumbleUpon.com
Technorati.com
TweetDeck
Twitter.com

There are many others. The point is to select the subset that you like, and then set them up correctly. They’re just tools. You want them to help you find the nuggets of gold hidden in the vast mountains of available information.

Step 3: Gather

Once your tools are set up, the information will be delivered to you daily. It’s up to you to skim and scan, trash and save, read and contextualize.

Step 4: Organize

You can get as detailed as you want about this. I think it’s a matter of personal style, plus the amount of data you’re dealing with. Obviously, the larger the amount of information, the more you’re going to need to categorize it, perhaps creating sub-categories and metadata to enable efficient searches. My personal style is not terribly organized, and I find this is helpful (in this context). My brain tends to sift information and make connections that wouldn’t normally occur in an organized taxonomy.

I do organize my curated content by target audience, though.

Step 5: Share

There’s no point in doing all the above (at least from a marketing perspective) unless you deliver the appropriate (and relevant) information to your various constituents (individuals, small groups, distribution lists). Remember – what’s useful and relevant to one person is irrelevant and useless to the next.

You might deliver to individuals in an informal, unscheduled way via email. For groups of people (aggregated by shared interests) you might use newsletters, social media (including blogs), podcasts, etc. and disseminate on a pre-determined schedule (once a day, week or month). What’s important here is to assess the content, and assess the audience; then select the appropriate vehicle and frequency.

Attribution

There’s an old adage – “If you take from one information source, you’re plagiarizing. If you take from twenty information sources, you’re researching.” There’s a spectrum of content curation ranging from direct quotes all the way to completely re-thought, re-contextualized, re-written material. All are equally valid… as you approach and reach the direct quote end of the spectrum, you should attribute the source including author and publication.

Did I miss anything? Are there any helpful tactics or tools that you can’t live without in your content curation endeavors?

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Tags: B2B marketing, Bob Leonard, business to business marketing, content strategy, execution, return on influence, social media, useful and relevant information
Posted in acSellerant, business to business, content marketing, content/social media marketing, digital relationships, execution, social media, trust | 1 Comment »

Helping B2Bs Execute Social Media

Tuesday, February 15th, 2011

Content Strategy Provides a Social Media Roadmap

Successful execution of social media programs is an issue for SMB B2Bs, but it can be done. Post Four in our series is Content Strategy. This is timely in that I’m doing just that – developing a content strategy and a blog post (editorial) calendar for a client this week. They didn’t understand the need for this step. I convinced them that what seems like an additional task will actually save significant time and effort over the long run. It is SO MUCH easier to come up with useful and relevant content each week when you’ve taken the time to map it out up front.

Development of a content strategy plays a key role in successful execution of a social media program. Whether you communicate to your audience via a blog, Twitter or social networking sites like LinkedIn, the only true way to build relationships with a growing network is to listen, engage and provide content they find valuable.

Capturing insight about your audience in a social media context can be accomplished through:

Participation in appropriate online discussion groups,
Social media monitoring tools, and
Surveys and polls.

If the objective for your social media efforts is to sell more products and services, become a resource to help your audience make smart buying choices regarding configuration and integration. Give them information re how to leverage your products and services in ways that will make them heroes in their companies. Give them information that’s relevant and useful to them in their business. Over time your knowledge and tools will help them accomplish their goals and, in turn, they’ll see your company as a valuable resource.

In this age of Web 2.0, those who are active in social media are essentially publishers. Content creation plays a key role in your social media strategy. One way to ensure you publish consistent, unique content that:

speaks compellingly to your target audience,
extends and amplifies your marketing messaging, and
aligns with your target keyword concepts;

is to create an editorial calendar. Social media publishing platforms like blogs can use content schedules (aka editorial calendars) to serve as a guide and keep messaging aligned with your overall content strategy.

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Tags: B2B marketing, business to business marketing, content strategy, digital relationships, execution, LinkedIn, relevant content, social media, social networking sites, trusted advisor, Twitter, useful and relevant information
Posted in acSellerant, Bob Leonard, business to business, content marketing, digital relationships, execution, social media | 1 Comment »

Make Social Media Easier with Target Personas

Thursday, February 3rd, 2011

Different Content for Different People

This is the third in a series of blog posts where I deconstruct the social media marketing process in order to solve the content development problem. The number one cause of social media marketing failure is poor and/or inconsistent content development. This is especially acute for small to mid-sized B2B companies. Why? Because…

SMB B2Bs don’t have the resources that large companies have to do the requisite content development.
B2Bs sell complex products and services to professional business people; so their content must be concise, compelling, relevant, useful and (hopefully) entertaining – not an easy task.

You can’t create compelling content if you don’t have a clear idea of who you’re communicating with. What’s relevant and useful to one person is irrelevant and useless to the next. Target personas should include current customers, as well as prospects. I develop one persona for both customers and prospects. If you have more than one type of product or service, you should create a persona for each product line (and probably a different corporate voice and SM profile for each too).

