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Innovation in Content Marketing Starts with a Reality Check
Jason A Miller Global Content Marketing Leader at LinkedIn
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Humans Have Shorter Attention
Span Than Goldfish, Thanks to Smartphones
You Now Have a Shorter
Attention Span Than a Goldfish
The Eight-Second Attention Span
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Digital media isn’t killing attention spans
What we actually know about attention spans
Smartphones aren’t killing attention spans
We’re better than ever at processing and encoding information through short bursts of high attention
We use our attention far more efficiently than at any other point in history
We’re far better at multi-tasking, able to divide our attention among several different things without compromising our focus
The main focus of our more efficient attention is to find content that’s worth paying attention to for a longer period of time
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You can never over deliver on
value in content marketing.
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The messy truth
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The new model
a long-form blog
31 million unique visitors
acquired
87 million page views
through
80 articles
that average over
2,000 words each
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If you can blow someone's mind —
really, genuinely blow it, again in a really well-
written way — then that's something they
want to share."
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SLOW DOWN Slow
down!
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Not more content, more relevant content." “
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WHAT IS THE #1 QUESTION
WHAT CONVERSATION DO YOU
WANT TO OWN?
ON YOUR PROSPECTS’ MINDS?
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The keywords
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Moz.com Moz.com
The keywords
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Topic relevancy trumps keywords
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The Sophisticated Marketer’s Guide to LinkedIn
The Big Rock (the debut)
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SlideShare
Infographics
Webinar
Podcast Blog post
Mobile download
Physical book
Influencer blogs
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WHAT DOES SUCCESS
LOOK LIKE?
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Turkey slices (non-gated)
MQL No Yes
Revenue
Big Rock (gated) lead capture
Nurture
No
Yes
SlideShare
Infographic Webinar
Podcast
Blog post
Sales
SDR Sales Qualified?
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The “always on” strategy For those about to Launch…..
FIRE! Email Blog InMail Company Page Sponsored Content SlideShare Display PPC Twitter
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The results, out of the gate
4% 6%
9%
15%
32%
34%
Email Blog InMail Direct/SEO Other Display AdWords
United States Netherlands India Canada Australia UK Germany New Zealand Singapore France 64%
7%
7%
7%
6% 2%
1% 1%
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18,000% ROI
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BACKING UP THE BIG
ROCK WITH HARD DATA THE ROI OF CONTENT MARKETING
ARE DRIVEN BY CONTENT. OF ALL MARKETING QUALIFIED LEADS AT LINKEDIN
1/3 OF THOSE MQLS
73%
COME FROM BIG ROCK PIECES LIKE THIS ONE.
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One of our evergreen pieces of content, “The Sophisticated Marketer’s Guide of LinkedIn,” continues to generate the highest number of downloads and the highest number of marketing qualified leads.
k+
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We believed anything worth doing is
worth over-doing.” “
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Set up a test of different updates to reach different audiences.
Big Rock Content
Sponsored Content 1: Targeted to CMOs
These insights can help you drive transformational change to your business.
Sponsored Content 2: Targeted to Marketing Directors Need to demonstrate the ROI of your marketing efforts? These insights can help.
Sponsored Content 3: Targeted to Social Media Managers Social media managers: Get the insights you need to drive the engagement you want.
Example: B2B Marketing company XYZ has recently launched a new piece of research and is publishing updates to LinkedIn to drive marketers to download it.
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Rich media images have 38% higher CRT than linkshare updates with a thumbnail image preview
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VS “Guide” saw a 100% increase in click through
rate (CTR).
Image with quote saw a
30% lift in CTR vs. image
without quote.
Image with a face saw
+160% CTR, +290% CVR
vs. image without face.
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Background color Does woodgrain feel more authentic, or provide more visual interest? Either way, the post with the darker wood background saw 32% more clicks than a lighter, white background.
+32% clicks
Test Creative Placement to Draw a Reader’s Eye Can you spot the difference? In one image, the model is looking right at the CTA button, subtly drawing readers’ attention to it. This image saw an 89% increase in clicks over the other image.
+89% Click-
throughs
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5.32% CTR
75% OR
6.19% CTR
61% OR
25% increase in
open rate (OR)
95% increase in
CTR
Running Sponsored Content & InMail Together, we see:
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95% open rate
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“The week that we recorded 95% — we sent 7,086 and recorded 6,743 —
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The power of advocacy
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Employees’ combined connections on social networks are,
on average, 10x larger than a
company’s followers
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Shared content is more credible content
Only 3% of employees share content, yet they generate 30% of all content engagement for a typical business.
Employees get 2x higher CTRs from their shares, compared to company shares of the same content.
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6 job views
3 Company Page views
1 Company Page follower
6 profile views
and 2 new connections established
Every 6 pieces of content an employee shares on LinkedIn influences …
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“ A single employee sharing 3 pieces of content a day
can add up to 23 million in additional reach in a year — this can add up to 60,000
additional events of people engaging with
your content.”
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The death of the one-dimensional
marketer
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THE MARKETING TEAM
OF THE FUTURE (AS DEMONSTRATED BY KISS)
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The 4 unique band members work together to deliver an amazing product
Lays Groundwork
Fuels Content Fuels Demand Gen
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They consistently deliver content that their fans want to consume and share.
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Their PR efforts guide their vision as the hottest band in the world
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Event marketing: They deliver amazing experiences on tour
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They built a thriving community.
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People want a thrill, people want a spectacle
and people love to be entertained.”
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TO THE FRONT OF THE STAGE
DOWN IN FRONT
A STORY FROM THE BACK OF THE CROWD
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Thank you Jason Miller Group Manager, Content Marketing @JasonMillerCA @LinkedInMktg
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