Whether or not you agree with them, there are two cliches that digital marketers don’t seem tired of repeating: “SEO is Dead” and “Content is King”. I’m actually a little embarrassed to even mention them, but they’re gonna provide a nice little segue into the main narrative of this post — which is about how you can create better, more relevant content by mining search data to produce the kind of content that your actual potential paying customers might actually engage with.
Before we can get into that, however, I should probably elaborate a bit on why you should still care about SEO, especially when you’re trying to create content for human beings instead of search engines.
SEO Isn’t Dead or Dying, it’s Just Evolving
Most of the broohaha around SEO being dead is based on an misunderstanding of what it actually is. If you consider this infographic from SEO Book, what you start to realize is that SEO isn’t dying, it’s just evolving.
Like most things (and industries and technologies) in this world, SEO is in a constant state of flux, and what used to be true about it, may or may not be anymore.
Take your car, for instance. Once upon a time it would’ve run on leaded fuel and had a carburetor instead of fuel injection, but that doesn’t mean that automotive engineering ever died. Rather, the technology changed and evolved, becoming much more advanced and complex, and what once passed for auto engineering best practices would now be considered crude and archaic.
It’s the same thing with SEO: it’s not nearly or simple or straightforward as it used to be, and now requires a degree of tact that makes it much closer to a science than a parlor trick.
Optimizing for Discovery & Optimization
Like any organism or technology that evolves,the way in which SEO is evolving is in response to a change in its ecosystem, and the changes in that ecosystem are being driven by how search algorithms have evolved to reflect how their own ecosystem (the web) has become a much more complex beast.
Essentially, the last 14 years of Google’s algorithm updates have brought the Google algorithm closer and closer to an AI algorithm, and that algorithm isn’t so easily fooled by some backlinks and keyword stuffing. Rather, they look for queues that reflect how users (i.e. human beings) now use the web, and rank content based on what those users’ needs actually are.
This is why SEO is now about optimizing content for discovery and conversions. Whereas it used to be about showing search engines that you had relevant content (onsite keyword density) that other webmasters trusted (through backlinks), now its about demonstrating that you’re relevant to actual users on an ongoing basis by getting users to engage with your brand and your content.
Of course, this makes it necessary to product content that doesn’t suck (i.e. optimizing content) and then get it in front of users (i.e. discovery) so that they can interact with it (i.e. convert) in a meaningful way. Most digital marketers seem to intuitively understand and agree with this approach, but then kind fumble when it comes to executing.
So the question becomes: How do you figure out what kind of content your users are actually interested in and likely to engage with instead of being just another content marketer that the internet hates?
Building a Keyword Narrative
If you’ve ever taken a serious shot at SEO, then you’ve done keyword research and determined what search terms users are actually using to search for your products/services. If you haven’t done this, you’ve never taken SEO seriously because you’ve never made an attempt to understand how how your potential customers use search engines. Once you’ve done your keywords research, though, you’re in a position to sync your SEO and content strategies by building a keyword narrative.
A keyword narrative is not about producing content that targets specific keywords and/or is stuffed with them. Rather, it’s about using keyword data to understand what kinds of content your targeted users are likely to engage with.
Basically, keyword research is an important first step for optimizing your products/services pages. However, it’s not always so useful for creating compelling content because no one really wants to read, engage with, or share content that was built around keyword stuffed themes.
The search volume data around those keyword groups, however, is very useful if you compare it against your user/customer profiles. Essentially, what you have to do is:
- Developing customer personas that typify your target market segments — e.g. by age, income, gender, etc.
- Segment your target keywords across those personas based on which ones seem to fit with the searching habits of those personas’ demographics
- Calculate how much of all your total target keyword’s search volume each persona seems to represent
- Calculate the average between the each persona’s search volume and the proportion of your sales they should represent
- And then develop an editorial calendar of content types that targets those personas based on that average — e.g. if persona-A seems to represent 40% of this average, then make sure that 40% of your content will appeal to persona-A
So while the keyword research goes toward optimizing product/service pages, keyword narrative goes toward ranking engaging content in front of actual potential customers.
The whole idea, here, is to get the the right proportion of content out and in front the right audiences. After all, it’s great if you’re producing viral content, but if that content doesn’t appeal to your customers, then it’s not going to help you rank on their searches.
The Hard Truth About Content Marketing
Of course, your content still has to walk a line between being relevant to your industry/business and being engaging, and that’s where you’ll have to put on your creative thinking cap (or hire someone with one), but no one ever said good content came easy. Just like SEO has its inconvenient truths, so does content marketing.
In this way, content marketing is a lot like tattoos: good work isn’t cheap, and cheap work isn’t good.
The point is to not declare a channel dead just because you haven’t properly invested in it in a way to yield results. SEO has never been a quick, cheap fix, and now that it requires that you develop solid content that your actual customers are going to engage with, the buy-in has gotten a bit higher. But if you want to benefit from the equity and retention that SEO and content together can offer, you have to be willing not only to adequately invest in them, but that investment time to mature.