You Want More of Your Best

If you haven’t created a clear profile of your most desirable prospects, this process can help you do that:

Take a look at your list of current customers. Which are your most profitable? Which are the most fun to do business with? (It’s always interesting to see the overlap between these.) Put this subset of customers into a spreadsheet and score them on a list of demographics (age, location, industry, role/title, size of business, etc.) and psychographics (attitudes, beliefs, values, personality type, buying motives, etc.).

Let’s say, for example, you determine that your prime prospect has the following attributes:

lives in the Midwest
is between 35 and 55 years old
works in a small (10 to 50 employee) credit union or community bank
is the COO, VP, (person in charge) of Operations
is male
is married and has school age children
is active in his community
and makes buying decisions based on how they might affect his career.

You now have a good idea of who your best target is, what his interests and concerns are, and how you can motivate him. Some people even name their primary persona (I named mine ‘Erica’). Print out this list of attributes and tack it up where you can read it from your desk chair. Before writing a blog post, or tweeting, or contributing to a LinkedIn discussion, review that list to remind yourself who you’re conversing with. It makes the process much easier. Try it and see.

Please let me know if you have any other targeting tips that help you in developing content, or if you decide to try this process, let me know how it works for you.

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Tags: acSellerant, b2b, B2B marketing, Bob Leonard, business to business marketing, content strategy, custom publishers, digital relationships, execution, LinkedIn, relevant content, return on influence, social media, social networking sites, trusted advisor, useful and relevant information
Posted in acSellerant, Bob Leonard, business to business, content marketing, digital relationships, execution, social media, trust | 6 Comments »

How to Get Over the Social Media Content Hump

Tuesday, January 11th, 2011

I wrote a blog post a week ago that obviously touched a nerve. “B2B Social Media’s Big Not So Secret” garnered the most traffic of any blog post I’ve ever written. David Meerman Scott tweeted the post – that certainly goosed my traffic. I also received a few comments and a flurry of phone calls and emails. 99% of the feedback was supportive of my premise, which was:

“Small to medium sized B2B companies are not realizing the benefits they should from social media marketing due to problems with execution.”

OK. Fine. I have agreement on the above premise. So what? How does that help the companies affected? Well, admitting to the problem is always the first step, isn’t it?

I’m going to devote the next several blogs to this topic. I think I have some helpful hints for the client companies, and the agencies and consultants working with them. I by no means have all the answers, though. So I invite all to comment with any insights you’ve garnered.

Here’s my editorial content list for this series of posts:

Research – the good news is that social media enables ‘lurking and listening’. It’s easy to find and listen in on the relevant conversations that are occurring. The bad news is that this is time consuming. The conversations evolve and you need to keep up to date. Ideally all stakeholders will have their ears and eyes on the appropriate conversations. A (formal or informal) back channel needs to be established for information sharing.
Involving client personnel in the process. This is a biggie. They’re busy people, and they’re crucial to the success of any content marketing or social media endeavor. They need to understand this (the best way is for the CEO to make it a priority). I specifically target sales people because they know what questions prospects need answered, what objections need to be overcome, and the competitive land mines that need to be defused.
Development of target personas. You can’t create compelling content if you don’t have a clear idea of who you’re speaking to. What’s relevant and useful to one person is irrelevant and useless to the next. Target personas should include current customers, and targeted bloggers/media/PR types in addition to prospects.
Determine your content strategy and who is responsible for executing each task. Include an editorial calendar, deadlines, information sources, etc.
Messaging – what specifically do you want to communicate to each target type, and what do you want them to do (what constitutes a ‘conversion’)?
Include distribution, outreach and socialization… the mechanics of how you’ll get your quality content in front of your target audience.
Develop a feedback loop. We’re back to listening here. Track blog comments and reply to them when appropriate. See who retweets or mentions your content in discussions. Make it somebody’s job to document and enter into the CRM system (there are tools available to automate this process).
Budget accordingly. Social media is an extremely cost effective marketing tool, but it isn’t free or even cheap. Understand that it requires a significant investment of time. Ensure that the people assigned are sharp and experienced enough to make this a successful endeavor.

Please let me know if I missed anything (I’m sure I have). We’ll take one topic at a time and within a couple of months, we should have a blueprint to follow to ensure our carefully developed social media strategies are executed successfully.

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Tags: acSellerant, b2b, B2B marketing, Bob Leonard, business to business marketing, content strategy, digital relationships, execution, return on influence, social media, social networking sites, useful and relevant information
Posted in acSellerant, Bob Leonard, business to business, content marketing, digital relationships, execution, marketing strategy, Sales and Marketing alliance, sales enablement, social media, trust | 7 Comments »

Posts Tagged ‘social media’

What should you do instead?

1. Research

2. Strategy

3. Buyer-Centric Processes

4. Editorial Calendar

5. Content

6. Promotion and Socialization

7. Feedback

8. Document

9. Analysis

Step 1: Identify Your Topics of Interest

Step 2: Select Your Search and Aggregation Tools

Step 3: Gather

Step 4: Organize

Step 5: Share

Attribution

Content Strategy Provides a Social Media Roadmap

You Want More of Your Best

Info re acSellerant

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