It's time B2B content marketing got real

The Get Real Guide to B2B Content Marketing

The gurus say one thing. Your results say another. It’s time to get real about what really works in B2B content marketing.

Unless you’ve been living under a rock, you’ll know that content matters in B2B marketing.

But for many, the words they hear at the conferences and on influential blogs don’t match up with what they’re seeing in their businesses.

Let’s take an example analysed by Mark Higginson in an article for Econsultancy. He focuses in on Amex’s Open Forum — a much-praised hub of insight and advice for small businesses. Their top post gets 17,346 shares — impressive. Until you realise that the average for their other 1,300+ articles is just 200 shares.

Of course, if that was an isolated incident, there’d be little to worry about.


A one off? Sadly not.

For example, let’s look at the fact that, according to research by Forrester, just 27% of senior marketers strongly agree that they’re seeing satisfactory business value from content marketing darling Twitter (Forrester’s Q1 2015 Global Social Relationship Platform Wave™ Online Survey).

Or take research from Vanson Bourne that shows that while 94% of IT marketers use social and 71% are planning to spend more on it, just 20% of IT decision makers use social to shortlist potential vendors.


Houston, we have a problem.

While the latest must-do activity changes, some things do not.

The overall objectives for B2B content have remained remarkably consistent in recent years. Technology Marketing’s B2B Content Marketing Report for 2016 shows the top priority as Lead Generation (55%) followed by Brand Awareness (38%) and Customer Acquisition (37%) — though, interestingly, Revenue is a poor 9th on 22%. Other research has reported much the same thing year on year.

So why is there such a mismatch between objectives and results?

Well it comes down to a few things — four to be precise.

  1. Strategy isn’t being approached in the right way, linking marketing to the wider business realities
  2. There is insufficient customer-focus (in a way that will lead to increased revenues and shorter sales cycles)
  3. Too many brands suffer from poor differentiation in the minds of their prospects
  4. And content marketing is prioritising content over marketing (and is too obsessed with the latest bright shiny tactics)

Marketing success = business success

While so much of the popular discussion around marketing today focuses on what marketers are doing (social, content, ABM etc), too little takes time to ground it on why they’re doing it. Or if it does, it tends to focus on the outcomes of individual activities (how many shares something got).

The reality, of course, is that marketing is a function of the overall business. Its role is to add tangible value. This can mean a number of things — growing brand, depositioning competitors, engaging investors, launching products — but ultimately they pretty much all come back to increasing or accelerating revenue.

This means that any content that doesn’t link to the wider marketing strategy and to delivering tangible business results will always be ineffective in the eyes of senior management.


Any successful content marketing approach will have customers at its core.

Let’s face it, creating empty, navel-gazing material is a guaranteed direct route to failure (even though a distressingly high number of brands who should know better still do it). So focusing on the customer will always make good business sense.

But it is one thing to reflect what customers find interesting but another to tie their interests and objectives with yours. So while many businesses churn out “interesting” top 5 listicles that may generate some clicks (sometimes lots of clicks), they’re failing to move the prospect towards a sale.


What will you teach your customers?

Research from CEB has clearly shown that being able to educate customers about their own businesses is a fundamental marker of success in B2B.

Those that manage this out-perform all others by a staggering margin. So when we talk about being customer-focused in B2B content marketing, we mean helping the customer achieve their key real-world objectives in a way that has a direct line to how your business makes money.

Importantly, this will often mean actively trying to persuade customers to stop doing what they’re currently doing and start doing something new. Or it will mean showing them fundamental issues in their businesses that they may be currently unaware of. Or it will mean helping them get unstuck from a situation holding their businesses back.


Attention spans are getting shor... ooh, look, a cat in a bow tie

Customers today, have frighteningly short attention spans. They’re busy. They have never-ending to-do lists and not enough time.

As a result, they probably don’t spend a lot of time thinking about the intricacies of a new ERP system or VoIP provider except when they’re in the final stages of a buying decision. This means that it has never been more important to develop a strong, differentiated brand. 

Creating meaningful differentiation means that, in that limited time a customer thinks about solving a particular problem, they’re more likely to think of you.


Buyers will assign more importance to things that are easy to recall.

It’s not only that customers are more likely to think of you if you have real differentiation, they’re more likely to think better of you too. This is a cognitive bias known as the availability heuristic. So, if they’re starting to research how to fix a problem in their business, they will gravitate to sources of information they can easily bring to mind.

This may be a media outlet: Didn’t The Register run and article on that recently? Or it could be a contact: Didn’t Sarah put in a marketing automation system last year? I wonder what she thinks. Or it could be a vendor: I’ve heard a lot of businesses like mine use Marketo, I’ll go check them out.

