5 Reasons for B2B Business should seriously invest with content marketing.

The real problem in life: Why finding B2B customers is so difficult?

For business owners or marketing teams, B2B (Business-to-Business), have you ever felt this way ... We have products or services that are "very good" to solve problems for customers. But why finding a new customer is so difficult? Your sales team may be tired of doing the refuses Cold Calling, receiving a call, sending hundreds of emails, but no one replies, or going to sell the work. "Please consider first" because customers feel that we are "subjected" to sell too much.

We hide the marketing budget with the shooting. But only got quality Lead Or worse than that is "Silence" ... Competitors seem to be everywhere. So how do we stand out in this battlefield? This is a problem that the world is broken. Many B2B business people are facing every day. And it undermines both the power and money in the pocket

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Why is that problem: when the method of buying B2B customers is not the same anymore?

The most straightforward answer is "The world has changed." Current B2B customers' decision-making behavior is completely different from 5-10 years ago. In the olden days, the cell was the person who held the information. But nowadays ... your customers are smarter and easier to access information than ever They do not wait for the cells to say what is the best. But they will always start searching by themselves online first

Modern B2B customers will go to Google to search for information about the problems they are encountering, read articles, see reviews, join the webinar, or download Case Study to "educate yourself" (Education themelves) before deciding to contact any company. They want "Suggestions from experts" are not "advertising from the seller". Therefore, if your business doesn't exist online as "Expert" who provides useful knowledge and advice They will never find you. And that is why traditional marketing methods are no longer effective

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If left, how will it affect: the invisible cost of "not doing" Content Marketing

Ignoring the Content Marketing in this era is not just "missed the opportunity", but it is "open the door for competitors" to come to take your customers in front of the eyes. Imagine If you still use the same method While your competitors are creating a consistent useful content What will happen?

What will follow is:

• You will become a "air element" online: When customers search for information to solve problems ... he will only find your competitors and videos. Causing your brand to not exist in their eyes at all
• The sales team will work harder but less effective: they have to spend more time and effort to explain everything from the center. And must fight the trust of customers who do not know you well enough
• The cost of finding more and more customers: You may have to spend more and more money with advertisements. To get the same results Because you are competing with everyone on the field without "Explanation" about credibility
• Lost the opportunity to build long -term relationships: You can only attract customers who are looking for "The cheapest price" is not a customer looking for "The best partner", which is the heart of the B2B business.

Not investing with content It is like you have the best stores. But returned to the alley that no one passed In the end, your business will gradually Forget it in the end.

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Is there any solution? And where should it start: 5 Reasons that content marketing is the last answer for B2B.

The most powerful and sustainable solution for this problem is to seriously invest with "Content Marketing". Content Marketing is a marketing strategy that focuses on creating and disseminating content that is "value" "consistent and" involved "with the target audience. To attract and maintain customers In the end, it will lead to business profit. According to the definition of the Content Marketing Institute . It's not just a blog writing. But is changing the entire company into an expert that customers want to run in and here are 5 important reasons why it is the heart of the B2B business.

1. Create "credibility" and "Builds Trust & Authority: in the B2B world where the purchase decision is complex and high value. "Reliability" is everything, creating content that provides knowledge (such as analytical articles, whitepaper, case study) is the best way to show that "we realize" and are experts in that industry. When you give it first without hope Customers will start to trust you. And when it's time to make a purchase You will be the first name they think.
2. Attracting the "high quality customers" to come to themselves Try changing the customers to run to you. People who spend your in -depth articles Or download your " checklist for industrial plants " is not a trusted person, but people who tend to be real customers They have screening themselves to a certain extent. Allowing the sales team to talk to the quality Lead and have a higher chance of closing sales.
3. Is like "Salesman" who works for you 24 hours. No holiday: one good article Or one useful video Will work for you all the time It is to give knowledge, answer questions, and build relationships with customers around the world. Even when you sleep or relax It is creating "Digital Asset" (Digital Asset) that has only value will increase over time. Different from shooting That when stopping to pay Everything disappeared
4. Reduce the time and cost of the sales (Shortens the Sales Cycle): When the customer has studied information from your content as well. They will have more understanding of your products and services. The sales team does not have to waste time explaining the fundamentals repeatedly. But can talk in -depth and offer a solution at the point Causing the customer's decision process to be shortened and closed for sale faster
5. Change the "organization website" into a sales tool: Website is not just online brochures anymore. But can change to a powerful center Having a good content on the web Will make the brand image look professional and modern Which the design Corporate website that focuses on creating brands and sales Is a very important starting point

And where will it start? The easiest is "Start with the problem of the customer". Try to list the questions that your sales team is most often asked and selected 1 question to create your first content.

