Reed Overfelt
MARKETERS:
START THINKING LIKE PUBLISHERS &
SOCIALIZERS
Yesterday’s approach:
“GET IN THEIR FACE” when they’re not looking. Today’s approach:
“GET FOUND” when they are looking.
That means you need to be here…
…and here
…and here
…and here
HOW?
thinking like a
marketer or
advertiser…
…START thinking
like a publisher and
socializer.
Understand
your buyer! 1
Have unrelenting demands on their
time
Spend most of their day in meetings
Hate being pitched
Need to sell decisions internally
Trust their peers and inner circle
Are very quick studies
Understand why executives are different
Return on time invested
Outcomes-based content and
conversation
Prescriptive value and case-based
discussions
Peer input and relationships
Connection to experts and high-value
thinking
And what executives value
Outline your basic
buying cycle!
1
2
Awareness (TOP) Prospect knows there’s a problem
that needs to be solved
Consideration (MIDDLE) Prospect recognizes a need for a
solution like yours
Purchase (BOTTOM) Prospect seeks solution to their
need; ready to buy
VAGUE NOTION
OF ‘POSSIBLE’
SOLUTION
INTERESTED IN
A SOLUTION
RESEARCHING
VENDORS
EVALUATING
PRODUCTS
NARROWING
FIELD
REFERENCE
CHECK
NEGOTIATING
PURCHASE
SUBSCRIBE
OPEN
VIEW
SHARE
FOLLOW
DOWNLOAD
PARTICIPATE
INQUIRE
ENGAGE
PIPELINE STAGE B
UY
ER
’S O
BJE
CT
IVE
KEY OUTCOMES
Map your content
to your buying
cycle!
3
Conversion is a process, not an event.
Awareness (TOP) Prospect knows there’s a problem
that needs to be solved
Consideration (MIDDLE) Prospect recognizes a need for a
solution like yours
Purchase (BOTTOM) Prospect seeks solution to their
need; ready to buy
VAGUE NOTION
OF ‘POSSIBLE’
SOLUTION
INTERESTED IN
A SOLUTION
RESEARCHING
VENDORS
EVALUATING
PRODUCTS
NARROWING
FIELD
REFERENCE
CHECK
NEGOTIATING
PURCHASE
SUBSCRIBE
OPEN
VIEW
SHARE
FOLLOW
DOWNLOAD
PARTICIPATE
INQUIRE
ENGAGE
PIPELINE STAGE B
UY
ER
’S O
BJE
CT
IVE
KEY OUTCOMES
DEMOS
eNEWSLETTER Q&A
EBOOKS ARTICLES
STEP-BY-STEP
WEBINARS
DEMO
VIDEOS
FAQ
SHEETS
DATA
SHEETS
ANALYST
REPORTS
ROI CALCULATORS
FEATURE
GUIDES
Q&A
WEBINARS
TREND
REPORTS
STEP-BY-STEP
EBOOKS
CASE
STUDIES
CUSTOMER
TESTIMONIALS
PRICE
GUIDES
CHECKLISTS
Create an editorial calendar
4
People process information better in bite-sized chunks.
Schedule your content a little bit at a time…
Content Progression Schedule Outcome
Email industry trend report Day 1 Open, Share, Download
Publish industry trend report messages to Twitter, Facebook Pages, and LinkedIn
Groups
Day 1, 5, 7, 10, 13, 15, 21,
22, 23, 24, & 25 Share , Download
Send weekly e-newsletter Day 7 Open , Share
Send weekly e-newsletter Day 14 Open, Share
Send personal invitation to attend industry trend webinar Day 20 Attend
Publish industry trend webinar messages to Twitter, Facebook Pages, and LinkedIn
Groups
Day 20, 22, 24, 26, 27, 28,
29, & 30 Share, Attend
Send weekly e-newsletter Day 23 Open
Send link to recorded industry trend webinar Day 30 View
Publish industry trend webinar recording messages to Twitter, Facebook Pages, and
LinkedIn Groups
Day 30, 32, 34, 36, 38, &
40 Share, Listen
Send weekly e-newsletter Day 30 Open
Personal invitation to attend product demo webinar Day 60 Attend, Convert
Publish product webinar messages to Twitter, Facebook Pages, and LinkedIn Groups Day 60, 62, 64, 66, 68, 70,
71,72, 74, &74 Share, Attend, Convert
Create amazing content your buyers care about!
5
Your target buyers have interests, problems, questions.
Speak to them!
Tip #1
Get to the point.
Tip #2
Make it matter.
“THE FUTURE DEPENDS ON
WHAT WE DO IN THE PRESENT.”
-Mahatma Gandhi
Tip #3
Tell stories.
Tip #4
Push beyond the normal.
Optimize your content for your buyer & search engines
6
On average, 8 out of 10 people read a headline.
But only 2 will decide to read the full copy.
of online users first use search engines to look for services and products
92%
f(n) = Authority + Relevance
Ranking Algorithm
Off-Page SEO On-Page SEO
Publish and socialize your content in the right places
7
?
Disclaimer: Use of social media company icons is for instructional purposes only and in no
way implies an association or partnership with any of the individual companies, or approval,
sponsorship, or endorsement by any of the individual companies.
Channel #1: Blogging
Blog, and blog often.
Channel #2: LinkedIn
Disclaimer: Use of social media company icons is for instructional purposes only and in no
way implies an association or partnership with any of the individual companies, or approval,
sponsorship, or endorsement by any of the individual companies.
