How to Create

Content That
Converts
H OW TO TE LL A STO RY OV E R TI M E
TH AT TR A N S FO R M S A N AU D I E N C E
I NTO CUSTO M E RS A N D C LI E NTS
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In our last ebook in this series, we talked about content marketing strategy.
Specifically, a 7-step framework that maps out who you want to reach and
what business objectives you want to meet.

That strategy is centered around authority. In this sense, authority means

becoming the likeable subject matter expert and thought leader who people
listen to, and Google loves.

Based on that, many people still wonder: what kind of content should I create
to execute on my strategy? What parameters do I have when sitting down to
actually create that content?

From our agile approach to content marketing, you’re creating content that
your intended audience responds best to. But even then, you can’t forget what
you’re ultimately trying to do – sell your products and services.

Content creation alone is not enough, no matter how much people like it. In
other words, you need to create content that works as marketing.

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What Kind of Online Content Works

as Marketing?
There are three main types of content that you need to create over time in
order to perform effective content marketing – cornerstone, connection, and
conversion. Copywriting follows, because you’ve earned the right to make an
offer to your audience.

First, however, you need to provide the initial, crucial  “C”  – context.
Without it, none of the content  “types”  will be effective in meeting your
business objectives.

Let’s take a closer look at what I call the  “5 Cs”  of effective content marketing.

1. Context
The critical first step of any successful content marketing strategy is the
context within which content is developed and delivered to the intended
audience. Mess this up, and you’re going to waste a lot of time and effort for
not much, if any, return.

Sales and marketing 101 says that you focus on the problems and desires
of the prospects, and match those up with your product or service. Content

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marketing is no different, except you’re delivering independent value with

content before you attempt to make the sale.

The Internet has disrupted the traditional sales process, allowing the
prospective customer or client to begin on their own terms via search and
social media. This means savvy marketers must adapt to the information-
empowered prospect in a fashion that more resembles courting than it
does selling.

When someone has a problem or desire, what they’re really contemplating is

a journey of transformation, whether large or small in scope. The job of the
content marketer is to mentor – or coach – the prospect through this journey,
and at some point your product or service becomes a necessary and desirable
way to complete the journey.

Thinking of the content you produce as coaching advice is especially apt.

The word  “coach”  derives from kocsi, which is Hungarian for  “carriage.”  
Your content is the vehicle which carries the prospect on their journey
of transformation.

Content marketing starts the sales process in a way that doesn’t leave
the prospect with the feeling she’s been sold to. Further, great content
differentiates you from the competition in ways that traditional features and
benefits fail to in a cluttered marketplace.

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2. Cornerstone
As the name implies, cornerstone content is the foundational topic(s) of your
website, as well as your overall content marketing strategy. A cornerstone is
something that is basic, essential, indispensable, and the chief foundation
upon which something is constructed or developed.

These topics are what people need to know to make use of your website and
do business with you. Once developed, these beginner, or  “101-level”  tutorials
can be cross-referenced from your other content, which provides exceptional
usability for your site visitors and new subscribers.

These are also the topics you want to rank well in search engines for. And
when approached in a strategic fashion, this content can do very well with
Google, et al.

The key is creating compelling content that’s worth linking to and sharing, then
finding a way to get the word out. It also means aggregating lots of high-value
content on one page that is both compelling to people and easily understood
by Google.

For example, on Copyblogger we offer a 10-part tutorial on copywriting, a free

ebook and 6-part tutorial on content marketing, a 9-part tutorial on landing
pages, among several other core topics. Each is housed on a  “content landing
page”  which links out to each installment of the tutorial.

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For McDonald’s Canada, cornerstone content naturally revolves around the

food they serve. In keeping with the theme what do people need to know to do
business with you, the fast food chain’s Our Food, Your Questions program has
taken 10,000 questions from consumers about their fare and answered them
all on the website. This kind of foundational content is golden for site visitors
and search engines.

