Web Ink Now

World's worst website

I'd like to nominate the English-language edition of the Tokyo 2020 Candidate City website as the worst English-language site in the world. The site is built in support of bringing the 2020 Summer Olympic Games to Tokyo.

Where to start. Well anywhere, really. So let's look at content.

How about Vision:
"Tokyo 2020 will bring together dynamic innovation and global inspiration. It will unite the power of the Games with the unique values of the Japanese people and the excitement of a city that sets global trends. It will be a unique celebration that will help reinforce and renew the Olympic Values for the new generation. And will contribute to more young people, worldwide, sharing the dreams, hopes and benefits of sport."

Huh? WTF?

This is about as gobbledygook as any paragraph I have ever read. And I've read a lot of bad ones over the years. We've got weasel words like the number one most over-used phrase in English language marketing: "innovation". Then there’s "global inspiration," "unique values" plus other world-class, cutting-edge, mission-critical nonsense. These phrases are so overused to have become meaningless.

A fun test of superlative-laden content like this is to substitute a competitor. So how about substituting into the paragraph above for Istanbul 2020 with the words "Istanbul / Turkish" or Madrid 2020 with "Madrid / Spanish." If the paragraph still makes sense with the competitor city substituted, then vision has failed.

Buyer personas... Or not.

While I could poke at additional content aspects of this terrible site that make it stink so much, I'll stop. Because what it really comes down to is the typical mistake of not understanding buyers.

I lived in Japan for seven years and my wife is Japanese. What we've seen so often is Japanese organizations that enter the global markets by simply translating the content they created for the local Japan marketplace. That's likely what happened here.

And it's too bad, really. Because Tokyo would make an excellent host city. But I fear the candidacy is doomed because of this rotten site.

For an example of missing the buyer persona, consider the use of animated characters that are so big in Japanese marketing. The people who made this site assumed that everyone in the world is attracted to anime so they carried it over to English too: All-Time Cartoon Hero Doraemon Joins Tokyo 2020 as Special Ambassador. Well not everyone is into the same stuff as the average eleven-year-old.

Who should be the buyer persona for this site? I'd argue the 115 voting members of the International Olympic Committee who choose the location of the 2020 games are the most important buyer persona. I'd have a tough time believing that this site reaches those people effectively.

When your organization goes global

While it is easy to sneer at this site and other crap-filled sites like it, imagine what happens when *you* simply translate *your* materials into the local languages of countries whose markets you enter. It is likely a similar thing happens to your site in the eyes of the local market if you translate your content.

To really globalize, you need local content creators who understand the local buyer personas and create content especially for them.

Voting for the Olympic host city takes place on September 7, 2013, as I write this a little more than 4 months away. There is still time to fix this site and increase Tokyo's chances.

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UPDATE May 2, 2013 - I am not a consultant (I write books and deliver speeches around the world. I have no interest in trying to generate consulting business from this blog post. I am simply pointing it out so we can all learn from it.

Effective storytelling for business

As content takes its rightful place at the forefront of marketing, I'm seeing many marketers fail at basic storytelling.

Marketers are ineffective when they use the classic "customer testimonial" format and pop that onto their blog or make it into a video. "Here’s our product. It is great. Here are customers who say it is great. Now buy some of our product." This just doesn't hold people's attention.

How interesting would a book or movie be were it to have this plot?:
Boy meets girl.
They fall in love.
They get married.

That's what most people do with their business writing.

Effective storytelling

The best stories drip with conflict. They have a hero and sometimes a villain. There is a story arc. As a writing teacher once told me: "Writing without conflict is propaganda."

Movies and novels have these elements – the best open with conflict in the first scene, on the first page, or even the first paragraph. Usually, it's one character in conflict with others (Batman against the bad guys). Sometimes it's a character in conflict with herself ("I really shouldn't go into this bar, but...").

Example of a good storytelling TV ad

Here an example of a story driven TV ad Audi aired during the 2012 Super Bowl called "Prom". I really like this ad because it is an example of all the elements of a good story. A slightly insecure teenager is unhappy about going to the Senior Prom without a date. But when Dad lets him borrow the new Audi S6 for the night, he gains more and more confidence with every mile, arriving at the Prom a changed young man. There's a confrontation and a resolution. And it all happened in one minute. (The YouTube version of the ad has 10 million views.)

Direct link to Audi Prom on YouTube.

