Tag Archives: marketing

Ask a Marketer: Video Marketing

Posted by Andy in Ask a Marketer, Marketing and tagged with , , , , ,

In the last two segments of the “Ask a Marketer” series we covered Paid Search and Email Marketing. This week’s topic is Video Marketing, and we talk to Derek Merdinyan of Video Igniter.

Q1: Give me the 3 second pitch – Why should I spend money to add video into my marketing mix?
Video enables you to package up and present your message in a way that is educational, entertaining, engaging and easily sharable.

Q2: What are some examples of things I can explain better using video than if I just tried to write it in a blog or white paper?
Software, technology, systems, stories, anything that is complex and better explained through analogy. In almost every case, it is possible to explain things better with animated video instead of ‘filmed’ video because animations can be used to focus on the specific visual details that make it easier to understand new material.

Q3: What are some ways I can take the money I spend on video, and use it in other areas?
If you are speaking about animation specifically, be sure to ask your animator for a full project archive – odds are you can repurpose the visual images they created (i.e. characters, icons, charts, etc) and turn those images into image posts for social media.

Q4: How much should I expect to pay for a video? What’s the range and what determines that range?
If you go to a freelancer marketplace website, you can expect to pay $300 – $5,000 – the range varies by a few factors, notably the production quality, the number of revisions you can request, and the overall responsiveness, creativity and professionalism of the person you are working with. Hiring a full on animation studio can run you $5,000 – $50,000 or more. 2D projects tend to cost between $3,000 – $15,000/minute for visual quality you will be proud of. Quality 3D animations are easily going to be north of $15,000/minute.

Q5: A standard line is that on a project, there’s Cheap, Fast and Good, and you can only have 2 of the 3. Is that true for video as well?
100%.

Q6: Anything else we need to know about Video Marketing?
Most people think you just make a video, put it online, and promote it. Few people analyze and optimize their video – which for many companies is their largest marketing asset. When you first put your video online, you should host it with a service that provides you analytics to see what % of people click the thumbnail to play the video & how long people watch the video before they stop. Are only 10% of your landing page visitors clicking the play button? Maybe you need a better thumbnail for the video.  Do most people watch the whole video or are a large number of people dropping off around 14 seconds? If your video is animated, it’s much easier to revise and recreate part of your video to make it flow better for viewers; live action videos are harder and more expensive to optimize because it means bringing back the same film crew, actors and booking a location just to re-shoot an alternate segment. It would be wise, for both live action and animated marketing videos to create multiple alternate endings for your video to see which variation leads to more conversions (i.e. sign up here, call this #, download the app, join our newsletter, etc).

Ask a Marketer: Paid Search

Posted by Andy in Uncategorized and tagged with , , , ,

Last week we started the “Ask a Marketer” Series with Email Marketing tips from Elizabeth Case. This week we shift to paid search, with Local SEM Expert Rick Read.

Q1: Companies seem to be moving almost all of their Paid Ad budget to Google, Facebook and LinkedIn. What are you seeing from clients?

Rick: Yes. Paid media dollars are being moved to Search (Google//Bing), Facebook, and LinkedIn. Search always seems to be a steady driver of clicks and usually if examining the whole funnel search usually plays a role in influencing end clicks elsewhere in the funnel. FB and LI, have great results because of their ability to deliver more engaging content/creative and have powerful targeting capabilities. For all channels I would recommend leveraging custom audiences and re-marketing where you can.

Q2: What kind of landing page work should you do before starting a Paid Search campaign?

Rick: We see best results with a Clear top of page/above the fold CTA. If you at driving to leads to gated content, I recommend testing that to see if it works with your audience and campaigns. Search works best with as few steps to an end action as possible.

Q3: What is the minimum budget you need to make a Paid Search program worthwhile? How much for media, how much to hire help?

Rick: This is a difficult question as it has a lot of dependencies. Vertical, Keywords, brand awareness, and competition. depending on your KPI. You can allocate your funds in equal proportion and as your campaign runs you begin to shift budgets to media that perform better. But avoid the “last click” measurement model, try to measure and take into consideration the value search has on a FB click, even if search doesn’t get the last click.

For search you can use Google’s keyword planner and get an idea of search query volume and average CPC and then project that over the QTR then year. initially you want use this figure and add an additional 10-20% to it and run for 3-6 months and measure the results. You may find you cannot spend the money, or it may not be enough and will require additional investment. As far as staff resources, depending on account size, you may need a minimum of two people. one for PPC and one for Social. One can do it but they are two different practices that are involved enough to be a challenge for a single individual. But there are plenty of Agencies that handle any size business, so that is an option.

