Creating Content That Encourages Action, Part I

by Andrew Schulkind

Every piece of content you create as a content marketer must pass through one key filter: what action am I hoping to encourage when a prospect consumes this content?

The more precisely and specifically your answer to that question, the more likely your content is to succeed. If your answer is something like, “to raise awareness of our brand,” that’s fine, but it’s really not content marketing, or not content marketing to its fullest extent. It’s brand building.

And though brand building certainly has its place in our toolkits, our goal as content marketers has to be more closely tied to generating revenue.

And that means creating content not only for that moment when brand awareness is being established or strengthened, but also for the many other decision points that occur as a prospect makes her way through her buying process.

That means that some content we create may be designed as the last piece of the puzzle and some may be the first thing we hope a prospect will accept as they’re getting to know us.

Aside from having to be of great value to the prospect, and having to help establish our own expertise and value on some level, these content elements have to have something else in common: a push, however subtle, encouraging clients to take the next step.

What that step is will, of course, depend on what the previous step was. But it typically needs to be gradual and needs to make sense from the prospect’s point of view – their buying journey – not your sales cycle.

Next week, we’ll take a look at some examples of content that encourages action.

Cookie	Duration	Description
cookielawinfo-checkbox-necessary	11 months	This cookie is set by GDPR Cookie Consent plugin. The cookies is used to store the user consent for the cookies in the category "Necessary".
cookielawinfo-checkbox-non-necessary	11 months	This cookie is set by GDPR Cookie Consent plugin. The cookies is used to store the user consent for the cookies in the category "Non Necessary".
viewed_cookie_policy	11 months	The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. It does not store any personal data.

Cookie	Type	Duration	Description
_ga	0	2 years	This cookie is installed by Google Analytics. The cookie is used to calculate visitor, session, camapign data and keep track of site usage for the site's analytics report. The cookies store information anonymously and assigns a randoly generated number to identify unique visitors.
_gid	0	1 day	This cookie is installed by Google Analytics. The cookie is used to store information of how visitors use a website and helps in creating an analytics report of how the wbsite is doing. The data collected including the number visitors, the source where they have come from, and the pages viisted in an anonymous form.
.ASPXANONYMOUS	1	2 months	This cookie is used by sites using the .NET technology platform from Microsoft. It enables the site to maintain an anonymous user-id to track unique users within a session without them logging in or otherwise identifying themselves.
GPS	0	30 minutes	This cookie is set by Youtube and registers a unique ID for tracking users based on their geographical location
uvc	0	1 year	The cookie is set by addthis.com to determine the usage of Addthis.com service.

Cookie	Type	Duration	Description
di2	0	1 year	This cookie is set by addthis.com on sites that allows sharing on social media. The cookie is used to track user behavior anonymously to generate usage trends to improve relevance to their services and advertising.
IDE	1	2 years	Used by Google DoubleClick and stores information about how the user uses the website and any other advertisement before visiting the website. This is used to present users with ads that are relevant to them according to the user profile.
loc	0	1 year	This cookie is set by Addthis. This is a geolocation cookie to understand where the users sharing the information are located.
NID	1	6 months	This cookie is used to a profile based on user's interest and display personalized ads to the users.
uid	0	1 year	This cookie is used to measure the number and behavior of the visitors to the website anonymously. The data includes the number of visits, average duration of the visit on the website, pages visited, etc. for the purpose of better understanding user preferences for targeted advertisments.
VISITOR_INFO1_LIVE	1	5 months	This cookie is set by Youtube. Used to track the information of the embedded YouTube videos on a website.

Cookie	Type	Duration	Description
__utma	0	2 years	This cookie is set by Google Analytics and is used to distinguish users and sessions. The cookie is created when the JavaScript library executes and there are no existing __utma cookies. The cookie is updated every time data is sent to Google Analytics.
__utmb	0	30 minutes	The cookie is set by Google Analytics. The cookie is used to determine new sessions/visits. The cookie is created when the JavaScript library executes and there are no existing __utma cookies. The cookie is updated every time data is sent to Google Analytics.
__utmc	0		The cookie is set by Google Analytics and is deleted when the user closes the browser. The cookie is not used by ga.js. The cookie is used to enable interoperability with urchin.js which is an older version of Google analytics and used in conjunction with the __utmb cookie to determine new sessions/visits.
__utmt	0	10 minutes	The cookie is set by Google Analytics and is used to throttle the request rate.
__utmz	0	6 months	This cookie is set by Google analytics and is used to store the traffic source or campaign through which the visitor reached your site.
YSC	1		This cookies is set by Youtube and is used to track the views of embedded videos.

Cookie	Duration	Description
__atuvc	1 year	This cookie is set by Addthis to make sure you see the updated count if you share a page and return to it before our share count cache is updated.
__atuvs	30 minutes	This cookie is set by Addthis to make sure you see the updated count if you share a page and return to it before our share count cache is updated.
na_id	1 year	This cookie is set by Addthis.com to enable sharing of links on social media platforms like Facebook and Twitter
ouid	1 year	The cookie is set by Addthis which enables the content of the website to be shared across different networking and social sharing websites.
um	1 year	Set by addthis.com.(Purpose not known)
vc	1 year	This cookie is set by addthis.com on sites that allow sharing on social media.

Creating Content That Encourages Action, Part I

Big Content, Little Content: Content Marketing Efficiency and Effectiveness

Content Marketing Against Instead of For

Do You Really Need a New Website? (Revisited)