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9 Lessons from an $11m Marketing Campaign |
9 Lessons from an $11m Marketing Campaign Posted: 24 Nov 2013 03:15 PM PST Posted by jamesporter The John Lewis Christmas 2013 campaign has smashed it virally. Since it launched two weeks ago it's had:
As content marketers, those kind of engagement statistics seem incredible. Admittedly, brand marketers have much bigger budgets, but as content marketers, what can we learn from brand marketers about creating, launching and promoting content? If you're in the UK, then you will undoubtedly have seen it, but for everyone else, here's the video: If you're a bit skeptical and think that content marketing and big brand marketing are totally different, then read this quote from industry marketing bible The Drum: "Shares are the currency of social success and for leading brand marketers discovering how to create and distribute highly shareable content repeatedly and at scale is now at the top of their wish list." Sounds familiar, right? Basically big brand marketing and content marketing are converging. Hopefully you've bought into the idea that we're becoming the same industryâ¦so what can we learn? Lesson 1: Don't launch on your own site (launch where your target market is)John Lewis is a big brand, but they didn't launch their campaign on their site. They launched their campaign via Twitter and YouTube. Why? Because that's where their target market is, that is where they are going to get traction with their audience, and that is where they have the highest chance of virality. Lesson: Could you launch your content where your target market is? A great example of this happening in the SEO community is Stephen Pavlovich's Definitive Guide To Conversion Rate Optimisation. It's a fantastic piece of content that was launched on Moz and helped to build Stephen's name in the industry. Pro Tip 1: If you're worried about losing link equity, use the cross domain rel=canonical tag to transfer value back to your site. Pro Tip 2: If you can't get your content onto a platform where your target audience is, can you use paid promotion to get your content on there? Lesson 2: Don't make links your main objectiveWe all want more links. But at Distilled we're now optimising campaigns for other metrics as well. Question: Would you rather build your brand with new audiences or would you prefer a link from a DA30 site on a page that nobody ever visits and that provides zero referral traffic? Lesson: Set your content objectives not purely on links or views, but on other levels of engagement. Still factor in links but consider other metrics like sharing, data capture, brand uplift, or online purchases/enquiries. Lesson 3: Target your content broadlyWhen you're creating content at the level of John Lewis, then arguably your audience is the entire population. As content marketers, we've got narrower audiences, but there's a fine line between targeting your content too broadly: and targeting your content too narrowly:
Lesson: Make sure that the audience that you are targeting for your content piece is large enough to achieve your objectives. Otherwise you have failed from the start. Pro Tip 1: If you're worried about the reach of your target audience, try and combine several audiences into one content piece. Wiep Knol in his Searchlove 2010 presentation (no longer available, unfortunately) gave a great example of combining several target audiences with his piece the "70 Most Beautiful Churches In Europe," which brought the travel blogging and religious communities together. Pro Tip 2: Another way you can target content more broadly is geographically. Bingo site TwoLittleFleas has used a US/UK switch on their quiz to broaden their potential audience from 63m (UK population) to 377m (US and UK population). Pro Tip 3: Another way of targeting your content is including many niche audience groups within a piece of content. This works as the piece of content speaks to pre-existing communities, and their automatic thought when seeing the piece is "that's for me!." The "From Gospel to Grunge: 100 Years of Rock" piece is not just for people interested in music, it also references various music communities and that will encourage people to engage with the piece. Lesson 4: Build influencers into your contentJohn Lewis has embedded an influencer with a massive online community directly into their content. Lily Allen is singing on the ad, which is a pretty clever play from John Lewis considering that she's got 4.3m followers on Twitter. Lesson: Build influencers into your content launch plan. Ask them to contribute or comment, give them a free trial, or offer them beta access. Pro Tip: When doing outreach, find people who you can help out. This changes the mindset from "what can this person do for me" to "how can I help this person" (great tip from Marco Montemagno at SearchLove 2013). Lesson 5: Focus your marketing on innovators/opinion leadersHat tip to Seth Godin (and his Purple Cow) for this one. Why did John Lewis launch their campaign online, even though TV is the primary channel? Because online is where innovators and opinion leaders hang out. These are the people that are on the lookout for something new or different. Innovators and opinion leaders have the ability to change the behaviour of the early and late majority.