The benefit of cornerstone content is twofold:

•• Fantastic foundational content that site visitors and subscribers can

learn from, refer to, share in social media, and link to from their own
sites; and

•• High search engine rankings resulting from real people  “voting”  on the
quality of the resource thanks to social sharing and linking.

Cornerstone content demonstrates that SEO is not about tricking an

algorithm. It’s about creating content resources so valuable that people want
to share them and cite them as authoritative on the topic.

3. Connection
Connection content is all about teaching aspects of your cornerstone topics in
a highly engaging way.

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Instructional design experts will tell you that the key to higher comprehension
and retention is engagement by the learner, and with content marketing,
we’re educating people so that they’re able to do business with us.

What makes for engaging content? Think of connection content as a

combination of meaning and fascination.

Meaning: This is the informational aspect of your content that your regular
readers, listeners, or viewers look to you for. This is also a topic that matters to
the prospective audience you’re trying to reach through social media sharing.

Another way to think of this important aspect of your content is relevance.

Content must be highly relevant to your existing and prospective audience,
but I prefer meaning, as it implies an extra level of value that makes people
treasure you.

Fascination: The fascinating element of your content is where your creativity

shines. It’s the fun, shocking, or entertaining aspect of your content that
makes people pay attention and share with their friends and colleagues.

Often you’re using an analogy, metaphor, or simile to make an associated

connection between something cool and an important topic that might
otherwise be pretty boring. Not only does this attract and hold attention, it
also aids in comprehension and retention for your audience, which in turn

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increases your subject-matter authority with them (because they actually

learned something).

You can spot the mix from smart headlines alone (meaning in italics,
fascination in bold) using musical, cinematic, and philosophical references
among many other approaches:

•• 5 Ways an Introvert Can Build a Thriving Online Audience

•• Tyler Durden’s 8 Rules of Innovation

•• Stoicism for Modern Stresses: 5 Lessons from Cato

Many marketers have trouble with connection content out of fear of

indifference from a part of the audience who won’t  “get”  or appreciate the
angle. The result is content intended to appeal to everyone, which is turn
appeals to no one.

The point of connection content is to bond strongly with some rather than
boring everyone. You can please another segment of your audience with the
next piece of content, and so on.

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4. Conversion
When it comes to conversion content, we’re not talking conversion in the
traditional sales or lead generation context. Rather, it’s more like in the
evangelical sense.

What do people need to believe to do business with you?

You’re not trying to alter people’s larger worldview here – that shouldn’t be
necessary if you identified context correctly from the beginning. What you’re
doing is framing the problems and desires of your audience so they match up
with your products and services.

One scenario is your direct competition in the marketplace. Most consumers

report an inability to differentiate between various offerings, and immediately
resort to price comparisons. Conversion content allows you to differentiate on
philosophy, worldview, and belief in a way that product or service features and
benefits cannot.

Whole Foods sets forth their Four Pillars of Healthy Eating on their blog as an
example of conversion content. The article leads with  “At Whole Foods Market,
we believe …”  which indicates that you also need to believe in the four pillars
of Whole Food, Plant Strong, Healthy Fats, and Nutrient Dense, or you’re more
likely headed to Safeway.

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Often, your direct competitors are not the issue. The problem comes from
those whose business models create cognitive dissonance among your
prospective customers or clients.

For example, much of the Web 2.0 movement depends on people creating
content on  “property”  owned by Silicon Valley companies, otherwise known
as digital sharecropping. We not only passionately believe businesses should
build only on web domains they own and control, we sell software tools to
help those businesses build great websites easier than ever with WordPress.

You can satisfy desires and solve problems with your content day in and out.
But if your audience doesn’t believe what’s necessary to do business with you,
they’re not really prospects after all.

5. Copy
In the traditional advertising and direct marketing worlds, copywriting is what
powers the entire message. In other words, an attempt to  “push”  products and
services in a way that amounts to proposing marriage before the first date.

