How to Develop a B2B Content Strategy

Today’s consumers are like proverbial husbands who refuse to pull over and ask for directions. Folks simply want the instant satisfaction of finding their own way to their destination. Your business is the destination. But can you be found?

This phenomenon has put huge marketing emphasis on the notion of discovery. It’s all the more important because consumers are also increasingly eschewing interruption marketing. No wonder 40% of marketing dollars have been shifted to inbound marketing techniques.

It’s critical that marketers embrace content initiatives and blend them with traditional methods. It’s not a question of whether to move in this direction. It’s a matter of survival.

Getting Started With Creative Content Marketing

1. Get Clear About Your Goals

What do you want to happen as a result of mobilizing a content initiative? Do you need to build awareness for your organization? Are you educating consumers? Or do you want to sell a product or service? If the latter, do you want to incorporate a lead generation component that will deliver prospects into your deal funnel? Setting crystal clear goals will best inform your content strategy.

2. Assess Internal Sources for Content

Most businesses don’t think like media companies unless there is a printing press in the basement or an antenna on the roof. Oftentimes, marketers are surprised to find great raw material sources within the organization. Take inventory. Do you produce or commission proprietary research or industry data? Who within your company has specific expertise, industry cache, or public speaking ability and can they serve as a thought leader for your efforts? These assets are often found right under your nose.

3. Identify External Content Sources

Feeding the content machine requires ready access to external raw material. Assess what is already available from industry associations, co-owned companies, partner organizations, even trade media or publications.

4. Get Help From Content Creation Experts

A medical professional would not all of a sudden feel the need to fix their own car. Likewise a licensed mechanic would never offer a triple bypass with an oil change. Executing a creative content strategy depends on your ability to create engaging, compelling, SEO-optimized… even entertaining content on a regular basis. It’s essential to call on experienced media people who are also marketers in order to deploy content that delivers on all of the above.

5. Develop a Plan and Execute

More than article marketing, web content, or public relations, your content marketing strategy will need to be a highly integrated series of blog posts, audio podcasts, video, white papers, and ebooks – the ultimate mix, of course, will depend on the particular goals of your organization.

Get Started With Content Marketing

A stellar content strategy will flow directly from your goals and will take into consideration all the obstacles that face your business as well as capitalize on specific opportunities in your sector. An optimized approach will facilitate discovery on the part of consumers and imbue your business with credibility as a thought leader in your field.

Businesses that employ inbound marketing and content creation initiatives find it much easier to attract pre-qualified prospects that are predisposed to buy. Finally, as any sales professional will tell you, once value has been established price becomes a secondary or even a non-issue.

Let’s Develop A Content Strategy

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