Every marketer knows the name HubSpot. Thanks to its blog posts, webinars, e-books, video content, and social media, HubSpot has established itself as a go-to resource in the industry. The company’s success serves as a case study in how to leverage content to grow a company.
Audiences today have unprecedented control over what they consume. They can customize their media experiences, and they have little tolerance for irrelevant content. Marketers must not only be creative in what they present to audiences, but also in how they deliver it.
HubSpot accommodates all of its readers by producing high-quality content across several platforms. At DivvyHQ, we also market to marketers, so we know the importance of diversity. An interesting mix of information and delivery methods attracts new customers, retains current clients, and educates your community.
Striking the right content balance comes down to knowing your audience. Any two customers might have radically different interests and ways of interacting with your brand. Once you know the individuals in your community, you can create a content strategy that resonates with each of them.
Great Strategies Begin With Infrastructure
Content isn’t worth much until you understand your audience. Before you put pen to paper (or fingers to keyboard), develop buyer personas based on your market research. These customer profiles should dictate every aspect of your strategy.
Don’t write a single line of content until you’ve built the right infrastructure. Let the following principles guide your content planning:
- Sustainability: Before starting a company blog, video series, and monthly webinars all at once, ask whether you have the manpower to follow through on all three. If you’re a small company with a one-person marketing shop, you may want to stick to weekly blog posts or a quarterly webinar for now. Sustainable quality trumps one-off quantity.
- Frequency: Establish a publishing schedule, and stick to it. Put out valuable content on a consistent basis so your audience comes to rely on your insights.
- Experimentation: Small teams often have ideas for five marketing channels and the resources for one. Start with the strategy most likely to resonate, and test others as your capabilities grow. By incorporating new tactics slowly, you maximize your results while maintaining quality and frequency.
Variety Is the Spice of Content
Once you set a publishing schedule, build variety into your publishing platforms and the content itself. Here are the three key areas in which you want to diversify your approach:
- Your Mission: Each content channel may serve a different purpose. Maybe you’re using email to promote a product, a blog post to educate, and a tweet to entertain. Whatever the end goal, the content and tone should reflect each channel’s mission.
- The Format: Know whether your audience favors long-form articles or videos — or both. Let your research guide the types of content you produce to ensure you’re reaching your entire community with the format they’ll love.
- The Channel: Identify which delivery vehicles stand the best chance of reaching your audience. Do your top prospects frequent Twitter or Pinterest? Are they more likely to act on an email or a video ad? Marketers have access to countless media platforms, so experiment with a mix of channels, and document which ones best engage your target market.
People expect brands to create content that speaks to them on the platforms they prefer. You strike the right balance by knowing your audience and learning how best to communicate with them. The more adaptable you are as a marketer, the more likely you are to connect meaningfully with audiences on behalf of your company.
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