Lessons: Opinion leaders matter. Use this process from Richard Baxter to find the influencer intersect for your market, and then build relationships with these people as a long term strategy for success in your space. Lesson 6: Get your creative right (people need to love your marketing)Didn't you know? Google and other social networks (particularly Facebook), are filtering content through to you based on what they think you'll like. Just because you're publishing content doesn't mean your audience is getting it. (not convinced, read this book). If other people are reading and sharing though, then your content is likely to get through the filters. So people really do need to love your marketing for it to work. So, how can you get your creative up to scratch? If you're just starting out with content marketing, then there are a few things you need to do first:
Pro Tip 1: Mitigate risk. Offset some of the risks of content marketing by emulating the fundamentals of a piece that has ALREADY been successful in a different geographical location or industry. Pro Tip 2: Need creative inspiration? Check out this great post from Kelsey Libert on creative ideation, or this classic from Larry Kim "How I got a link from the Wall Street Journal". Lesson 7: Spend more on outreach than you are spending on content creationThe John Lewis campaign cost £7m. £6m is going to promotion (advertising). £1m went to creative. What ratios are you working on in terms of spend on content creation to outreach? The loud and clear message here is that in brand marketing outreach isn't an afterthought. It's fundamental to the campaign. Lesson: Double your outreach budget. Do outreach yourself? Spend twice the amount of time on it for your next project. Lesson 8: Keep your content non-promotional (but plan for sales post-launch)If people feel that they are being sold to, they are less likely to share. So keep your content as non-promotional as possible. Lesson: For your next piece of content, strip out your sales focused header and footer, and remove the sales spiel and the 'buy' call to action. This is an example piece of content marketing for Simply Business. As you can see, the content, sharing and utility of the piece is the main focus, not any specific marketing or commercial messages. Pro Tip: Add remarketing tags to your content so you can promote to your audience at a later date (even if it's just to promote your next content piece). Lesson 9: Are you creating a reaction with your audience?What reaction are you stirring up in your audience? Is it curiosity, surprise, sorrow or pride? Interestingly, John Lewis adverts are deliberately sad and they evoke an emotional reaction with their choice of music and the story. Lesson: At the concept stage, if your concept doesn't evoke a visible reaction with a small group of users, consider it a no-go. No reaction = No social shares. ConclusionAs content marketers, we know a lot of the strategies and tactics that brand marketers are using. But there's a big difference between knowing what to do, and actually doing it. In my opinion, there's still a lot we can learn from brand marketers, specifically in terms of strategy, scale, reporting and measurement, and ultimately in the results they get. I'm excited about the way that our two industries are converging. If you need more inspiration here are a list of resources that I follow to keep up to date with the creative digital sector, and of how I keep up to date with what people love online: Ads/PR/content making waves:
Hope you enjoyed the piece, if you've got any examples of great content marketing or brand marketing that have blown you away, drop them in the comments. Would love to see them. Sign up for The Moz Top 10, a semimonthly mailer updating you on the top ten hottest pieces of SEO news, tips, and rad links uncovered by the Moz team. Think of it as your exclusive digest of stuff you don't have time to hunt down but want to read! |
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"I thought you knew what you were doing..."
One of the principles of being on the bus, in the class or in your seat is that you are along for the ride. The teacher/boss/driver knows what he's doing, just shut up and sit still.
Apparently, we have come to embrace this. It's safer, and easier too. With this worldview, all blame clearly goes to the people in charge, and powerlessness is a seductive habit.
What a shame.
In an industrial setting, giving up our independence in exchange for eager compliance can lead to productivity and thus success. As that age fades, though, our habit of surrender might not pay off.
The internet is an organizing tool, a connection to billions of others. We've been given a keyboard and a megaphone, a way to change the story or the election or the policy. The authority that comes from asset ownership or experience is worth less than ever before, but we are often are eager to defer to it, even when we know that the authority is wrong.
No one can force you to stand up, speak up and make a difference. But if you back off and play along, please understand that whatever happens happened, at least in part, because you acquiesced.
