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A Revolutionary New Way to Look at Content Marketing Strategy

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A Revolutionary New Way to Look at Content Marketing Strategy

Content marketing has been overly complicated, explained, and misunderstood for TOO LONG. You know your brand needs it, you want to do it, but you’re afraid of wasting time and money on a method you JUST DON’T GET.

How does content lead to sales? How much time and money should you spend on it? Does content really have revenue-driving value?

Before we dive into the solution, let’s define what is and isn’t “content marketing” in the context of our new way of looking at strategy.

What Is and Isn’t Content Marketing

A Revolutionary New Way to Look at Content Marketing Strategy

Content Marketing is the process of content creation & organization. Many people confuse it with content distribution, which is the promotion of the content you create through channels like social media marketing, email marketing, and paid media.

Content Marketing is the production of assets to pre-educate potential customers and educate current and former customers regarding useful information about your brand, products, and services. 

It’s also the organization of that information to provide a useful resource to your audience and your marketing department.

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The content pieces themselves, which we’ll refer to as content assets, include written materials like articles, downloadable documents, and other webpage types, visual materials like graphics, videos, and animations), and audio which is mostly found through Podcasts. 

So, What ISN’T Content Marketing? 

Content Marketing is not content distribution or community building. Those are separate methodologies that will be touched on in this certification to demonstrate their interaction, but they won’t be discussed in great detail. 

So, here’s what content marketing isn’t, in relation to our new approach to content strategy…

  • Social Media Posts
  • Brand or Marketing Copywriting
  • Advertising Copy

So, just to reiterate, content marketing is content production and organization, not distribution.

A New Way to Look at Content Marketing

If you want to make content marketing valuable, you need to approach it the same way you would approach building your dream home.

Rather than thinking about the term itself, let’s think in terms of something we all know at least a little bit about… your dream home.

Real estate has historically been a good investment… dependable appreciation, tax benefits, cash flow, security, and transferability all make buying a home or rental rental property an extremely attractive way to accumulate wealth.

For this example, let’s pretend that you have a trickle of extra income to build your dream home. It’s going to have everything you’ve ever wanted in a home, but you’re going to have to build it piece by piece.

You’ve picked out the perfect piece of land… next you’ll have to pour the foundation, build each room, then install all of the amenities and features you want to make it comfortable. Each component you add to your home adds value.

Even after the home is built, you can add on a pool, jacuzzi, guest house, and a tennis court. You can also add other features like solar panels for energy generation, a water reclamation system, or even a barn for animals to make your home as self-sustainable as possible.

Throughout the whole process your home is appreciating and each addition makes it more valuable. Content is just like your dream home… it’s an asset that you build.

The land is your brand… it starts out completely empty, but it’s in a good location, and you think it will be more valuable once you develop it.

The home itself is your website. It’s where your content will live, and where it will add the most value. All of your work, your assets, should be located here.

This point is extremely important. What happens when all of your content is made on Facebook, TikTok, or Linkedin? 

You’re making upgrades to Mark Zuckerberg’s mansion. Don’t worry, you’ll still get that “made by John” tag on the picture you hung on his wall, but it’s enhancing his property value, not yours.

You need to build your home because it’s really the only thing you truly own.

Your dream home can be as big and upgraded as you want it to be. Is it going to be a massive ornate mansion or maybe a minimalistic contemporary structure with the latest tech upgrades?

The truth is that most businesses have a simple structure, just a garage, with almost nothing in it and very few features that add value.

Content marketing is often misunderstood because it’s like real estate… it’s valuable but it takes time, effort, and money to develop, and the big fat payday is some time in the future.

The good news is that, like your dream home, you get value from it every day.

It’s where you live. You keep and organize your possessions there. You show it off to your community to prove how successful you are. It’s an embodiment of your style, knowledge, and how you live your life. 

In fact, the whole system we’re describing is called the Content Development & Appraisal framework, as known as the CDA.

The Content Development & Appraisal Framework

The Content Development & Appraisal Framework is a new way to look at content marketing.

