Why Do People Share Content?

In my recent content strategy post I told you that I would be writing up some articles on how to promote the hell out of the content you had created.

image001I think it’s important for anyone involved in digital marketing to understand what will motivate someone to share your content and when they are most inclined to do so you can develop the next step in your strategy.

Most marketers have a good grasp of the Extrinsic Motivators (price, features, benefits) of a product or a piece of content but we often struggle with the Intrinsic Motivators (how does the product align to a person’s feelings or goals). People are thinking feelers not feeling thinkers.

What do we know about People?

  • we depend on mental models
  • we want to be in control
  • we don’t like change
  • we’re not great at remembering
  • we love a good story
  • we are highly visual by nature
  • we do have some limitations
  • we are social creatures
  • we’re curious
  • we don’t want to put in a lot of effort
  • we love patterns
  • we make mistakes

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Psychology and Advertising – Video

As a bit of a psychology fiend I just wanted to share this video I found a few days ago on Youtube which explains the different ways in which advertisers use persuasive psychological techniques in their advertising campaigns.

The video covers peripheral messaging and it got me thinking about it’s correlation with online marketing.

The concept of peripheral advertising is essentially what the term implies; the marketing is conducted as a secondary effort to the main project, promoting the product or service tangentially.

The other element of the video I thought would be useful was the way in which people are influenced by colours and the associations we have with them. Something to consider the next time you are designing a landing page or infographic.

Anyway it’s only a few minutes long and you never know you might learn something new :)

Developing a Content Strategy for your Niche Site

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Once you have determined the main theme for your niche site you need to set out a content strategy for it. I am currently working on the design and content strategy for two of my new niche sites and as I want to make sure that these sites are both successful and profitable I am investing a lot of time right now in these early stages.

In the pre-Panda days it was very common place that after a bit of keyword research to determine the long tail and related search terms for your niche site thin, spun or cheaply outsourced articles would be generated to make it possible to rank your site for these search terms. Today I think it’s very important that people who are developing niche sites as a source of income develop a content strategy that puts the user first and not the search engines.

Niche Site Content Strategy 2009

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Niche Site Content Strategy Today

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“Content strategy is an emerging field of practice encompassing every aspect of content, including its design, development, analysis, presentation, measurement, evaluation, production, management, and governance.”

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Build Links and Get More Traffic like Derek Halpern

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How’d you like to learn great ways to promote your content that get you high quality links and even more traffic?

You’ve heard of Derek Halpern, right?

Derek is the guy behind the popular marketing blog Social Triggers; he is known for writing up psychological research and business case studies to help bloggers and businesses make more money online.

I’ve been reading his blog on and off for about the past 18 months and I’ve found a wealth of great tips and ideas on his site that have given me more insight into the way people think and therefore the best ways I can persuade them to link to my projects.

In this post I’ve curated a list of some of my favourite posts that I think will be of interest to you whether you’re either creating content or contacting people to promote your content; which will hopefully give you an extra little edge over others.

 

Create an Information Gap

If you want to write an email or a piece of content that draws people in straight away then you need to make the most of curiosity.

The first line of this blog post is just another way for me to generate an information gap to draw you in and read more!

How’d you like to learn great ways to promote your content that get you more links and more traffic?

I just followed Derek’s formula:

[New, Cool, and/or Hopefully Remarkable Thing] [Desirable Outcome][Curious Reader / Viewer]

 

Quite simply, curiosity, as defined by Loewenstein, is an innate human behavior that’s triggered when people feel there is a gap between what they know and what they want to know. (source).

 

TL:DR  when you create a gap between what people know, and what people want to know, they feel compelled to fill that gap.

 

How to email Influencers

You don’t need me to tell you that the key to a great content promotion campaign is getting your content in front of influential people in your niche. Preferably these people will have the ability to spread the content for you online.

  1. Avoid long emails – people are too busy
  2. Create an Information Gap

If you visit this blog post there is some free template emails you can download which Derek personally uses when he is emailing people to share his content or if he wants them to feature on his podcast.

 

The Drafting Technique

This is the method that Derek Halpern recommends to get press in major newspapers and big blogs.

The name of the technique comes from the cycling term “drafting”, whereby the lead cyclist breaks the wind resistance and the riders following behind can travel at the same speed as the lead rider whilst expending less effort. Some people refer to it as slipstreaming.

There are three simple steps for using “The Drafting Technique.”

Step 1: What will you promote

Step 2: Who is interested in it

Step 3: Persuade them to feature you

TL;DR make the most of trends in your industry to help journalists and bloggers create unique content that features you or your client.

 

Thinking or Feeling?

In the video below Derek discusses which is more persuasive, I THINK or I FEEL?

You probably don’t THINK this is a big deal but once you watch the video below I THINK you will FEEL differently about the way in which you use these two words in your emails, blog posts or conversations with the people you work with.

 

The Power of Persuasion

A few days ago I finally got around to publishing my post on psychology and link building. While I was researching and writing that post Derek published a great article on the power of persuasion.

In the post he highlights a theory proposed by Steven D. Levitt and Stephen J. Dubner in Freakonomics.

In it, they say there are just three types of incentive:

  1. Economic incentives – financial gains
  2. Social incentives – looking good in the eyes of others
  3. Moral incentives – doing the greater good

Apparently, when you want to contact someone that you don’t know, with hopes of persuading them to link to you then you should appeal to one (or all) of the three incentives.