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Mish's Global Economic Trend Analysis |
Posted: 24 Nov 2013 02:53 PM PST Greece's "Meaningless" Debt The Debt-to-GDP ratio in Greece is now at 175% and rising. Recall Troika statements said anything over 120% was unsustainable. Yet each quarter debt and debt service ratios rise. Now, a new argument has arisen: Greece does not need debt relief because its maturities and payback time are large. Charles Wyplosz, a professor of economics at the Graduate Institute of International and Development Studies in Geneva, takes issue with that belief in a Bloomberg article The Anti-Debt-Relief Crowd Is Wrong on Greece. Since Chancellor Angela Merkel's impressive victory at the polls, however, a push-back has begun, most recently from Klaus Regling, the managing director of Europe's bailout fund, the European Stability Mechanism. He argued in an interview last week that by now the maturities on Greek debt are so long and the interest rate it pays so low that the scale of the debt pile itself has become "meaningless." Puppies Beg for Treats Like a puppy begging for a treat, Greek PM Samaras expected to seek debt relief from Merkel. During scheduled talks with German Chancellor Angela Merkel in Berlin on Friday, Prime Minister Antonis Samaras is expected to ask for a lightening of his country's huge debt, according to a report in Germany's Sueddeutsche Zeitung.Euro Debate Greece Isn't Having Begging for treats from an unsympathetic master will not produce any results. Nor will the ostrich approach of sticking one's head in the sand. It's time for an honest discussion about Greece. Please consider The euro debate Greece is not having There is no dispute that Greece's current account, from a staggering deficit of close to 35 billion euros in 2008, is nearing balance. But the majority of the correction of the trade deficit is covered by a collapse in imports due to domestic demand almost evaporating after three years of austerity and disposable incomes plummeting by almost a third.Sisyphean Tasks The adults are still unwilling to hold a discussion. Germany insists Greece become more German-like but the math says it's impossible. Prime Minister Antonis Samaras doesn't want another restructuring (for the simple reason he knows Germany will not allow one). Instead he begs for treats, from a master whose only concern is the electorate of another nation. The fewer treats Merkel dispenses, the more praise she receives at home. Meanwhile the policies destroy Greece. Mathematical Irrelevance It's mathematically irrelevant whether the problem started in Greece, or Germany or who is to blame. And regardless of one's stance on bailouts, something has to give. This situation will be resolved in one of three ways. Three Possible Resolutions
Germany has ruled out number one. I highly doubt the people of Greece will put up with economic depression forever Neither option one, nor option two, solves any structural flaws with the euro itself. The needed discussion regards resolution three. Greece should hold this discussion, in a meaningful way or at least tell the people they have selected option number 2. Instead, all we see and hear is how Greece has turned the corner. Greece hasn't and won't turn the corner until it exits the euro, or the structural problems of the euro are addressed AND Greece gets debt relief. Violent Hyperinflationary End Years of economic depression has given rise to the Golden Dawn neo-Nazi party. And the absence of a meaningful discussion about the realities of the situation, coupled with blatant lies about how well Greece is doing, all but ensures a violent hyperinflationary end to this sad saga. Ironically, the Greek debt writeoff that Germany would not allow, will happen anyway, with Greece, Germany, and Europe all worse off because of the manner in which it happen. Mike "Mish" Shedlock http://globaleconomicanalysis.blogspot.com Mike "Mish" Shedlock is a registered investment advisor representative for SitkaPacific Capital Management. Sitka Pacific is an asset management firm whose goal is strong performance and low volatility, regardless of market direction. Visit http://www.sitkapacific.com/account_management.html to learn more about wealth management and capital preservation strategies of Sitka Pacific. |
Posted: 24 Nov 2013 12:50 PM PST On charges of "insulting the president", thirty policemen arrested the founder of the French website "http://hollande-démission.fr/" last week and impounded his car according to a translation from Les Observateurs. The website owner and four passengers were detained for 16 hours. "Démission" means resignation. Here is a translated excerpt from the "hollande-démission" site that got the website owner arrested. You get the feeling that things go wrong in France!Imagine being arrested for circulating a petition asking Obama to resign. Is it that far-fetched? Miscellaneous Note: The website of Acting Man is having technical difficulties. Pater Tenebrarum asked me to pass that note on. No estimated time as to when the problem will be fixed. Mike "Mish" Shedlock http://globaleconomicanalysis.blogspot.com Mike "Mish" Shedlock is a registered investment advisor representative for SitkaPacific Capital Management. Sitka Pacific is an asset management firm whose goal is strong performance and low volatility, regardless of market direction. Visit http://www.sitkapacific.com/account_management.html to learn more about wealth management and capital preservation strategies of Sitka Pacific. |
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A $75 bottle of wine tastes better than a $14 bottle of wine. Even if you switch the wines. The promise implied in the price actually changes the way we experience the product.
Two things to keep in mind:
a. Giant promises lead to poor experiences. When you strain credulity and then fail to deliver on the miracle, we won't enjoy it, nor will we trust you again any time soon.
b. The reason we hesitate to make big promises is that we are afraid. Afraid to own it, afraid to be vulnerable in the face of possible disappointment.
Once you make a big promise, you have to work harder to keep it. Easier, it seems, to merely make tiny promises instead.