The Content Development and Appraisal Framework is a three stage process that will allow you to create endless streams of content in a systematic and scalable manner.

Going back to our real estate analogy, this would be a series of architectural blueprints that you’ll be using to both build and upgrade your dream home.

This plan is intended to help you take meaningful, cohesive action from the start. You’ll learn about your market, create possible concepts, and finally produce cohesive, branded content for online consumption that will drive results for your brand.

The stages of the CDA are Knowledge, Planning, and Production.

Stage 1: Knowledge

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During Stage 1 you’ll collect the knowledge you need to make an informed decision about your content.

You’ll research your market, competition, admired brands, and your existing content to learn about your space, find out what’s working, and identify what doesn’t work.

Then you’ll use the data to suggest possible directions for content planning.

Stage 2: Planning

Planning is the second stage of the Content Development and Appraisal Framework.

Stage 2 is Planning. The knowledge you gained from the Knowledge stage will guide your general content direction and give you the information you need to identify Content Opportunities and Content Purpose.

Using those pieces of information you’ll define a Content Theme and finally a Content Structure for each objective.

The Content Structure involves defining 5 types of data: Macro-Category, Micro-Category, Content Series, Pillar Pieces, and Support Pieces.

A properly executed Content Structure will yield unlimited amounts of content in a systematic and consistent manner.

Starting with 5-8 Macro-Categories broken down into 3-5 Micro-Categories, you’ll then create 5-10 Content Series (think of them like short-run Netflix shows).

A Content Series is a singular group of information based around a central piece of content called the Pillar Piece. A Pillar Piece is a long-form article, video, or podcast.

The information within the Primary Piece will be used to create Support Pieces in the form of short form articles, videos, and podcasts, in addition to quote graphics, banner, infographics, gifs, and other media types that will eventually be used for distribution through other marketing methods like email marketing, social media marketing, and paid advertising.

You’ll combine the information and results of stages one and two to create your content plan (which we call your Content Blueprint).

Stage 3: Production

Production is the third stage of the Content Development and Appraisal Framework.

Stage 3 is Production. Production is the act of sourcing, collecting, optimizing, and releasing the content specified in your Content Blueprint.

The Content Blueprint will drive the creation of your Content Production Schedule which will define when your new content will be released, and take the resources necessary to source, collect, optimize, and release the content itself into consideration.

After and during stage 3, you’ll be creating Content Performance Reports to identify the best category, pillar piece, and support piece types to consider when you start the new knowledge stage.

As you can see, this is a repeating process that feeds into itself. Each revolution of this process will depend on your business and objectives, but the overall effect will be the same for each business that executes it… that being a consistent flow of content that adds value to your brand.

How to Execute the Content Development & Appraisal Strategy

If all of these terms and processes sound complicated, don’t fret! They’re much simpler than they appear, and the initial perception of complexity will eventually appear both simple and obvious… assuming you complete the new Content Marketing Mastery Certification.

The Content Marketing Mastery Certification has been updated for 2022. It features everything you need to execute the Content Development & Appraisal Strategy, as well as expert content production advice from Julia McCoy for written content, Casey O’Quinn and Matt Brannon for video content, and Luis Diaz for podcast content.


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Profit More, Work Less: 4 Steps to Niching Down For Your Agency

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Profit More, Work Less: 4 Steps to Niching Down For Your Agency

Profit More Work Less 4 Steps to Niching Down For

Ever wonder what the most successful agencies did differently than everyone else?

Was it luck, skill, hard work, the industry they chose, or something else?

Through my consulting work at Revenue Boost, I’ve worked with and taught over 400+ agencies how to scale their business.

From this, I’ve seen consistent patterns & traits in the ones who grow effortlessly…

Versus the ones who stay stuck for years – no matter how hard they work.

One key difference in approach stuck out to me.

I’ll illustrate what this one difference was with a story.

Once upon a time…

Two marketers graduated from business school with big plans to start their own agency. 

Ready to conquer the world, they started cold calling, cold emailing, and doing everything under the sun to get clients.

And although they had the SAME levels of work ethic and talent…

One of them now has an 8-figure agency.

