When you say and see content marketing touted all over the Interwebz, it’s more about blogging, right? But what about the other pieces of content so critical to attaining goals and objectives? The white paper is one of the most important documents a business can include in its content marketing strategy; yet, few engage with white papers?
The first reason there are fewer white papers is obvious – they are more challenging to write, right?
Secondly, if a business does not have a solid inbound marketing strategy to use white papers as a lead generator for sales, then companies merely rely on blogging.
Revisiting Inbound Marketing
As a digital marketer, the goal for inbound marketing is to feature content as the lure, if you will, to generate leads from external audiences which turn into conversions.
Think of a funnel when considering what inbound marketing looks like. At the top of the wide open funnel is a wide berth of content ideas e.g. 10 reasons why you need a certified plumber; 25 social media tips from an SEO consultant; 7 critical mobile apps to fuel your mobile marketing strategy in 2014, and more.
Selling. Relationship building, and the deal. What do you think is the most important when someone is trying to make the sale? The deal may be the lowest and best one; yet, there’s something more to earning the sale than just the numbers.
As a professional blogger and public relations professional of three decades, I am pitched every day by sales people trying to lure me in. The tools of my trade are expensive especially for any solo business, and I know I must make an investment in many of them in order to service my clients well and efficiently.
Each year at this time, it becomes a battle between the two largest media vendors and others wanting a piece of the action vying for my business. Each year I weigh the deal to determine the best approach for my clients. But, this year was different.
7 Selling Factors to Earn the Business
When you’re a solo business and every expense penny counts, the total of the expenditure matters. How much is the very first answer I want to hear.
Sadly, one of the vendors has a revolving door of sales staff. They email and call me frequently, they fight over territory, and I never know who my sales rep is should I need to call. The trust in the infrastructure of an organization is absolutely akin to the stability of the sales team. On the other side of the street, I just heard from the same sales rep I had last year; this business is tough…having the same face and name selling me over two years says something.Read More →