How to Develop a Content Strategy in 7 Steps: A Start-to-Finish Guide
Whether you’re just starting out with content marketing or you’ve been using the same approach for a while, it never hurts to revisit your content strategy plan and make sure it’s up-to-date, innovative, and engaging for your prospects and customers – no matter when or how they intend to buy.
If you’re having trouble planning for the upcoming year or need some fresh ideas to include in your plan, read on.
In this post, we’ll dive into what content strategy is, why your business needs a content marketing plan, and what steps you need to take to create your strategy. Plus, we’ll explore some examples of effective content marketing strategies for inspiration.
What is content strategy?
A content strategy is a plan in which you use content (audio, visual, and/or written) to achieve your business goals. A successful content strategy will attract your target audience at every stage of the funnel and keep them engaged even after a purchase.
Say your business goals include increasing brand awareness. To achieve this, you might implement a content strategy that focuses on SEO to increase your website’s visibility on the search engine results pages (SERPs) and drive traffic to your products or services.
New business owners might assume a content strategy is a nice-to-have, but not necessary early on. However, producing high-quality content can be invaluable in building trust with new audiences and succeeding in the long haul.
In essence, a good content strategy is the foundation of yourAttract and Delight stages in a buyer’s journey that follows the inbound marketing framework. Along with attracting prospects to your brand, you can leverage a content strategy for sales enablement and customer satisfaction.
When you develop a content strategy, there are a few questions to answer. Let’s dive into those, now.
1. Who will be reading your content?
Who’s the target audience for your content? For how many audiences are you creating content?
Just as your business might have more than one type of customer, your content strategy can cater to more than one type of user.
Using a variety of content types and channels will help you deliver content that’s tailored to each persona.
2. What problem will you be solving for your audience(s)?
Ideally, your product or service solves a problem you know your audience has. By the same token, your content coaches and educates your audience through this problem as they begin to identify and address it.
A sound content strategy supports people on both sides of your product: those who are still figuring out what their main challenges are, and those who are already using your product to overcome these challenges.
Your content reinforces the solution(s) you’re offering and helps you build credibility with your target audience.
3. What makes you unique?
Your competitors likely have a similar product as yours, which means your potential customers need to know what makes yours better — or, at least, different.
Maybe your main asset is that your company has been established for many years. Or perhaps you have a unique brand voice that makes you stand out from your competitors.
To prove why you’re worth buying from, you need to prove why you’re worth listening to. Once you figure that out, permeate that message in your content.
4. What content formats will you focus on?
To figure out what formats to focus on, you need to meet your audience where they are.
While you may to tempted to launch a podcast since it’s grown so much in the last few years, or launch a YouTube channel, find out first where your audience lives.
Otherwise, you may waste time creating content that either won’t reach your audience or capture their attention.
Once you identify the best formats, start creating a budget to assess what resources you can allocate to execute this strategy.
5. What channels will you publish on?
Just as you can create content in different formats, you’ll also have various channels you can publish to, from your website to social media.
This, again, will reflect where your audience lives. If your audience prefers long-form video content, you may opt to publish your content on YouTube. If you have a younger audience that likes quick content, you may opt for TikTok and Instagram.
We’ll talk more about social media content strategy in the step-by-step guide later in this article.
6. How will you manage content creation and publication?
Figuring out how you’ll create and publish all your content can be a daunting task.
Before you execute, it’s important to establish:
Who’s creating what.
Where it’s being published.
When it’s going live.
In a small team, this may be easy enough as you may be the sole decision-maker. As your company grows, you may need to collaborate with several content teams to figure out an effective process.
Today’s content strategies prevent clutter by managing content from a topic standpoint — as explained in the video above. When planning a content editorial calendar around topics, you can easily visualize your company’s message and assert yourself as an authority in your market over time.
Why Marketers Need to Create a Content Marketing Strategy
Content marketing helps businesses prepare and plan for reliable and cost-effective sources of website traffic and new leads.
If you can create just one blog post that gets a steady amount of organic traffic, an embedded link to an e-book or free tool will continue generating leads for you as time goes on — long after you click “Publish.”
HubSpot‘s blog team found this to be key to increasing traffic to the Sales Blog over time – read about ourblog strategy here.
The reliable source of traffic and leads from your evergreen content will give you the flexibility to experiment with other marketing tactics to generate revenue, such as sponsored content, social media advertising, and distributed content.
Plus, your content won’t just help attract leads, it will also educate your prospects and generate awareness for your brand.
How to Create a Content Strategy Framework
Define your goal.
Conduct persona research.
Run a content audit.
Choose a content management system.
Determine which type of content you want to create.
Brainstorm content ideas.
Publish and manage your content.
