by Fronetics | May 4, 2016 | Blog, Content Marketing, Marketing, Strategy
Having a documented content marketing strategy increases effectiveness and provides a baseline for measuring ROI.
Content marketing is one of the most effective ways to increase brand awareness, broaden your customer base, and grow your business. Yet of the 88% of B2B marketers using content marketing, only 30% feel their efforts are successful. Why do so many organizations feel they are failing? Simply put, they do not have a documented content marketing strategy in place.
You would never operate your business without 1) creating a strategy, 2) documenting it, and 3) following the strategy. Nor should you launch a marketing program without having a clear idea of what you want to accomplish and how you plan to do that.
A content marketing strategy outlines the methods by which you will target, reach, and engage your audience. Research and execution of these tasks can be quite complex. Writing out a plan and assigning appropriate resources can offer clarity and guidance to your organization throughout the course of your program.
Also, remember that content marketing is more of a marathon than a sprint, and achieving results often takes months, even years. Documenting your strategy allows your team to keep focused on your goals and your plan for achieving them in the interim.
Here’s why you should take the time to draw up a plan and then write it down.
A documented content marketing strategy is more successful than an undocumented strategy or no strategy at all.
Research conducted by the Content Marketing Institute reveals that businesses that document their content marketing strategy find their efforts significantly more effective than those who don’t. Among B2B marketers surveyed:
- 60% of those with a documented strategy rate themselves highly, in terms of content marketing effectiveness.
- Only 32% of those with a verbal strategy rate themselves highly.
- Of those who rate their organization’s content marketing programs as not at all effective, a mere 13% have a documented strategy.
Further, organizations who meet regularly to check in on their content marketing strategy are much more likely to find it successful — 61% of the most effective marketers surveyed meet daily or weekly to review their progress.
A documented content marketing strategy helps measure ROI.
Many B2B businesses struggle with content marketing or have trouble garnering C-suite support for the program because return on investment is notoriously difficult to measure. In fact, more than half of marketers say one of their top challenges is measuring content effectiveness (57%) and/or measuring the ROI of their content marketing program (52%).
Having a documented strategy in place gives your organization measurable goals against which to compare your results. Your strategy should:
- Document what you hope to achieve through content marketing — more leads, higher conversion rates, more newsletter sign-ups, etc.
- Outline a specific methodology for executing those goals
- Assign human resources to each of the tasks
- Designate intervals at which to check in and evaluate/adjust your efforts
- Offer a time frame for completion
Documenting your strategy in such a way clarifies where you are investing time and resources so that calculating ROI is less of an abstract process.
Content Marketing Institute’s research confirms that content marketing success increases when there is organizational clarity about what success looks like, and that organizations with a documented content marketing strategy feel they are successful at tracking ROI. While only 21% of marketers feel they are successful at tracking ROI, that number rises to 35% when there is a documented strategy in place.
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by Fronetics | Apr 6, 2016 | Blog, Content Marketing, Marketing, Social Media, Strategy
Fronetics Strategic Advisors helps clients increase brand awareness, foster meaningful customer engagement, and grow business.
Fronetics Strategic Advisors is a management consulting firm focused on identifying and executing areas for growth and value creation for our clients. We are unique in that we use a data-driven approach to align marketing programs with business objectives and to deliver results.
“Fronetics” is derived from the ancient Greek word fronesis, meaning wisdom or intelligence, and is translated as “practical wisdom.”
Our team of strategists, marketing professionals, writers, designers, and social media experts leverages industry experience to elevate our clients’ brand position within the industry. We work with you — getting to know your business, your target customers, your industry, and your competition — to create a digital and content strategy individualized for your specific situation and needs. We put metrics on all marketing activities and monitor them regularly. And then we identify challenges, trends, and opportunities and take action so that your content marketing program constantly evolves and delivers results.
Fronetics offers comprehensive digital and content marketing services, including: content creation, content curation, content distribution, social media management, email marketing, lead nurturing strategies, and pay-per-click. Learn more about what we can do for your business below.
Content Creation
There is a lot of content out there. If you want your content to stand out and drive profitable customer action, you need quality content. At Fronetics, we create quality content that drives results. Unlike other firms, we don’t outsource content creation. By keeping all content creation in-house we are able to ensure a quality product.
