Make Your Content Marketing Relevant
If it's your service, or coming from a client, address your audience's needs.
Itâs sad but true, Virginiaâless than half of IT decision makers consider the marketing content they receive from the vendor community to be of any use. How do we know this? We polled them of course! Surveys never lie, but thereâs reason to believe that this one was particularly accurate. For one thing, the sample was quite sizeableâover 860 corporate IT buyers. For another, its conclusion is supported by droves of anecdotal evidence: Literally dozens of formal interviews, casual conversations and email exchanges that weâve conducted with corporate IT managers during the past year echo this view. (A survey and whitepaper, âTech Marketing Best Practices: The Complex Purchasing Processâ can be downloaded here. )
So how do we get on the right side of this equation and ensure that the content we deliver to this audience is both useful and well received?
If you chat with an IT executive, and ask what sort of content he or she finds useful when researching a new project or purchase, that executive will generally mention three things:
1. The information has to be credible. In other words, it has to be derived from information sources that are recognizable, verifiable and respected.
2. The information has to be relevant. More on this in a moment.
3. The information has to be accessible. In other words, if your prospective buyers canât find it quickly and easily, it doesnât matter how relevant and credible it is; itâs just not going to do them any good.
Of these three concerns, the second is the most pivotal. After all, if an IT decision maker isnât interested in the topic youâre discussing, then he is not going to care whether he can locate the information or trust its source. So the more closely your marketing content is aligned with the immediate needs, concerns and perspectives of the prospects, the more relevant they will find it.
In our experience at UBM TechWeb, the chief reason so many IT buyers are turned off by vendor content is because the material is presented from the vendorâs point of viewânot the IT buyerâs. This is a very easy sort of error for a marketing department to fall into. Companies, like people, get caught up in their own dealings and end up seeing the world through their own prism. It may be a perfectly valid viewpoint, but it tends to reflect your bossâs prioritiesânot the buyerâs.
Instead, tech marketers, or any other brand marketer for that matter, need to develop content that deliberately and explicitly addresses the buyerâs viewpoint. Here are some key things to consider:
â˘ Are you speaking to the right audience?
Different segments of buyers in a market vertical look at the same issue differently. For instance, in the IT market, itâs often much easier for small to medium businesses (SMBs) to outsource certain services, since they have smaller IT departments and fewer legacy systems in place. Enterprises, on the other hand, often have much higher thresholds for governance, regulatory and security requirements that have to be met. Your content should reflect the concerns of the group you want to target.
â˘ Are you answering your buyerâs most important question?
Nine times out of ten itâs this: Why is the product or service being promoted important to the prospect? In other words, what business benefits will the buyer receive from the offering? Do a good job of answering this and the contentâs relevancy goes way up.
â˘ Are the prospects' most important concerns being addressed?
Whatâs the current business environment like for the target buyers? What are their biggest challenges? What opportunities are they trying to seize? Addressing these questions puts the message in a context that really matters to the prospects.
â˘ Are you providing data and analysis your audience canât easily get someplace else?
This is a great way to provide unique value that will engage prospects. Conducting a survey is one way to get this kind of information. It gives a report credibility and the opportunity to collect data thatâs specific to a target market.
If you want your content to be useful, it has to pass the buyer-perspective litmus test. Once it does, then youâve taken an all-important step towards attracting and engaging with your target audience.
-- Elliot Kass is Vice President of Content Marketing at UBM TechWeb. He has more than 20 years of experience in high-tech journalism, branding and marketing services.
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