Example of a good storytelling blog post

For an example of a story-based blog post, check out Weather Happens – Be Prepared by Kristiana Almeida on the American Red Cross blog.

Kristiana writes about her life as a kid on Cape Cod and uses that to educate on being prepared for a blizzard. Great stuff. What does the Red Cross really want? A donation. Is a donation mentioned in this post? No.

You too can be an effective storyteller

Here are a few ideas to get you thinking about telling stories that people will want to pay attention to rather than propaganda they will ignore.

- Instead of "creating copy", think about sitting in a restaurant with friends and explaining a little about your work to them. How would you say it? How would you hold your friends' interest? Write that down.

- Rather than talking about the features and benefits of your products and services, consider how you help people to solve problems.

- Who or what is the "bad guy" in your market? Is it the big, famous company that everybody does business with but nobody really likes? Is there some silly government regulation that holds buyers back? How can you weave those into a story with conflict?

- What is the status quo? Use that as the bad guy in your story.

Bonus for reading this far: Here's how I create many of the stories of success I share in this blog, in my speeches, and in my books: I think of the story as a movie or novel and cast the people from around the world whose success I showcase as my hero and traditional offline advertising and the PR pitching approach as the villains. That's what I did in this post. Audi and the Red Cross are my heroes and the traditional customer testimonial is the villain. (Shh... don't give away my secret.)

Want more?

Several years ago I wrote a free ebook Gaijin Male Model: A Case Study in Conflict-Driven Business Writing.

If you’ve got a few minutes and want to dig deeper into using conflict in your own writing, this is a good place to start. No registration required.

Content marketing and video showcase expertise and drive tons of business

You could hardly ask for a more dramatic example of how near zero-cost videos can expand reach and drive business. And it all started because Mary McNeight identified a problem that no one online was helping people solve.

When Mary couldn't find anyone in the Seattle area who would help her train her own dog Jasper for service work, it fell to her to teach her pet to be her service dog. Service dogs that help people manage disabilities like blindness and diseases like recurrent seizures and diabetes.

Later, she enrolled in puppy classes to train Liame, her new Labrador retriever puppy. In the process, she became addicted to dog training—so she made it her business.

Mary spent countless hours learning all aspects of the business, got her accreditation from the Certification Council for Professional Dog Trainers, and is now owner and director of training and behavior at Service Dog Academy. This business offers private training sessions and small-group adult-and-puppy training classes for both service and pet dog training. They even offer a groundbreaking train your own Diabetic Alert Dog program.

Content marketing and video production

But credentials, skills, and even passion alone don't bring in customers. Her excellent website (featuring dozens of videos that she shot and edited herself) educates buyers and generates high search-engine rankings, driving business her way.

"I've gone from barely having any students to getting anywhere from twenty to forty emails per day requesting my services and advice and verbally praising my work," Mary says. "If that isn't a story of success, I don’t know what is. I have the power to create an audience for any product or service I put my mind to. But I think I will stick with what makes me happiest, helping dogs and the disabled live more productive lives."

In 2010, Mary started making YouTube videos with an inexpensive Flip Video camera and the software that came installed on her Mac notebook computer. "Seeing a need for my students to understand how to make a Kongsicle, I produced my first instructional video," Mary says. Kongs are natural rubber-food puzzle toys for dogs, and a Kongsicle is a Kong with frozen food inside. The video is titled Best Dog Food Puzzle: The Kongsicle.

"A couple of months later, I went to the Association of Pet Dog Trainers conference, and I was startled by a young trainer who said, 'You're Mary McNeight right? You made that video on Kongsicles! I use it as a reference video for my students.' Here was this dog trainer in Florida using my materials for her classes. That was the day I understood the power of YouTube." Since then, Mary has made many instructional videos, with titles that include “Diabetic Alert Dog Scams,” Puppy Doggie Ants in the Pants, and a multi-part series on diabetic alert dog training.

The content on the Service Dog Academy site, including the video series, is created for three buyer personas: pet dog owners, service dog owners, and people who want to train their own diabetic alert dog. After her initial success, Mary purchased a $400 HD video camera, a $20 microphone, Final Cut Pro software, and, as she describes it, "some funky alien-adjustable-arm-looking lights at Home Depot, since I couldn't afford to light my videos with professional lights. The really cool thing about my content is that it proves that it doesn't have to be shiny, flashy, spiffy or cost thousands of dollars to produce. People will watch anything as long as its packed full of useful information."

