NYT on Content Marketing: ‘Single Fiberglass Pool Article Made Over $2.5 Million in Sales’

Did you see this recent and interesting New York Times article on content marketing? It talks about an appliance store in St. Louis, Goedeker’s, which wasn’t doing so well. So the owner had his son and daughter build a website during their summer vacation, and he started taking online courses and reading up on online marketing and search engine optimization.

And it worked. From 2009 to 2013 their sales grew from $6 to $48 million and they went from 18 to 90 employees. Most of their sales now are online.

And that was even before they discovered content marketing in 2013.

From the New York Times article Retailers Try Offering Expertise Online Along With Products by Ian Mount, December 24, 2014:

For its content marketing push, Goedeker’s hired two full-time writers and began publishing daily blog posts about home renovation and appliances, which were then shared on social media platforms like Twitter, Facebook, Google Plus and Pinterest.

Today, the company spends $100,000 to $150,000 a year on its content marketing efforts, according to Mr. Goedeker. He says the goal is for the company to get 80 percent of its online traffic and half of its online sales with its content marketing efforts. So far, sales generated this way have risen from 8 percent to 14 percent of the online total.

“It’s been slow so far,” Mr. Goedeker said. “It takes some patience and persistence. With a paid ad, you get a return on investment immediately. With content marketing, it takes a while for the search engines to recognize your value.”

The number of links back to the company’s website increased from 3,000 in late 2013 to 40,000 today; one blog post, about painting walls with watercolors, got 30,000 visits.

Leslie Lang, Content Marketing WriterThe article also discusses a pool and spa company in Virginia that writes blog posts about questions they hear most from their customers.

In 2009, Mr. Sheridan, an owner of River Pools and Spas in Warsaw, Va., published a post about how much it cost to install a fiberglass pool, a useful piece of data but one most pool companies aren’t eager to publish. Using a web-tracking tool, Mr. Sheridan then followed how many customers came through that post.

“That one single article has made us over $2.5 million in sales,” he said. “For a $5 million-a-year company, that’s a ton of business.”

What an interesting article. It really shows the power of writing compelling narrative copy that resonates with your customers. Sales pitches aren’t what captures people’s attention. You have to engage them. Answer their questions. Make an emotional connection. Compel them to remember your brand and think of you as a resource.

Read the full New York Times article here.

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Content Marketing Writing, ‘Whatever That Is’

The phrase “content marketing,” and content marketing writing, are rather new buzz phrases, but creating the stuff isn’t new. “Whether you realize it or not,” writes Forbes.com contributor Jayson DeMers, “chances are your business is already using content marketing as part of your overall marketing strategy.” 
Leslie Lang, Writer, Content Marketing

He wrote a good article about content marketing, what it is, and what types of content typically form a content marketing strategy. He says this includes:

  • Blog posts
  • Guest blog posts
  • E-books
  • Email newsletters
  • PowerPoint presentations
  • Podcasts
  • Standard videos
  • Micro-videos (ie, Vine)
  • Social media posts
  • Live presentations
  • Webinars
  • White papers

As DeMers writes, the primary focus of content marketing is building the relationship, not making a hard sell. It’s the sort of stuff I do over here at my desk.

Read all about it at The Top 7 Content Marketing Trends That Will Dominate 2014.

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I’ve Got ‘Em! or, Five Things to Look for When Hiring a Content Marketing Writer

Good news, people! This article (by someone who’s run a corporate writing agency for 15 years) lists the five things he looks for when hiring content marketing writers and editors – and I’ve got all five covered. Were I to move to Australia, I bet he would hire me.http://www.leslielang.com/wp-content/uploads/2014/06/Screen-Shot-2014-06-20-at-9.55.28-AM.png

It’s all about these five things, he says, which spell WRITE:  Write, Rapport, Interest, Trust and Edit. Click the link to read the whole story, which is from the Content Marketing Institute.

By GRANT BUTLER published JANUARY 8, 2014

How To Hire Effective Content Marketing Writers and Editors

We’ve all heard the theory: It’s easy to hire good content writers because so many are being fired from traditional media, such as newspapers and magazines. Unfortunately, this just doesn’t seem to be the case.

I’ve run a corporate writing agency for 15 years, and hired many writers and editors. During this time, the media industry in Australia (where my firm is based) has been imploding. Australia’s largest newspaper publisher alone has cut hundreds of journalism jobs in recent years. Despite many of those people being among the finest writers in the country, few have become content marketing writers. And there’s good reason why.

