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WHICH WAY IS UP? We
think we don’t know how… Convincing us that our story isn’t very interesting Producing derivative, unoriginal content We THINK we can’t create enough So, it’s not the most valuable use of time Perpetuates the belief that we can’t be creative Urges us to outsource all our content creation
170,000 – SAG Members 90%
Unemployed 2% Make $200k+ --------------------------- 60 A-List Actors… 5 Million new businesses a year. 50,000 get $$$ 1% achieve a successful exit --------------------------- 150 A-List Businesses ($100m+) 1 In 3,000… 1 In 500… 1 In 33,000
The Promoter “While our access
to raw information has grown exponentially, our time to process this information has declined rapidly, which has placed an unprecedented premium on the act of meaning-making.” - George Dyson
The Promoter Content that we
create that facilitates the sale of our product or service. Examples: The web site, our pitch, one-sheets, case studies etc... Attributes: Core messaging, high velocity, talks about US. T argets: Our audience needs & wants Drives: Commitment
The Promoter Best Practices…. Tim
Reisterer – Corporate Visions (Concrete, Context and Contrast) Michael Weiss – Pitch Elevation (How to win the deal) Nancy Duarte – Resonate (Persuading audiences to commit)
The Preacher “More contact means
more sharing of information, gossiping, exchanging, engaging – in short, more word of mouth.” -- Gary Vaynerchuk “We have embarked upon the world’s largest and longest cocktail party, and every issue imaginable is up for grabs.” -- Geoffrey Moore
The Preacher Content we create
to drive awareness of our approach. Create content in order to be found and evangelize our ideas. Examples: The blog, the social media channels. Attributes: High velocity, Findability- driven, Awareness-focused T argets: Discovery & Awareness Drives: Engagement
The Professor When you can
do the common things of life in an uncommon way, you will command the attention of the world. --George Washington Carver “If you sell something, you make a customer today. If you help someone, you may create a customer for life. --Jay Baer
The Professor Content that we
create to build trust, establish our differentiated approach, and build relationships Examples: Any content that provides “Youtility” T argets: Audience interests & passions Drives: Meaning
The Professor The power of
story resources… Jay Baer - Youtility (Content so good you’d pay for it) Ann Handley & CC Chapman – Content Rules (Share or solve; don’t shill)
The Poet “Just because I
don't care, doesn't mean I don't understand.” --Homer Simpson "Sometimes a scream is better than a thesis.” -- Emerson
The Poet Content we create
to bind our brand to our audience’s belief systems. Content that connects emotionally in order to create afﬁnity Examples: Videos, pictures, any content that connects to feelings. T argets: Feelings & Beliefs Drives: Emotionality
The Poet Best practices… Robert
Rose – Content Marketing Institute (What I mostly blog about…) Carla Johnson – T ypeA Communications (B2B Brand Storytelling) Thomas Asacker – Business of Belief (Change your behavior and your behavior will change your mind) Youngme Moon – Different “marketing has become the soundtrack of our generation.”
Putting It All T ogether
A B2B – T echnology Company The PLAN Spec-Sheets, Case studies, PDF’s, emails, news-events… All the usual stuff. The DO Changed to storytelling and focusing on the experience… The CHECK Fueling sales enablement better – sales teams better enabled. THE ACT Content marketing for awareness purposes – more leads.
Putting It All T ogether
A B2B – T echnology Company The PLAN New blog team - 3 How-to articles weekly. T 5 reasons op blog posts daily – High velocity content shared through social media The DO Focusing on getting SEO results, and being found for new lead generation The CHECK T 10 across across 20 keywords and phrases. 100% op increase in trafﬁc. 50,000 followers across social channels The ACT Lead quality – and ﬂattened SEO results… What’s next?
A B2B – T echnology
Company The PLAN Decrease velocity – higher priority on helpful, tent-pole pieces. Research Studies, aggregated customer data, industry expertise. The DO Focus on quality of leads, increasing education of customer of ALL services, raise “quality” of Net Promoter score for existing customers The CHECK Increase both number and quality of leads, anecdotal evidence of customer satisfaction – greater cross-sell opportunities. The ACT Re-brand under-way, want to connect more deeply with SMB’s and new markets
A B2B – T echnology
Company The PLAN Add in special, focused videos and content directed to the “owners” of the businesses the focus on. Connect emotionally with brand. The DO Focus on what it’s like to have to make decisions about handing business to children, make decisions about expansions, retire…. Feature real stories. The CHECK Just starting….. The ACT How to integrate these things together?
Brand Storytelling Magic In The
Mixing Most common Content marketing Story-Driven Content Creation It’s a Spectrum Not A Pie Very difﬁcult to achieve well. Most common Content marketing mistake
“Curation was a great way
for us to build Audience and critical mass – but it was the addition of original content that enabled us to develop the distinctive Adobe point of view. That helps us position our employees as thought leaders in the space – and ultimately helps us inﬂuence it.” -- Timothy Moran, Editor in Chief