Content marketing encompasses a range of formats: articles, blogs, infographics, videos and social media posts. What they all share is a goal to increase engagement or drive sales of a particular service, product or publication through providing information or storytelling that is compelling for the reader.
At USGBC, I work on the article component, creating and editing website content that shares information about our products, such as LEED. In 2016, we published over a thousand articles. We have a lot of brands and stakeholders, so we have a lot of content—and it needs to be prepared quickly. Here are the main four things I do to shape an article:
1) Highlight the goal.
When writing an article, make your headline and your call to action obvious. For example, our LEED Link series promotes products that our website users are already searching for and reading about. In bite-sized amounts, the articles share some of the details users need and ends with a button that leads them to further resources or products.
Even when an article highlights an individual or event, not a product, tie it back implicitly to why the reader should care. A simple example: “LEED credential holders make an impact as Pros, Fellows and Faculty” could have been titled “Meet our top LEED Pros, Fellows and Faculty,” emphasizing the personal. But readers may not know these influencers. What they are interested in is how they themselves can make a difference through attaining LEED credentials. Through that framing, they are more likely to click on the examples of the people who have attained this goal, as well as the ultimate call to action.
2) Keep it short, and break up the text.
Your customers are busy people, and they appreciate articles that get to the point. At USGBC, we recommend 300–500 words for most pieces. Writing for the web is not the same as writing for print, and the skills we learned in school about long-form writing need to be adapted to the digital world.
Add subheads and bulleted lists as ways to break up your text and allow customers to scan for the information they need.
3) Use images, graphics and interactive content.
Use a feature image or header that expresses your article goal simply and appealingly. Embed photos, quizzes, maps or infographics, as in our article on LEED-certified hospitality destinations, to further draw the reader in and make your topic more concrete and resonant.
One of our most successful posts each year is the Top 10 States for LEED, which includes an infographic breaking down the hard numbers and highlighting each state’s achievements.
4) Show how the customer belongs.
Whatever kind of business you have, your customers are part of a community that shares a common goal. At USGBC, the common goal is global sustainability and health through high-performing green buildings. Most of our articles recognize that sense of being part of something larger than ourselves and encouraging greater involvement.
This can be done in a playful way, as with our test-your-expertise quiz on green building, or a more serious way, as in our article on how building to LEED standards combats climate change. As you create your content, think about ways you can add a sense of community to your marketing in an organic way.