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Posts Tagged ‘content’

They Won’t Bite: How talking to customers helped Dell EMC turn its content strategy around

October 12th, 2017
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“What we were finding was that a lot of our content was very product focused, and really quite technical. It’s not that we didn’t need that, but we weren’t engaging with customers at the top of their decision making,” said Lindsay Lyons, Director, Global Content Strategy, Dell EMC.

Lyons and her team came to the same content revelation that many marketers do — “we were talking about what we wanted to talk about, and not talking to customers about what they wanted to talk about,” she said.

In this content effort, they overhauled production efforts to ensure that content went through a stringent and honest assessment. This ensured that the content was not only in the tone that customers wanted to speak in but also in the spaces that they were already interacting in.

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Insta-famous: 4 quick tips on how to build your brand’s Instagram profile

June 16th, 2017
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Instagram is a great space for marketers. Brands and friends are freely intermixed, and the platform has a light, fun vibe, and there is an emphasis on creativity.

This is a space where, when done correctly, you can be counted among your followers’ favorites. They’ll look forward to your brand’s posts, or click to view your stories, more than any of their real-life friends.

Read these four tips to get a jump on how to take your brand to another level on Instagram and get in with the platform’s cool kids — some of whom are actually giving these tips.

Tip #1. Interact with other brand Instagram accounts

After BBC Earth and 500px discovered a natural overlap between their two communities, they decided to shake things up and offer Instagram followers a different perspective.

500px users are a full range of photographers, from those just starting out to professionals. BBC Earth has a photographer following as the natural history brand for the British Broadcasting Corporation.

They created an opportunity to bring each other’s content to a wider audience in a week-long “Instagram takeover.” The two brands posted content for each other for a week, bringing each other’s community and conversations with them.

“We saw this Instagram opportunity as a way to show off our community to the world, in particular [to] the 500px community of really highly skilled photographers,” said Kara Segedin, Community Executive, BBC Earth.

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Snapchat Do’s and Don’ts from HP’s session at MarketingSherpa Summit 2017

April 21st, 2017
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Throughout my tenure at MECLABS Institute, parent company of MarketingSherpa, I’ve worn a lot of hats. I have been the managing editor of MECLABS.com, produced web clinics for MarketingSherpa’s sister site, MarketingExperiments, and currently serve as a senior manager of digital analytics, where I help our Research Partners make sense of mountains of customer data.

Perhaps my most cherished responsibility, however, has been to act as the resident Snapchat journalist around the MECLABS campus. Whether the office alligator is sunning himself beside the lake, a company-wide ping pong tournament is taking place, or we’re surprising Aimee Reynard, Senior Events Manager, on her birthday at Summit, if something interesting is going on, I consider it my duty to spread the word to my coworkers via Snap.

For this reason, I jumped at the opportunity to work with Frank Danna, Content Director, Softway and Stef Brower, Global Social Marketing, HP on their MarketingSherpa 2017 Best Practices session, “Navigating the Complex (and Weird) Landscape of Snapchat: An inside look at HP’s Snapchat journey.”

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Social Media: How to make [the right] friends and influence people [who matter]

March 13th, 2017
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It’s one of those randomly attributed phrases that people throw around in social media: “Why fit in when you were born to stand out?”

We’ve all probably randomly scrolled past that phrase and ones like it a thousand times. But for some reason, reading that today on LinkedIn got me thinking — why do so many brands just follow the status quo for social media when the space is made so that the user can stand out from the crowd?

There are so many different ways to reach out not only to your customers as a whole, but to maybe even excite a niche crowd. Here are three of those ways:

Tactic #1. Pioneer uncharted platforms — go where competitors aren’t

In navigating the competitive marketplace for high-end jewelry, the team at Brian Gavin Diamonds needed a cost-effective method to help them stand out.

