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How to Prove the Value of Content Marketing to Your CMO in 3 Easy Steps

Content Marketing Value

“ROI” can be a blurry idea in the world of content marketing. With often hard-to-measure costs and returns, content marketing ROI or value isn’t always crystal clear. Dealing in metrics like pageviews, time-on-page, organic impressions, and others aren’t always directly translatable into business revenue, which — let’s face it — is what your bosses really care about.

Even though only 8% of content marketers consider themselves successful in tracking content marketing ROI, we all know that content marketing is incredibly valuable. As our CEO Lee Odden has said for a long time:

“Content is the reason search engines exist and it’s the cornerstone of what people share on the social web. A quantity of quality content that answers readers’ questions in a useful and entertaining way serves everything from demand generation to lead generation.”

But how can you prove it with evidence that your chief marketing officer (CMO) or content director actually cares about?

Content is the foundation of everything we do here at TopRank Marketing. And our clients deserve and expect us to be able to connect our content marketing services to tangible business benefits. In just three easy steps, we can help you make that same connection and prove the value of your content marketing up the ladder.

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As a marketer, you’re no doubt aware that you need to set a measurable goal before launching campaigns, but just because you know you should, doesn’t mean it always happens. Without setting a measurable goal, one could argue that your content marketing didn’t accomplish anything of real business value.

To set your goals, take a look at the current state of things to understand opportunities and what’s working well. Is there a dip in organic traffic that you hope to recover? Do you aim to increase conversions and marketing qualified leads (MQLs)? If you’re not sure where to start, review your current website performance in Google Analytics or in Google Search Console to identify potential KPIs.

As an example, if you notice in Google Search Console that your top performing organic search pages have a low click through rate (CTR), your goal may be to increase your CTR by 1% in 30 days. Keep in mind that when looking at goals and KPIs, it’s important not to lock yourself into just one metric. As our own digital marketing analyst, Allysia Kveberg, points out that:

“Sometimes marketing campaigns work a little differently than you expect, and that isn’t necessarily a negative thing.”

So, even if you’re driving results that aren’t directly tied to your goals, there might be a different marketing success lying in a related KPI that can help you sell value up the food chain.

Once you have your goals and KPIs locked down, you can now measure your content’s performance against them in real-time.


Without setting a measurable goal, one could argue that your #contentmarketing didn’t accomplish anything of real business value.
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You know you need to measure content performance so you can see how you’re progressing towards your objectives. But how can you do it more effectively and efficiently? Depending on your goals, there are usually three areas of focus you’ll want to measure: awareness, engagement, and conversions. Or in other words, the top, middle, and bottom of the funnel.

Brand Awareness

For measuring your brand awareness, you’ll need to track social shares, impressions, mentions, and overall website traffic from first-time visitors. For our own campaigns, we like using tools like BuzzSumo to see the traction our content is getting on social media.

Another component to awareness, is search visibility. To see if you’re gaining more organic impressions, rankings, or clicks, log into Google Search Console. It’ll take some digging to see the new keywords you may be ranking for and to identify new positions, but it’s worth the extra work to see how your content is impacting your organic traffic.

Audience Engagement

If you’re looking to develop your connection with your audience, improve trust and retention, or promote your thought leadership, you’ll want to track your audience’s engagement with your content. Engagement metrics to measure are time on page, blog pageviews, bounce rates, pages visited per session, or number of return visitors.

Often referred to as “vanity metrics,” this data can still provide you with valuable insight when looking at the numbers in the context of content. For example, an average session duration of 10 minutes overall is nice to have, but it doesn’t tell you anything about why people stayed so long. By looking at the average session duration for individual webpages, however, you can start to identify common characteristics that people stick around for.

You can drill down on these metrics for each webpage in your Google Analytics account in the “Site Content” section of the “Behavior” menu, as pictured below.

Snapshot of TopRank Marketing Google Analytics

Conversions

Conversions are all about content marketing results that have the power to drive revenue. This means form fills, conversions, MQLs, or a growing subscription base. To track most of these items, you’ll want to have your website set up with conversion or event tracking. We like using Google Tag Manager to identify and track these events as they happen. Then, to really see how our content impacts conversions, we’ll also see how many form fills or conversions happened after interacting with a piece of content.

After you’ve identified your metrics and how to track them, take a look at the data as is to set your benchmarks for each metric. Going forward on a monthly basis, make sure to document or export the data you’re seeing to see if you’re meeting or exceeding the benchmarks you’ve set. This makes it easier to see trends and wins now and later when you’re putting together your report.

When tracking these items, you’ll also want to record which pieces of content are your high performers at each stage of the funnel or customer journey. This will give you the information you need to determine the types of content that move people from top to bottom.

Step 3: Educate Your CMO

Your CMO is probably more concerned about things of business value like sales, savings, or retention over blog sessions or time on page. As Joe Pulizzi, CEO of Content Marketing Institute, shared with us:

“Skip analytics reports for your CMO.”

But to translate your performance into real business value, takes some work.