LinkedIn is a must
for B2B marketers.
Disclaimer: Use of social media company icons is for instructional purposes only and in no
way implies an association or partnership with any of the individual companies, or approval,
sponsorship, or endorsement by any of the individual companies.
Channel #3: Facebook
Facebook is an effective B2B
marketing tool. It’s just not
as good as some of the
others (yet!). Disclaimer: Use of social media company icons is for instructional purposes only and in no
way implies an association or partnership with any of the individual companies, or approval,
sponsorship, or endorsement by any of the individual companies.
Channel #4: Twitter
Disclaimer: Use of social media company icons is for instructional purposes only and in no
way implies an association or partnership with any of the individual companies, or approval,
sponsorship, or endorsement by any of the individual companies.
SOURCE: EMARKETER, APRIL 2011
Twitter = influence. Start tweeting relevant, original
content you want to be shared!
Channel #5: Paid Search
Paid search is a great way to get your content found fast.
Organic is still best long term!
Channel #6, 7 & 8: Google+ Pinterest Instagram
Disclaimer: Use of social media company icons is for instructional purposes only and in no
way implies an association or partnership with any of the individual companies, or approval,
sponsorship, or endorsement by any of the individual companies.
Keep score and measure everything!
8
If you cannot measure it, You cannot improve it.
- Lord Kelvin
14%
Conversion
Rate
22%
Conversion
Rate
32%
Conversion
Rate
25%
Conversion
Rate
9%
Conversion
Rate
Landing Page
Social Media Social Media Email Organic PPC Display
8 Measure Everything
7 Publish and Socialize
6 Optimize Your Content
Create an Editorial Calendar 4
Map Your Content 3
Understand Your Buyer 1
2 Outline Your Buying Cycle
Create Amazing Content 5
Let’s recap
ARE YOU READY TO
YOUR COMPANY?
GROW
CONNECT WITH ME TODAY
http://www.linkedin.com/in/reedoverfelt
• Slides 3 & 4: Source: Marketo Report “The Ultimate Revenue Engine”
• Slide 11: Purchased from iStockphoto (http://www.istockphoto.com/license)
• Slide 12: c/o http://www.free-desktop-backgrounds.net/Miscellaneous-pictures/Signs-wallpaper-images/Stop-sign.html
• Slide 13 - PImage source - Purchased from iStockphoto (http://www.istockphoto.com/license)
• Slide 14 - Image source - Purchased from iStockphoto (http://www.istockphoto.com/license)
• Slide 15 - Purchased from iStockphoto http://www.istockphoto.com/license
• Slides 16-20- Purchased from iStockphoto http://www.istockphoto.com/license
• Slide 19 - Social icon graphic created by YMKM Agency, LLC; Mouse image courtesy of Microsoft clipart
• Slide 22 - Purchased from ShutterStock http://www.shutterstock.com/licensing.mhtml
• Slide 23 - Purchased from ShutterStock http://www.shutterstock.com/licensing.mhtml
• Slide 24 - FullQuota
• Slides 25-27, 58 - Courtesy of Microsoft clipart + YMKM Agency LLC illustration
• Slide 27: Courtesy of psdgraphics.com
• Slide 28; Public Domain: http://commons.wikimedia.org/wiki/File:Juhu_1944.jpg
• Slide 29: Purchased at Dreamstime.com: http://www.dreamstime.com/terms
• Slide 30: Purchased at Dreamstime.com: http://www.dreamstime.com/terms
• Slide 31: Purchased from iStockphoto http://www.istockphoto.com/license
• Slide 36: Purchased from iStockphoto (http://www.istockphoto.com/license)
• Slide 37: Purchased from iStockphoto (http://www.istockphoto.com/license)
• Slide 38: courtesy Social Icon Studio http://www.socialiconstudio.com/2010/11/3d-side-view-free-social-icons.html
• Slide 39-41: Hubspot: State of Inbound Marketing Report 2011
• Slide 42:from Microsoft clipart + YMKM Agency LLC illustration
• Slide 43: courtesy Social Icon Studio http://www.socialiconstudio.com/2010/11/3d-side-view-free-social-icons.html
• Slide 44 & 45: Hubspot: State of Inbound Marketing Report 2011
• Slide 46 & 47: courtesy Social Icon Studio http://www.socialiconstudio.com/2010/11/3d-side-view-free-social-icons.html
• Slide 48: Source: COMSOURCE, FEBRUARY , 2011
• Slide 49 & 50: Hubspot: State of Inbound Marketing Report 2011
• Slide 51: courtesy IconFinder http://www.iconfinder.com/icondetails/58857/128/facebook_icon
• Slide 52: urtesy IconArchive http://www.iconarchive.com/show/vector-twitter-icons-by-iconshock/twitter-3d-icon.html
• Slide 53: Source: EMARKETER, April 2011
• Slide 54-56:Hubspot: State of Inbound Marketing Report 2011
• Slide 57: Image: courtesy IconArchive http://www.iconarchive.com/show/vector-twitter-icons-by-iconshock/twitter-3d-icon.html
• Slide 58: Image source - Purchased from iStockphoto (http://www.istockphoto.com/license)
• Slide 60: Purchased from iStockphoto (http://www.istockphoto.com/license)
• Slide 62:Image source - http://en.wikipedia.org/wiki/File:Lord_Kelvin_photograph.jpg
• Slide 63: Source: Hubspot, Conversion Centered Design – Essential Elements of High Converting Landing Pages
Image Sources
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