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We love this description of outdated web-site content: “Archipelagos”. This should resonate with a lot of B2B marketing people.  Islands disconnected from larger land masses. If you’re like everybody else, you probably have some of your own. Call them orphans, legacies, or whatever, they amount to low-return assets begging to be re-purposed, updated, and/or overhauled. Or just trashed. They are not working as hard as they should — certainly not as hard as you. They need tending.

The operative phrase here is “low-return”. Content, after all, is an asset of value.  You want your visitors exposed to valuable, useful, high-return stuff on your web site. Everything should scream out to customers that you’re a hot company worthy of their attention and interest.  And nothing says “ordinary” faster than dated material. Or, worse, irrelevant content.  Ironically, very often a lot of these vintage pieces — case studies, podcasts, videos, white papers, et. al, — lend themselves quite well to spiffing up. The bones of a once-hot case study may well inspire a whole new generation of them. Same for videos or white papers. The key here is to stay current.  And to remember the three categories of B2B visitors: those who are in basic research mode, those who are narrowing the vendor selection and those who are on the verge of awarding a contract. Have relevant content at the ready for each stage and each state of mind.  And never forget that by the time people call you for a meeting, they’re probably 80% down the selection road already.  Something to think about.

How often do you clear the cobwebs on your site? What’s your process for ensuring your stuff is relevant to what your visitors are search for right now?

Follow customers, not trends

There’s an old saying that nobody’s as gullible as a salesman afraid of missing out on a trend. We would put some marketing people into this category today.

Consider two astute observations that came our way recently. One is that you shouldn’t believe all the hype about “in-bound” (as opposed to outbound) marketing; the other says quality content on a web site always trumps search-engine optimization (SEO). You’d think that both contentions would be self-evident truths.  In practice, too many marketers seem only too eager to err on the side of excess when it comes to perceived trends affecting their craft.

The dramatic rise of social marketing is the “trend” here that so many marketers seem afraid of missing out on.  Don’t get us wrong. We’re avid practitioners of all things digital but we’re in solid concurrence with Seattle-based PR exec Howie Barokas. To his way of thinking, the advent of social media has given too many marketing types, particularly when it comes to PR, a bad case of myopia about potential customers and the content aimed at them. While social media has changed the way people consume information and buy things, at the end of the day it’s just another channel. However important, it’s just another element in the mix of advertising, direct marketing, tradeshows, webinars and all the other means by which marketing content is made available.

As for the plight of the SEO-obsessed, we commend the sentiments of our colleague Efi Rodik: “People are sifting through the garbage online to find the good stuff—information that is informative, engaging, and above all, relevant. If your site is so keyword-optimized that it barely passes as English, then you’ve got a problem.”

Having responsibility for marketing content, you can never lose your focus on your end-user. We share Rodik’s view that customers looking for information or resources on the web will always want content that’s easy to read and understand. “If you’re pounding your keyword,” he says, “rather than focusing on providing useful, compelling information, then you’ll lose a conversion, your bounce rate will go up, and your ranking on your search-engine results page will suffer”.

New study on web sites reveals what engages and retains the visitors you want

Results of a study on web sites made recently by an independent group on behalf of Facebook are now in — and they re-confirm what we preach repeatedly here: that sites having content which visitors can most easily identify with, and relate to on a personal level, are the most effective in engaging those visitors, holding their attention, achieving their recall and motivating them to return.

In other words, the mission we all want our sites to accomplish.

We’re delighted that these findings are so consistent with our own religious belief that marketing content of all kinds, online or off, must speak clearly and directly to the real-world issues of customer problems, ambitions and aspirations.  And it must be carefully framed in customer terminology–their vernacular, not yours–spotlighting the problems and challenges that real customers grapple with in their world every day.  This means taking your content a step beyond product descriptions, case studies, whitepapers and technical briefs that dissect the problems besetting the kind of customers you’re pursuing — and letting buyers describe exactly how your offering delivered real, measurable solutions in the circumstances your visitors (readers) can easily identify with.  The more personal and identifiable your content is, the more engaging and harder working your site can be.

In an era of incredible info overload, AKA “big data”, it’s encouraging to see research findings confirm that some content really does find its way into human memory.  The caveat: to know all you must about whom you’re targeting to the point that the topics you select and the way you present them are memorable. Another word for personal.

Are you satisfied with your site analytics and metrics today?  Your conversion rate?  How do you keep your content consistent with customer preferences and interest?  How can you make it more personal?