There are some great email templates in this post if you want to learn more.

TL;DR  the secret to getting people to do something for you is providing an incentive for them to do it.

 

How do you think you could implement these tips in your content promotion strategy? Leave a comment. And, if you are already using your own versions of these techniques then please share them too.

 

PS don’t forget if you’re new here, then sign up to my RSS feed to discover more ways to build links and improve your online presence.

How To Be More Persuasive – Psychology 101 for Link Builders

Over the past few years I have spent an increasing amount of time learning about different psychology theories to enhance the results of my work.

As a link builder it is your role to deliver your content to the communities who are most likely to consume and link to it. To gain an upper hand and get the attention of people who are being pitched to dozens, if not hundreds of times per day, it will often come down to how well you understand your link prospects motivations and mindset.

In this post I hope to give you an overview of a number of theories I have used in the past couple of years in helping me to convert my outreach efforts into links.

Speak their Language

A very powerful way of establishing rapport with someone else is to adopt the language style of their preferred representational system.

Our preferred representational systems are our points of contact with the outside world i.e. our five senses. Every one of us has a mixture of all four representational systems but we all have one that we prefer and operate in most of the time.

When we take the time to learn to recognise other people’s preferred representational styles we can relate better to them by adapting our style to theirs.

Auditory: people with an auditory preference are great story tellers and love to talk. Ultimately they want to have fun and attend “fun” events. They are big picture orientated so don’t require the details so consider picking up the phone and having a chat.

Auditory Digital: individuals with an auditory digital preference are very detail orientated perfectionists, preferring order over chaos and their personal space. When you write an email to them be specific, prepared and precise &offer them plenty of links and references for further research such as charts and data.

Visual: people with a visual style are driven and very businesslike. They don’t want the detail and need the big picture so make sure your communications with these types of people are brief and to the point. These types of people prefer visualisations (infographics and photos) and very much love to win; so think about blogging competitions and ego bait to get this particular groups attention.

Kinaesthetic: individuals who have a kinaesthetic preference are doers and want to take action. These types of people enjoy getting out and interacting so why not arrange a meet-up with other webmasters in their location, pick up the phone, invite them for a coffee or host a webinar.

Optimal Distinctiveness Theory

Optimal Distinctiveness Theory is a social psychology theory which states that individuals work to achieve a balance of integration and uniqueness within social groups and situations. When people feel similar to others, they seek out some way to be different.

When they feel different, they try to be more similar. The Optimal Distinctiveness Theory suggests that individuals are constantly making adjustments to maintain equilibrium between the need to be similar and the need to be different.

This is a great theory that a link builder should be aware of in crafting an outreach campaign. It is human nature for individuals to want to differentiate themselves from a group, but simultaneously wish to maintain a certain similarity with a group.

As a link builder you can design your campaign so that it speaks to these two opposing motivators in a clever way, appealing to a person’s need to be different, by showing them a new angle or offering an exclusive, such as an interview with a senior member of staff.

Yet at the same time, your campaign will need to promote the fact that a person will be seen as keeping up with popular behaviour, because by featuring your content they will be seen to fit in to the trend of the other websites in their niche.

So how does this work in reality?
 “Hi [First Name],

I just read your article on [blog topic] and I would love the opportunity to write more about the subject for your blog.

As you know [blog topic] is pretty hot right now and I have recently written some very popular posts on the subject at [list of websites in their niche], and I notice very few people are writing about [proposed blog topic].

Let me know if it is of interest to you and I will send across a draft in the next few days,

Thanks,

-Chris”

Appeal to their Ego

We all have an ego and most of us don’t mind when our ego is massaged from time to time

Egobait is an incredibly simple and effective marketing tactic to get your head around and is a very good way to get onto the radar of a thought leader in your niche:

  1. Curate a best of post or Top 10 list
  2. Create a badge or award
  3. Mention Influencers in your blog posts (link out)

If you want to learn more about creating Egobait then I recommend this post by James Agate, this post from Anthony D Nelson and there is a great round up from Steve Morgan on Communitybait where you egobait a larger group of people, rather than just focusing on a few individuals.

Create an Information Gap


Most experts think they know a lot about their subject matter area and by creating a need based desire you create an itch that only you can scratch.

In the competitive and ego-driven mindset that most of us have developed we pick up on details and drive wedges between ourselves and others in order to have a clear and distinct position.

Dr. George Lowenstien wrote a paper about Information Gap Theory in 1994 and it works like this:

When we come across something new that is not explained by our previous knowledge or experiences, an information gap is formed, and we have a desire to find the answer. 

This is marketing 101 and yet very few people utilise this in their outreach efforts. I have given an example of this type of email before, but just in case you missed it, here is another:
Hi [First Name],

I came across some research that shows (insert the conclusion of the research)

If you would like me to send across more information about the research let me know, and I’ll happily email it across.

Many Thanks,

-Chris

 

This is a great link building tactic I like to use a lot as it means they are asking me for the link to my client’s content and therefore I am not sending the stereotypical outreach email.

Prospect Theory

Prospect theory was developed by Kahneman and Tversky to explain how we make decisions, particularly in the face of risk. It is one of the most direct and strong applications of psychology to business because of the solid research basis.


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