But the fact remains: Human beings have better experiences when they expect to have a better experience. To hold back on your promise is to deprive your customer of something valuable.
A promise doesn't have to be a grandiose statement, with or without fine print. It can be something as subtle as the music you hear when you walk into a restaurant or the respect a salesperson offers you when you first interact...
[I'm going to disagree with myself about a different sort of case--it is the promise that starts an ongoing experience. A promise just big enough to get me started on something that gets better all the time is the best way to engage, because that ever-improving experience will continue to delight and surprise, increasing my word of mouth and satisfaction. Alas, these sorts of experiences are hard to build and hard to find.]
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Mish's Global Economic Trend Analysis |
Nearly Retired? Facing a Huge Increase in Healthcare Costs? More on "Opting Out" of Obamacare Posted: 23 Nov 2013 12:40 PM PST Risk of Opting Out In response to Gambling On No Healthcare Insurance: Is it a Good Deal? Here's the Math; Obamashock! Work More, Get Less! "Money Multiplier Man" replied... If you get a heart attack, you cannot wait until open enrollment. You need treatment now. And the hospital will send you a bill for $92,000. So if you are without insurance, you're in big trouble.That is precisely the risk (actually one of them). Yet, how likely is that scenario for someone under 30 and in good health? For those in good health, an auto accident may be more likely. Still - accidents happen. But for someone with little money or assets, why not take the chance? Bankruptcy is always an option. Ultimately, this line of thinking may cause millions to opt out. And it is not just the young who will opt out. Nearly Retired? Facing a Huge Increase in Healthcare Costs? Reader Lynn faces that unwelcome prospect. Her solution, yet one she really would prefer not to be forced to make, was to "opt out" and pay the penalty. Lynne writes ... Hello Mish,Reader Lynne provides yet another reason to "opt out" and pay the penalty. Ultimately, how many will opt out? We will find out within a couple of months. Mike "Mish" Shedlock http://globaleconomicanalysis.blogspot.com Mike "Mish" Shedlock is a registered investment advisor representative for SitkaPacific Capital Management. Sitka Pacific is an asset management firm whose goal is strong performance and low volatility, regardless of market direction. Visit http://www.sitkapacific.com/account_management.html to learn more about wealth management and capital preservation strategies of Sitka Pacific. |
Posted: 23 Nov 2013 09:36 AM PST One of the UK's wealthiest men has pledged "whatever it takes" to ensure the UK Independence Party triumphs in the 2014 European Parliament elections. The BBC reports Tycoon Paul Sykes backs UKIP European election campaign Eurosceptic Paul Sykes said UKIP was the "last best hope for Britain" and he would help fund its election campaign.May 2014 European Parliament Vote To help understand what's at stake, Wikipedia reports the European Parliament Elections will be held in all member states of the European Union (EU) between 22 and 25 May 2014, as decided unanimously by the Council. It will be the eighth Europe-wide election to the European Parliament since the first direct elections in 1979. What Shift is Taking Place? I asked reader Bernd from Germany for election comments. He replied ... Hello Mish,UK Prosper Outside EU UKIP leader Nigel Farage claims Britain would prosper outside EU Britain would flourish outside the EU, Nigel Farage has said, predicting UKIP will cause a "political earthquake" in European elections next year. Addressing the party's annual conference, he said leaving the union would "open a door to the world".Political Earthquake? I strongly agree with Farage that the UK is far better off outside the EU. But what about a "political earthquake"? If "political earthquake" means policy shifts within the EU, then I would side with Bernd in that nothing much will change in European parliament, adding (but the voices, the debate, and the finger-pointing will all get more intense as Germany and France slide back into recession). If, "political earthquake" means more UK awareness and eurosceptcism, with an increased likelihood of an up-or-down vote on UK membership in the EU, Farage may very well be correct, and I hope he is. Mike "Mish" Shedlock http://globaleconomicanalysis.blogspot.com Mike "Mish" Shedlock is a registered investment advisor representative for SitkaPacific Capital Management. Sitka Pacific is an asset management firm whose goal is strong performance and low volatility, regardless of market direction. Visit http://www.sitkapacific.com/account_management.html to learn more about wealth management and capital preservation strategies of Sitka Pacific. |
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I just finished Gary Vaynerchuk's new book. It comes out next week, and I recommend you spend some time with it.
Also! Here's a list of my most popular blog posts of 2012, together with a link to a bound collection of the best of my blog and ebooks from the last seven years...
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