Best practices for using online content marketing to improve conversations with and among your customers.
After the first dot-com bust, "content is king" was the rallying cry of any competent Web worker. Back then this revelation was novel online. Soon after, this mantra became a cliché. As it often goes with clichés, they start out as something true and meaningful. Eventually, the words become common, outlive their value, and are so overused that they're easily ignored.
Saying content is king is the equivalent of saying money is valuable; it's true but obvious. Tell that to the even the most mentally challenged Web marketer today, and you'll likely get a, "Duh, where have you been?" in return.
Nobody needs to be told content is of value. But how valuable is it?
Because there isn't a $1, $5, or $10 denomination stamped on the front of Web content, it's often difficult to know exactly how valuable content is to your company. Also, knowing content's valueisn't the same as knowing how to create it, or even how to use it.
What Is Content?
This is a critical question that often goes underexplored. If you ask most marketers, they'll answer that it's the copy on a Web site. While this answer is certainly true, it's inadequate. Content is more than copy.
We can debate the nuance of the possible answers to this question. But a good starting place is to think of Web content as the public conversation that happens between you and the visitor, whether the conversation is one-way (from you to the visitor), two-way (between the visitor and you), or conversation among visitors.
Content includes but is not limited to:
The more this content causes, persuades, or woos visitors to take a profitable action on our behalf, the more valuable it is. If it doesn't do this, it's more like bad entertainment.
Content Now Worth More Than Ever
The economic forecast remains rough for at least the near future. It's easy to make a case for leveraging existing content for all it's worth. I would also encourage you to determine the costs of content creation strategies (if you have in the past, revisit them now). You'll likely find that content creation is becoming more affordable. Many of our clients are easily making room in their budgets to try at least a few content-centered marketing tactics.
Using content as a marketing tool is obvious for those with compelling intellectual property, but it isn't just for those types any more. Almost any company or service can find a content-marketing strategy that will work for it.
An employee of mine has been looking for a home in a new area, and was impressed to find a few Realtors tweeting. He followed them. He was able to meet with one, walk through a property, and find he was from the same area as the real estate agent. Since he didn't yet have a Realtor, whom do you think he is going to choose?
Getting Started With Content Marketing
Ultimately, content marketing is about optimizing the dialogue between a company and it customers. The better, more interesting the conversation is, the more attention it attracts and the more your customers are compelled to talk and buy.
How is the conversation going with your customers?
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Bryan Eisenberg is coauthor of the Wall Street Journal, Amazon, BusinessWeek, and New York Times bestselling books "Call to Action," "Waiting For Your Cat to Bark?," and "Always Be Testing." Bryan is a professional marketing speaker and has keynoted conferences globally such as SES, Shop.org, Direct Marketing Association, MarketingSherpa, Econsultancy, Webcom, SEM Konferansen Norway, the Canadian Marketing Association, and others. In 2010, Bryan was named a winner of the Direct Marketing Educational Foundation's Rising Stars Awards, which recognizes the most talented professionals 40 years of age or younger in the field of direct/interactive marketing. He is also cofounder and chairman emeritus of the Web Analytics Association. Bryan serves as an advisory board member of SES Conference & Expo, the eMetrics Marketing Optimization Summit, and several venture capital backed companies. He works with his coauthor and brother Jeffrey Eisenberg. You can find them at BryanEisenberg.com.
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