The other one of them is still freelancing odd jobs, barely making ends meet.

What did the successful one do differently?

He took a big risk and started turning down clients and projects.

Instead of offering everything to everyone, like most agency owners…

And being a jack of all trades but a master of none…

He decided only to serve Plumbers and be the best dang’ plumbing marketer on the planet.

With a goal to make their pipeline fuller than a broken toilet pipe.

1716128762 859 Profit More Work Less 4 Steps to Niching Down For1716128762 859 Profit More Work Less 4 Steps to Niching Down For

He mastered the art of niching down and realized it would be easier to be the biggest fish in a small pond.

And you should too – and in this article, you’ll learn exactly how to define your own niche.

Now it may seem scary to turn down clients…and it may feel like you’re limiting yourself by focusing on only one client-type.

But it’s exactly the opposite. You’re actually limiting yourself by being everything for everybody.

Niching Down Can Help 2x-3x Your Revenues

One of my clients Lauren ran a digital agency offering everything under the sun.

Social media, paid ads, web dev, SEO, and she offered it to clients from many different industries.

Because of this, her agency stayed stuck at $25,000 a month and she couldn’t break through.

On top of that, she and her team worked so much harder than they had to and operations were messy.

Every client needed different things, required customization, and nothing was standardized.

We sat together to audit all her past clients, and we found that Medical practices were her best clients.

They were easy to sell, stayed the longest, and gave her the least amount of headaches and complaints.

So, she changed her entire business model to ONLY service this industry.

Then, she developed a standardized offer for that industry, rather than customizing everything.

One offer, to one target market. Afterwards, she started cold emailing businesses in her niche with her new offer.

The Results?

 She 2X’d her revenues and grew to $52,000 in monthly revenue in not even four months time.

All from making one simple shift. One decision that can make everything easier, and you can do the same.

See, most agency owners and marketers start out with one or two clients, and then they get referred new clients from various industries.

Before they know it, they’re marketing everything for everyone and have NO idea who their ideal client is.

The Problem with Running a Business This Way Is That It Becomes Impossible to Scale.

Every single new client requires a ton of research, thought, and brainpower.

1716128762 609 Profit More Work Less 4 Steps to Niching Down For1716128762 609 Profit More Work Less 4 Steps to Niching Down For

Because each new client has different needs, it leads to having no standardized processes and systems.

Which keeps the founder stuck in the business and unable to hire a team.

The other problem that arises is acquisition.

There are hundreds of thousands of agencies on the planet, and it’s really hard to stand out.

UNLESS you specialize.

When you specialize in a niche – let’s say, SEO for plumbers…

Then you aren’t competing with every other agency on the planet. You don’t look and sound just like them anymore.

Now, you’ve created your own tiny pond in which you can be a big fish.

There are way fewer agencies that specialize in plumbers or SEO, let alone both. So, you’ve eliminated the competition with one decision.

If a plumber was looking at two agencies – one that was a general digital agency and one that specializes in helping plumbers…

They almost always choose the agency that specializes in their industry and has testimonials from people just like them.

Not to mention, it’s easier to market when you have a clear niche in mind.

You know who you’re writing your content for…

You know who to send emails and social media DMs too…

You know exactly who to target in your ads….

You know what podcasts you should get booked on

And so on and so on.

Plus, you can charge whatever prices you want. Because you aren’t compared to the hundreds of thousands of agencies out there – you have a unique offer now.

Committing to one niche makes marketing easier, it makes selling easier, and it makes scaling easier.

You only have to be good at doing 1 thing for 1 person, and you can build systems and processes around it. This way, you can hire a team to take it over and be able to work less.

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Now how do you do it? What if you don’t know who your ideal client is?

Step 1: Audit Your Current + Past Client List.

Write down every single client you’ve ever served, and group them by niche. Industry, location, size and so on.

Once you group them together, one niche might stick out for you already as your favorite type of client.

If it doesn’t, use my 7-Point checklist and rank each niche on a 1-5 scale.

These 7 criteria points are what makes a great niche.