Make it free

Mary's notoriety and search engine results are aided by her willingness to post content that others in the dog training business are fearful to post because they don't want to give away information for free. "A great success was a video on how to travel with your service dog, something nobody on the entire Internet was teaching people how to do," she says. "I also hosted a webinar that gave an overview of how to train a diabetic alert dog. I placed the webinar capture video on YouTube and was afraid of being banned in the dog training community. This information was not available on the Web because nobody wanted to share how they trained dogs for tens of thousands of dollars. I started getting emails and phone calls from people all over the world asking me for advice on training their dog or just outright purchasing my online diabetic alert dog training program. I’ve had dog trainers who want me to fly out to their location and teach a class on diabetic alert dog training for them.

"How cool is it that this now three-person service dog training organization is getting worldwide attention? I never would have gotten that type of exposure printing brochures or running expensive ads on local television. A couple of months ago, I even had a woman tell me the video I made saved her life! It allowed her to get enough information to help her train her own medical alert dog by herself."

Yes, Mary, it's cool. Keep up the great work and thanks for sharing your story.

How to use the new Vine social app for marketing and PR

Vine is the newest and hottest social media application available for the iPhone. It was launched late last week to deliver 6-second videos.

I tell people it's sort of like Twitter for video. And since it was released by Twitter, the integration with Twitter is seamless.

I used Vine to show some covers of the 25 different languages that my book The New Rules of Marketing & PR has been translated into.

I used #vine to show a few of the 26 language covers of New Rules of Marketing & PR. vine.co/v/b5LhgtgpmOP

— David Meerman Scott (@dmscott) January 26, 2013

Like any social network, early adopters like me are trying to figure it out. I've seen my friends Chris Brogan and Steve Garfield playing around with it (check their Twitter feeds for examples) and it's getting a bunch of buzz.

It's really simple to use, you just hold down the iPhone screen to record and lift up to stop. Then you can alter the scene and do it again. This means you can easily do short segments of any length as long as they add up to 6 seconds total. At the end of the video, it repeats into an endless loop and you add a caption and release it to your Twitter feed.

It's very early days, but people seem to be gravitating to using it for demonstrations of something or to capture the feeling in a location. There also seems to be a bunch of people using Vine for porn, but I'm not going to elaborate on that… (Google it).

I'm excited to use Vine to share short snippets of rock shows and I'll try to shoot one at The Vaccines show in Boston tomorrow night. [UPDATE: Here is that one.]

With just 6 seconds, the challenge for marketing and PR use is to tell a story. In a weird way, I found the 6-second constraint to be very liberating, much like the 140 character limit of a tweet.

To get your creative mind working, here are just a few ideas for how you might use Vine for marketing and public relations purposes. If you have any more, please add as a comment to this post:

• A brief product demonstration.


• A short statement by the CEO.


• Highlights of an art exhibition.


• A speaker shows their view of the audience (I'll be doing that!).


• Speakers' bureaus, modeling agencies, and actors' reps show clients in action.


• Restaurants make visual online menus.


• A bartender shows her signature drink being made.


• Any kind of "before and after" such as redecorating a room or washing a car.


• Walk through of a hotel suite.

Here's a six second "behind the scenes tour" from the MSNBC television network.

#msnbc behind the scenes caught on @vineapp: RT @caramaresca: All in a day's work @msnbc vine.co/v/b5dI1ZbJOdg

— msnbc (@msnbc) January 24, 2013

Let us know how you are using Vine.

How to use Instagram, Pinterest, and 500px to sell an expensive product

Okay, so Instagram and other photo sharing services are a fun way to share photos with your social network. But how could you use the applications to market your product or service?

When Doug Eymer, a Boston-based creative director, was ready to sell his home, he turned to his Instagram feed at deymer and other photo sharing services to get the home out to prospective buyers.

"We have a unique house in a great spot on the water, and we know that water is prime real estate," Doug says. "We also have an incredible view. We feel like that that adds a significant amount to the price of our house, although it’s not something you can really measure. So I started documenting sunrise every morning, and putting them together into a collection. What's really cool is how the marsh grasses change colors and the leaves in the background change colors. It's an ever-changing view."

Doug snaps the photo each morning and shares the series Sunrises at 31 Bow Street (now well over 100 photos) on a wide variety of social networks and photo sharing sites including Instagram, Facebook, Twitter, Tumbler, Foursquare, and Pinterest. He also uploads each day's photo to photo sharing sites including 500px and Flickr.

