Business-to-business (B2B) content marketing uses many of the same principles as business-to-consumer (B2C) strategies. However, there are a few key differences. Honing in on these differences can ensure that your B2B marketing strategies remain relevant and effective in our ever-evolving business climate.
In fact, your B2B content marketing strategy will include several “must have” components. Without them, your ability to generate leads, convert those leads, and retain existing customers could suffer greatly. With these “must haves,” you can increase your chances of success and ensure that your content marketing campaigns follow all of the latest recommended best practices.
So, to help you improve your B2B content marketing strategy to be as effective as possible, here are the six “musts” you need in place.
Looking at just the B2B companies with the most success with content marketing, only 62% said they had a documented content marketing strategy. This is despite the fact that an average of 40% of their total marketing budget has been dedicated to content marketing.
The danger in not having a documented strategy is that important details are left up in the air. You may not realize there is a gap in how your content strategy is able to nurture late stage buyers to an actual purchase. Or, you may fail to define your specific content marketing goals, leading to campaigns that are poorly optimized.
Most worrisome, not having documentation leaves critical parts of your content marketing campaigns open to interpretation. A writer may create content with a completely different audience in mind than your target personas. Without documentation, there is no way for them to know otherwise.
Every person involved in creating content should have the same intent. They should abide by all of the necessary markers of quality. This is to ensure that the content you create is consistent and up to your expectations.
Define your content goals. Outline your expectations for each piece created. Ensure that your content marketing campaigns account for your buyer personas during key stages in their journey. Getting all of these things down in writing can help you have more precise control over your results. It can also help align quality with your expectations.
Conducting your own research can be tough, but the efforts pay off. People will share and cite your information readily, as long as it provides current information that answers an important business question. Your research can also earn you a top spot on search engine results if it covers an important topic, follows SEO guidelines, and earns shares from websites with high domain authority.
Aim for Content Downloads, Which Correlate to the Highest Customer Conversion Rates
B2B companies don’t just want engagement or occasional readers. They want paying customers. Therefore, they should seek out the content marketing methods most likely to earn them a customer conversion out of their sales leads.
Surprisingly, content downloads had the highest conversion rate according to the same survey cited above. 66% of companies listed them as the asset with the best conversion rate. Webinars came in second, which seems counterintuitive given how much of a time investment registering and attending one can be. Equally surprising – demo requests came in third.
Nevertheless, creating premium content and requiring a download seems to be the most effective content marketing tactic for generating qualified leads and converting them to completed sales. Consider this as you determine which types of content are priorities and most deserving of your time, money and effort.
Tap Subject Matter Experts and Industry Influencers to Gain More Traction
The right input from the right source can make a huge difference in the perceived value B2B marketing content offers. By crowdsourcing information, ideas, and quotable phrases from recognizable names in your industry, you can amplify the authority your content projects while making it more appealing.
One company revealed to Forbes that onboarding influencers was a game changer for their content marketing effectiveness. They switched from a focus of educating target audiences to engaging them in discussions. The topics they covered had no right answers. This made them more interesting to explore and contribute to. Having influencers submit their own input completed the package. It helped their content have broader appeal.
When seeking out influencers to contribute, make the process of responding as simple as possible. Ask one direct, easy-to-grasp question. Let them know exactly what the intended guidelines are. If you can reduce the effort required to contribute to the project, you can improve your response rate. You can get more people to contribute their valuable input.
Visuals help “sell” content and make it into a much more appealing package. When you have the resources, make sure to pull important quotes and statistics from your content. Re-purpose them into easy-to-read graphics.
These graphics will undoubtedly get more visual attention and shares compared to text-only options. They also make for impactful assets any time you want to promote your content on social media. Don’t be surprised if many people seem to just read the photos and not really dig into the article itself!
Like graphics, video combines well with other content and can also be a great way to repurpose it. Creating an executive summary of a research report can encourage downloads, for instance, while providing a more appealing and easily shareable format to earn more impressions.
Offering content for those in the post-purchase phase can enhance their buyer satisfaction while keeping your business top-of-mind. Your content can also help turn them into brand evangelists by giving them information they’d be excitedly willing to share with their friends, colleagues, and social media followers.
Because of these benefits, make sure to account for repeat buyers’ needs within your persona and your B2B content strategy in general.
Ready to Start Selling More? Get Help Creating and Optimizing Your B2B Content Strategy
The path to success for B2B content marketing is never easy nor obvious, and it must be customized to fit the unique needs of your particular company and your target personas.
Get help forming a strategy that accounts for all of the above “must haves,” while increasing your chances of meeting or even exceeding your marketing goals. Contact us today to find out how!
Clarence Fisher has spent more than a decade in the Internet marketing trenches honing his online marketing skills. After helping national companies go from concept to millions of dollars in revenues, he decided to focus his Internet marketing powers on helping local business owners achieve their goals. Clarence has a keen eye for finding out what works in a marketplace and positioning his clients’ companies to dominate their markets.
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