By now, the importance of creating your own content and publishing it online via all social channels should be pretty obvious, but in case you missed the latest metric on social-media marketing here it is: HubSpot just reported that nearly two out of every three social-media messages today is a link to published content.

In other words, people pointing out to personal friends and business associates the material published by someone else amounts to a substantial majority of the information flow in social media.  The implications for marketers have never been clearer or more urgent: brands, whether B2C or B2B, are as much in the content publishing (and distribution) business today as they are in the business that generates their revenue stream.  Indeed, the publishing element of their business has become central to growing this revenue because it drives the visitors to your site who generate the leads that convert to $ales.

Moreover, whether people are sharing links to your content or embedding it into social networks directly, an overwhelming 96% of the sharing that happens online is of content, not websites.  The take-away: creating fresh content that encourages sharing  amongst your prospects, customers, partners and market influencers, specifically the stuff that addresses issues of keenest interest and urgency to them, multiplies their interest in you.  You’re in the conversation, which is the precursor to being in consideration.

Superior marketers have come to understand that pushing content drives in-bound marketing.  Fresh content — the more frequently published the better — facilitates online “find-ability”.  It’s  not enough to update your site once a quarter and step back to await the deluge of visitors clicking through your multiple calls-to-action.  Plant your content seeds in social media and get it shared among the right people on an ongoing basis.

What is your content strategy today?  What are your content publishing tactics?  How often do you publish the content your prospects and customers can’t resist sharing?

Google just made a rare post to their Webmaster Central Blog. You can check it out here.

And, to ensure that the quality of everything you publish would pass Google muster as described above, here are some observations of our own:

What makes one piece of content superior to another today, especially when it comes to getting found online? According to Google, it’s nothing more or less than the quality that compels a reader to bookmark it, share it or recommend it. This means that social signals come into play to a great degree, as in social media.

Here are the questions you need to ask about everything you present to customers and prospects to ensure that your offerings are not only easy to find, but presented in the right context and contain the earmarks of authority they deserve. Note that this is what we at WriteAngle do routinely on your behalf:

1. What makes the information you’re presenting trustworthy and why would a reader recognize it as such?

2. What makes you confident that the material reflects expertise in the subject matter? Put another way, why are you confident that it would not be dismissed as shallow or thinly-veiled promotional fluff?

3. Again, in the case of website content, would you be comfortable sharing confidential information (contact, credit card, etc.)?

4. Does this article have spelling, stylistic, or factual errors?

5. What have you done to differentiate your content from that associated with “content farms” (e.g., are the topics driven by genuine interests of readers of the site, or does the site generate content by attempting to guess what might rank well in search engines)?

6. Does the material provide original information, reporting, research, or analysis?

7. Does the page provide substantial value when compared to other pages in search results?

8. Why do you assume your existing customers would feel compelled to share it with their peers and associates?

These questions are our interpretations of the points Google raises in its post. We point them out because they substantiate and reaffirm our insistence that your content be well-written and obtainable exclusively from you. Your content must be your content.

Note also that Google intends to make hundreds of search-engine improvements in 2011 — more reasons to plan for identifiers that make your content unique and high-quality. These should include social-sharing buttons to prompt users to pass it along.

The prestigious TED Conference (Technology, Entertainment and Design) came into being 27 years ago but took two decades before it achieved its current prominence. TED began posting its videos online in 2006. Instantly, what was once an little-known gathering of elites found a worldwide audience/community of more than 100 million participants.

The move to an open-media channel enabled TED to grow in a way that would have been impossible any other way, according to conference producer June Cohen.

After releasing content for free, which flouted every precept of luxury-brand marketing, TED events began selling-out faster at a higher price. What began as an altruistic effort to spread ideas had the salubrious effect of rocket-fueling the business of the conference.

So how can you apply this approach to your business? You can start simply by enabling all of your content — videos, podcasts, audio, photographic, you-name-it –- to be embedded. This encourages rapid spread. Whatever you put on your website, be sure to put on a branded YouTube channel, embeddable players and downloads.

Four things to remember:

– Enable your customers and prospects to learn from you, no matter where they are and how they access information.

– Don’t be afraid of losing control. As a business, consider all the ways that enable others to build on your content and ideas.

– Mobile content, which means small screens, is critical today so you must consider it from the beginning. For example, use tight, closeup shots because they will be viewed on smartphones.

– Start Strong: Don’t dilute your content with introductions. Get straight to the meat.

– Appeal to viewer emotions and a sense of noble purpose. Give people something to share that can put them in good stead with their friends/associates and contacts.