"On 500px I have sets with all of my photographs, including a set for my sunrise photographs," Doug says. "500px is great as far as followers; and as soon as you post, you start getting feedback right away. Usually it’s like one or two words 'love it, great'. And 500px also gives you a lot of information about the activity on your photos, you can rank what the favorite photographs are, which is kind of cool information. You can see what people are responding to."

Marketing using original photos

When Doug listed his home with a realtor, the photo series became a valuable asset, which the realtor linked to. "The realtor that we used was pretty web-savvy, and he was also posting information on his blog about the photos and he mentioned them on Facebook and on Pinterest," he says.

The approach of documenting the view from his home as the seasons change is a subtle but very effective form of marketing.

"It's brought a lot of attention to our house, especially from people in town and that’s built positive word-of-mouth," Doug says. "There are a few people who respond every morning and I think they look forward to seeing what photograph I'm going to post. When I first started, we had a red canoe that was in the yard. I always made the red canoe part of the photograph. One day we had some high water, and we moved the canoe so it wouldn't float away. People said, 'What happened to the canoe? Where did it go?' Then someone made the leap and said: 'It looks like summer’s over. The canoe has been put away'. That was pretty interesting. It was just one little thing, people letting me know that they were actually watching it."

Taking the photos offline

Doug has taken his photo series offline in a very clever way. In various rooms in the home, he has laptop computers and iPads running a continuous slideshow of his photos of the ever-changing view towards the water from 31 Bow Street. "As buyers walk through the house, especially the rooms which overlook the view, we can show how it changes over time. There's summer, the beautiful changing leaves, and photos of wintertime with ice. It gives people another window on what's outside, and gives them an idea of what is there to look at."

Original photos, shared on Instagram and other photo sharing social networking services are a powerful way to showcase you and your offerings. And when you take your photos and integrate them into your online and offline marketing, you set yourself apart from the pack.

Disclosure: Doug is a personal friend and has been my go-to designer for all my projects for the last decade.

What converging mainstream and social media means for marketing and PR

Too many people are still hung up with outdated artificial demarcations between "mainstream media" and "social media", arguing that one is more legitimate. This leads to flawed marketing and PR strategic decisions.

This is especially true of many (but not all) public relations agencies whose reps do their clients a disservice by focusing on one form of media over another.

Nonsense. The distinctions have nearly disappeared. You've got to eliminate your prejudice.

Whenever this subject pops up, I'm prompted to ask some questions:

- What is a blog?
- What is an online news site like Huffington Post?
- What is it when a print newspaper like the New York Times or a television network like the BBC publishes an online news site?
- What is it when readers can post comments to on an online story from a magazine?
- What about when a reporter for the BBC maintains a blog?
- What are the Twitter feeds of New York Times reporters?

Guess what? It's all just real time media!

The Huffington Post is a technically a blog. It is written on the Blogger platform so there is no difference technically when I write for the Huffington Post or when I write on Web Ink Now, my personal blog.

The Huffington Post is a blog, but is one of the most important news sites on the Web with a recent Alexa ranking as I write this of 77, making it in the top 100 of all sites of any kind in the world.

The Huffington Post is a blog, but won the Pulitzer Prize in the category of national reporting for senior military correspondent David Wood's 10-part series about wounded veterans, Beyond the Battlefield.

The BBC is mainstream media, but readers can comment on stories (and thousands do).

The New Yorker is a magazine, but people can share links to stories within the site using widgets for Facebook, Twitter, LinkedIn, Pinterest, Google+, and Tumblr.

What the blurring of mainstream media and social media means for your business

When your buyers search Google or another search engine for information related to your business, they don't really care if the top results come from a "news site" like the BBC, a "blog" like the Huffington Post, or your own content rich Web site. So you need to eliminate the bias.

When buyers ask a question on social media they are happy when someone sends a valuable link to information on the web. They don't scrutinize what’s recommended to them and dismiss the blog content and only read the remainder. They're happy for something that educates and entertains.

The best marketing and PR strategies must include creating your own content, including text, video, and images. It should also include strategies for getting noticed by important voices so they write about you, which comes back to the content you create.

photo credit: DanAllison via photopin cc

Not Another Junky Blog

Tania Venn, director of PR at 1-800-GOT-JUNK?, the largest full-service professional junk removal company in the world, oversees a team that creates content with a focus to reach customers who may not think that they need a junk removal service.

