Picture It, The Right Photo When You Need It

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Copyright: https://www.123rf.com/profile_rawpixel 123RF Stock Photo

Photos are an important element for B2B marketing such as content, social media, websites, and presentations. Photos and images add visual interest, understanding and engagement whether it’s white papers and case studies or literature, blogs, and web pages. For example, according to Buffer Social, adding a photo to a tweet boosts retweets by 150%. We are visual creatures. In fact it’s been shown that three days after hearing a piece of information a person can only recall 10%, but add a picture and their recall is 65%.

However, B2B marketing teams struggle to ensure photo assets reflect their brand and messaging, are visually engaging, and easy to retrieve and use. Why is this such a challenge and what’s the solution? Continue reading

Is It Back to the Future for B2B Marketing? (Finally!)

10864007 - future concept, future word on puzzle piece with back lightHave you noticed how disjointed some B2B marketing is? Over the last ten, and especially five, years this seemed to be a growing trend. Article after article talked about and many B2B marketers implemented digital marketing, social media marketing, inbound marketing, SEO, etc. as though each can stand alone. And sadly, in many cases, each has stood alone with little thought given to an overall strategy and, unfortunately, delivered less than stellar results. But last week I attended a conference that gives me hope we may finally be seeing a return to strategic integrated marketing. Read on to learn more about this and other takeaways from the Mid-Atlantic Marketing Summit (MAM Summit). Continue reading

4 Tips for Conquering the Top Decision Stage Challenges

time to decide concept clockPart 3 in a 3-Part Series on Content Marketing for the B2B Buyer’s Journey

I discussed in Part 1: Awareness stage challenges and in Part2: 6 Tips for Conquering Consideration Stage Challenges.  In Part 3 of this 3-Part series, I’ll discuss the Decision stage of the buyer’s journey and provide tips for overcoming the top B2B content marketing challenges.

Decision stage buyer activities

The buyer moves into the Decision stage once they know the best type of solution for solving their problem or opportunity for improvement. They are ready to buy, but haven’t decided exactly which vendor to use, but your company made their short list. During the Decision stage the buyer is typically researching their short list vendors online. The buyer wants to understand the specific products, services, and capabilities of each vendor on their short list to determine which vendor is the best fit for their needs. They are looking for content that helps them:

  • compare vendors and pricing
  • sell the solution internally to upper management (return on investment, ROI calculators)
  • purchase and implement the solution

BuyerJourney

The goal for a content marketer during the Decision stage is to convince the buyer your solution is the best fit for them.

Content marketing in the Decision stage

For most B2B companies, the Decision stage is where others such as purchasing and upper management become active participants in the buying decision. So it’s important Continue reading

Challenges in the Consideration Stage: 6 Tips for Conquering

Part 2 in a 3-Part Series on Content Marketing for the B2B Buyer’s Journey

The Thinker in St PaulIn Part 2 of this 3-Part series, I share the top challenges I’ve experienced and observed B2B marketers face when developing Consideration stage content and provide tips for overcoming these challenges. In Part 1 I reviewed the Buyer’s Journey and provided tips for conquering challenges in the Awareness stage. The buyer moves into the next stage, Consideration, once they have clearly defined their problem or opportunity for improvement, and determined it’s worth finding a solution. Now let’s take a look at the Consideration stage in the buyer’s journey to understand the top challenges B2B marketers face.

BuyerJourney

Consideration stage buyer activities

The buyer in the Consideration stage first researches and evaluates the different approaches, methods, or solution strategies available for solving their problem or making improvements. The buyer wants to understand and think about which approach best fits their needs, so they are comparing solution strategies (make or buy, hire or outsource are two examples of solution approaches). They also begin comparing specific solutions, vendors, and suppliers within the approach that best fits their needs. They are looking for content that helps them understand the pros and cons of available approaches and why it would be the best fit for them.  Content should also begin comparing product/service features and functions. The goal for a content marketer during the Consideration stage is to convince the buyer your solution method is the best fit for them and that your specific solution should be on their short list.

Top 2 content marketing challenges in Consideration stage

Especially for B2B companies, the buyer usually spends more time in the Consideration stage than the awareness stage because they want to devote time to researching to ensure they make the best decision. The content marketer should provide more in-depth information and industry expertise to continue building a trusting relationship with the buyer and reinforcing your brand as a thought leader. Continue reading

Tips for Conquering the Top 2 Challenges in the Awareness Stage

Part 1 in a 3-Part Series on Content Marketing for the B2B Buyer’s Journey

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B2B content marketing seeks to provide helpful and compelling content for each stage of the Buyer’s Journey. By thinking about what actions a buyer is taking in each stage, we as B2B marketers should provide content that educates and helps the buyer progress to the next stage in the Buyer’s Journey and toward our product or service.

