Upload
newscred
View
4.313
Download
1
Tags:
Embed Size (px)
Citation preview
Welcome! NewsCred’s Strategy Team helps brands build and hone their content strategies, taking into consideration marketing goals, brand positioning, and the competitive landscape. Our Industry Landscape guides aim to educate marketers on trends, opportunities, and content strategies that best-in-class brands are utilizing to engage their audiences. In this guide, we’ll take a look at content marketing in the beauty industry. Interested in learning more? We’d love to hear from you! Feel free to reach out at [email protected]. - Caitlin Domke, Brand Strategist, NewsCred
Some good news for brands: Shoppers are purchasing more
beauty products online than ever before, across all categories.
Source: A.T. Kirney study, 2014
0%
5%
10%
15%
20%
25%
30%
35%
40%
Skincare Personal Care
Hair Care Nail care Color Cosmetics
Fragrances
Beauty product categories consumers regularly buy online:
2012 2014
About 50% of beauty product consumers are open to different
brands when they begin their online research.
Source: Google/Millward Brown Digital Beauty Study, July 2013
That’s a huge opportunity for beauty brands!
Source: Google/Millward Brown Digital Beauty Study, July 2013
“I was not sure
what brand I
would purchase”
“I considered
multiple brands”
“I knew what
brand I would
purchase” 54%
24%
22%
“ When it comes to growing an online
shopper base for consumable categories, knowing what drives behavior is vital to
increased engagement.
- NIELSEN- ”
49% of undecided shoppers search exclusively for non-branded terms
when they begin their research
Source: Google/Millward Brown Digital Beauty Study, July 2013
What are beauty buyers searching throughout the research process?
NewsCred’s best practices for utilizing content across buyer journey
Awareness
Evaluation
Purchase
#thinkcontent Source: Google/Millward Brown Digital Beauty Study, July 2013
Research Phase 50% searching category terms 21% searching retailers 28% searching brands
Final Query Before Purchase 37% searching category terms 39% searching retailers 39% searching brands
Source: Google/Millward Brown Digital Beauty Study, July 2013
Beauty shoppers use mobile devices as research tools
Beauty researchers tend to use smartphones (34%) and tablets (43%) to research their beauty purchases, and they’re more likely to do so when compared to the general U.S. population (30% and 28% respectively)
Millennials and affluents (HHI $100K+) are more likely
to research on mobile
Beauty Researchers General U.S. Population
34% 43%
30% 28%
30% 28%
Source: Google/Millward Brown Digital Beauty Study, July 2013
Beauty shoppers turn to online video to research their beauty purchase
To find more info Even on the go
55% of beauty shoppers that watched a video did so to gain general information
64% of mobile and tablet researchers use video while shopping for beauty products
Source: Google/Millward Brown Digital Beauty Study, July 2013
Shoppers seek specific product information and how-to advice most often
Product feature videos
48% How-to videos
37% Customer testimonials
and reviews
37%
The beauty brands that are succeeding in content marketing:
• Get in front of shoppers early in the research process
• Truly connect with their audience
• Provide useful information at all stages of the purchase funnel
Best-in-class Content Marketers in the Beauty Industry:
1 Bobbi Brown
2 Chanel
3 Birchbox
4 L’Oreal
5 Maybelline
6 Aesop
Brand Characteristics • Fresh-faced • Sophisticated • All-American • Driven by its founder, Bobbi Brown
About the brand
“A blog based on truth, beauty, & being amazing.” • Tumblr-like • Written in 1st person through Bobbi’s voice Voice: Casual and approachable while maintaining expertise Content Pillars: • Not just makeup and beauty • Content speaks to not just about how a woman can
get the Bobbi look, but how she can live the Bobbi lifestyle
• Personal photos and content from Bobbi • Culture & Celebrity • Travel • Fashion
The blog: “Everything Bobbi”
Social Media • Same broad content as blog (lifestyle–
not just beauty) • Interacts with its customers • Channels: Facebook posts, Pinterest
boards, Instagram photos, and tweets
• Decide if it serves you best to position yourself as a singular expert in the beauty industry, or if it makes sense to branch out into complementary categories, like Bobbi’s brand strategy.
• Reflect on the subjects that your target audience is interested in. Does it make sense for your brand to discuss topics ranging from manicures to Mandela, as Bobbi’s blog does, to capture the attention of its sophisticated and informed target audience?
Takeaways
Chanel News • Reads like the New York Times Style section • Strictly promotional in nature Voice: Aspirational tone of elite aloofness Content Pillars: • Behind-the-scenes • Celebrities • Events & Shows • Chanel brand history
The Blog
Imagery • Highly-editorialized photography • Lots of models and celebrities • Vintage Chanel photos • Beauty products on a model vs. the
product itself
• Always consider your brand’s audience and identity when determining whether to keep content broad or narrow. Think about what relates to your industry or company directly.
• For a pedigree brand like Chanel to remain slightly aloof in its blog content and social tone aligns with the aspirational lifestyle the brand represents – that’s what consumers expect from it as a status symbol.
• Do your product shots represent the buying process or the fulfillment process? Which is more appealing to your audience?
