This document outlines Andy Crestodina's content strategy for lead generation. It discusses defining an editorial mission statement and audience, determining topics of content through keyword and audience research, using various content formats like articles, videos and collaborations. It emphasizes the importance of publishing content in multiple places and persisting with a content plan over time. The document provides examples of how to structure a content plan quarterly and create a series of content pieces around a central "anchor piece" to drive leads through search and social media optimization.
23. The best source of info on optical LANs.
We show IT buyers how to address tech and
business challenges, identify trends, reduce
expenses and improve user experiences
24.
25. Where digital marketers find practical advice
on content, analytics and web design
to get better results from their websites.
26. Where digital marketers find practical advice
on content, analytics and web design
to get better results from their websites.
27. Where digital marketers find practical advice
on content, analytics and web design
to get better results from their websites.
28. Where digital marketers find practical advice
on content, analytics and web design
to get better results from their websites.
29. Our content is where
[audience x] gets
[information y] that offers
[benefit z].
52. ...if you want to create content that achieves a high level of both
shares and links then you should concentrate on
opinion forming, authoritative content...
or well researched and evidenced content.
53. ...if you want to create content that achieves a high level of both
shares and links then you should concentrate on
strong opinions
original research
57. Three ways to produce research
1. Observation: Pick a data set. Gather data.
58. Three ways to produce research
1. Observation: Pick a data set. Gather data.
2. Aggregation: Combine data from existing sources
59. Three ways to produce research
1. Observation: Pick a data set. Gather data.
2. Aggregation: Combine data from existing sources
3. Survey: Mass outreach and analysis
96. @crestodina
Works in Search Works in Social
Answers questions Triggers emotion
Headlines with explicit benefits Headlines with curiosity gap
Long and detailed Compelling visuals
Contributor quotes
from experts
Contributor quotes
from social influencers
107. @crestodina
1. Quote and mention in an article
2. Ask for a contributor quote
3. Include them in an expert roundup
4. Invite them to guest post
5. Deep dive interview
5 Ways to Collaborate
135. @crestodina
The Anchor Piece
Office Perk Ideas from the Top 50
Workplaces
Original Research
Keyword-focused: “office perks ideas”
Charts and Graphs
Quotes from contributors, influencers
151. @crestodina
Q1 Q2 Q3 Q4
Original Research
(search optimized)
Ultimate Guide
(search optimized)
Detailed How-To
(search optimized)
Original Research
Full report Checklist Resource Guide Full Report
Video Infographic Infographic Animation
Influencer
Interview
Round Up Panel-style article
with three
influencers
Influencer
Interview
Article for Media
Site
Guest post on
industry blog
Short series for
local association
Contribute to
media column
3-5 articles 3-5 articles 3-5 articles 3-5 articles
Anchor Piece
Content Upgrade
Media
Collaboration
PR / Guest Post
Blog Posts
152. @crestodina
1. Know their audience
2. Understand topics, keywords and SEO
3. Use many formats
4. Collaborate with influencers
5. Publish in many places
Persistence and Structure!
Great Content Strategists…
165. @crestodina
“I need some marketing technology...”
Does this system connect with my database?
...integrates with the top 50 platforms
“Thanks for the help connecting to my system!”
Logos of tools
Chat with an expert about integration >>
166. @crestodina
Senior housing
Can I bring my dog?
Yes, we are pet friendly
“My puppy Buster loves his new friends!”
Discuss pet relocation with an associate >
167. @crestodina
Non-medical home care
Can you help mom with her meals?
Yes, our caregivers prepare healthy meals
“Janice cooked the salmon perfectly!”
Ask how we plan and prepare healthy meals >
170. “Questions Every Page Must Answer”
1. Who is the company?
2. What do I get?
3. Is this immediately valuable to me?
4. Is my information safe?
5. When do I get it?
6. Is this offer reliable? (Offer trust)
7. Is this company reliable? (Brand Trust)
172. What classes can I take? What degrees do you offer? Are you accredited? How long does
it take? Financial aid: Can I afford it? Are there scholarships? Can I go part time? What
can I do with this degree? Is it worth it? Are the alumni happy? Who goes to to this
school? What are the demographics? Is there wheelchair access? Is there Spanish
language support? What about demographics, diversity, LGBT? How is parking? Is it
accessible by public transit? Can I use transfer credits when I apply? Life after
graduation? What are the housing options? Where would I live? Is childcare available?
Access to faculty? Retention rates and graduation? What kind of student support is
available? What about the library? What makes this company unique? When do
programs start? What is the neighborhood like? Do I need to take the GRE test? What is
life like for students? What have the professors done? What research? Publications?
What projects can I work on? Are they paid? Is there work-study available? Is this a for
profit school? Is it part of a bigger organization? What are classes like? Is there field
study or internships? available? How long has this school been around? Can I talk to a
professor before I apply? What is the process for applications? What if I’ve never worked
in this field before? Is there a difference between the online and on-site programs?
174. What are the three questions people always ask
before hiring us or buying?
175. Questions to ask your audience. Answers to publish.
1. What was happening that sent you looking for a solution?
2. What else did you try and what didn't you love about it?
3. What almost kept you from buying from us?
4. What made you confident enough to give us a try?
5. What made X the best solution for you?
6. When evaluating X, what was most important to you?
7. What can you do now (or do better) that you couldn’t do before?
8. Give me an example of when X made a difference for you?
Source: Joel Klettke, Call to Action Conference
176. They ask. You answer.
Marcus Sheridan
The Sales Lion
190. Facts are called ‘cold and hard’ for a reason.
They don’t have the ability to warm hearts,
which is the key to changing minds.
Rob Biesenbach
Author, Actor, Speaker
196. Percent proof on a sample Amazon page
After removing the header, footer and ads...
7260 pixels of page
197. Percent proof on a sample Amazon page
After removing the header, footer and ads...
7260 pixels of page
3130 pixels of proof
198. After removing the header, footer and ads...
7260 pixels of page
3130 pixels of proof
43% of the page is proof
Percent proof on a sample Amazon page
287. @crestodina
More to think about...
• Personas
• Paid
• Marketing automation
• Workflow
• Measure, audit and optimize
288. @crestodina
How to do all this stuff...
• Content Strategy Explained in 180 Seconds!
• How to Create Your Content Marketing Mission
• A Guide For Repurposing: The Periodic Table of Content
• Content Marketing Collaboration: 5 Ways to Upgrate Your Content