#1 – Total Addressable Market:

How many businesses are in this market? Is it large enough to support your bigger goals? Is the market shrinking or growing? Make sure the niche is big enough for you and that it’s not declining.

#2 – Purchasing Power

Is this market (or at least a segment of it) able to afford what you want to charge?

Think back to if you’ve received a lot of pricing objections when you’ve sold to these people in the past.

#3 – Lifetime Value

How long did these clients stay? Were they one-and-done projects or did they stay with me for eternity?

The bigger the life-time value, the more money and time you can spend to acquire a client.

If the niche typically churns in a few months or only works with you for quick, one-off projects…

Then you’ll have to spend so much energy on sales and marketing to keep the business alive.

#4 – Strong Need & Pain

Does this market have an important problem to solve, one that they have to fix? Or, is what you sell just a “nice to have”?

If the latter, it’s going to be very hard to get clients.

If they can’t live without your solution, then getting clients will be a breeze.

#5 – Desire to Solve that Pain

It’s one thing for a market to have a problem, but they must also have a desire to solve that problem.

Even if they have the need that you fulfill, that’s not enough – they also have to care about fulfilling that need.

#6 – Easy to Reach

Is the market fairly easy to find online? Can you reach them via most advertising platforms and social channels? Are their groups and communities online?

If you’re targeting businesses that are hard to reach online, you’re creating one extra barrier to your success.

Step 2: Choose 1 Niche After Ranking Each of Your Past Clients.

1716128763 995 Profit More Work Less 4 Steps to Niching Down For1716128763 995 Profit More Work Less 4 Steps to Niching Down For

Tally up all the rankings and pick the 1 with the highest score.

Don’t worry about making the wrong decision.

Consider this an experiment.

You aren’t married to your new niche, you can always change back in a few months if it doesn’t work out.

Step 3: Create a Pre-Packaged Offer for Your New Niche

The whole point of niching down is to create more focus and simplicity in your business

Part of this is about WHO you sell, part of this is about WHAT you sell them.

Start out by choosing 1 problem to solve for them, and 1 solution to that problem.

List out what the deliverables will be and what you want to charge.

Keep it simple! You can build upon this later.

Step 4: Test the Waters and Go Land 5 New Clients.

Before you make any drastic changes to your business, such as letting go of clients, changing your branding and website…

Test the waters first, and verify if this new niche is the direction you want to go.

Go land another 5 clients or so, and that’ll be enough to identify if these are really our ideal clients or not.

You might think they are at first but you’ll know for sure once you serve more of them.

Wrapping Up…

You know now the problems of being a jack-of-all-trades with no clear focus.

Every new client is a ton of work and requires customization…

And getting new clients is difficult because there’s nothing that stands out about your agency. You’ll look and sound like everyone else.

This means when you do niche down, and sell 1 offer to 1 target market…

Your workload will decrease. Each new client will be easier to serve than the previous one.

You’ll become world-class at helping your clients from all the focused repetition

You’ll quickly develop a reputation and become a big fish in a small pond.

In every way, it’ll become easier to grow, scale, attract, and retain clients.

Plus, you’ll have more fun and the business will be simpler & easier to run.

And with this knowledge…

You’ve learned the 5 simple steps to niching down.

So…

Time to get to work!

Put this into practice and watch it transform your business.


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Unlocking AMC Insights Series: Leveraging Media Overlap Analysis for Enhanced Conversions

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AMC Media Mix

Amazon


By Tinuiti Team

In today’s data-driven marketing landscape, the ability to ask the right questions is paramount. Amazon Marketing Cloud (AMC) emerges as the magic 8-ball of advertising solutions, offering advertisers a robust platform for precise analytics and strategic decision-making. If you’re new to AMC, it’s a secure, privacy-friendly, dedicated cloud-based measurement and analytics solution introduced in 2021.

Understanding the Value of Amazon Marketing Cloud

Built on Amazon Web Services (AWS), AMC provides a flexible environment that empowers advertisers with customizable reporting capabilities based on event-level data across various data sets. These data sets can encompass both advertiser data and Amazon Advertising data, granting advertisers a comprehensive view of campaign performance. In essence, AMC equips advertisers with transparent, cross-channel data essential for making informed marketing decisions, a necessity in today’s marketing landscape.