Q4: What are some ballpark Paid Search CPC and CPM rates these days for different industries?

Rick: Again this is a difficult question to answer. You can find a lot of info here https://trends.google.com/trends/ . CPC is effected by brand/non-brand keyword mix, Brand power, competition and quality score. etc. We have $40 keywords and keywords as low as $1 on branded terms. so again these are hard numbers to pin down.

Have more questions for Rick? Shoot me an email or find him on LinkedIn..

Ask a Marketer: Email Marketing

Posted by Andy in Ask a Marketer and tagged with ,

Doing what I do, I have the privilege to engage with a number of marketing professionals who are among the best of the bunch. Upon reflection, I realized that some of the things we talk about may also be of interest to people who stumble upon this blog. Thus, I am starting a new series called, “What Marketers Need to Know.” And yes, I know we need a catchier title.  

Each article in this series will feature a semi-deep dive into a topic area marketers need to understand. The answers will come from an industry expert who speaks from real-world client experience. To start the series off, I asked my friend Elizabeth Case of Yellow Dog Consulting to give us some real-time thoughts on Email Marketing.    

Topic 1: Email Marketing – Elizabeth Case, Yellow Dog Consulting

Q1) As you look back at 2017, with what kind of strategies or tactics did your clients find the most success?

Elizabeth: Simple word – Newsletter.

I will forever be a broken record on this and I am OK with it! Consistency is key in email marketing. If I only ever hear from you when you have a product or workshop to sell me, that’s not going to work. I had one client who at the end of 3 months wanted to wrap up because they weren’t getting registrations for their workshop. I wasn’t aware that was the goal of their newsletter and if you read the newsletter, you wouldn’t have either!  I’m not saying don’t offer a product or service, you can do that on occasion, but you must earn the right to be heard first.

Also, make sure you have good systems in place. One successful client includes a simple “sign up for a free 30 minute consult” link in the end of her monthly newsletter. It goes to a page to schedule on their calendar. Not 15 steps back and forth for a prospective client – one click, two clicks, boom – new lead ready to talk to them. Every month they get a new (or returning) client from their newsletter.  

Another good system is automation…“Click here to download…” and then have that system automated. Don’t worry about it. I have 3 offers in the footer of my newsletter (yeah that may be too many, I’ll work on it) and they are automated so I don’t have to worry about it.

Q2) Now as you look ahead to 2018, what strategies and tactics will you change? What will you do more or less of?

Elizabeth: So far in 2018 I’m seeing a lot of folks automate their processes which is GREAT! You created an awesome program or free download on your website – let’s get that system working for YOU. Nurture and educate these leads so you can keep doing what you love each day.

One conversation I often have with clients is about frequency. Do I really need to hear from you once a week? I don’t have time for that. And I certainly don’t have time for it at 10 AM on a Tuesday when I’m in the middle of my work day. Depending on what you do, I may have time for it in the evening or weekends or over my lunch break. But if you’re sending me something daily or weekly it better be damn good or I will find that unsubscribe button really fast…

There are newsletters that I look forward to receiving each month and ones that I delete each week because it’s too frequent. You know your audience and if the open rates are there then fantastic, but if you’re hovering under 20% it’s time to reconsider if your schedule and frequency are really working for you.

Q3) How important is a lead nurturing campaign? At what point do you move your clients from a standard newsletter to a customized drip campaign?

Elizabeth: Lead nurturing campaigns are awesome depending on the size of your company. It may not make sense for a solo-prenuer or a small business with just a couple sales folks to have a big drip campaign setup. But if you have systems in place, as you grow you can start to automate that nurturing.

You have to use your campaign software, it will tell you when to start dripping. If you aren’t reading reports after each campaign is sent, you’re missing out on the MOST valuable information about your content. What links do they continue to click? How many of the last 10 campaigns have they opened? What are their demographics? If someone is constantly opening and engaging with your content, it’s time to start nurturing that contact. You don’t want to leave low hanging fruit out their to dwindle away and hire the competition. Start to pay attention to frequency and build a plan around it.

And when that nurture is done – make sure they continue to hear from you on a regular basis so you stay top of mind for them to either hire you again or refer you to a colleague.

Q4) If a company is just getting an email marketing program off the ground, what tools or technologies would you suggest they invest in?