Content marketing, on the other hand, is more of a seduction. A strategy that

courts and coaches prospects in a way that’s agreeable to them, much more
like dating actually works.

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The irony is that the subtle  “pull”  approach is much more persuasive than the
in-your-face  “push”  approach – again, much like dating.

Elements of direct response copywriting applied to content work

exceptionally well for gaining attention, increasing engagement, and
prompting action. That’s why great headlines, compelling openings, riveting
storytelling, and well-formatted text are hallmarks of great online journalism,
as well.

With content marketing, you’re accomplishing the bulk of the sales process
without overtly  “selling”  – getting people to know, like, and trust you, and
educating them so they can do business with you. By accomplishing that,
you’ve effectively earned the right to  “pop the question,”  by making an offer.

At this point, traditional copywriting techniques are alive and well. You’ve
got to craft an irresistible offer, communicate benefits, creatively overcome
lingering objections, reverse risk, and other tried-and-true copy fundamentals.

Great copy still matters, but you don’t have to hit people over the head to get
them to buy. That is, if your contextual content marketing strategy was on
target to begin with.

Stated another way, your content is like a mentor who take the prospect on
a buyer’s journey. What you’re really doing is telling a story over time, with the
prospect in the role of the hero.

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This is important, so let me give you some background on why.

Let Me Tell You a Story

Back in the 1940s, psychologists Fritz Heider and Marianne Simmel conducted
an experiment. They showed study participants an animated film consisting of
a rectangle with an opening, plus a circle and two triangles in motion.

The participants were then asked to simply describe what they saw in the film.
Before you keep reading, take a look at it yourself. I‘ll be here when you
come back.

So, what did you see? Out of all the study participants, only one responded
with  “a rectangle with an opening, plus a circle and two triangles in
motion.”  The rest developed elaborate stories about the simple
geometric shapes.

Many participants concluded the circle and the little triangle were in love,
and that the evil grey triangle was trying to harm or abduct the circle. Others
went even further to conclude that the blue triangle fought back against
the larger triangle, allowing his love to escape back inside, where they soon
rendezvoused, embraced, and lived happily ever after.

That’s pretty wild when you think about it.

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You’re Telling a Story with Content

The Heider-Simmel experiment became the initial basis of attribution theory,
which describes how people explain the behavior of others, themselves, and
also (apparently), geometric shapes on the go.

More importantly, people explain things in terms of stories. Even in situations

where no story is being intentionally told, we’re telling ourselves a tale as a
way to explain our experience of reality.

Human beings are storytelling machines. Not only do we love to experience

stories, our cognition is an amazing mix of stories we tell ourselves.

Think about it — our entire sense of self is based upon an ongoing narrative
we tell ourselves, based on our memories and conditioning, mixed with our
current experience of life. We also tell various parts of that story to others so
that they know who  “we”  are.

We tell ourselves stories about the people we know and our relationships with
them. We tell ourselves little stories about people we meet at parties, or pass
on the street. We tell each other the stories we create about others, and they in
turn tell themselves (often very different) stories about us.

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And yes, we tell ourselves stories about brands, products, and services.
Whether or not your brand is consciously telling a story about itself, we’re
telling ourselves our own story about you.

Are you telling a story? And more importantly, does that story resonate with
the story your prospective customers and clients are telling themselves?

Your prospect is the hero, or protagonist. Which means in turn that you need
an antagonist for your content marketing story to work.

First ... Find the Enemy of Your Audience

Seriously, it’s time to find a good enemy. Not sure why?

Effective marketing in a low-trust world means developing a bond with your

prospects through your content marketing. One great way to do this is to
share a perceived common enemy with your prospects.

Now, before you run off to write that rant about that blogger or industry 
“expert”  you love to hate, let me explain. While the common enemy you share
with your audience can be a person, most likely it won’t be. It’s likely a group,
thing, ailment, or conceptual fear.

