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Content Marketing Personalization: Build Relationships At Scale

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Check out the blog version here: http://www.b2bmarketinginsider.com/content-marketing/content-marketing-personalization -

I know you’re wondering “what the heck is content marketing personalization?” I promise I will get to that. But first, I want to tell you a brief story I am pretty certain you can relate to.

I went to the doctor a few weeks back. He asked what line of work I was in. I told him I was in marketing. He said, “that’s like sales, right?” I told him “no.” That’s not what I do.

After a pause, he said emphatically, “oh you help make those ads on TV that I hate.” I told him “no” again. I laughed a little. But then I struggled to explain to him exactly what it is that we do in marketing.

I believe that we help businesses build relationships with new customers. We join the conversations around our topic that are already happening. Marketing is about conversations and building relationships.

But I struggled to explain that to my doctor. Ask most people what marketing is, and they will tell you it is an ad. Or a billboard. Or the color of your logo.

Marketing Today Is Broken

Marketing cannot continue to be about ads. Ads we tune out. Ads we hate.

Marketing Starts With Answering Why

Marketing Must Focus On Customer Value

"Customers" Means Real People

The Metrics We Use Today Barely Scratch The Surface

Deliver the right message to the right person at the right time? You would be a content marketing rockstar!!!

Published in: Marketing

Content Marketing Personalization: Build Relationships At Scale

  1. The Personalization of Content How to Use Content To Build Relationships At Scale Michael Brenner @NewsCred – Head of Strategy @BrennerMichael #C2C15
  2. #C2C15 Content marketing trends I started preparing for this presentation the way I start most things: with a search
  3. #C2C15 I landed on this page with a weird quote and an ad!
  4. Oh no! An auto-play video ad!!!
  5. #C2C15 And a survey . . .
  6. #C2C15 Oh great. I have to hit “Continue” 3 times
  7. 7 I have no patience for useless things.
  8. It’s not all bad, right? #C2C15
  9. #C2C15 This picture was so widely shared because it was fun!
  10. #C2C15 More brands are trying to act like real humans
  11. Marketing has a marketing problem! #C2C15 But most people still think marketing is a banner, a billboard, a honk and a siren.
  12. 73% of people surveyed wouldn’t care if the brands they use disappeared from their life. #C2C15 *Co.Exist
  13. #C2C15 People don’t buy what you do. They buy why you do it.” Simon Sinek ” “
  14. #C2C15 What separates the best performing companies from the rest?
  15. #C2C15 Jim saw a clear answer . . .
  16. Companies who focus on connecting with their consumers have a growth rate triple that of their competitors.3X #C2C15 That’s pretty clear: focus on messages based on your brand purpose not what you sell!
  17. 60-70% of marketing content goes completely unused. #C2C15 *Sirius Decisions
  18. #C2C15 Most of our content is just floating in the wind. But it’s not totally our fault, right?
  19. Behind every piece of bad content is an executive who asked for it. ” “ #C2C15
  20. 80% of CEOs are unhappy with CMOs. #C2C15 *Fournaise Group
  21. There’s been a fundamental shift in the way we create, consume and share content. 200 MILLION pieces of content are shared every day 1.8 BILLION photos are uploaded and shared 700 MILLION snapchats are sent 500 MILLION tweets are posted #C2C15
  22. We tune out the noise. #C2C15
  23. 90% of email is unopened 86% of TV ads go unwatched .01% of banner ads are ever clicked on #C2C15
  24. The first online banner ad - 1994 #C2C15 This banner had a 44% click- through rate!!!
  25. Banners Today? You are more likely to . . . #C2C15
  26. Banners have 99 problems and a click ain’t one. ” “ #C2C15 Since 99.9% of us ignore banner ads, you could say…
  27. We need to stop interrupting what people are interested in and be what people are interested in. Craig Davis ” “ #C2C15
  28. Our identity is defined by what we share. 68% of people share to give others a better sense of who they are and what they care about. *New York Times, 2014 #C2C15
  29. Behind every tweet, share, visit and purchase is a person, like you and me. #C2C15
  30. We need to redefine marketing by putting people at the center. #C2C15
  31. Content is core to who we are. #C2C15
  32. PeopleBrand Purpose What Customers Want #C2C15 We need to put people at the center
  33. Content Marketing is all the Marketing that’s left. Seth Godin ” “ #C2C15
  34. #C2C15 Content Marketing ROI is 4X our traditional marketing spend. ” “ Julie Fleischer, Kraft
  35. Old way Brand-led Ad campaigns Demographics New way Customer-driven Continuous content People Marketers are taking a new approach.