Elizabeth: I’m always a big fan of MailChimp, especially when you’re just starting out. They offer free automation and are perfect for a small and growing company (and your contact lists). If you’re a larger company you can’t go wrong with HubSpot. It will help you integrate and automate so your teams aren’t stepping on each others toes which is always a safe move!

Email marketing continues to be one of the best and most intimate communications you can have with a potential client. If you aren’t taking advantage of all those contacts in your CRM you’re missing out on a LOT of fantastic and low hanging fruit just waiting to be reminded, or introduced, to how awesome you are.

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If you’re struggling with your email marketing, you should chat with Elizabeth. And if you have some topics you’d like to see next, let me know. I’ll be asking my marketing friends to share their insights.

5 Simple Copywriting Rules for Non-Writers

Posted by Andy in Favorites, Marketing and tagged with , ,

In my career, I’ve learned there are two types of people in the business world – those who hate writing, and crazy people. Since I spend a significant amount of time writing for companies, I guess I fall in the latter category.

I love to analyze the differing styles of writers, and the ways they work with their words in order to make a good story great. It’s essentially my version of competitive research. I especially enjoy reading articles from writers who can engage readers without clickbait headlines such as, “5 Simple Copywriting Rules for Non-Writers.”

So this seems like a good time to share a few tips aimed at those of you who hate writing, but can’t escape doing it.

  1. You have three seconds to earn a reader’s attention so they’ll read for 30 more: If you have never had to write a sentence for a living, you probably didn’t even bother to click on the title of this article in your feed. That’s fine. You’re not my audience. But if you clicked on this link, I had about 30 seconds in the first three paragraphs to hook you into the meat of the story. If you’ve gotten down here to the bullets, I estimate I now have earned about three more minutes of your time. I’ll try to make it worth it.
  2. Never use an Exclamation Point: Exclamation Points are the lazy writer’s way to show importance about something. If you can’t make a sentence interesting enough to stand on its own, rewrite the sentence. When you are talking to someone in a meeting, do you suddenly shout at them? Of course not. No exclamation points. Ever. Got it? If you have to change the way you type to make sure “Shift-1” is harder to reach, you should do so.
  3. There is no such thing as, “very unique”: “Unique” is defined as, “Being the only one of its kind; unlike anything else.” When something is “one of a kind,” it can’t be “very one of a kind.” Don’t exaggerate for exaggeration’s sake.
  4. There’s a difference between who and that: There are many times when a person who ((not that)) has a lot of subject matter expertise, can present information on a blog that ((not who)) has readers who ((not that)) will benefit from it. Understand that “who” is for people and “that” is for things.
  5. Never use the same word twice in a sentence: This is a tough one for many companies, especially those that have precious few adjectives to describe their product’s features and benefits. Just be conscious that when you are producing content for your web properties, you should be able to write the content in a way that the content doesn’t require the same word multiple times. See, that sentence just sounded silly.

Writing can be a difficult game, but you should never fear it. A bad writer with great ideas is still more interesting to read than someone who is grammatically correct in their description of paint drying.

Was this useful? Kind of useful? Useless? I’d love to hear your own writing tips and tricks, as well as any grammar and punctuation rules that I’ve violated in this article.

More Money for Marketing – Budgets to Increase Again

Posted by Andy in Marketing and tagged with ,

Good news for companies with products that target Marketing groups. There should be more money to go around this year. According to a Gartner report published in October of 2016, the average Marketing budget is now up to 12% of company revenue.

The numbers don’t vary too greatly between B2B and B2C companies, with B2B companies receiving 12.3% of the company’s revenue vs 11.6% for B2C brands. Unsurprisingly, high tech companies devote the largest percent of revenue to marketing, at 13.3%

The key in the budget escalation is that large enterprises have accepted the new world of marketing. For many years, social media was a place where the smart and hungry start-ups could out-maneuver their established competitors for a fraction of the cost of a traditional marketing budget. But according to Gartner, enterprises have adapted. “Large established brands must out-market startups. As scrappy disrupters threaten the hard-earned franchises, these more established companies are forced to compete defensively, which may necessitate higher investments in everything from customer insight to innovation to advertising.”

One traditional marketing tactic appears to continue its importance. 65% of marketing leaders surveyed said they plan to increase spending on digital advertising, with 23% expecting a significant increase. This is being led by the increased importance of video, which is more expensive than other digital techniques for both media and production.