Takeaways
• Blog brands itself as a magazine • Has monthly issues Voice: Like a magazine, Birchbox’s team of editors are featured to give it a personal tone Content Pillars: • Haircare • Home • How-tos • Makeup • Trends • Wellness • Food
The Birchbox “magazine”
Beauty How To’s
Includes links to purchase products
Written by a beauty influencer
Written by a beauty influencer
Includes links to purchase products
Imagery • Use “real women” to show off products –
including staffers and Birchbox fans • Editorial but playful product shots • Young and cool celebrities
Social Media • Same tone as magazine/blog • Same content • Interacts with fans w/ very casual voice • Huge Pinterest presence and following
Takeaways
• Think of your customer first – how can you help them? And how can you feature them and include them as a source of content?
• Remember that to retain audiences and to keep them coming back, you’ll need to create a brand personality, tone, and atmosphere that is familiar to your fans. This will help your content stand out as well.
• Know your strengths on social – if visuals are your strong suit, going all out on Pinterest and
Instagram can help you stand out and acquire followers in a less traditional way.
Brand Characteristics • “L'Oréal stands for beauty, innovation,
sustainability and scientific excellence.” • Global audience • Approachable and aspirational products
for hair, skin and nails • Range from affordable drug-store buys to
high-end luxury products
About the brand
“Open, apply daily, and prepare to be informed, inspired and delighted.” • Editorial e-commerce Voice: In-the-know BFF, a mix of Refinery29 and Glamour Content Pillars: • Beauty News • Giveaways • Looks • Product Picks • Tips & Tutorials • How-To Videos
The blog: “Makeup.com”
Beauty News • What’s Trending • Celebrity Interviews
Pinterest-ready images
Different product lines side-by-side, displayed the same way they would be in a magazine.
Editorial but friendly tone
Tips & Tutorials • Step-by-step guides for makeup, hair, nails and skin • Videos bring ideas to life
Social Media • Same content on all channels except Instagram • Friendly tone but they don’t really interact with audience • Most cohesive presence on Pinterest
Takeaways
• Create content with social channels in mind. Approachable DIY pieces are well-suited for Pinterest and eye-candy shots are best on Instagram.
• Focusing on the outcome instead of the product can be a great way to build brand loyalty. • Positioning your content marketing as a women’s lifestyle site or magazine allows you to
represent a wide range of products.
“Reporting live from Maybelline’s headquarters in New York City.”
Voice: Edgy and artsy similar to Refinery 29 Content Pillars: • What’s New • Makeup Products • Makeup Videos • City
The Blog: City
What’s New • Total e-commerce integration • Navigation takes you back to “Makeup
Explorer” not to content site
Makeup Products • More e-commerce • Includes reviews • Searchable by eyes, face, lips, nails,
brushes and accessories • Standard product shots
Makeup Videos • Highly stylized videos • Use models and professional artists • Includes makeup tips and featured videos
of runways
Plug fashion week sponsorship
City • Fashion content • Beauty tutorials • Street style shots • Interviews with Brooklyn-based stylists • Voting on looks
Social • Facebook, Twitter, Instagram and Tumblr • First-person, conversational tone • All channels portray the idea of a cool, hip, fun-loving urban woman • Guided by the sort of things the audience would publish
Social • Best presence on Instagram • Makes “City” a lifestyle • Shots aren’t overly stylized • Images showcase the product as it is sold
Takeaways
• Find where your audience spends the most time and create community there.
• Focus on the user’s beauty experience. • Be authentic. If your product is sold in drug stores, own it!
Brand Characteristics
• Established in Melbourne in 1987 • Honest and simple products for
skin, hair and body • “The cult beauty brand that tries
not to be.” The Cut
About the brand
• Blog takes the form a monthly magazine
Voice: A cross between a literary magazine and NYT Style section Content Pillars: • Shelf life • Fable • Free Radical • Essential • On Beauty
The Fabulist
• Twitter is used by the brand for cultural exchange • Some mentions of product but mostly articles
Social
Takeaways
• Consider engaging the audience’s interests beyond the scope of your product. What else are they passionate about?
• Should different social channels focus on different aspects of your brand?
• What is the strength of your brand? Make it the center of your content marketing strategy.
Tips + Takeaways for your Brand
1 It’s important to know and define your brand voice -- personality, tone, atmosphere 2 Make sure you know your target audience. Deliver what they’re interested in + what your brand
stands for. 3 Consider if you want e-commerce integration 4 Utilize influencers to create compelling content and build in an amplification plan 5 Tap into your fans with UGC 6 Create content that can be incorporated into a reader’s daily routine to create loyalty 7 Employ visual consistency 8 Consider buying vs. fulfillment process with images
Key questions for your brand to answer about your content
1 Do you want this to look like a magazine? 2 How broad will your content be? is it specific to beauty or is it lifestyle? 3 Who are you including photos of?
• “Real” women? • Celebrities + models? • Mostly products?
4 What are your product shots like? • Glossy/editorial? • Inspired by your fans’? • Playful? Serious? Luxurious? Flirty?
5 How much product integration do you want? 6 List three adjectives that describe your target consumer 7 What is your brand personality?
Want to learn more?
Our team of strategists can help your brand build a marketing growth engine. From ongoing support and
program management, to customized strategy sessions and workshops, we’ll set your brand up for success.
Get in touch! [email protected]