  36. The metrics we use today barely scratch the surface. PAGEVIEWS PURCHASES PATHS TO SALE TOP PAGES GOAL CONVERSIONS REPEAT VISITS RETURN VISITS CLICKS UNIQUES SUBSCRIBERS CONVERSIONS COMMENTS LIKES TWEETSSHARES BOUNCE RATE TIME SPENT PAGES PER VISIT SESSIONS
  37. You don’t know anything about me.
  38. It’s not about more people. It’s about the right people. And using data-driven insights to reach the right people at the right place and the right time. #C2C15
  39. #C2C15 This is business-decision maker Bob
  40. #C2C15 This is technical Tom
  41. #C2C15 Hey, what’s up Millennial Mike?
  42. #C2C15 Social Sally is always chatting up her friends.
  43. What is going on?
  44. Do you really know your audience? • Who they are? • What they want? • Where they spend their time? • How they engage with your competitors? #C2C15
  45. So how do we use content to build relationships at scale? #C2C15
  46. How To Use Content To Build Relationships At Scale Know your audience. Understand who your audience really is and what they want. 1 Make smarter decisions. Make owned, earned, AND paid media work harder through intelligent feedback loops. 3 Know what content works. Get an in-depth look at the content journeys of your audience and understand what sticks. 2 #C2C15
  47. • Drive visibility and awareness as prospects enter buyer journey • NewsCred Audience Insights • Market to consumers during research phase • Marketing Automation • What people buy • POS Stage Tactics Tools Awareness Retain Evaluation Purchase • Who bought it • CRM / Loyalty Social Listening • Hot topics, Influencers, etc.
  48. • Drive visibility and awareness as prospects enter buyer journey • NewsCred Audience Insights • Market to consumers during research phase • Marketing Automation • What people buy • POS Stage Tactics Tools Awareness Retain Evaluation Purchase • Who bought it • CRM / Loyalty Social Listening • Hot topics, Influencers, etc. Most efforts to build relationships start too high or too low in the buyer journey.
  49. • Drive visibility and awareness as prospects enter buyer journey • NewsCred Audience Insights • Market to consumers during research phase • Marketing Automation • What people buy • POS Stage Tactics Tools Awareness Retain Evaluation Purchase • Who bought it • CRM / Loyalty Social Listening • Hot topics, Influencers, etc. We need to travel with them on the entire journey. Even the ones we don’t know anything about yet.
  50. Reach, engage and convert the right people. Early-stage Searches Middle-stage Brand Searches Search/SocialVolume What is Content Marketing? (10-3000 X) Who is the best Content Marketing provider? (2-10 X) NewsCred Content Marketing software is how awesome? #C2C15
  51. 1. Who is engaging with your competitor’s content? #C2C15
  52. 2. Understand their content journey #C2C15
  53. 3. Execute targeted and personalized demand gen #C2C15
  54. 4. Measure the results #C2C15
  55. 5. Follow their journey into your “funnel” #C2C15
  56. Awesome!
  57. 1 Utilize Audience Insights to determine 2 Create + understand look-alike audiences • Who is engaging? • What topics are performing? • What competitor content is your audience engaging with? 3 Leverage look-alike targeting for social 4 Convert them to sales • Online • Offline SPONSORED AD Strategically amplify your paid media campaigns For example, export a list of the Twitter IDs of your most engaged users, influencers and segments and run targeted ads against those IDs
  58. High fiving a million angels
  59. CapGemini utilizes LinkedIn to hyper-target & connect • Sponsored updates to the right people • Targeted Content from authoritative sources • Drives to branded Content Loop • Offers to deeper content • Recommendations to connect with experts #C2C15
  60. CapGemini’s Content-Loop.com ~1M visitors / year + 3K new LinkedIn followers per week + High Quality Leads + Sales / ROI #C2C15
  61. Content Marketing Roadmap • Budget • Destination • Frequency • Amplification / Optimization • Collaboration (Who does what) Discovery Destination Team Topic Models Customer Journey KPIs / Reporting Optimization • Business Case • Current State • Budget • Branding/Design • Platform • Firm Integration • Who does what? • Agency • NewsCred • Distribution • Structure • Topics • Types • Content by Stage • Conversions • Subscriptions • Define report • Who / when? • Content • Platform • Distribution #C2C15
  62. Old way Brand-led Ad campaigns Demographics New way Customer-driven Continuous content People Marketers are taking a new approach.
  63. The customer has always been in charge. Shift from brand experience to consumer experience. Personalization is the driver. Brand Experience Consumer Experience Personalization
  64. Youraudiencewantsstories. Createdjustforthem. Willyougiveittothem? @BrennerMichael #C2C15

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