In the world of business-to-business marketing, all that really matters is producing a constant flow of quality sales leads. According to Clickback CEO Kyle Tkachuk, three-fourths of B-to-B marketers cite their most significant objective as lead generation. Pretty much everything else pales in significance.
This is why content marketing is such an important aspect of commercial marketing campaigns. Customers in the commercial world are always on the lookout for information and insights to help them solve the variety of challenges they face on the manufacturing line, in their product development, quality assurance, customer service and any number of other critical functions.
Suppliers and brands that offer a steady diet of valuable and actionable information are often the ones that end up on a customer’s “short-list” of suppliers when the need to make a purchase finally rolls around.
Thus, the role of content marketers continues to grow – along with the pressures on them to deliver high-quality, targeted leads to their sales forces.
The problem is … a large number of content marketers aren’t all that confident about the effectiveness of their campaigns.
It’s a key takeaway finding from a survey conducted for content marketing software provider SnapApp by research firm Demand Gen. The survey was conducted during the summer and fall of 2016 and published recently in SnapApp’s Campaign Confidence Gap report.
The survey revealed that more than 80% of the content marketers queried reported being just “somewhat” or “not very” confident regarding the effectiveness of their campaigns.
Among the concerns voiced by these content marketers is that the B-to-B audience is becoming less enamored of white papers and other static, lead-gated PDF documents to generate leads.
And yet, those are precisely the vehicles that continue to be used most often used to deliver informational content.
According to the survey respondents, B-to-B customers not only expect to be given content that is relevant, they’re also less tolerant of resources that fail to speak to their specific areas of interest.
For this reason, one-third of the content managers surveyed reported that they are struggling to come up with effective calls-to-action that capture attention, interest and action instead of being just “noise.”
The inevitable conclusion is that traditional B-to-B marketing strategies and similar “seller-centric” tactics have become stale for buyers.
Some content marketers are attempting to move beyond these conventional approaches and embrace more “content-enabled” campaigns that can address interest points based on a customer’s specific need and facilitate engagement accordingly.
Where such tactics have been attempted, content marketers report somewhat improved results, including more open-rate activity and an in increase in clickthrough rates.
However, the degree of improvement doesn’t appear to be all that impressive. Only about half of the survey respondents reported experiencing improved open rates. Also, two-thirds reported experiencing an increase in clickthrough rates – but only by 5% or less.
Those aren’t exactly eye-popping improvements.
But here’s the thing: Engagement levels with traditional “static” content marketing vehicles are likely to actually decline … so if content-enabled campaigns can arrest the drop-off and even notch improvements in audience engagement, that’s at least something.
Among the tactics content marketers consider for their creating more robust content-enabled campaigns are:
- Interactive infographics
- ROI calculators
The hope is that these and other tools will increase customer engagement, allow customers to “self-quality,” and generate better-quality leads that are a few steps closer to an actual sale.
If all goes well, these content-enabled campaigns will also collect data that helps sales personnel accelerate the entire process.