How do you evaluate an effective content marketing writer/editor for content “newsroom” positions? How can you determine whether a journalist with a strong portfolio can generate material that’s engaging to customers, appropriate for your organization, and unlikely to create legal or other headaches? I use a methodology I call WRITEWrite, Rapport, Interest,Trust, and Edit. 

Write 

First, be sure your candidates can write. That may sound trite, but you’d be amazed how many people present well and have appropriate resumes, but lack a real aptitude for writing. And be warned, journalists can be published for years and even rise high despite having mediocre writing skills. Their saviors are the bosses and copy editors who fix their spelling, grammar, and even facts.

To avoid getting caught out, ask candidates where they believe their strengths lie; give them short writing, editing and proofreading tests; and ask their references what the person’s first draft copy is like. And be sure to verify they can write quickly enough to meet your needs.

Read the rest.

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Content Marketing & Amazing People

Recently I wrote some articles for Full Life Hawaii, and I thought I’d share them here as an example of one type of content marketing. Full Life is a Hawai‘i Island non-profit agency dedicated to helping people with developmental disabilities lead happy, productive and self-directed lives, and I wrote about some of their clients and their Full Life support workers (with authorizations all around, of course).

It’s a wonderful organization and I loved working with them. Amazing support workers there are doing work that really makes a different for the individuals who are getting helped, or being able to live independently, because of them. Every one of the Full Life clients I interviewed, too, made a lasting impression on me.

Read the online feature articles here:

Kauila Haumea: Healing the World a Little at a Time

Next Chapter Book Club: Friends, Food and Fun

Louie Perry: Hitting His Stride

Kamakoa Dela Cruz: A ‘Brave Warrior’

Daylan Toribio: ‘The Person I Am Now’

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Painting Pictures About Hawaii

Hawaii writer, Leslie LangI specialize in writing about Hawai‘i, where I live and have deep roots, in addition to ghostwriting memoirs, biographies and family histories. I help Hawai‘i individuals, small businesses and larger ones with their content marketing.

From the Content Marketing Institute:

Content marketing is the art of communicating with your customers and prospects without selling. It is non-interruption marketing. Instead of pitching your products or services, you are delivering information that makes your buyer more intelligent. The essence of this content strategy is the belief that if we, as businesses, deliver consistent, ongoing valuable information to buyers, they ultimately reward us with their business and loyalty.

I’m familiar with Hawai‘i’s culture, its language and orthography, and many of the islands’ movers and shakers. Whether it’s writing content about Hawai‘i’s business, travel, culture or people — or something else — I do it. My master’s degree in anthropology, specifically the cultural anthropology of Hawai‘i and the Pacific, makes me knowledgeable about and able to write well about Hawai‘i’s culture and people. My journalism degree and background means I know how to conduct research and find the information I need.

Who hires a writer like me to write content? Hotels (I’ve written for the Kohala, Halekulani, and Trump Waikiki hotels, among others), representatives of trade industries (like Hawaii Hospitality magazine), airlines (Hawaiian Airlines, the former Aloha Airlines), travel companies (such as Jetsetters, Fodors.com), online behemoths (such as Ancestry.com), human resources companies (ALTRES), other corporations (Trek Bicycles) and local businesspersons (Richard Ha, and many others). Just about anyone who has a business and a message to impart, in other words.

I’ve been in this business full-time now for about sixteen years, and it’s been interesting to see content marketing emerge. It’s sort of a new buzz phrase, content marketing, but really it means writing articles, web copy, blog posts, white papers, reports, and the like to help tell someone’s story. It’s very much what many of us writers have been doing all these years.

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Hawaii Content Marketing & Rock Stars

Do you know that buzz phrase “content marketing?” It’s what businesses are calling the content they hire us writers to provide. Here’s the best definition of content marketing that I’ve come across; it’s from the Content Marketing Institute:

Traditional marketing and advertising is telling the world you’re a rock star. Content Marketing is showing the world that you are one. – Robert Rose

Content marketing is a focus for me, and much of the content marketing I do is related to Hawaii, where I live and work. I know Hawaii well, and my journalism background and years as a freelance writer makes it easy for me to research and write (or ghostwrite) about just about anything – whether it’s related to Hawai‘i’s business, travel, culture, people, or something else.

I don’t have links to many of my articles on my website right now, so I am compiling a list here. This is just a small number of the many and varied magazine articles, books and blog posts I’ve written for various businesses, corporations, hotels and media outlets in Hawaii and elsewhere.

On Business & Current Affairs:

Hawaii Travel

Hawaii Culture

Hawaii People

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