The importance of content marketing cuts across all niches and the e-commerce niche is not left behind. Content marketing is the kind of marketing that attracts your target audience or gets them to take a particular action through content.
In this article, you’ll learn four content marketing steps you can take as an ecommerce store owner that will lead you to an increase in your conversion rate and sales. Plus, thanks to technology, we’ll also be dropping some content marketing tools that’ll give you the backup you need.
P. S. You don’t need to be a guru to try content marketing.
But first, let’s lay some foundation before you take your first step.
You may run your eShop from the comfort of your computer on your secure browser, but just like any brick and mortar business, you’ve got to know your ideal customers like the palm of your hand.
The effectiveness of this content marketing strategy relies on how well you understand your target customers.
Who exactly are the products you’re selling on your eShop for?
Don’t give some vague answer like “women who like jewelry” or “men who like fun logo tees”. If you want to get the full benefit of content marketing then you need to get crystal clear with who you’re selling your products to and allow them to help you generate the kind of content that can grow your business too.
The reason why this is important is that knowing exactly who you’re targeting makes it so much easier to target them. You have a laser focus on who your customers are and you won’t have to waste time on people who aren’t your customers. So you need to be clear on their:
- Likes and dislikes
- Activities they’re interested in
And then form as clear a description of who your target customer is as possible. One smart tool that will help you get some insight into your target audience is Quora. You can use it as a search engine and search keywords relevant to your niche. What you get is a list of questions people ask around that keyword. When you go through the results and read through the responses, you’ll begin to get more insight as to who your ideal clients are.
Now that we have that out of the way, let’s hop right into the content marketing steps you must take.
1. Zeroing in on consumers’ social media habits
Once you have a clear idea of who your ideal customer is, next on the agenda is to know where those ideal customers hang out.
Social media is a great place to put yourself right in the midst of your target customers. There are 3.5 billion people online and over two-thirds of those people are on social media.
To kickstart your content marketing efforts you have to know the kind of content that will appeal to your target audience. To do this, you need to find out which platform they spend their time on and study how they spend their time on social media.
This step is crucial because it will point you in the right direction of:
1. How they use each social media platform
You log in to a social media platform for various reasons like watching videos, scrolling through pictures or reading short captions. Knowing this will help you define the kind of content you should be posting on those platforms.
2. What kind of content attracts their attention on those platforms
Once you know which platforms your ideal customers spend time the most and why you’ll be able to know which content they enjoy consuming the most. This will help inform you of the kind of content you can create when you’re executing your content marketing strategy.
3. What time are they most active on those platforms
Each platform has its peak periods where your target audience is the most active on those platforms? That time is the best time to make posts, comment, and even schedule your ads. Being active during the times when your audience is the least active will kill your content marketing effort and it will be a complete waste of time. The infographic below will guide you when those peak periods are.
2. Mastering content formats
By now you should start having a deeper understanding of your target audience. Probably you’ve already started developing some content ideas that you’re sure they’d be interested in.
There are so many different types of content you can create to advance your content marketing strategy. Content primarily can come in the form of text, video or audio. Whatever form of content you decide to go with you need to bear in mind that your content must be something that educates, entertains or enlightens your audience. Providing value is the key.
Here are some ideas you can get started with:
- Tutorials – Depending on the kind of items you sell in your ecommerce store, there are a lot of people out there who will appreciate a detailed tutorial on how to use it.
- Product reviews – Before making a decision on whether to buy an item or not, people look up reviews on the product. This is a good way to capture the attention of your target customers.
- Listicles – Who doesn’t like them? Listicles like “Top 10 Christmas Gift Ideas” or “Six Things You Need to Start a Bullet Journal” are creative ways you can mention the items you sell in your eShop while providing value for your audience at the same time.
3. Reverse engineering competitor’s content portfolio
Who said taking a sneak peek of what your competitors are doing is a bad thing? As a newbie in content marketing, it’s a great way to get ideas on what works in the market and what your target audience finds interesting.
Check what kind of content other eShop owners (especially the big time e-commerce stores) are doing and how they are using their content to convert their target market to sales leads.
A handy tool that will show you the kind of content your competitors are creating is Buzzsumo. It gives you the ability to analyze which topics worked best for your competitor and, by extension, what kind of topics you should be creating content around. So ask yourself:
- What is the common thing you notice?
- How do your ideal customers respond to the content?
- How can you put your own spin to their approach and enjoy the same results they’re enjoying?
Reverse engineering your competitors’ content will act as a guide on what you can apply in your business. They’ve done it and they’re getting the attention from your ideal customer, so why not you?
4. Boosting content distribution
Now you’ve got your content ready and published, what next? Content is basically useless unless visible and the way you do that is by increasing your content distribution efforts. This is where the information you gathered in the first tip will come in handy. Knowing the behavior of your ideal customers on social media and the peak periods when your ideal customer is active on social media will help you know just where and when to share your content.
Stick with two to three platforms to prevent yourself from spreading too thin. But note: Sharing your content once will not be enough! You have to push out your content regularly. This article by Louise Myers gives you a fair idea of how often you should post on each social media platform.
Scheduling tools like Buffer, Hootsuite, or Coshedule will help you ensure that you’re posting the recommended number of times per day. You can schedule your posts for the day, the week or even for the month and each post will be automatically posted at the exact time you schedule them.
However, this doesn’t mean you have to spam. The idea is to put your content in front of as many of your ideal customers as possible so that they know about you and buy from you too.
Now it’s your turn
Content marketing is a process. But when you follow through the steps you will be able to get the traction you need to help grow your e-commerce store and increase your sales. But remember you won’t see results overnight.
But as you learn more about your ideal client, create and distribute your content, slowly you’ll start to see that you not only build customers but also raving fans.
What better time to get started than now?
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