How to Increase Agency Profits By Creating Content for Clients

Are you tired of waiting for clients to provide content? Is your agency thinking of offering content creation as a service? The demand for content is on the rise and research shows content creation is profitable for agencies. However, many agencies are not using content creation to its full potential because they don't understand the value of content marketing in 2022.

Ryan Sargent is the Director of Content Marketing at Verblio, the world’s friendliest content creation platform. Verblio builds content marketing for other marketers at scale by pairing specialized, niche writers with advertising agencies and marketing professionals. The team at Verblio are the experts at content creation and he's sharing secrets on ways agencies can make better use offering content creation and strategy for their clients.

In this episode, we’ll discuss:

• 5 ways agencies use content marketing in 2022
• The disconnect between agency and in-house client content strategy.
• Why is it harder for your content to rank?

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Sponsors and Resources

Verblio: Today's episode of the Smart Agency Masterclass is sponsored by Verblio. Check out Verblio.com/smartagency and get 50% off your first month of content creation. Our team loves using Verblio because of the ease in their process and their large pool of crowd-sourced writers.

  5 Ways Agencies Use Content Marketing in 2022

To continually keep the pulse on how audiences consume content, Verblio does an annual 'State of Digital Content' survey gathering information from the market. In its third edition, received data from 450+ marketers with a focus on digital agencies. The results were segmented based on the size of the agency. They got some fascinating takeaways from it, including:

1. Content creation is profitable: At least 75% of participants expressed that content is very profitable at their agencies. This presents a really clear sign that content is something people pay attention to and that agencies will continue to offer. Creating content for your clients not only increases productivity (you're not waiting for them to provide it), it also increases profitability. Win-win!
2. It's all or nothing: Agencies are either "all in" on content or not; and the numbers show it. According to the results, bigger agencies recognize the power of content. They report that 75% of their revenue comes from content creation. By contrast, smaller agencies reported < 50% of their revenue comes from content. Ryan believes this indicates some smaller agencies are discounting content while bigger ones recognize it as a money maker and a core part of their service.
3. Content creation is on the rise: Increasing from the past, more agencies are producing 10 or more pieces of content per client. In past surveys, most agencies reported producing 5 pieces of content per client. The demand is there -- is your agency helping service the demand?
4. Core content is still king: Agencies are still focused on the bread and butter of core content, like blog posts and landing pages. Most are not diversifying in other forms like podcasts, for instance, which are far more time-consuming. Content marketing is vast, but core content is still king (even in a changing economy).
5. In-house content creation: Most agencies surveyed produce content in-house. When they outsource content creation, they usually do so through freelancers.

Disconnects Between Agency Content vs Client Content

One thing Ryan finds particularly interesting is that in-house marketers look at conversion stats as a measure of success. Meanwhile, agencies are more likely to look at engagement stats. If agencies look more at conversion stats they would find this resonates more with clients because that’s what the in-house teams are focusing on.

Also, in-house teams are far less likely to find content refreshes compelling. Agencies see the value of refreshing existing content and consider it low-hanging fruit. In-house client teams don’t see value in refreshes and therefore don't prioritize it. The roles reverse when it comes to ebooks and white papers, which in-house marketing teams see as powerful tools, but agencies don’t focus as much on.

Is it Getting Harder to Create Successful Content?

A generalized feeling is that it’s getting harder to create successful content. So if you feel like it’s harder to rank or get social engagement, you're right!

Demand for content is growing. However, the increase in demand is also the reason it's getting harder to see those conversions. Readers are getting pickier and there’s a lot of mediocre content out there.

We’ve entered an age of content in which the audience knows to ignore the banner ad. Because of this, your content must accurately show intent and provide value.

A Happy Medium Between Education and Entertainment Content

What is the right balance between content that informs and educates versus content that entertains? Getting it right depends on how well you know your audience and understand the purpose of the content.

For example, if you’re a B2B company very focused on education and all of the sudden decide to create an entertaining ad, you shouldn’t be surprised if it doesn't work. People are not coming to you for that type of content. So you either need to work on showing them you do both, or you need to bake entertainment into your brand. If they expect entertainment aspects in your voice and tone, then there’s a logical way to incorporate that into your content.

It comes down to knowing your audience and managing expectations.

Related: Building a successful agency by putting people first.

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