“Once they hear about what junk removal could do for them and how it could impact their lives, they become interested in our service,” Tania says.

Tania and her colleagues focus on what information would be valuable for buyers as they create content for the 1-800-GOT-JUNK? Not Another Junky Blog and then use their Facebook page and Twitter feed @1800GOTJUNK to let their followers know of new posts.

Making junk interesting

I hear all the time from marketers who tell me something like "My business is boring. Nobody cares about what we do so how can I create content?"

Tania's example shows any market or company can be made to be interesting. We're talking about junk removal here, people!

"We think about what’s relevant," she says. "That could be tips and suggestions for people on getting their space back. It could be about decluttering and how to do a garage sale. We also focus on environmental sustainability, what happens to the stuff we haul away and creative ways to reuse junk." Right on the homepage there is a counter showing the number of pounds 1-800-GOT-JUNK? has saved from landfills. As of this writing, the ticker reads 2.264937 billion pounds.

They also create content about what's timely, either because it is in the news or tied with the time of year. "With the holidays coming up we'll post about making space to have your in-laws over and making room for new things you might get as gifts," Tania says. "And with New Years, everyone has resolutions. We know that the top ten New Year's resolutions includes 'getting organized' and 'simplifying'. We also look at what's trending. For example, there is a trend called trashion, when people make fashion out of trash, so we'll write about that."

Writing for buyers

Unlike when a blog is written from an egotistical perspective and turns into a bunch of advertising messages, Not Another Junky Blog, because it is written for buyers, focuses on real problems that people have with junk in the home.

"We know there’s an emotional component to getting rid of the stuff that you have," Tania says. "Our customers have an emotional release and an amazing magical feeling of 'that crap is not there anymore' when their junk is taken away. They don't realize until it's gone how good it feels. We hear it time and time and time again from our customers. So we build that into our blog because it answers what customers are looking for." The 1-800-GOT-JUNK? business is a franchise model, so the content they create also appeals to franchisees who learn about clever ways to market in their local area.

When you focus on buyers' problems as you create content, frequently you'll write about something that doesn't have anything to do with what your organization actually does. This is true at 1-800-GOT-JUNK?.

"We might talk about how to set up your own garage sale," Tania says. "That wouldn't get us business necessarily, but we’ve got the experience and we can share that with people. We know that readers may not be able to afford our service right now, but some day they will be able to. They'll have learned something from us that can help them out, something that can help them get rid of some of their junk, but they can do it themselves."

Measuring success

It's not just the billions of pounds of junk that the company saves from landfills that's measured. Tania knows that the content published in Not Another Junky Blog and shared on Facebook and Twitter is working because she uses analytics to measure content success too.

"I look at how many people view our blog on a daily basis and a weekly basis," she says, also paying attention to any content that becomes particularly popular with readers. "We've learned that we need to create content in order to be recognized on the web. It's a way of engaging with customers. It's a great way to get information directly to who you want to reach rather than going through the media."

Hey, if Tania can make junk interesting, there's no excuse for you not making your company interesting!

Google Plus emerging as a back door to top search results

Google News results now prominently show results from Google Plus (Google+ or just G+). This presents an exciting opportunity for real-time marketers for newsjacking using Google+.

How Google+ has changed since launch

When Google+ first emerged in the summer of 2011, it looked to me like a direct competitor to Facebook. Not that the application actually looked like Facebook but that it played in the same market of social sharing and connecting friends. When I first wrote about G+ in my post I really wanted to hate Google Plus that's what my focus was.

Initially many people used G+ for business purposes in similar ways that they used other social networks. You first create a personal profile and then figure out if there is a clever way to use G+ for your business.

I've noticed a significant trail off in interest in G+ in the past year or so as people who didn't need a "better Facebook" stopped engaging on the G+ social network. That's been my personal experience too. I still post my new blog posts to G+ but I don't go in to see what others are doing nearly as often as I do on Facebook and Twitter.

Google Plus emerging as a cool back door to top search results

Now there's a way to use G+ for business that has real potential. If you go to Google News, you'll see a dropdown arrow button if you mouse over on the right of each headline. Clicking the arrows reveals more stories and those frequently include a G+ listing.

For example, in the business section story this morning talking about "Cyber Monday", the last item (with tons of real-estate) is a G+ update from Scott Kelby. I took a screen shot so you can see how it looked for me this morning.

How cool is that? A mere mortal can get into the front page of Google News just by making a real-time G+ update on a breaking news story.