In a three-part series of blogs over the next several weeks I’ll address the primary challenges B2B content marketers face during each stage of the buyer’s journey and provide tips for how to conquer these challenges. So let’s jump in!

Review of the buyer’s journey

First, a quick review of the buyer’s journey which defines the typical actions and steps a prospective buyer takes from first understanding their problem to finally purchasing a solution. By defining specific phases or stages along the journey we can better understand what information the buyer needs in each stage. There are many different buyer’s journeys available, some more granular than others. I prefer HubSpot’s Buyers Journey, shown in the graphic below, because it is easy to understand and more than adequate for content marketing purposes.

BuyerJourneyThe entire journey has only three stages, Awareness, Consideration, and Decision. In this blog, Part 1 of 3, I discuss the Awareness stage.

Awareness stage buyer activities

During the Awareness stage of the buyer’s journey, the buyer is just becoming aware there is a problem that may need to be solved or is discovering an opportunity for improvement. The buyer is typically researching online and offline to better understand if they have a problem or opportunity and if it’s worth further investigation. They are looking for trustworthy educational content that is not trying to sell and helps them more clearly define their problem or opportunity. The goal for a content marketer during the Awareness stage is to gain the buyer’s attention by offering educational and helpful content in the places where the buyer is looking and researching.

Top 2 content marketing challenges in Awareness stage

Assuming you know and have defined your target Personas (read my post, B2B Buyer Personas: 6 Easy Ways to Research & Develop, if you need help creating Personas) and have compelling content appropriate for the Awareness stage, your top 2 challenges for Continue reading

Customer Retention: From Sticky Relationships to LTV

Customer Retention

Retention marketing focuses on strategies and programs designed to retain your existing customers and optimize lifetime customer value. In my previous post, B2B Retention Marketing: The First Thing You Must Do, I discussed why retention marketing is worth doing and where to begin. Now let’s talk about some strategies B2B marketers can use to keep their existing customers and gain additional revenues throughout the relationship.

Strategies for retaining customers

At a fundamental level retaining your customers boils down to keeping them happy enough to continue doing business with you. Many customers, though of course it varies by industry and product/service, will maintain the status quo because change involves perceived risk of an unknown provider. Changing providers also involves switching costs.  Switching costs are actual costs the customer incurs (financial fees for early termination) or personal costs (career risks, time required to research providers and negotiate an agreement) to stop buying your product or service and begin with a new provider.

Create “sticky” customer relationships

rubber adhesiveTo prevent your customers from defecting to competitors who will eventually upset the Continue reading

B2B Retention Marketing: The First Thing You Must Do

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Stock: 123RF Copyright : Illia Uriadnikov Image ID : 47795804

Have you ever found yourself writing copy for your B2B marketing efforts with fingers crossed, hoping your company could actually deliver? You know the copy I’m talking about where you describe how great your product and the customer experience is – our product has the “lowest total cost of ownership”, we deliver “premium customer support”, “easy payments with detailed monthly reporting”, “quick spare parts delivery and expert troubleshooting”, “product/service reviews to ensure you get the most value”, etc.

As a marketer you should be confident making promises like these to prospective customers. After all, the messages marketing and sales communicate to the customer during the sales cycle sets customer expectations. However, if expectations don’t match reality, then you’ve likely got low customer retention rates. And what marketer wants to work hard acquiring new leads and working with sales to close the deal, only to learn your customers defect to the competition after a short time.

Retention data

Losing customers isn’t only frustrating for marketers, it’s really bad for sustaining business growth. Consider the following data:

  • From Bain & Company:
    • Increasing customer retention by 5% can increase profits 25 – 95%
    • The likelihood of selling to an existing customer is 60 – 70%, versus 5 – 20% to a new lead
  • It costs five times as much to attract a new customer as it does to keep an existing one according to Lee Resource Inc., though I’ve seen numbers as high as 10 times depending on your product/service and industry.

Check out this infographic Customer Acquisition Vs.Retention Costs Statistics and Trends for even more data.

The point is, if your customer retention is low, don’t just assume that a retention marketing program will improve your numbers. Before you start a retention marketing program, Continue reading