Posted Under: blog,marketing manager,presentations,publishing content,value in content
“We have a white paper, but it’s too long for this day and age.”
Of course, the engineer or executive who wrote the paper doesn’t think that, but you as the marketing manager can see it, as you peruse your content-landscape for pieces that will catch the attention of prospects and influencers in your industry.
Have your writer edit long pieces down to short marketing pieces that take on their own life and tell your story more succinctly. MarketingProfs’ “Get to the Point!” series does this very well for its paying members by distilling marketing-oriented content from a variety of long-winded sources down to regular, five-paragraph e-mail messages.
Some obvious candidates for repackaging:
- White papers and thought-leadership papers. Companies place a lot of store by these pieces, so don’t treat them like wedding china and leave them hanging in a cupboard on your Web site for only occasional use. Have your writer pull out individual sections (The Problem, Current Approaches, What the Industry Needs, etc.) and make them self-standing.
- Webinars and podcasts. These are good sources, but don’t make the mistake of thinking that this is a simple matter of transcription. Even trained speakers introduce a lot of non sequiturs and interrupted sentences to live delivery, so your marketing communications writer needs to bend the text back into useful shape and logical flow.
- Slide deck presentations. I’ve posted on this before, and presentations are bagfuls of bullets waiting for an chance to live outside of the projector. Your sales and product teams probably have dozens of them that you’ve never seen before, but that can help you tell your story better and more authoritatively.
3 Ways to Make Them Work
You don’t need to tell your in-house contributors that their content is too long; just tell them that you’re going to give it life in several more important channels.
- Teasers. Use them like movie trailers to bring visitors back to a landing page with the entire piece. The right five paragraphs in front of the right technical audience will result in clicks, page visits, downloads and conversions.
- Blog posts. You do have a blog, don’t you? Have a look at Seth Godin and Tom Peters on the power of blogging, and follow Denise Wakeman for tips on making corporate blogging work. When you have ready-made content you can post, you’re halfway there.
- Article/content marketing. Another important place for shopping your content out is in content repositories like ezinearticles, goarticles, articlecity, buzzle.com, articledashboard.com, amazines.com, ideamarketers.com and others oriented to your industry. Of importance here is the resource box you create to ensure that readers can find and follow you once they like your content. Read Steve Shaw at Creative Article Marketing for more on this channel.
In most organizations it’s easier to find long marketing pieces than short ones, but there’s a lot of value in the content once you’ve re-purposed it for new channels.
Have you tried this in your organization? What results do you see?