Note that I do not know Scott and we are not connected on G+.

This has significant potential for marketers who want to inject their ideas into a breaking news story.

I’ll be experimenting with this in the coming weeks and months. Meanwhile, do let me know in a comment if you’ve had any newsjacking success with Google Plus.

Seattle Police blogs Marijwhatnow guide to legal marijuana use in Seattle

Here's proof cops have a sense of humor and that the Seattle Police understand the power of online content to educate and inform.

On Election Day, November 6, 2012, the people of Washington State passed Initiative 502 making it legal after December 6 for adults over 21 years old to possess up to an ounce of marijuana (or 16 ounces of solid marijuana-infused product, like cookies, or 72 ounces of infused liquid, like oil) for personal use.

So, Washington residents wonder, what does that actually mean for me?

I just love the post Marijwhatnow? A Guide to Legal Marijuana Use In Seattle on the Seattle Police blog SPD Blotter. The post provides a practical guide for what the Seattle Police Department believes Initiative 502 means.

Brand journalism with the Seattle PD

This is some terrific brand journalism!

Here are a few of my favorite Qs and As from the Marijwhatnow post.

Can I legally carry around an ounce of marijuana?
According to the recently passed initiative, beginning December 6th, adults over the age of 21 will be able to carry up to an ounce of marijuana for personal use. Please note that the initiative says it "is unlawful to open a package containing marijuana... in view of the general public," so there’s that. Also, you probably shouldn't bring pot with you to the federal courthouse (or any other federal property).

SPD seized a bunch of my marijuana before I-502 passed. Can I have it back?
No.

What happens if I get pulled over and I'm sober, but an officer or his K9 buddy smells the ounce of Super Skunk I’ve got in my trunk?
Under state law, officers have to develop probable cause to search a closed or locked container. Each case stands on its own, but the smell of pot alone will not be reason to search a vehicle. If officers have information that you’re trafficking, producing or delivering marijuana in violation of state law, they can get a warrant to search your vehicle.

December 6th seems like a really long ways away. What happens if I get caught with marijuana before then?
Hold your breath. Your case will be processed under current state law. However, there is already a city ordinance making marijuana enforcement the lowest law enforcement priority.

Will police officers be able to smoke marijuana?
As of right now, no. This is still a very complicated issue.

The SPD Blotter

I love the use of humor in the post. Sure, it provides valuable information about the new law, but in a fun and approachable way.

And hey, we're talking about the cops here!

The SPD Blotter began in 2008 and is maintained by the staff of Seattle Police Department Public Affairs Office.

The Marijwhatnow post was written by Jonah Spangenthal-Lee, a journalist who, as he says in his bio, covered “the always-exciting cops and crime beat at Seattlecrime.com, PubliCola.com, KIRO Television, and The Stranger.”

Spangenthal-Lee joined SPD in March 2012 to tell those same stories on the department's SPD Blotter blog and publish real-time information on breaking news through SPD’s @SeattlePD Twitter feed.

Isn't it great that the Seattle PD hired a journalist to write the blog and update the Twitter feed?! I've talked about hiring journalists many times over the years such as this 2009 post An open letter to journalists: You have an amazing career opportunity on the Dark Side.

Here's how Spangenthal-Lee describes his role: "As a reporter, I've stood out in the rain at crime scenes, rode around in patrol cars late into the night, and pored over police reports in order to dig up and tell stories about just what goes on inside the Seattle Police Department, and the streets of our city."

Nice. Maybe I'll have to take a field trip to Seattle to sniff around and learn more about this story.

photo credit: 1ncognito via photopin cc

Metrics to Show How a Content Marketing Editorial Calendar Drives New Business

This is the third in a three part series on how professional services firm Sales Benchmark Index has made the transition from traditional outbound marketing like cold calls to a content-driven marketing approach using blogs, twitter, ebooks, and videos. I conduced several lengthy interviews with I love the approach Greg Alexander, CEO of the company to learn the inside scoop. If you haven’t done so, read the first installment Professional Services Firm Grows 50% through Switch from Outbound to Inbound Marketing and the second How to Target Buyer Personas with the Right Content Created Especially for Them.

Content based on the buyers' business

Greg knows from his buyer persona research that 75 percent of his US potential clients are on a calendar-based planning cycle. "July through October is when they go through their annual operating plan," he says. This is the time that buyers are most receptive to Sales Benchmark Index services and when the majority of sales tales place. "They are trying to figure out things like how many sales people do I need? How should I place the territories? What should the quotas be? How should I pay them? A lot of the research is centered around those issues."