Now, let’s dive in to learn the specifics of how to create a content marketing plan. Curious how our former HubSpot Head of Content SEO Aja Frost put together our content strategy? Here it is.
1. Define your goal.
What’s your aim for developing a content marketing plan? Why do you want to produce content and create a content marketing plan?
Know your goals before you begin planning, and you’ll have an easier time determining what’s best for your strategy.
To develop a successful plan, you need to clearly define your content’s target audience — also known as yourbuyer persona.
This is especially important for those who are starting out or are new to marketing. By knowing your target audience, you can produce more relevant and valuable content that they’ll want to read and convert on.
If you’re an experienced marketer, your target may have changed. Do you want to target a new group of people or expand your current target market? Do you want to keep the same target audience? Revisiting your audience parameters by conducting market research each year is crucial to growing your audience.
Early on, most brands start with blog posts. If you want to venture out into different formats, you can run a content audit to assess your top-performing and lowest-performing content. Then, use that information to inform which direction you take next.
If you’ve been in business for a while, you should review your content marketing efforts and the results from it in the last year.
Figure out what you can do differently in the upcoming year and set new goals. Now is a great time to align your team’s goals with the rest of your organization’s goals.
Whatever stage you’re in, a content audit will help you determine what resonates best with your audience, identify gaps in your topic clusters, and brainstorm fresh content ideas.
4. Choose a content management system.
A few vital parts of content management include content creation, content publication, and content analytics.
You want to invest in a CMS to create, manage, and track your content in an easy and sustainable way.
With theHubSpot CMS, you can plan, produce, publish, and measure your results all in one place.
Another popular CMS is WordPress, to which you can add theHubSpot WordPress plugin for free web forms, live chat, CRM access, email marketing, and analytics.
5. Determine which type of content you want to create.
There are a variety of options out there for content you can create, from written content like ebooks and blog posts to audio content like podcasts.
In the next section, we’ll discuss some of the most popular content formats marketers are creating, including some tools and templates to get you started.
6. Brainstorm content ideas.
Now, it’s time to start coming up with ideas for your next content project.
Want to discover popular content and content ideas? This company offers a number of market research tools, one of which uses social media shares to determine if a piece of content is popular and well-liked.
This information helps you see which content ideas would do well if you were to create content about them.
Get your mind gears going with IMPACT’s blog title generator. This tool works a bit like Mad Libs, but instead of joke sentences, it shows you common headline formats with blanks where you can fill in the subject you have in mind.
This brainstorming technique helps you put general ideas in contexts that would be appealing to your target audience. Once you have a headline you like, BlogAbout lets you add it to your “Notebook” so you can save your best ideas.
You can get blog post ideas for an entire year withHubSpot’s Blog Ideas Generator. All you need to do is enter general topics or terms you’d like to write about, and this content idea generator does all the work for you.
This tool analyzes headlines and titles and provides feedback on length, word choice, grammar, and keyword search volume.
If you have an idea in mind, run a few title options through the Headline Analyzer to see how you could make it stronger, and to move your idea further along in the brainstorming process.
This is a great tool to use when you want to see where you’re at with your website and SEO efforts. The Website Grader grades you on vital areas of your website performance and sends you a detailed report to help you optimize.
With this tool, you can figure out how to make your website more SEO-friendly and discover areas of improvement.
7. Publish and manage your content.
Your marketing plan should go beyond the types of content you’ll create – it should also cover you’ll organize your content.
With the help of aneditorial calendar, you’ll be on the right track for publishing a well-balanced and diverse content library on your website. Then, create asocial media content calendar to promote and manage your content on other sites.
Many of the ideas you think of will be evergreen (i.e.: just as relevant months or years from now as they are today). That being said, you shouldn’t ignore timely topics either. While they may not be the bulk of your editorial calendar, they can help you generate spikes of traffic.
Most people count on incorporating popular holidays, like New Year’s, in their marketing efforts, but you don’t have to limit yourself to these important marketing dates.
If there are niche holidays that might appeal to your audience, it could be worth publishing content on your blog or on social media. Check out thisultimate list of social media holidays — keep an eye on it when you’re planning your calendar.
It includes key readings and activities to help you fine-tune your plan and develop a robust strategy. You’ll learn how to:
Generate content ideas.
Create topic clusters and pillar pages.
Promote your content.
Repurpose your content based on your needs.
Content Marketing Strategy Examples
To understand what a content strategy is, let’s explore some examples of real-life content strategies based on a few various business goals.
Let’s start with Evernote, a note-taking app, that developed an SEO-driven content strategy to attract new prospects to their website.
I’m a huge fan of Evernote’s blog, which offers a wealth of knowledge around the topic of productivity. The blog post,How To Stay Disciplined When Times Are Tough, made me laugh out loud – and incentivized me to grab a pen and write down some of the tips I liked best.