But many people ask, “With all the marketing automation tools and programmatic advertising designed to decrease marketing costs, why do budgets need to increase?”

“The problem with marketing automation tools is that everyone has access to them,” says Marketing Consultant Elizabeth Case. “So instead of competing for a customer’s eyeballs in a landscape of 100 touchpoints, we’re all competing to attract that same eyeball in 100,000 touchpoints. Thus, while they may get more for their money, they still need to spend more money to find the eyeballs.”

However, the news is not all good across the board. While the average marketing exec expects a bigger checkbook, a higher percentage than ever before (14%) expect to see a cut back. So why the contrarian approach from this group? Ironically, it’s the media companies that are cutting back their marketing spend. The industry that is most reliant on advertising to survive, is being forced to slash their own marketing budgets.

Also, marketers at smaller companies are being asked to do more with less. “CEO’s of small to mid-sized businesses read the articles and believe the promise that whatever technology they invest in can save them 10-50%,” says Derek Merdinyan, CEO of video production company Video Igniter. “So the marketing folks at SMB’s are being asked to run premium campaigns on a shoestring budget. Meanwhile, the enterprises are now spending more so they can catch up to the ways they’ve been traditionally outmaneuvered by start-ups.”

So what kind of technology companies benefit from this shifting landscape?

  • First, Gartner sees a tighter integration between sales and marketing teams. Marketing programs that easily integrate with CRM’s are likely to be adopted.
  • Next, the CMO is gaining responsibility. According to Gartner, in more than 30% of organizations, at least some aspects of sales, IT and customer experience report into the CMO.
  • Finally, Gartner states that Marketing leaders will set aside 10% of the marketing budget for innovation. Customer experience and digital commerce are the top two areas of innovation projects marketing leaders say they’re currently pursuing — 53% for customer experience and 51% for digital commerce.

So in the end, there’s more money to be had from Marketing departments. But it’s not a simple gold rush. Companies must be wise in what they offer and who they target. If they have the right use case for the right audience, they should be able to grow their own revenues.

Top B2B Marketing Whitepapers and Reports

Posted by Andy in Big Businesses, Marketing and tagged with , ,

If you’re like me, your Facebook and LinkedIn feeds are inundated with articles, whitepapers, and industry reports. Now most of you probably skip them, but I find these much more enlightening than the latest political argument my friends and colleagues are engaged in. So to make life easier on all of you, I’ve listed a few of the reports I think are worth a read.

(Note: Most of these will require you to provide an email address to the company that wrote it. Be a good marketing person and reward the content team for their hard work.)

  1. Gartner’s Magic Quadrant for CRM Lead Management: The market for CRM lead management applications continues to grow, evolve and mature. This Magic Quadrant evaluates 17 providers to help IT leaders find the right choice for their company, in collaboration with marketing, sales and digital commerce leaders.
  2. 2016 State of Marketing, from Salesforce: Trends and insights from nearly 4,000 marketing leaders worldwide.
  3. The State of Inbound 2016, from Hubspot: HubSpot’s 8th Annual Report, Tracking the Future of Inbound Marketing and Sales
  4. The Ultimate List of Marketing Statistics for 2016, from Freely: 347 marketing statistics for 2016 that you can use in your own content.
  5. Inbound Marketing Examples, from Hubspot: Hubspot Academy-approved examples of what others have built with the platform.
  6. Digital Marketing Resources, from Salesforce: A library of Salesforce’s most popular pieces on topics like list growth, Facebook marketing, mobile marketing strategy, customer lifecycle marketing
  7. Mobile Messaging Report 2016, by Mobile Ecosystem Forum and mblox: The MEF indexes the messaging habits of nearly 6000 respondents across nine countries worldwide.
  8. The Sophisticated Marketer’s Guide to B2B Marketing, from LinkedIn: Learn how to leverage LinkedIn’s marketing solutions, including content marketing campaigns, native advertising, sales lead generation, and brand awareness.
  9. The State of Facebook Advertising, by Marin Software: Year-over-year trend charts detailing spend, clicks, and CTR, the growth outlook for Facebook on mobile devices, and why Facebook is paying so much attention to its video ad formats
  10. 2016 Mobile App Retrospective, by App Annie: App Annie details the markets that saw the most growth in 2016 for downloads and usage, the growing monetization opportunity for publishers across categories, the top industries that are being transformed by mobile apps, and the trends publishers must stay on top of.
  11. Top 10 Big Data Trends for 2017, by Tableau Software: Tableau highlights the top big data trends for 2017.
  12. Mobile Messaging Report 2016, by Mobile Ecosystem Forum and mblox: The MEF indexes the messaging habits of nearly 6000 respondents across nine countries worldwide.
  13. How to Nail a Mobile Campaign Using SMS and Mobile Apps, by mobileStorm: Mobile apps now give your brand limitless choices on how to communicate, but this whitepaper details how to incorporate them into a larger mix that includes SMS.
  14. Mobile First Brand Loyalty Strategy Guide, by Punchkick Interactive: Learn how your brand can use mobile to build a more effective customer loyalty or rewards program.
  15. Top App Marketing Agencies List 2016, by mobyaffiliates: Need a Mobile Agency? Use this as a handy starting guide.
  16. B2B Marketing Strategies by 2020, by Sundog Interactive: Predictions for the future from an interactive agency.