Because Greg's sales happen July through October, he has a calendar-based approach to content creation.

"From November through June the approach is to give away lots and lots of intellectual property to build up the subscriber base," Greg says. "We believe that permission to have a conversation with buyers is a valuable asset. Within the blog we will write about a problem. We'll offer up a tool that we used with one of our clients to solve that specific problem. All we ask is that they click on the link. We put it behind a form, and then they get the tool for free. During the November through June time period, we don’t bombard them with follow up marketing activity."

As the subscriber roles grow, Greg's team shifts focus during the selling season when buyers have a greater need for information because they are planning next year's budgets from July through October. "During that time period, we shift the focus of the blog to having subscribers participate in our annual research tour, which we call Make the Number: How Your Peers Plan on Allocating People, Money and Time for the Upcoming Year."

Make the Number allows potential clients to have a personal review of benchmarking data and research. "This is an onsite seminar," Greg says. "If you want access to all these tools, and you've been a subscriber of ours for months and sometimes years, one of our experts will come on site and give you a presentation for 90 minutes to the executive team on kind of a set of best practices heading into the New Year. So it allows somebody to compare and contrast the sales strategy before the New Year begins."

Greg has had tremendous success with the calendar approach to content creation. "Just to give you some stats here on the power of content marketing, in prior years we might do between 50 and 100 visits during the July to October period," he says. "But this year, we'll have done over 220 of them. We know that about half of them eventually, inside of six quarters, become clients of ours. When people buy a professional service like ours, it's intangible. So we use the Make the Number meetings to turn what we do into a tangible by actually introducing people face to face. It makes it easier for the buyer to buy."

Measuring success

I love how Greg's team measures every aspect of his content efforts. After all, this is a company that helps sales and marketing executives be more effective, so you can imagine how they focus on measuring the effectiveness of their own inbound marketing.

In fact, they measure down to the blog post level (something that they learned from HubSpot, whose marketing software Sales Benchmark Index uses). "We grade posts based on things like how closely each are related to the problems of our buyer personas," he says. "We count the number of words in sentences, targeting six and 14 words per sentence. And we grade the effectiveness of the title. Then there are the hard metrics like the number of comments and social shares and links generated, and view counts."

Greg also analyzes what he calls "branded versus non-branded keywords" looking at how many people come to the blog on a monthly basis for each. A branded keyword is when somebody hits the blog for a term like "sales benchmark index" (they entered the company name into Google). A non-branded word would be if somebody searched on "sales territory design".

"Important phrases for us include 'territory design,' 'lead management', and 'sales incentive compensation'," Greg says. Note how these terms are fairly specific, but not so long tail as to be obscure. They specifically target 'lead generation' as a term because the phrase is so competitive. "We go after 'lead management', and we’re doing better as a result of that. We're looking at the number of incoming links and we use the HubSpot Link Grader Search Engine Optimization Tool. This year we've generated 579 new domains linking to us with 27,780 individual links that came from those domains. The thing that I'm probably the happiest about is the quality of the links has gone up. HubSpot graded the links earlier in the year at 47 on a scale of zero to 100. Now the average link rate is 82."

I wanted to know about the ultimate success measure, so I asked Greg how revenue was tracking. "We're up over a little over 50 percent this year," he told me. "That's our revenue number and our head count, which in professional services is a key metric. In consulting, utilization numbers are really important, too and we're running at 80 percent utilized right now, which is great. I can directly attribute much of that gain to inbound marketing and content marketing."

Advice to other organizations on how to implement inbound marketing

With his measurable success, I wanted to know what advice Greg would offer to other CEOs interested in adopting an inbound marketing content strategy.

"This is a mental shift to realize that you're really in the publishing business," Greg says. "If you embrace publishing, then the transformation that we talked about here will happen. If you're a CEO and you still believe that you're in another business, I don't believe you're going to make that transition. Unless you grew up in the publishing world, there’s much to learn. It's a steep learning curve. I've spent my time studying how successful publishing companies build their business. I understood things like audience acquisition and things I never knew about before. It helped quite a bit. You've got to learn how to be an effective publisher."

Disclosures: Greg and I serve together on the Eloqua board of advisors, which is where we met. In addition, I am on HubSpot advisory board and serve as Marketer in Residence at HubSpot.