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The  “enemy”  is whatever is troubling your ideal prospect, because your
solution happens to be the path to victory. Something is standing in the way
of your prospective customer’s goals, and you’ve got the answer. But first
you’ve got to establish that bond.

The key is not to rant, rave or bash the enemy, but to provide an underlying
theme that shows you’re all in it together against the enemy. When framed
that way, you’re not a salesperson; rather, you’re a comrade who can lend
a hand. Establishing a thematic enemy allows you to focus on providing
solutions without coming across like you’re hard selling, and is a perfect
technique for white papers, tutorials and blogging in general.

Want a few examples?

•• Let’s say you’re a financial services consultant. Your enemy is Wall Street
greed and the perception that the investment game is rigged against
the regular guy. It doesn’t matter that this isn’t necessarily true—it’s
what your ideal prospects believe and want to avoid.

•• Or maybe you’re a nutritionist or someone selling natural health

products. Your enemy is obesity, diabetes, low self esteem, the FDA,
and greedy corporations who peddle processed foods filled with
empty calories.

•• How about a search engine marketing specialist? Your enemy could

be the snake-oil salesmen who give the industry a black eye, it could

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be other forms of ineffective advertising that businesses throw money

away on, or it could be the search engines themselves.

The key is to find the prospect’s pre-existing enemy and align against that
common foe. It’s possible to introduce a new enemy to an audience, but you’ll
have a much harder time of it than if you simply identified an adversary that’s
already troubling the mind of the prospect.

Here are a few things to look out for with this tactic:

•• Don’t make the wrong enemy. A misguided attack against someone or

something the prospect is in favor of will leave you out in the cold.

•• This strategy only works with problem and solution scenarios. You’ll
strike out trying to create an enemy, for example, when you’re selling
lifestyle products and some luxury items.

•• Don’t dwell on the enemy. Establish the underlying theme in your

writing, and then focus on solutions in the form of benefits, satisfied
customer stories, and applications.

Uniting against a common perceived enemy can be extremely effective at

forming a bond with your readers, when used in moderation and your solution
is a good match. So, give it some thought—do you actually have an enemy (or
two) after all?

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Alright, back to the story.

What Kind of Story to Tell

You need to tell a Star Wars story. And by that, I mean you need to take your
prospects along a content marketing version of the mythic hero’s journey.

In The Hero with a Thousand Faces, Joseph Campbell identifies a 

“monomyth”  with a fundamental structure that is shared among myths
that have survived for thousands of years. Campbell’s identification of these
enduring myths from disparate times and regions has inspired modern
storytellers to consciously craft their work following the tenets of the
monomyth, also known as the hero’s journey.

Most notable among those inspired by the hero’s journey is George Lucas,
who acknowledged Campbell’s work as the source of the plot for Star Wars. As
a digital media producer, you can also consciously incorporate the monomyth
into your marketing.

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The image above shows the general elements of the hero’s journey, which can
be broken down into much more detail than presented here. It’s important
to note that not all monomythic stories contain every aspect, but the original
Star Wars faithfully follows almost every element of the hero’s journey.

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Let’s focus on the first two steps of the journey, in the  “ordinary world”  before
the journey truly begins. Remember back with me to how these elements
occurred in the original Star Wars.

•• Luke is living life in the ordinary world of his home planet, working on
the family farm.

•• The  “call to adventure”  is R2D2’s holograph message from Princess Leia,
the classic princess in distress.

•• Luke initially refuses the call due to his family obligations, until his aunt
and uncle are killed.

•• Luke meets his mentor and guide, Obi Wan Kenobi, who convinces Luke
to proceed with his heroic journey.

How does this apply to content marketing? Simple.

Your Prospect is Luke. You are Obi Wan.

The mistake most often made in marketing is thinking of your business as
the hero, resulting in egocentric messages that no one else cares about. The
prospect is always the primary hero, because they are the one going on the
journey — whether big or small — to solve a problem or satisfy a desire.

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•• The prospect starts off in the ordinary world of their lives.