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Examples from the real thing that used to be successful: when the machinery company Turn the game with blocks and videos.

Imagine the company "Techmech Solutions" (assumed name) that sells machinery for industrial plants. Which is a complex and high price In the past, their cells had to take several months to meet, explain technical specifications, and build confidence for each customer.

Problems encountered: Sales grow slowly, customers spend a lot of time deciding, and the sales team are tired of having to give the same knowledge.

How to fix with content: Techmech decided to overhaul the strategy. They start to create a blog that provides knowledge on various topics such as "5 ways to choose CNC machines to suit your factory" or "Machinery Guide to extend the use of machinery". They also made a Case Study video for the old customers of Techmech, helping to reduce costs and increase production efficiency. As well as creating a landing page for downloading the E-Book as a in-depth manual

Results: Just 6 months after seriously starting content marketing, they found that there are Lead, an engineer and the owner of the factory contacting through the website, 300% LEAD is a quality Lead that has studied well. Allowing the sales team to close the sale faster from the average of 6 months to only 3 months. The most important Techmech has become a brand that has been accepted as "Real experts" in the industry are not just the machine sellers.

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If wanting to follow, what to do? (Can be used immediately): Checklist 5 steps starting the content marketing in B2B

Read here You probably see the power of content marketing, but the next question is "How to start?" Don't worry. I have a 5 -step checklist that you can do immediately. No need to use a large team or a complex tool.

1. Make an appointment to talk to the sales team (1 hour): This is your best treasure, information! Ask them, "What is the 5 questions that customers ask the most?" Or "What are the most worried customers before making a purchase?"
2. Choose 1 most important problem: Don't try to do everything at the same time. Choose the most painful questions or problems of customers. You can give the best answer.
3. Create 1 high quality content: take the answer to that problem as a content that you are good at. May be an article on the blog (Blog Post), length 1,000-1,500 words, make Infographic concluded, or record short video clips. Explain that "quality" and "benefit" is not just the sale of items.
4. Bring to promote in the right way: When finished Don't keep it alone! Send this article to the old customers to read, share on the company's linkedin and executives, or make an email newsletter to the list you have. This is the fireworks to your content.
5. Easy to measure, no need to be complicated: After 1-2 weeks, try to look at the back of the website of the website easily, such as how many people come to read this article? (Page Views), how long does they spend on this page? (Time on Page) This is a good starting point for learning. Read more about marketing guidelines from Moz's Beginner's Guide to Content Marketing to expand your knowledge.

Beginning does not need to be perfect. But the beginning is the most important thing.

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Questions that people tend to wonder And the answers that are cleared

Q1: Our B2B business is very special. Will someone read our content?
A: The more only the better! That means that your competitors are less. And those who searched for those specific stories Is the real target group that is likely to buy very high Creating content for the Niche Market, such as websites for accounting offices Considered a very powerful strategy.

Q2: We don't have time or the team to create content especially. What should I do?
A: Start with small things, don't need to do it every day. May start from 1 article per month. Or try to change the view from "new creation" as "new use of things" (RepurPose), such as the slide that has previously been made to sell customers into articles Or bring the questions that the customer asked in the email to write as a short Q&A

Q3: How long does it take to see the results from Content Marketing?
A: Content Marketing is a marathon. Not a 100 meter running. You may start to see the increased traffic in 3-6 months and will begin to see clear results in terms of Lead and sales in 6-12 months, but this is a "sustainable" and will be with you for a long time.

Q4: How to measure the success (Roi) of Content Marketing?
A: Can measure many dimensions From basic indicators such as the top of the website, ranking on Google, the number of followers To business indicators such as the number of Lead, the quality obtained from organic channels, the CONVERSION RATE from the Lead from content, and the value of the customer's life (Customer Lifetime Value) from this channel.

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Summary to be easy to understand + want to try to do

In summary, content marketing is no longer a "choice" for the B2B business in the digital age, but it is "necessary" for sustainable survival and sustainable growth. Stop selling and turning to give knowledge Is the best way to build credibility, attract the right customers, and build strong relationships in the long run It is an investment that provides rewards in both brands and sales.

Do not let the hesitation or fear that it must be "perfect" to stop you from doing it. Today, try to choose the question that customers ask the most often and start writing your first article. Don't worry if it's not the best. Because the best first content Is the content that "Published"

It's time to change your website to a powerful sales tool. And change your brand to a leader in the idea that every customer wants to work.

If you are ready to upgrade your B2B business to the next level But not sure how to start. The Vision X Brain team is ready to give advice and service. Website development, organization , complete website Designed to create business results in particular Contact us for free consultation today!

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