While ‘brand’ has become a somewhat unfashionable area of marketing, having a strong, distinctive brand has never been more fundamental to success. Whereas in the past, this would often be around elevating key attributes, today, it’s those brands that are associated with being the most knowledgeable, helpful and human that tend to stand out. That is, those brands creating the right kind of content.


Too many people get marketing strategy mixed up with executional tactics.

It’s why we see so many questions about the need for a SnapChat strategy, a chatbot strategy, a VR strategy. Let’s be clear: these are not strategies, they’re at most tactics and at least media.

Marketing strategy is the process of identifying meaningful business outcomes, making hard choices about what to focus on and outlining a broad course of action to achieve those outcomes.

Strategy is not about deciding how to best use social media, or whether to create videos instead of how-to guides, or how to structure a lead nurturing programme. These all come later (if at all) when the core strategic foundations are in place.

So when you read articles on B2B content marketing that start with the need for an editorial calendar, big red warning lights should begin flashing in your head. There are too many ‘comprehensive’ guides that pay little or no attention to content as part of a wider programme with tangible business objectives. They’re all about the activity rather than the outcome.


Getting real about B2B content marketing

The right content marketing done in the right way, works. It builds brands, creates demand and accelerates sales. What’s more, it can achieve all this without the need to play the long game that so many pundits claim — why run a marathon when you can sprint?

Thing is, once created and structured in the right way, this content can keep on performing week in, week out. What begins as a targeted outbound demand generation campaign can seamlessly become an inbound source of additional traffic and leads, or an on-demand triggered nurture programme.

And, by tracking results — qualified leads, pipeline, sales velocity rather than likes, shares, visitors — and running low-risk tests, you can continually tune your approach over time.


7 keys to real-word success

So what does it take to create the right kind of content marketing? Start with the following seven areas:

  1. Be clear about what success looks like in business terms and the role marketing and content can play in delivering it

  2. Focus on what really matters to customers within your sphere of influence (not what you wish matters to them) — don’t get side-tracked chasing clicks that will never turn into revenue

  3. Develop highly actionable personas — it doesn’t matter that the buyer is called Sue and likes Zumba, it does matter where she sits in the buying process, what she really needs to fix and what’s a deal-breaker for her

  4. Create cycles of content focused on the sales funnel — think campaigns first, triggers second and air cover third

  5. Focus each piece on the next behaviour you want to see from a viable prospect

  6. Invest in great writing that talks to customers in their language, not jargon-filled business-speak

  7. Measure and track everything, create low-cost experiments, adapt and refine for increased results

While this is by no means the whole picture, it does provide a foundation for B2B content marketing that delivers against the real-world demands of the business. It means that you can more closely tie your content marketing activities to actual results. Ultimately, it means you can create the kind of marketing that engages both customers and senior management.

The award-winning Considered Content

We don't usually go in for the whole chest-beating-trumpet-blowing-self-congratulatory thing. But if you'll indulge us, we're going to make an exception. That's because we've got some rather exciting news (for us anyway).

Last night, we attended the Recommended Agency Register Awards in London and walked away with the top award for Content Strategy in agencies of under 40 people.

What's particularly gratifying is that this is an award that is solely judged on client feedback—no dark room with other agency types deciding who they like. What's more, we were up against some much larger, more established shops (let's face it, most agencies are under 40 people).

Beyond the pure score, it's the verbatim feedback that's been so wonderful to receive. Such as...

"Considered Content has become the default agency of record for our US company, against whom any other provider is now measured. They've set a very high bar for professionalism, thought-leading strategy for B2B, and content creation and execution of end-to-end campaigns taking place in email, web, video, and educational materials."

And...

"As a B2B marketer contracting with an agency, my requirement is for every sentence written to serve a purpose, compelling audiences to read the next; to provide a truly compelling answer to buyers' burning questions, and guide them to take action. Considered Content filters through the noise of all the marketing copy out there and makes every word count: lively, purposeful, results-oriented. "

And...

"A combination of their professionalism and personalities makes this agency the only one a B2B brand need ever to engage. We started our partnership with them on a project several years ago and just kept re-engaging time after time. Even as different stakeholders have left our company, the first agency they turn to in their new roles is... Considered Content."

<blush>

So we want to say a big thank you to all our clients who took the time to rate us, you are absolute stars. And thanks too to our industry partners and friends for your support and encouragement.

This is a really exciting time for us. We're working on a wide range of super interesting projects both in Europe and the US. And we're pushing ahead with initiatives that'll make us ever-more valuable partners in the race to increased revenue.

So thank you again.

Jason

(PS: If you know of anyone looking for an award-winning B2B content marketing agency, feel free to put them in touch)