•• The call to adventure is an unsolved problem or unfulfilled desire.

•• There’s resistance to solving that problem of satisfying the

desire, until…

•• A mentor (your content) appears that helps them proceed with

the journey.

By making the prospect the hero, your brand also becomes a hero in the
prospect’s story. By accepting the role of mentor with your content, your
business accomplishes its goals while helping the prospect do the same,
which is how business is supposed to work, right?

The hero’s journey is so powerful because it resonates with us at a

fundamental level. Or, as author Steven Pressfield puts it, we  “are born with
the hero’s journey tattooed on our psyches.”

Your prospects will tell themselves a story about your company no matter
what, to the extent they are aware of you at all. Delivering content over time
that intentionally places the prospect as the hero of their own journey works
wonders when marketing with content.

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As a story told over time with content marketing, the hero’s journey approach
accomplishes two critical things:

•• It forces you to focus your content on the prospect. Anything that

doesn’t aid them on their personal journey is extraneous, and should be
editorially eliminated.

•• It helps you understand what authority truly means in the context of

content marketing. You’re striving to be a wise mentor who guides and
challenges with your content, not a bossy know-it-all concerned only
with your own benefit.

These two things alone will put you miles ahead of most, not only in content
marketing, but business in general. Of course, there’s more that can be
gleaned from applying the hero’s journey to your efforts to build a business
with online content.

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Apple: The Monomyth in Action

Your company and your solutions become heroes by making your customers
and clients the main hero. And rather than starting with trying to sell our
ultimate products or services, we attract and mentor our prospects with
content first.

Let’s return briefly to the Star Wars analogy. When you put your prospect in
the position of the main hero (Luke Skywalker), and your content as the
mentor who guides or assists the hero on their journey of transformation
(Obi Wan), it’s extremely powerful. You allow people to identify themselves
within the context of an enduring mythical structure that also makes a hero
out of your brand.

Some of the most effective (and expensive) television advertising campaigns

have tapped the power of the monomyth that Star Wars adopted thanks to
Joseph Campbell. And while content marketing doesn’t require Super Bowl ad
spends and multi-millions in production costs, it’s nonetheless useful to see
a few examples of how the hero’s journey has been used historically to grow
revenue in a very real way.

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Apple’s “1984”
It’s been called the greatest American television commercial of all time.
And it almost didn’t get made, because the Apple board of directors didn’t
understand what it had to do with selling computers.

Apple’s 1984 Super Bowl ad, which introduced the Macintosh to the world,
was selling much more than computers. It was channeling the monomyth —
calling to action the creative souls of the world to rise up against the tyranny
of corporate computing (symbolized by IBM) and empower themselves to
take a journey of creative transformation.

The striking blond with the hammer represents those creative heroes (the 
“users”  in today’s inelegant terms). Not until the very end of the commercial is
there any mention of the mentor, the tool that will guide you on your creative
journey. That would be the Mac, if there’s any confusion at this point.

Apple’s “Crazy Ones”

In my opinion, Apple’s initial Think Different television ad (dubbed the  “Crazy
Ones”  commercial), beats 1984 hands down, despite being simpler and much
cheaper to produce.

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Again, the call to adventure to change the world is front and center, amplified
by a powerful sense of identification with cultural icons such as Albert
Einstein, Mahatma Gandhi, and Martin Luther King, Jr., plus business leaders
like Richard Branson and Ted Turner.

The little girl in the final shot exemplifies the true main hero, who the rest of us
self-identify with. There’s even less emphasis on the Macintosh as the mentor
or crucial tool in this spot, but everyone gets the point.

People often liken Apple’s customer base to a cult, and you have their brilliant
marketing to thank for that, in addition to great products. Apple repeatedly
taps into the hero’s journey monomyth that’s also dominant in the stories of
Buddha, Moses, and Jesus.

By placing your prospective customers and clients in the role of the main
hero, you can develop a serious form of hero worship for your company and
solutions as well.

