Mark Schaefer Breaks Down the Content Code

Mark Schaefer authored The Content Code to resolve the very real challenges of brands addressing the current digital marketing environment. With a glut of too much content, attention deficit disorder, and murky evolving SEO rules, communicators find their articles, presentations and other information lying fallow. We asked Mark to keynote xPotomac 2015 to shed light on what it takes to resolve these challenges.

The following is an interview conducted with Mark on behalf of xPotomac. Don’t miss his xPotomac keynote on August 27th, which is designed for experienced digital marketers. (register today using the code “Geoff” and get 20% off). And you can buy The Content Code on Amazon. Any typos or errors are mine, not his.

GL: I love that The Content Code is BADASS. How did you come up with this cheeky acronym?

MS: As I was developing the six strategies that became the backbone of the book, I wondered if there was some natural acronym that I could come up with to help people remember the ideas. I wrote the six on a whiteboard and stared them down. BADASS emerged. Probably one of the best moments of my life. Afterall, how many people literally write a BADASS book?


GL:: You mention the importance of sharing or transmission of content as the critical difference between success and failure. Why do most brands struggle to get their content shared?

MS: I don’t think they are aware of the problem. Right now, the marketing conversation is focused on 1) creating content and 2) building an audience. But neither one of those factors matters unless the content MOVES. The content must be seen, be shared. It must connect. The economic value of content that does not move is exactly zero.

The economics of sharing are powerful. Most Americans say their purchase decision is affected by what is shared on the web. The act of sharing content is an intimate experience that creates advocacy for our brands. I am convinced that there is no metric that is more important right now than the sharing of content.

And getting that content to move in an increasingly information-dense world is getting harder and harder to do. This suggests that marketers need to understand how and why content moves. We need to develop an entirely new competency around that factor. And that what The Content Code book is about. I think this is a such a critical topic. We need to change the conversation now.

GL: xPotomac co-founder Shonali Burke is noted as a member of you Alpha Audience. What is “Alpha Audience” and what makes them so important?

MS: So if you’re with me that the sharing of content is both strategically and economically important, the people who actually share your content are truly the bedrock of your business. Those are the people who are actually advocating you through this generous and emotional act of sharing. These are the most important people in your audience — your Alpha Audience.

I used Shonali as an example in the book because she has been an amazing supporter of my content for years. Through her story, I demonstrate the importance of building trust, not traffic, as the cornerstone of a modern marketing strategy.

Mark is pictured here at SXSW with Tamsen Webster.

GL:: In The Content Code, you mention analytics in several areas and it is clear that brand-specific data informs much of your ethos about where to share content. What tips do you have for brands grappling with data analysis?

MS: I can certainly sympathize with those grappling with analytics. Part of the problem is that many analytics packages are not sufficient to manage our marketing efforts today. We are not going to get any earth-shaking insights from looking at averages, mentions, and sentiment. It’s likely that the real value is going to come from the strong small signals from the people who really love you, from measures that can lead you to better content ignition.

Does your analytics plan include a way to discover and nurture your strongest advocates? Probably not. Does it tell you how effective your content is compared to competitors? No. That is a a big disconnect in the marketplace.

I have been working on a new company that can actually measure a brand’s ability to ignite content. We’ve developed a 50-point statistical analysis that quantifies content marketing effectiveness. I think that will help get us at least part of the way there toward more meaningful metrics!

GL: You close the book by recommending that brands build an ignition competency. What does that look like for a brand with several team members?

MS: First, I must say that I’m impressed that you read the book to the end. Thanks for that!

I think it is this simple. If you identify a resource on your team, hand them The Content Code book, and tell them to “do that,” you will have a competitive advantage. No question. Even if a business does a little every month, there will be results.

A focus on content transmission is the new marketing edge and there will be benefits to those who understand that and respond first.