how to optimize the content experience for lead gen
TRANSCRIPT
HOW TO
HANA ABAZA VP Marketing at Uberflip
EXPERIENCEOPTMIZE THE CONTENT
@Uberflip #pipecon @HanaAbaza
ABOUT UBERFLIP
We help marketers create, manage
and optimize the content
experience – no IT required!
Power your content library, resource
center, blog and more.
@Uberflip #pipecon @HanaAbaza
@Uberflip #pipecon @HanaAbaza
PUBLISH.
PUBLISH.
ALL OF THE TIME.
GET LINKS.
GET LINKS.
FROM ALL THE PLACES.
There are over 152,000 blogs on the Internet Source: WPVirtuose
56,520 free eBooks were published last year Source: BuzzSumo Search
GuidesWhite PapersWebinarsEtc. etc. etc…
@Uberflip #pipecon @HanaAbaza
People (and Google) Said “Stop It”
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We Need Better Content, Not More Content
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“Great content is useful, inspired and pathologically empathetic to the needs of the people you’re
trying to reach .”
Ann Handley, COO at Marketing Profs & Author of Everybody Writes
We Need Better Content, Not More Content
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But wait, there’s more!
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( Marketing Existentialism)
If content is published and nobody shares it, does it exist?
“Content is king, but distribution is queen and she wears the pants.”
Jonathan Perelman, Vice President at Buzzfeed
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You’re smart. You know this.
@Uberflip #pipecon @HanaAbaza
You’re smart. You know this.
You make ridiculously good content.
@Uberflip #pipecon @HanaAbaza
You’re smart. You know this.
You make ridiculously good content.
Your content is EVERYWHERE.
@Uberflip #pipecon @HanaAbaza
You’re smart. You know this.
You make ridiculously good content.
Your content is EVERYWHERE.
People are clicking!
@Uberflip #pipecon @HanaAbaza
And then you send them to
your backyard.
#fail
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Lost subscribers
Lost leads
Lost customers
Lost revenue
Wave Goodbye
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HIGH CONVERTING KEY ELEMENTS OF A
CONTENT EXPERIENCE
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Disclaimer: you have the right content to begin with. Your best bet? Your sales team.
@Uberflip #pipecon @HanaAbaza
Align content creation with insight from sales.
Disclaimer: you have the right content to begin with. Your best bet? Your sales team.
@Uberflip #pipecon @HanaAbaza
Align content creation with insight from sales.
Address (and reinforce) common pain points.
Disclaimer: you have the right content to begin with. Your best bet? Your sales team.
@Uberflip #pipecon @HanaAbaza
Align content creation with insight from sales.
Address (and reinforce) common pain points.
Create content that manages objections.
Disclaimer: you have the right content to begin with. Your best bet? Your sales team.
@Uberflip #pipecon @HanaAbaza
Start Here
1. Empower the sales team
2. Ask for feedback
3. Market to them!
*Multi-channel marketing works best for
sales reps J
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Scanable
Actionable
Shareable
Scalable
You-oriented
SASSY
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SCANABLE Easy To Read
Well Formatted
Instant value
Easy to read (font / size)
Subheads
Paragraphs aren’t too long
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ACTIONABLE Create an Engagement Path
Include Calls-to-Action
§ Learn from Ikea!
§ Where should people go next?
§ Recommend Content
§ Encourage Comments
§ Include Call-to-actions
CREATE AN ENGAGEMENT PATH
Calls-to-Action
Clarity
Context
Targeting
CLARITY
Is the action and value obvious?
CONTEXT
…is everything.
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L
@Uberflip #pipecon @HanaAbaza
J
TARGETING
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Generic
L
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Tailored
J
@Uberflip #pipecon @HanaAbaza
SHARABLE Is it worth sharing?
Is it easy to share your content?
Are you asking them to share it?
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Add This
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Does your content experience scale to any screen size?
SCALABLE
No? Feel the wrath of
Google and sacrifice
conversion rates.
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Is there value for the individual?
Is it personalized?
Can they find what they want?
Is the experience tailored?
YOU-ORIENTED
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Your Content
Top of the Funnel
Middle of the Funnel
Bottom of the Funnel
By Topic By Type By Vertical By Persona
Easy for your audience and your team to find.
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@Uberflip #pipecon @HanaAbaza
Great, but how actually get email addresses?
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Optimizing for Subscribers & Leads
1. Company Blog
2. Resource Center
3. Gating Premium Content
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COMPANY BLOG OPTIMIZING THE
@Uberflip #pipecon @HanaAbaza
Company Blog Build Subscribers à Drive Traffic, Build Growth
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Source: anumhussain.com
Company Blog Build Subscribers à Drive Traffic, Build Growth
@Uberflip #pipecon @HanaAbaza
Source: anumhussain.com
Company Blog Build Subscribers à Drive Traffic, Build Growth
Design + Value + No Distractions = 8% Conversion Rate
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EmbedForm
Personalized
Bounce Exchange, ConversionMonk, HubSpot, Uberflip
We boosted blog subscribers by 9X
in one month with this guy.
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Source: anumhussain.com
Company Blog Generating Leads
Text Link (first link has the most weight)
CTAs (bottom, side, slide-in)
Pop-Up / Overlay / Nested Form
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RESOURCE CENTER OPTIMIZING YOUR
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RESOURCE CENTER OPTIMIZING YOUR
Same rules apply! But think about leads (not subscribers)
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This tells me nothing!
@Uberflip #pipecon @HanaAbaza
@Uberflip #pipecon @HanaAbaza
GENERATE LEADS GATING CONTENT TO
Should I gate it, or leave it?
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What is your goal?
More leads
Increase awareness and reach
Is the content
high value? Yes!
Leave It No
No Is there a
big enough audience?
Yes! Gate It! Content
2 APPROACHES TO GATE CONTENT
(1) LANDING PAGES (2) OVERLAY CTAs
@Uberflip #pipecon @HanaAbaza
ü Simple, clear and concise
ü Call-to-action
ü Optimize forms for goals
ü Add a human being
Landing Pages
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ü Concise message
ü Context matters
ü Source traffic matters
CTA Overlays
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A few examples…
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@Uberflip #pipecon @HanaAbaza
Limited fields (using progressive profiling)
Responsive
Compelling messaging
Eliminating steps
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Only one field (higher conversion)
Relevant Image
Credibility
Value prop is clear
Clear CTA
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Lots of fields (better qualifies leads)
Relevant Image
Responsive experience
Descriptive, value prop
Clear call-to-action
@Uberflip #pipecon @HanaAbaza
Smart fields and Progressive Profiling
Always be
testing.
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Landing Page
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Landing Page CTA Overlay
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250% increase in conversion
Landing Page CTA Overlay
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KEY TAKEAWAYS
A Good (Responsive) Experience
Clear, Contextual, Targeted CTAs
Tailor the Experience
Gate Valuable Content
Test, Test, Test
@Uberflip #pipecon @HanaAbaza
Free eBook
Learn when and how to gate content for lead generation.
ubrflp.in/gatecontent
@Uberflip #pipecon @HanaAbaza
Tweet @uberflip and show us you
know how to rock a pink headband!
Ann Handley’s
Dog!
@Uberflip #pipecon @HanaAbaza
@Uberflip #pipecon @HanaAbaza
THANK YOU!
Questions?
hub.uberflip.com
@HanaAbaza