“Content is king” is one of those “truthy” things some marketers preach. However, in most businesses the bottom line is king, attention is queen, and content can be used as a means to get both, but it depends.
The problem is that content is easy to produce. Machines can produce content. They can tirelessly churn out screeds of content every second. Even if they didn’t, billions of people on the internet are perfectly capable of adding to the monolithic content pile at similar rates.
Low barriers to content production and distribution mean the internet has turned a lot of content into near worthless commodity. Getting and maintaining attention is the tricky part, and once a business has that, then the benefits can flow through to the bottom line.
Some content is valuable, of course. Producing valuable content can earn attention. The content that gets the most attention is typically something for which an audience has a strong need, yet can’t easily get elsewhere, and is published in a place they’re likely to see. Or someone they know is likely to see. An article on title tags will likely get buried. An article on the secret code to cracking Google’s Hummingbird algorithms will likely crash your server.
Up until the point everyone else has worked out how to crack them, too, of course.
What Content Does The User Want?
Content can become King if the audience bestows favor upon it. Content producers need to figure out what content the audience wants. Perversely, Google have chosen to make this task even more difficult than it was before by withholding keyword data. Between Google’s supposed “privacy” drive, Hummingbird supposedly using semantic analysis, and Penguin/Panda supposedly using engagement metrics, page level and path level optimization are worth focusing upon going forward.
If you haven’t done one for a while, now is probably a good time to take stock and undertake a content audit.
You Have Valuable Historical Information
If you’ve got historical keyword data, archive it now. It will give you an advantage over those who follow you from this point on. Going forward, it will be much more expensive to acquire this data.
Run an audit on your existing content. What content works best? What type of content is it? Video? Text? What’s the content about? What keywords did people use to find it previously? Match content against your historical keyword data.
If keywords can no longer suggest content demand, then how do we know what the visitor wants in terms of content? We must seek to understand the audience at a deeper level. Take a more fuzzy approach.
Watch Activity Signals
Analytics can get pretty addictive and many tools let you watch what visitors do in real time. Monitor engagement levels on your pages. What is a user doing on that page? Are they reading? Contributing? Clicking back and forward looking for something else?
Ensure pages with high engagement are featured prominently in your information architecture. Relegate or fix low-engagement pages. Segment out your content so you know which is the most popular, in terms of landings, and link that information back to ranking reports. This way, you can approximate keywords and stay focused on the content users find most relevant and engaging. Segment out your audience, too. Different visitors respond to different things. Do you know which group favours what? What do older people go for? What do younger people go for? Here are a few ideas on how to segment users.
User behavior is getting increasingly complex. It takes multiple visits to purchase, from multiple channels/influences. Hence the addition of user segmentation allows us to focus on people. (For these exact reasons multi-channel funnels analysis and attribution modeling are so important!)
At the moment in web analytics solutions, people are defined by the first party cookie stored on their browser. Less than ideal, but 100x better then what we had previously. Over-time as we all expand to Universal Analytics perhaps we will have more options to track the same person, after explicitly asking for permission, across browsers, channels and devices
If Google won’t give you keywords, build your own keyword database. Think about ways you can encourage people to use your in-site search. Watch the content they search for and consume the most. Another way of looking at site search is to provide navigation links that emphasize different keywords terms. For example, you could place these high up on your page, with each offering a different option relating to related keyword terms. Take a note of which keyword terms visitors favour over others.
In the good old days, people dutifully used site navigation at the left, right, or top of a website. But, two websites have fundamentally altered how we navigate the web: Amazon, because the site is so big, sells so many things, and is so complicated that many of us go directly to the site search box on arrival. And Google, which has trained us to show up, type what we want, and hit the search button. Now when people show up at a website, many of them ignore our lovingly crafted navigational elements and jump to the site search box. The increased use of site search as a core navigation method makes it very important to understand the data that site search generates
Where does attention flow from? Social media? A mention is great, but if no attention flows over that link to your content, then it might be a misleading metric. Are people sharing your content? What topics and content gets shared the most?
Again, this comes back to understanding the audience, both what they’re talking about and what actions they take as a result. In “Digital Marketing Analytics: Making Sense Of Consumer Data”the authors recommend creating a “learning agenda”. Rather than just looking for mentions and volume of mentions, focus on specific brand or service attributes. Think about the specific questions you want answered by visitors as if they those visitors were sitting in front of you.
For example, how are consumers reacting to prices in your niche? What are their complaints? What do they wish would happen? Are people talking negatively about something? Are they talking positively about something? Who are the new competitors in this space?
Those are pretty rich signals. We can then link this back to content by addressing those issues within our content.