Our team creates the following types of content:
- Blog posts
- Articles
- eBooks
- Case studies
- White papers
- Newsletters
- Press releases
- Infographics
- Social media
- Custom content
Social Media
Social media is an incredible tool; however, for it to be effective it must be driven by strategy, be consistent, and must have someone managing the execution.
At Fronetics, our social media strategists distribute content, curate content, engage your target audience, and monitor your social networks. We develop a social media strategy that aligns with your company’s goals.
We analyze your competition, classify your target audience and cultural attributes, identify the influencers in your industry, recommend platforms, detail best-engagement practices, create social media schedules, and identify specific tactics that deliver results.
Through the proper execution of social media, your brand is given a voice and personality, and becomes more accessible to your target audience.
Strategy Workshops
To effectively attract target customers, generate leads, and establish your company and your brand within your industry, you need a digital and content marketing strategy; a piecemeal approach does not work.
At Fronetics we offer both half-day and full-day workshops to help your business create and execute digital and content marketing strategies that drive success and elevate your brand position within your industry. Our workshops are intensive and hands-on. By the end of the workshop you will have an actionable and sustainable strategy that is aligned with your company’s business objectives.
Following the workshop you will receive a full year of support from our expert staff.
Schedule a free marketing assessment
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by Fronetics | Apr 5, 2016 | Blog, Content Marketing, Marketing, Strategy
The benefits of content marketing take more than a few months to come about.
Kate Lee, Senior Director of Strategy, recently wrote about a client who was disappointed in a newly adopted content marketing program and ready to quit — certainly they should be seeing more leads and more sales by now, right?! Since the company was just a few months in, the answer was no; that’s not how it works.
Content marketing is a long-term solution that helps businesses build brand awareness, grow their audience, and generate new leads and sales. But, like any good relationship, it takes time and effort to achieve results. You shouldn’t give up before the seeds you sow have time to bear fruit.
Just how long will it take for your content marketing strategy to yield results? Well, that really depends on your business and your goals, but you can count on at least six months. (Joe Pulizzi, founder of the Content Marketing Institute, says more like 18.) The point is, content marketing is not a magic, overnight solution. The reason reflects why content marketing is effective in the first place.
Let’s take a look:
Developing your strategy takes time.
Only 11% of companies without a documented content marketing strategy find their efforts to be successful, compared to 60% of companies with a strategy in place. (That number rises to 86% when the company designates someone to lead the strategy.) The significant increase in effectiveness can be attributed to the careful thought and research that goes into building a strategy.
You will need several months to build the foundation of your content marketing plan if it is to be effective. You need time to research the kind of content that resonates most with your audience and to truly understand the (very specific) demographic that finds value in what your company offers. Then you need time to determine and test which distribution channels will most effectively reach your target audience, to discern a plan for content production, and to build out an editorial calendar reflective of your strategy.
Without getting all of these pieces precisely right, you’ll waste an enormous amount of energy and resources working on an ineffective strategy. Take the time to evaluate the market for your business and its content marketing strategy, and you’ll realize results in time.
Becoming an authority takes time.
The goal of your content marketing efforts should be to be a consistent source of information and value to your audience, who gradually will come to trust your authority and reward you with their business when they are ready to make a purchase. And establishing yourself as an expert doesn’t happen overnight.
Consistency is key for two reasons. For one, the average B2B buyer consumes between two to five pieces of content before making a purchase decision. If your content is old, arbitrary, contradictory, or otherwise unreliable, buyers will chose a different vendor whose content is more trustworthy. Consistent and consistently good content keeps your target audience engaged and builds your credibility with them.
Secondly, search engines rank websites based on several factors, and one of the most important is consistency. If your company blogs every other month, compared to companies that post several days a week, your posts will be penalized in search results. And since very few readers click beyond the top five search results, you’re drastically reducing your organic search potential.
As a SumAll article put it, “Whether getting traffic to your blog or your content ranked in the search engines, it doesn’t happen overnight, but instead by repeatedly creating and distributing quality content on a frequent basis for the long-term.”
Building your audience takes time.