At MarketingSherpa Summit 2016, Danny Gavin, Vice President and Director of Marketing, Brian Gavin Diamonds, discussed how the team wasn’t afraid of going somewhere the competition had yet to explore to do that.

This attitude led them to Vine, a social app that allows for six seconds of looping video clips.

“The natural paths of marketing can be more expensive. We turned to social,” he said. “No one in the jewelry business was using Vine. It was a wide-open playing field.”

There’s a reason no one else had dared — six seconds is not a lot of time to tell a story and sell customers.

The team came up with a four-part strategy to their Vine videos to surpass that hurdle:

  1. Don’t oversell
  2. Be true to the platform
  3. Be timely and relevant
  4. Distill

This Vine video follows that strategy by quickly showcasing what the company can do with the caption: “From idea, to design, to the custom engagement ring of your dreams … Brian Gavin Diamonds is a cut beyond brilliant.”

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Content Marketing 101: How to write compelling content in five tips

February 16th, 2017
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Picture your ideal customer deciding where to spend his or her time and energy. They want something good for even a small time investment. Your headline, emphasizing value, gets their attention. They invest a click and continue reading.

That is the ideal scenario. But once your customer has clicked through to your full content, that’s when the real battle begins. How do you make it so impactful that not only do they read the whole thing, but they actually stay on your page and continue through the funnel?

Tip #1. Never bury the lead

We all know abstractly that people are busy, with a lot of other content competing for their attention. But when it comes time for pen to hit paper (or fingers to tap keys), many marketers don’t know where to begin.

There’s no need to be mysterious — tell them why they’re here and why they should stay. For example:

Why you’re here: You’re trying to find some marketing content motivation and/or tips.

Why you should stay: I have four additional tips coming (and boy are they good!), honed from years of writing over 2,000 pieces of (mostly) successful content for MarketingSherpa.

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5 Inbound Marketing Hacks Your B2B Company is Missing Out On

February 6th, 2017
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There’s a common misconception that B2C marketers get to have all the fun. Learn how to kick off your B2B marketing shackles and grow your business with these five inbound marketing hacks, taken from six proven case studies with your peers.

Hack #1. Cannibalize your content

When it comes to content marketing, robbing Peter to pay Paul isn’t going to get you fired. It might even get you promoted.

If robbery and cannibalism harsh metaphors for you, consider it recycling. Saving your marketing team’s environment one piece of content at a time.

When your social media team creates a cool and valuable infographic, don’t just let it die after it moves down the Facebook wall. Shock some electricity into it, call it reborn, and send it out in an email send. Build a blog post around it. Heck, build a white paper around it and drive downloads.

A great example of this tactic is what SAP was able to do in building a full complement of industry-specific white papers, infographics, blogs, surveys, presentations and email promotions for its 19 industries.

While the customer-focused team at SAP wanted the content to be specific to each industry, within that industry, they wasted nothing and converted information to appeal to people’s different preferences for digesting information.

Read the full case study: Inbound Marketing: How SAP drove 9 million impressions with targeted content campaign

Hack #2. Remember that you’re talking to a person, not an entity

When developing campaigns, remember that while you technically cater to businesses, you’re actually talking to one, or maybe just a handful of people.
In other contexts, they’re B2C consumers, and are beginning to expect that type of human-to-human communication from you as well.

Take Nextiva, a cloud-based communications company, that deals with companies that range from “your local mom and pop shop to fortune 500 companies with thousands of employees,” according to Max Anderson, Video Producer, Nextiva.

The company dedicated itself to stellar customer service as a way to set it apart from competitors, which they found difficult to do over the phone. So Nextiva decided to break the barriers of traditional B2B customer service and began recording personalized videos.

1 customer responses

“In today’s digital age, it has become increasingly hard to provide a level of face-to-face interaction, and we have found that our video responses have helped bridge that gap,” Max said.