Perhaps the best place to start is in conversions. How many MQLs and form fills has your content marketing generated? Are you filling the sales pipeline with qualified prospects? Once you have that number, you can use your sales team’s closure rate and average deal size to determine the potential revenue for each lead you generated. This gives your bosses a dollar amount they can easily understand and appreciate.

The value of brand awareness and audience engagement is a little harder to determine as they don’t “directly” influence purchasing decisions. But if you have been tracking your customer journey and marketing funnel, you can show your CMO how that funnel is filling up and how content helps attract and move people from stage to stage.

Below is an illustration of some of the metrics that you should consider highlighting at each stage and in the most business-tangible way possible.

Attract, Engage, Convert Model

In addition, you can compare your social shares, likes, and mentions to that of your competitors. If you come out on top, this proves that your content marketing gives you greater visibility over your competition.

Bullet-Proof Evidence

To present your CMO with hard evidence that speaks for itself, you need to:

  • Set relevant, measurable goals and KPIs
  • Track your progress throughout the funnel
  • Translate your findings into the results your CMO cares about

If you follow the steps above, you’ll have no problem proving that content marketing is a valuable, revenue-driving tactic. For more ways to impress your CMO with real business results, use these content marketing measurement and ROI tips from brand marketing experts at Kraft and 3M.


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The post How to Prove the Value of Content Marketing to Your CMO in 3 Easy Steps appeared first on Online Marketing Blog – TopRank®.

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About Daniel Rodgers

A lot of news that you will not see in the paper. A lot of technology that is coming out that will not see in the paper.

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The Latest Evolution of Facebook: The Marketing Low-Down on 5 Recent Changes

Latest Facebook Updates 2018

Latest Facebook Updates 2018

From the Russian ad debacle to the Cambridge Analytica scandal to suffering a major stock price blow just a few short weeks ago, Facebook has been making less-than-stellar headlines the past few months. Users are concerned about their privacy and how their data is being used—and brands and marketers are wondering whether the platform will continue to be a viable advertising and engagement platform.

In an attempt to rebuild trust, ensure better data protection and transparency, the social network is doubling down, again, on their commitment to improving the user experience and creating a fun, respectful community.

As all marketers will remember, the quest to improve user experience started way back in 2015, with the announcement it would be making refinements to its News Feed to strike a better balance between friends, public figures, publishers, businesses, and community organizations. That continued in the summer 2016 with more updates favoring friends and family content—and was still on the move when the first scandal broke later that year.

Of course, these changes didn’t do marketers and brands any favors in the organic reach department. Organic reach had already been declining, and these moves have nearly eliminated its potential. And now, more changes have arrived, presenting new challenges as well as some opportunities.

Below we share the low-down on five of such recent or rolling out changes, what they mean for social media marketers, and some potential next steps to take.

1. A New News Feed

Once again, the News Feed is getting a facelift—a big one. While Mark Zuckerberg announced back in January 2018 that changes would be rolling out throughout the year, a “major update” was announced in April, which Director of Product Management, Mark Hull, details in the video below:

Essentially, meaningful person-to-person interaction is what will carry the News Feed ranking weight, and person-to-page interactions will continue to be second tier. Oh, and Facebook expects people to spend less time on the platform.

This sounds pretty scary for marketers. Most have adapted their strategies to zero-in on fostering engaging discussion, as well as throwing spend behind Facebook’s ad platform (which is also changing and we’ll get to that later).

But before you eliminate Facebook from your marketing mix, there are a few opportunities to consider:

Working with influencers: With Facebook continuing to elevate content from individuals, there may be no better time to start building relationships with industry influencers and thought leaders that you can collaborate with on content.

Read: Death of Organic Reach = New Opportunities for Influencer Marketing

Facebook Groups: As my colleague, Nick Nelson, reported not too long ago, while groups have long been available as a feature on Facebook, the brand-driven “Facebook Groups for Pages” were just rolled out last year. And some brands are seeing traction with them, but this isn’t something you leap into without being thoughtful.

Read: The Question on Many Marketers’ Minds: Should My Brand Start a Facebook Group?

Facebook Stories: Very recently, Facebook insiders asserted that Facebook Stories may very well be the future of connection on Facebook. Once again, as Nick Nelson pointed out: “Facebook Stories are intriguing because they offer a real chance to capture part of a user’s attention — maybe even more than the minimum amount.” And early adopters may secure an advantage.

Read: The Future of Connection on Facebook: How Stories May Change the Marketing Game

2. Stricter Ad Targeting

As of late, most of Facebook’s critiques are a result of their advertising products and practices. By increasing the targeting capabilities of their advertising products, Facebook arguably put users’ privacy at risk. To help correct that perception and protect user privacy, Facebook is making several changes to their advertising platform.

One such update was released in early July, requiring advertisers to state where they acquired people’s information for their custom audiences. Instead of simply uploading a list of emails you want to target as a custom audience, Facebook wants advertisers to take extra steps to ensure those emails came from a reputable source and that the audience has consented to those ads. With this change, Facebook hopes to improve transparency with users about why they see ads from certain brands and how they received their information.