The B2B buying process is becoming longer and more complex because the majority of buyers (82%) are using more sources to research and evaluate products and services, and they are spending more time in the research phase itself. In fact, 71% of B2B researchers start with a generic search — rather than searching for a particular company — and do an average of 12 searches before even engaging with a specific brand’s site. They are 57% of the way down the sales path by this point, meaning they have already spent a fair amount of time educating themselves with the enormous amount of information available to them on the Internet.
This means you need to allow your target audience time to find you and complete thorough research about you and your competitors before you even realize that the lead exists. And likely there will be more time before a sale takes place.
Content marketing is much more about lead nurturing than producing instant results. As you build your reputation as a valuable source of information, you will simultaneously build a loyal following of readers and content consumers who continue to return to you for knowledge and, ultimately, purchases. Relationship-building is not a streamlined process, but it does foster the ever-valuable repeat business that will have a greater impact on your bottom line than a one-and-done sale.
Your sales cycle takes time.
Unfortunately, content marketing cannot decrease the length of your sales cycle. Thus, you can’t expect to see the fruits of your labors (in terms of dollars) until at least one cycle is complete.
There should be, however, hints along the way that your efforts are working. Metrics like increased website traffic, email registrations, and social reach offer clues that more potential customers are finding your business in their research. You should take these signs and continually evolve your strategy to accommodate what is working for your business.
Also keep in mind that while content marketing can have an enormous impact on generating and nurturing leads, it does not deliver sales on a silver platter. Sales teams still play a major role in building on those relationships and closing deals.
Give your relationship with content marketing time to play out, and don’t be afraid to adjust your strategy along the way if you find some things are working better than others.
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by Fronetics | Feb 22, 2016 | Blog, Content Marketing, Current Events, Marketing, Strategy
Content marketing grew one real estate marketing firm’s sales by 300% in less than a year.
Consumers are increasingly going online to conduct research before making a purchase. And that holds true for even the largest investments.
The National Association of Realtors reports that a whopping 94% of Millennials who recently purchased a home relied on websites in their search process. And that’s not just a generational phenomenon — the majority of Baby Boomers (84%) and 69 to 89 year olds (65%) did online research while seeking a new home as well.
Real estate marketers have an enormous opportunity to get their properties in front of more potential buyers through content marketing. With an inbound marketing strategy, customers who are looking for a property like yours will come to you through their own online research.
Take, for example, this case study about a prominent real estate marketing firm in one of the most competitive markets in the U.S. When traditional tactics weren’t bringing in the kind of business needed to sell 1,500 new-construction homes in a new planned community, the firm turned to a new content marketing program to increase web traffic and build brand awareness.
The results were almost immediate. The new digital and content marketing efforts drastically increased web traffic, conversions, and sales. In just 90 days, sales had increased by 37%, and in less than a year, a whopping 300%. At least one-fifth of buyers were sourced directly from the website.
Download this case study to learn more about how content marketing helped the real estate marketing firm drive traffic to their website and increase sales.
by Fronetics | Jan 20, 2016 | Blog, Content Marketing, Marketing, Strategy
Grow your business with this 12-step guide to creating a content marketing strategy.
So, you’ve decided to give content marketing a go, but you’re not sure where to start. Or, maybe you have tried implementing some of the basic principles but haven’t had much success with your piecemeal approach.
Either way, without a documented strategy in place, you’re much less likely to reap the potentially enormous benefits inbound marketing can offer.
In fact, only 11% of companies without a documented content marketing strategy find their efforts to be successful, compared to 60% of companies with a strategy in place. And that number rises to 86% when the company designates someone to lead the strategy. The numbers speak for themselves.
Fronetics Strategic Advisors has developed a 12-step guide to developing a content marketing strategy specifically tailored to your business. This eBook provides insight into what makes good content, as well as tried-and-true measures your company can take to get the most out of your marketing efforts. By following these recommendations, you’ll be well on your way to developing a strategy that drives profitable customer action and helps you meet your business goals.
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When it comes to marketing we work with our clients to create and execute strategies that drive success and elevate their brand position within the industry. Unlike other firms, we align marketing programs with business objectives and, through a data driven approach, are able to deliver results with a targeted ROI. Our team is comprised of strategists, marketing professionals, writers, designers, and experts in social media. Together we leverage our experience to increase brand awareness, position our clients as thought leaders, drive meaningful engagement with prospects and customers, and help businesses grow. Learn more about what we do.