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How a Healthcare Software Company Used Behavioral Marketing to Exceed Lead Targets by 400%

January 30th, 2017
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As marketers, when we hear the term “personalization,” we’re conditioned to think, “Hello [recipient name], I really looking forward to sharing with you some ways that [company name] can best serve you.”

Though these methods may have increased opens and clickthrough a decade ago, they are no longer capable of working magic on their own. In short, customers have figured us out.

We all know that email can be effective at driving demand. The challenge is knowing exactly how to craft our emails in such a way that they are immediately relevant to our prospects.

How deep should you segment? How do you figure out the right message to send to each segment?

In this interview at MarketingSherpa Summit 2016, Jeremy Mason, Director of Demand Generation, SCI, will discuss his takeaways from how his team redefined their primary buyer personas and launched a triggered email nurturing program based on prospect depth, role, readiness and behavior.

SCI Solutions, a Seattle-based company that offers software to hospitals and other medical facilities, is faced with an impossibly crowded marketplace. The contact information for every buyer is easily available, and open rates across the industry are less than 1%.

To combat this, Jeremy and his team combined the most effective aspects of persona-marketing and trigger-based marketing to create a truly individualized behavioral marketing plan. Read more…

Trust Your Customers to Raise Their Hands: How to use non-gated content to more than double high-quality leads

January 20th, 2017
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Challenged to measure ROI on every program and hit a certain number of leads per month, some marketers make potential customers fill out forms to get access to gated content.

Instead of forcing form fills, Chris Keller, Vice President of Marketing, Health Catalyst, and his team set their content free in order to increase shareability and lead quality while more than doubling leads during a three-quarter period.

“We’re trying to be the non-marketing marketing group,” Chris said. “We’ve taken a controversial approach to educating the market.”

For Health Catalyst, a healthcare analytics company, aggressively educating customers was a key aspect of its strategy to deliver a high-growth pipeline of leads. However, in a crowded healthcare IT market, Health Catalyst wanted to establish leadership, not generate cold leads.

This led the team to take a different approach: as few lead forms as possible. Because they wanted a pipeline of sale-ready leads, they put their trust in prospects to raise their hands when they were ready.

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How HCSS Used an Interactive Contest to Increase Web Traffic 800%

December 9th, 2016
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Pretty often with complex B2B products and services, it can be difficult, even for customers to show off the intricacies and value of the entire process.

With more than 4,000 construction companies and 45,000 end-users on HCSS software, the company was looking for a way to leverage clients’ stories and turn them into usable and compelling content.

 

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How to Take Storytelling Risks Through Publishing

October 7th, 2016
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“Brands suddenly realized, 30-second spots aren’t working. There’s got to be a better way for us to tell a story,” Morgan Spurlock, Academy Award-Nominated Director, Super Size Me, said in our MarketingSherpa 2016 Media Center interview. “That’s when they started looking at creative ways to make content tell stories.”

Since making POM Wonderful Presents: The Greatest Movie Ever Made, where Morgan worked with brands to finance the entire film, he’s realized that there are a plethora of compelling brand stories to tell. It’s just a matter of recognizing them. He’s worked with companies like General Electric, Toyota and Haagen Daz doing short film series.

“The beauty of where we are right now, as a content creator is, you can tell stories everywhere now,” he said. “There’s this incredible access to short-form digital content, we can tell a story that’s two minutes, three minutes, and find an audience for it. Not only find an audience for it, but have it be seen world-wide by millions of people.”

A fantastic recent example of how brands are doing this is with Starbucks’ Upstanders series.

According to the site, “Upstanders is an original collection of short stories, films and podcasts sharing the experiences of Upstanders – ordinary people doing extraordinary things to create positive change in their communities. Produced by Howard Schultz and Rajiv Chandrasekaran, the Upstanders series helps inspire us to be better citizens.”

With absolutely no mention of coffee or the brand within the stories, this content is able to connect with something positive and real in the communities the company works in. These stories focus on people who serve their communities with more than just coffee.

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