Andreesen Horowitz on Product Market Fit

Posted by Andy in Entrepreneurism and tagged with , , ,

Andreesen Horowitz recently syndicated an article written by Tren Griffin of 25iq.com. The topic was Product Market Fit, and Griffin does an outstanding job of detailing 12 important points, drawing quotes from some of Silicon Valley’s biggest names.

You should read the whole article here or here, but I’ve put together a quick 30 second synopsis. I highlighted some of the points that resonated with my personal experiences over years of marketing B2B and B2C products. I think it’s easy for many of us to forget some of these high-level concepts when we’re grinding it out in the weeds.

(Note: Bold headlines are my personal takeaways, and the quotes are straight from Griffin’s article.)

  1. The Market always wins. “When a great team meets a lousy market, market wins. When a lousy team meets a great market, market wins. When a great team meets a great market, something special happens.”
  2. All the marketing tactics in the world – pricing, branding, lead nurturing, content, etc – are useless if no one needs the product. “If you address a market that really wants your product — if the dogs are eating the dog food — then you can screw up almost everything in the company and you will succeed. Conversely, if you’re really good at execution but the dogs don’t want to eat the dog food, you have no chance of winning.”
  3. If you take your blinders off, you can usually know if you have a fit without looking at the numbers.“You can always feel when product/market fit isn’t happening. The customers aren’t quite getting value out of the product, word of mouth isn’t spreading, usage isn’t growing that fast, press reviews are kind of ‘blah’, the sales cycle takes too long, and lots of deals never close.”
  4. You have a product market fit if you don’t actually need to market the product. “You know you have fit if your product grows exponentially with no marketing. That is only possible if you have huge word of mouth. Word of mouth is only possible if you have delighted your customer.”
  5. The market will tell you when you have a product they want, not the other way around. “In a great market — a market with lots of real potential customers — the market pulls product out of the startup.”
  6. The “Idea” is 5% of the battle. You win when the idea you want to build evolves into the product the market wants to buy.“First to market seldom matters. Rather, first to product/market fit is almost always the long-term winner.”
  7. You never win at launch. You win when launch turns into scale.  “Getting product right means finding product/market fit. It does not mean launching the product. It means getting to the point where the market accepts your product and wants more of it.”

I’m sure everyone will takeaway something different from Griffin’s article. Give it a read and let me know what you think.

Stories You Missed – January 2017

Posted by Andy in Marketing and tagged with ,

We all can’t read everything, and our Facebook feeds are now overrun with political arguing. So to make things easy for you, I’ve assembled some of the stories from last month about tech, marketing, sports and Seattle that you may find interesting.

  1. Three Sounders FC Departments Honored with 2016 MLS Club and Executive Awards: Congrats to the team members who don’t wear jerseys. Sounders FC tied for the lead among all clubs with its three awards: Corporate Partnerships Team of the Year, Marketing Team of the Year and Public Relations Team of the Year. I don’t know how these awards are judged, but if you enjoy your time at Sounders games, these groups probably play a big role.
  2. After Buyouts, Layoffs, 23 Staffers Exit ‘Seattle Times’: Well if you think that the national newscasts are a series of partisan wonks arguing talking points back and forth, then you won’t like this article. The newspapers still can’t figure out a business model, which means more cuts to local journalists. If you have an idea for how to save local news, you’re running out of time to share it.
  3. Dramatic video footage shows drone circling and then crashing into Seattle’s Space Needle: Well I guess this is why we can’t let everyone just fly their drones around all the time…
  4. The latest Amazon-occupied building sale shows how far Seattle real estate has come in last decade: If you think your house or apartment is expensive, imagine trying to buy an office building in Seattle these days. One of Amazon’s 290,000 square foot office buildings just sold for $269 million – or about $925 a square foot. That compares to $1.85 Million for your 2000 square foot house.
  5. Venture Investment in Seattle Area Companies Falls 27 Percent in 2016: It was a mixed bag of news about how much money investors poured into Seattle companies in 2016. On the downside, for the full year, investors poured just over $1.5 billion into 282 local deals, down 27 percent and 23 percent, respectively, from 2015. But on the upside, the fourth quarter of 2016 saw 77 local deals completed, totaling $561.3 million, compared to 81 deals totaling $190.6 million in the same period of 2015, and the final six months of 2016 saw a combined 157 deals, up 26 percent from the first half of the year, and $919.7 million invested, up 58 percent.