For a comprehensive understanding of AMC basics, Tinuiti’s AMC overview provides all the essential information about the Amazon Marketing Cloud.

This article marks the first of a 3-part series where we dive into specific AMC use cases. In this installment, we focus on the Media Overlap analysis, guiding you through utilizing this report to address critical business questions, pinpoint key metrics, and strategically apply derived insights.

What is the Media Overlap Analysis? 

The Media Overlap analysis determines the collective impact of Amazon ads and isolates the incremental impact of a specific media type. The metrics provided by this report analyze reach and performance across a full-funnel strategy, including DSP Display, Streaming TV, and Sponsored Ads. 

To utilize this report, it is required to have data from at least two of the aforementioned ad types in a single AMC instance. The same products must be advertised in each ad type, and each ad product must have been running for at least one week during the same time period. It is recommended to wait 14 days after the query’s end date to use this analysis to capture all conversions due to Amazon’s 14-day attribution window. This use case is designed to help answer business questions surrounding how to best leverage the array of Amazon Ad products.

Here are a few examples of the types of questions the Media Overlap analysis addresses:

  • When shoppers are exposed to any combination of Display, Streaming TV, Sponsored Ads, what is the impact on conversion rates?
  • What impact does each ad type have on conversion beyond ROAS or last-touch attribution?
  • What is the average order value when shoppers are exposed to a combination of ad types?

The following metrics tend to be the most useful in addressing the business questions above:

  • Purchase rate: Percentage of unique users who purchased at least one time compared to unique users reached
  • Reach: Number of unique users reached
  • Users that purchased: Number of unique users who purchased at least one time.
  • Purchases: Number of times any amount of a promoted product or products are included in a purchase event. Purchase events include video rentals and new Subscribe & Save subscriptions.
  • Order value: Total amount resulting from a single purchase event

Below is a sample case study used to address the following question: When shoppers are exposed to any combination of Display, Streaming TV, Sponsored Ads, what is the impact on conversion rates?

Here is an example of a what a finalized report looks like: 

Top 7 Media Type Mixes based on Purchase Volume (CE Advertiser) 

Unlocking AMC Insights Series Leveraging Media Overlap Analysis for Enhanced

To answer the original question, the key metric to review here is the Prospective Purchase Rate (PPR). When exposed to fewer than three ad types, the PPR is significantly lower. However, when exposed to three or more ad types, the PPR increases. For users who were exposed to Sponsored Display (SD), Sponsored Products (SP), Demand Side Platform (DSP), and Sponsored Brands (SB) ads, the PPR was 8.19%, demonstrating the correlation between the number of ad types shoppers were exposed to and an increased Prospective Purchase Rate.

As a result of these findings, two prominent potential opportunities to improve performance emerge:

  1. Continuing to invest, or increasing investments, in DSP and video as they are key drivers in a user’s path to conversion. The advertiser should diversify their media mix with these ad products.
  2. Due to the correlation between Sponsored Products ads in combination with other ad products and higher conversion rates, there is an additional opportunity to build an AMC audience retargeting SP clickers. This will ensure advertisers are capitalizing on shoppers moving through the lower to upper funnel in their shopping journey.

AMC’s Media Overlap Analysis: Key Takeaways and Next Steps for Enhanced Conversions

AMC’s Media Overlap analysis highlights the impact of middle and upper funnel ads on conversion rates. Tinuiti’s teams observe many brands prioritizing Sponsored Products due to their perceived low risk and high returns under Amazon’s last-touch attribution model. However, this approach overlooks the influence of other ad types. Data from this analysis underscores the effectiveness of a holistic strategy. While a Sponsored Products ad may lead to a sale, it doesn’t consider other ad exposures that shape purchase decisions. The Overlap analysis underscores the value of a full-funnel strategy and the impact of DSP media on overall performance. Advertisers should consider adjusting budget allocations to DSP and streaming video based on these insights.

