B2B Monday Myth: Creating Content Is All You Need To Do

by MGB2B

The Myth: All I need to do is create good content, and people will find it.

The Truth: Content found organically is wonderful, but you’ll need to distribute it in other ways to get more quality leads.

In the last few years, the role of content marketing has grown exponentially. Many businesses, large and small, have poured a hefty share of their marketing budgets into content creation and have increased conversion because of it. But is creating quality content with great SEO all you need to reach your target? Accomplished content marketer and author of The Content Formula, Michael Brenner, puts it this way: “Even great content needs a push.” So what are the best ways to push your content?

How to Distribute B2B Content:

Paid Search

Paid Search, also referred to as Pay-Per-Click (PPC), is one of the best ways to reach prospects with your content. That’s because you are reaching people who are actively searching for what you have to offer. Plus, when done correctly, it can help you secure a spot on Google above organic listings. Although it can be a bit costly, the benefits are well worth the investment.

One of the main benefits is that you can make real-time changes to your messaging. Arguably the best feature of Paid Search is that you can target your messaging, and then easily change it up at a moment’s notice. You can run several different ads to see which copy drives the most prospects to your content, then cut out the ads that aren’t performing and sink that money into the high-performing ad to drive more quality leads.

You can also geo-target your ads, so that you are reaching people only within the markets you want to pursue. If you have a limited Paid Search budget, this feature can be very useful.

Paid Social

A close relative of Paid Search is paid social. The major difference is that instead of advertising on search engines, Paid Social allows you to advertise on social media. Paid Social allows you to reach beyond just your followers. Facebook in particular, really enables you to narrow your target. You can actually have a Custom Audience made up of your database of prospects. If you have over 100 people on your list and they are on Facebook, you can serve up ads directly to them. You can also retarget people who have visited your website to capture those who have shown interest in your product or service, but maybe weren’t ready to convert yet.

You can also target your ads in order to add new people to your prospects list. You can target by demographics and location, but also by categories like Employer and Job Title, so your content is getting directly into the hands of people who will find it useful.

Trade Publication Programs

While the consumer magazine industry may be dying, the trade pub industry is alive and well. And a good relationship with your industry trade pubs can be a great tool to have in your arsenal. Getting access to their lists is one of the best ways to grow your list of qualified leads. These are people who are already in your world, looking for content that is relevant to them. Some publications already have elaborate content distribution programs in place. All you have to do is give them your white papers and infographics, and they’ll circulate it to the right people in their database for you.

Creating compelling and relevant content is only the half the battle. Paid media strategies greatly improve the chances of your content being seen by the right people at the right time. And that translates into highly qualified leads for your sales team. It’s an effort that is easy to fine-tune and well worth the money.