New Facebook Ad Disclaimer

(Credit: Facebook)

In addition, Facebook has also disabled their Partner Categories product, which provided targeting capabilities from third-party data providers to advertisers. This limits advertiser insight into user behavior outside of Facebook (e.g. purchasing activity), making ads appear more natural to users and less “big brother.”

From our perspective, this is good news. Consumers are increasingly wary of marketing and advertising messages and this move can help strengthen the credibility and relevance of your ads and brand. Of course, this is all assuming you can and do confirm your custom audience lists and sources fall within the new guides.

So, if you haven’t already, take the steps to review your custom audience lists and their sources. You need to be able to state if you received the information directly from your audience, a partner, or a combination. If you used a data provider like an advertising or marketing agency, double check that they’ve acquired the data honestly and they agree to Facebook’s Terms of Use.

3. New Data History Tools

Now more than ever, people want control over their data. They want to know what information is stored, who has access to it, and they want to be able to delete it.

Recognizing this need, Facebook announced a new feature called Clear History that will be released “soon.”With this new feature, Facebook is giving users the ability to see the websites and apps that store information with Facebook, and delete that information from their account.

However, Facebook will still retain aggregated analytics, but no personally identifying information will be contained.

“We’ll still provide apps and websites with aggregated analytics – for example, we can build reports when we’re sent this information so we can tell developers if their apps are more popular with men or women in a certain age group,” Facebook says. “We can do this without storing the information in a way that’s associated with your account, and as always, we don’t tell advertisers who you are.

What exactly does this mean for marketers? If you use Facebook plugins on your website (think Facebook Pixel or “Like” buttons on websites), your audience can now see and delete the information that the plugin collects; meaning it won’t be connected to their profile any longer.

Obviously, if users take advantage of this when it rolls out, clearing their history could be problematic for marketers, and maybe even users. For marketers, it will be incredibly difficult to target these folks with ads. For users, that could mean an uptick in irrelevant ads for a time.

However, the eventual upside for advertisers could be the “re-learning” that needs to happen after a history cleanse, which can lead to a more relevant and accurate look of who your audience is.

4. Poor Customer Feedback = Ban

A poor customer experience really sours your impression of a brand. An to ensure that ads on Facebook lead to positive shopping experiences, and not negative ones, Facebook will now ban brands that have low customer satisfaction ratings from advertising on their platform.

For example, if users give you too many frowning faces shown in the rating system below, Facebook will reject your ads.

Facebook Negative Review Example

(Credit: Facebook)

Before you become too concerned, however, Facebook says it will: “Share feedback directly with businesses that receive high volumes of negative feedback and will give them a chance to improve before taking further action. If feedback does not improve over time, we will reduce the amount of ads that particular business can run.”

So, even if you receive negative ratings, you will have an opportunity to make improvements to prevent being banned.

The opportunity here is obvious. The better customer experience you provide, the more successful your marketing efforts will be. For Facebook ads, this is rooted in focusing on clarity and honesty within your ads.

At a minimum, Facebook suggests taking steps to ensure your ads aren’t misleading. In addition, use images or videos to make it very clear what you are selling and what you are selling it for. It’s also a good idea to set clear expectations for how users will receive your product or service. By setting clear guidelines, you’re more likely to meet customer expectations, leading to more positive user ratings. For more insight, read Facebook’s tips on how to improve customer feedback.

5. All of Your Ads, Exposed

Knowing the organization behind an ad is important. Otherwise, users might not trust the content of the ad. So, to increase ad and page transparency, Facebook now allows users to see all of the ads any page is running within their partner network.

This includes ads on Instagram, Messenger, and the rest of the Facebook partner network. In addition, even if pages aren’t advertising, Facebook will provide more information about a page including name history and the date the page was created. Together, these changes aim to give users more information about an organization so they can decide if an ad is credible or not.

Facebook Ad Transparency

(Credit: Facebook)

For marketers, this change isn’t a bad thing — it may even mean more eyeballs on your advertising content. However, marketers should still be thoughtful about how their ads will be perceived by individuals outside of their target audience.

For example, even if an ad isn’t specifically designed for or served to them, users can still review (and report) your ads. As a result, you need to take extra steps to make sure your ads are consistent, clear, and friendly for all.

The Life Force of Facebook

Long before the scandals and latest privacy concerns, Facebook has been rooted in evolution. Just think what the platform started as and has become. So, while the recent and coming changes seem pretty fierce, I think it’s safe to say we were already on that trajectory. And there’s probably more to come.

Since the major changes that impacted advertisers and brands began rolling out in 2015, Facebook has maintained their actions are all in the interest of creating a better user experience. And at the end of the day, that’s what the goal of any marketer is in their quest to nurture their audience and aid them on their customer journey.

So, it’s OK if you’re a panicked, disheartened, or simply irritated. But, at this point, the platform still holds marketing opportunity, marketers just need to adapt their social media marketing strategies, try new features and avenues, and work hard to ensure they’re part of providing that great user experience.

Looking for more social media marketing news, tips, and insights? Check out all of our recent social media-related blog posts.

The post The Latest Evolution of Facebook: The Marketing Low-Down on 5 Recent Changes appeared first on Online Marketing Blog - TopRank®.

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