But why is a company that sells a note-taking app writing about discipline?
Because it’s how I found their website when I searched “How to stay disciplined” on Google.
People interested in reading content related to productivity are likely the same people interested in downloading Evernote’s note-taking product.
On the contrary, if Evernote’s marketing team simply created content for the sake of increasing traffic – like publishing “Our 10 Favorite Beyonce Songs” – it wouldn’t be considered a content strategy at all, it would just be content.
A strategy needs to align content with business goals. In Evernote’s case, the strategy aligns content (blog posts on productivity) with the business goal of attracting leads (people interested in note-taking) to their site.
Let’s take a look at another example to see how a good content strategy can help businesses with sales enablement.
Consider the following scenario: A prospect calls a sales representative at Wistia and asks questions related to Wistia’s video hosting service. As the Wistia sales rep speaks with her, he learns her business is using a few other tools to convert leads into sales, including Intercom.
Once the call ends, the sales rep sends the prospect a follow-up email with a blog post aboutWistia’s integration with Intercom, which enables Intercom users to further personalize messages to prospects based on video-watching data they collect through Wistia.
This is a prime example of how you might use a content strategy as a sales enablement tool.
On the surface, it might seem odd that Wistia has dedicated content regarding another business’ tool. However, this content is a great resource for Wistia’s sales team, particularly when prospects have concerns regarding how Wistia’s product can integrate with their existing software or processes.
Now that we’ve explored a few examples of content strategies, let’s dive into the types of content marketing assets you can develop.
Types of Content Marketing
These are the eight most popular types of content marketing you can create for your readers and customers.
1. Blog Posts
If you haven’t already noticed, you’re currently reading a blog post. Blog posts live on a website and should be published regularly in order to attract new visitors.
Posts should provide valuable content for your audience that makes them inclined to share posts on social media and across other websites.
We recommend that blog posts be between 1,000 and 2,000 words in length, but you should experiment to see if your audience prefers longer or shorter reads.
Check out ourfree blog post templates for writing great how-to, listicle, curation, SlideShare presentation, and newsjacking posts on your own blog.
Ebooks are lead generation tools that website visitors download after submitting a lead form with their contact information. They’re typically longer, more in-depth, and published less frequently than blog posts, which are written to attract visitors to a website.
But ebooks aren’t only effective for the top of the funnel.
As Nora Leary, Growth Director atIronpaper, Inc., notes, “Ebooks serve different purposes at varying stages in the buyer’s journey.”
She told me, “Awareness-level ebooks help educate the prospect about a certain pain point and are an excellent lead capture tool. The content should remain introductory and informational.”
Leary adds, “Ebooks can convert leads in the funnel by offering them useful tools as prospects consider their needs more in-depth. An ebook here might dive deeper into a particular problem and solution options and include templates or calculators.
[Lastly,] ebooks further down the funnel should become more personalized and offer more sales content. Comparison guides or an ebook of case studies are beneficial for prospects at this stage.”
Ebooks are the next step in theinbound marketing process: After reading a blog post. such as this one, visitors might want more information.
This is where calls-to-action (CTAs) come into play, directing people to a landing page where they can submit their contact information and download an ebook to learn more valuable information for their business. In turn, the business producing the ebook has a new lead for the sales team to contact.
A case study allows you to tell a customer story and build credibility in the process.
A case study is perhaps your most versatile type of content marketing because it can take many different forms — some of which are on this list. That’s right, case studies can take the form of a blog post, ebook, podcast, even an infographic.
The goal is to demonstrate how your product helped real-life companies succeed. Before choosing a customer for a case study, you should determine to which business area you’re trying to drive value.
Once you’ve been regularly publishing content on your own site for a while, start thinking about a social media strategy to distribute your content on social media.
In addition to sharing your content, you can also repurpose it into new formats and create original content specifically for each platform.
Posting on social media is pivotal to amplifying your brand’s reach and delivering your content to your customers where you know they spend their time. Popular social networks include:
When launching a business account on any of the social networks above, adjust your content to the platform.
On Instagram, for example, users want aesthetically pleasing visuals. With feeds, IGTV, Stories, you have a lot of room to play with. TikTok, on the other hand, appeals to a younger demographic that wants trendy, funny, and creative short-form video.
Do some market research to discover which platforms your buyers are on, and mold your content to their expectations.
It takes time, organization, and creativity to grow a successful content marketing strategy. From building the foundation of your content marketing plan to adding tools to better manage your content, setting up your strategy for the new year won’t be a hassle if you follow the steps and explore the resources here.
Editor’s note: This post was originally published in September 2018 and has been updated for comprehensiveness.