Content marketing strategy helps move the business buyers through a series of decision-making steps
Question for you if you are in B2B business:
What is the Buyer at your customer doing right now? Did the Buyer understand your solutions and your competitive advantage?
· Think of Content Marketing as a pull strategy, whereas paid advertising would be more of a push strategy.
· content marketing is one of the most prevalent and powerful programs available to B2B marketers
· Purchase cycles in the B2B world tend to be much longer than those in the B2C space.
· B2B purchases are often larger:
-require greater scrutiny,
-have more layers of approval,
-and prospects generally need to be educated and nurtured before a sales conversion can occur
· Most of the industrial buyer’s journey is done prior to talking to sales (nearly 70%),
-Most prospective buyers are looking at your website as a part of their research process.
-The process is ticking even before and after your salesperson met the prospective buyer
As per the International Best Seller Book “SPIN SELLING by NEIL RACKHAM”
-Success in larger/complex product sales depends on internal selling by the customers on your behalf
-presenting your solutions and products convincingly to others in the company
· Contrary to common belief, buyers are constantly searching online trying to find new ways and answers to their big problems
· If you know the journey- you can produce content that she can read, consume and remember to connect with you when needed.