Oh and the Seahawks lost. But we don’t need to rehash that.

Have a good story to share? Email me and let me know.

Check Out This Sneaky Amazon Product Placement

Posted by Andy in Favorites, Marketing, Media and tagged with , , ,

Q: If you are a TV show on the bubble between renewal and cancellation, what’s the best way to make the bosses happy?
A: Make them more money.

Undateable will never win an Emmy. It’s niche is that in its 3rd season (and basically out of desperation due to being moved to the Friday night dustbin), it decided to shoot every episode live. The result is a hyped up Friday night live studio audience that contributes to a show that is part script / part improv.

BUT… that doesn’t necessarily mean it will be back for Season 4. So the show needs an extra revenue source on top of the normal :30 spots to secure its place in the Fall lineup.

Enter Amazon, in what is one of the sneakiest product placement deals I can imagine. Remember, subliminal advertising is illegal. But subliminal product placement apparently is not. I counted about four different camera angles in two different scenes where the logo is visible. I’m going to estimate the logo got about 60-120 seconds of airtime. How much do you think that subliminal product placement is worth? More or less than a :30 spot?

Can you spot it?

Undateable and Amazon 1

Undateable and Amazon 2

Undateable and Amazon 3

Undateable and Amazon 4

Undateable and Amazon 5

The New 4 C’s of Marketing

Posted by Andy in Favorites, Marketing and tagged with

I’ve been thinking a lot lately about marketing topics, and reading conflicting arguments on whether “Content Marketing” is dead. After listening to both sides of the debate, I think I’ve landed on the position that “Content Marketing” IS “Marketing” in 2016.

Everything from lead generation to sales tools are now dependent on a solid content strategy. So I put forth the new “4 C’s of Marketing.” Everything you do today needs the following attributes.

1) Consistent
In early meetings with clients, I like to advise them to look at the masters of content when coming up with their content development model. Sunday football games are always at 10:00am and 1:25pm Pacific time. Movies always come out on Fridays. Music always drops on Tuesdays. TV shows are scheduled for a certain day and time all season long. Magazines get delivered on the same day each week. Etc…. This is because the most experienced marketers of content in the history of the world know that people have rhythms and habits. They demand some predictability in return for their attention. They appreciate you providing them content, but they won’t search for it, or be happy if it doesn’t show up. Imagine waking up one Sunday morning in October, flipping to CBS or FOX, and finding the NFL got a little busy and moved all the games to Tuesday. It doesn’t work like that. Build an editorial calendar and figure out when you’ll be publishing in each channel.

2) Concise
You have A LOT to say. And it’s all VERY IMPORTANT. Now cut that down to 25%. I’ve become a believer in the 3-30-3 rule. You get 3 seconds to hook someone and earn another 30. In that 30 seconds, you need to pique their curiosity enough to earn their next 3 minutes. And in that 3 minutes, you’re giving them the pitch to earn their email address or whatever you are trying to get from them. But that message up front needs to get across quick.

3) Compelling
Yes, even your company has something interesting to say or a unique way to say it. You cannot just publish a recipe for Peanut Butter and Jelly sandwiches and expect an audience. Put on your creative hat and come up with something good. You have a lot of smart people in your org with even more interesting opinions. Find them.

4) Convertible
To the pessimist, the amount of channels in which you need to produce content is terrifying. To the opportunist, it’s a dream come true. All of your content should e specifically tailored to the channel, but it also should be easily transformed. One well-written, long form blog post can also be your email newsletter content, a Powerpoint presentation for Slideshare, a series of soundbites for Twitter, at least a few Facebook posts, a conversation for Blab, and a YouTube video.

Let me know what you think.