Furthermore, a full-funnel strategy can drive higher average order value.

The average order value significantly increases when exposed to a media mix of three or more ad types. While each advertiser should analyze their own business, Tinuiti consistently observes that users exposed to a greater number of ad products typically correlate with higher conversion rates and higher order values.

The Media Overlap analysis is part of the Instructional Query Library (IQL), which offers pre-built templates by Amazon to get started with the basics. If you’re seeking deeper insights with the guidance of experts who understand AMC’s unique landscape, reach out to Tinuiti today.

Liked this article? Don’t miss Part 2 of our AMC use case series on Tinuiti’s blog next month!

This post was authored by Averie Lynch, Specialist of Strategic Services at Tinuiti.

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Introducing Variation Generator for Web Experimentation

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Introducing Variation Generator for Web Experimentation

If you attended Opticon ’23, you saw first-hand how Optimizely has been investing in AI. Optimizely introduced Opal, an AI assistant designed to accelerate the entire marketing lifecycle. Opal is ever-present across Optimizely One, providing generative AI, smart insights, and recommendations to transform how our customers create, test and personalize digital experiences.

Now, our latest AI capability is here: Variation Generator. Available for all Web Experimentation customers, Variation Generator helps experiment authors expedite the ideation and creation of test variations.

What does it do?

Variation Generator leverages generative artificial intelligence to create a list of phrasing suggestions based on a site’s text elements like headlines, product descriptions, or call-to-action (CTA) wording, ultimately making it easier and faster for experimenters to plan multiple variations for their tests, which can be quite time-consuming.

Who is it for?

Based on our research, around 30% of experiments include text changes. So, experiment authors like optimization managers or digital marketers are spending a lot of time ideating/brainstorming multiple versions of the original copy to decide which should be tested. Variation Generator empowers users to add more variations in an experiment, which we strongly suggest after our Experimentation Benchmark research found that experiments with more variations (4+) tend to see higher win rates and return higher uplifts on the metrics tracked.

Cool…but generative AI is popping up everywhere, why does it matter here?

  1. Directly embedded into our UI: No separate tools or tabs to click out to…No typing out a prompt to a chatbot…just click the text element you want suggestions for, and click “generate.” All interaction stays within our Visual Editor.
  2. Reduce time and effort in variation ideation: Shorten the time it takes to come up with new experiment variations, allowing experiment authors to get more time back into their day.
  3. Optimize each variation in an experiment: Variation Generator provides unbiased and creative alternatives to experiment authors so they can make sure that each variation is different enough to avoid duplicative messaging, yet effective enough captures visitors’ attention.
  4. Increase a test’s chances of winning: Our Benchmark research shows that experiments with 4+ variations are ~90% more likely to win than experiments with just 2 variations. Variation Generator helps experiment authors create more variations, leading to higher lifts.
  5. Fine-tune brand positioning: Improve existing headlines, product descriptions, CTA buttons, and more, ensuring a consistent and impactful brand message across digital properties.

Increase a test’s chances of winning

This outcome is important enough to highlight a second time. Mentioned earlier, we know from our Experimentation Benchmark research that tests with more variations (4+) are more likely to produce a winning (statistically significant) result versus a traditional A/B test that pits a baseline (original version) against a single variation. Variation Generator can help experiment authors get into the habit of testing more variations and producing more winning results.

Future enhancements

Optimizely is committed to continuous innovation and improvement. Potential enhancements for Variation Generator include generating suggestions for other content types like images, icons, HTML, and CSS, as well as giving users more control over output fine-tuning, such as adjusting length, tone, and other fields.

At the end of the day…

Optimizely’s Variation Generator is a simple yet powerful feature that empowers experiment authors to create more effective and winning experiments. By harnessing the power of artificial intelligence, this feature saves time, optimizes variations, and fine-tunes brand positioning, ultimately leading to better results, stronger brand presence, and an effortless workflow.

Want more info? If you’re an existing customer, ask your account manager about Variation Generator, and if you’re a future customer, contact us to learn more.

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