How to Perform Heroic Content Marketing

The content you create performs all the same tasks as that rare beast known
as effective advertising. It just doesn’t seem like advertising, and it doesn’t cost
you millions of dollars.

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Way more effective, way less expensive … what’s not to like? So, let’s track the
critical steps of the hero’s journey, and see how they fit within the 7A Content
Marketing Framework:

1. Agile
Starting with an agile mindset means you’re telling an interactive story
over time. You start out knowing who you want to reach and with an
understanding of the problems and desires they have, but you adapt to the
feedback you get from the audience in real time.

This does not mean you change course at the drop of a hat (unless you’ve
really missed the boat with your initial research and strategy). It simply means
you tweak what happens based on the valuable information you get from
what the audience says and more importantly, does.

2. Authenticity
This is the research stage. This is where you immerse yourself in your hero’s
world, in order to make educated guesses about what kind of content will
attract and retain a relevant, profitable audience.

You’re trying to construct a model of your prospect’s ordinary world. What is

their day-to-day life like? What are their hopes, dreams, desires, frustrations,
problems and pain?

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When you’ve got a clear picture of that, you’ve got a handle on a potential Call
to Adventure. In other words, what do they want to achieve that’s not part of
their current ordinary world? More importantly, what are the resistance points
that causes them to Resist the Call?

What you’re really doing is constructing audience personas. Same thing as

buyer personas, because ultimately that’s what you want them to transform
into. But this approach allows you to discover what they actually want to buy.

3. Attention
In the attention phase, you are creating content to get them to  “meet their
mentor.”  Your initial content should be an expression of empathy for their
ordinary world, an identification of their call to adventure in the form of
problems, desires, and aspirations, and an overcoming of objections that
amount to a refusal of the call.

Your content becomes the catalyst for crossing the threshold in the world of
transformation, and this is the motivation to subscribe and follow you over
time. Your community starts to form, and individual audience members begin
to bond with people who are on the same journey.

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4. Audience
Ongoing challenges appear in the form of feedback, which fuels your
interactive, agile content marketing process while you gain even more
traction. You attain a minimum viable audience, where your audience begins
to grow itself, and reveals what else they need to complete their journey.
You’re now on the path to authority.

5. Authority
Authority is attained one person at time, during the attention and audience
phases. This means authority in the larger sense, where you (or your company)
become recognized as a subject matter expert results from the aggregation of
each of those people viewing you as a valued guide or mentor.

In the authority stage, you’re getting feedback about what’s missing. In other
words, going into the  “innermost cave”  and facing  “the supreme ordeal”  will
require something more than content. This is where your solution comes into
play, and you’re now perfectly positioned to develop and offer it.

Whether you have an existing product or service or not, you’re now doing
better than just guessing at what people want. You’ve metaphorically walked
a mile in your market’s shoes.

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You know what to do next based on serving the initial needs of real people,
and you’ve earned the privilege of having your advice taken seriously. This is
the best thing that’s ever happened to you, and it happened because you took
care of others first.

6. Action
At this point, your audience knows, likes, and trusts you. They may even be
begging you to sell them something, which is a happily strange situation in
our current cynical environment.

The action phase is basically about copywriting. Except you don’t need a hard
sales pitch, because know, like, and trust make up about 85% of the battle.

Now, you craft the perfect offer because you understand who you’re talking to
and what they want. You tell the perfect closing story because you understand
what the supreme ordeal is for them. You know what is objectionable and what
creates resistance, and how to coach them through it.

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7. Acceleration
The acceleration phase is a gift that results from successfully taking people
through the hero’s journey. In essence, you’ve earned the right to take them
further than they initially anticipated.

That means you take people through the journey again from a content
standpoint, but it’s compressed and easier. You have to make the audience
realize that there’s a higher level, and you can take them there.

Don’t get arrogant here, because it’s easy to fall from grace. In other words,
don’t succumb to the dark side.

Instead, be like Yoda. Become wealthy, you will.

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