Prospects are swimming in content today — from you and your competitors.
The flood of popularity for content marketing makes it harder each month to stand out from everyone else.
How do you avoid content commoditization? You can use a number of techniques to burn your light brighter than the competition and do it without significant expense. Most of the tips I suggest in this post don’t require much in upfront costs, just some additional time for brainstorming and production.
Let’s dig into the ways to add value to your content.
Make their job easier
In an average workday, prospects and customers have limited time to consume content. They often have a computer folder loaded with marketing material they need to read and evaluate. A vital method to differentiate your company is developing content that’s interactive or quickly absorbed.
While there’s nothing wrong with producing white papers and case studies, also create checklists, cheat sheets, and templates that can reduce and simplify a customer’s workload.
My favorite is templates. You can develop them as content calendars, customer questionnaires, buyer personas, and many other useful tools.
Where to next?
Your content marketing shouldn’t exist in a silo. If you have similar content that may benefit them, tell your prospects and customers where to find it. You often see this in books, with a Further Reading list. Or online articles, with hyperlinks to related topics.
If you create a SlideShare presentation, do you have additional info on the subject? Then include a link to it.
Adjust your company biography to fit the content
When you read B2B marketing documents like white papers, you see at the end of each document a brief biography of the company that produced the content.
These bios contain the same text from one document to the next. They include information about years in business, products and services, and, if a public company, stock market information.
Sure, it’s easier to cut and paste this section into every document, but you’re wasting an opportunity to position your company. Instead, remind your prospects in the bio section how you solve problems discussed in content they’ve just consumed.
Create customized content
Before the Internet, you had few options to personalize marketing, other than writing your prospect’s name in the salutation of a letter.
The evolution of web analytics has gone far beyond names. It can now analyze a customer’s behavior on your website and other marketing channels, which allows you to develop content that is personal and relevant. In fact, Demand Metric reports, “78% of CMOs think custom content is the future of marketing.”
Your company’s reward is better engagement and increased revenue. For example, HubSpot remarks, “personalized calls-to-action result in a 42% higher conversion rate than calls-to-action that are the same for all visitors.”
Here’s another vital reason to personalize content. Google co-authored a study last year that revealed 46 percent of B2B buyers conducting research on future purchases are millennials. This generation expects content tailored to their specific needs and interests. They’re resistant to the mass communication model of marketing.
Even small changes to your content marketing can boost engagement and relevancy. With so much information racing through the Internet pipe every day, it requires nimbleness to adjust content so it distinguishes you from the competition.
Have you discovered other ways to make your content unique in your business sector? Please share them in the comments section.
The Marketer’s Guide to Getting Started With Content Personalization
Content Marketing Personalization: When and How to Use It
The Talking Billboard: Introduction to Personalized Digital Advertising
Word cloud image courtesy of David Castillo Dominici at FreeDigitalPhotos.net