What are manufacturing marketers prioritizing in 2020? According to the latest Content Marketing Institute (CMI) research, “Manufacturing Content Marketing 2020: Benchmarks, Budgets and Trends,” it’s both content quality and quantity, as well as distribution and promotion.
Unique challenges manufacturing marketers face include overcoming the traditional marketing and sales mindset and creating content that appeals to multi-level roles within their target audiences.
This post takes a closer look at these priorities and challenges, and offers ideas on how to successfully address them.
Marry quality and quantity together
Fifty-six percent of manufacturing marketers will be focusing on content quality/quantity. However, the choice isn’t between creating a lot of average content or a few pieces of high-quality material. You need to have both quality and quantity. But with limited resources, how do you do it?
- Focus content creation on your areas of expertise that are of most interest to your target audience. You will create better content if you have access to subject matter experts.
- Always create content with the needs of your audience in mind. What do they need to know? How will this information help them?
- Re-purpose content for multiple uses to increase the quantity of pieces. White papers can be become technical articles or a series of blog posts. Create both a video and a text version of a customer case study or testimonial. Use a trade show presentation as the basis for a webinar.
- Outsource some aspects of content creation. Most manufacturers (64 percent) do. Contract with writers or designers who have experience and knowledge in your field to help ease your burden.
Seek new content distribution channels
Fifty-two percent of survey respondents want to improve content distribution/promotion. Most already rely on a combination of both paid (social media advertising/promoted posts, pay-per-click, sponsorships, banner ads) and unpaid (social media, company website/blog, email) distribution channels.
There are also other distribution and promotion tactics you can consider. For example:
- Events and speaking engagements can be a conduit for content in the form of presentations and handouts.
- Building relationships with the media and industry influencers can help you place articles or promote specific content.
- Contributing guest posts or articles to third-party publications can extend the reach of your content to new audiences and markets.
Always be educating
Fifty-five percent of manufacturing marketers cited their top challenge is overcoming the traditional sales and marketing mindset. This isn’t surprising. It’s the nature of sales and marketing to be promotional, but the nature of content marketing is educational.
The challenge, then, is not only to make sure your marketing content is educational rather than promotional, but also to educate your marketing colleagues and executive team on how content marketing works.
Your audience is seeking relevant, educational information that can help them make more informed and confident buying decisions when they are further along in their cycle. But in the early stages of their buy cycle, before they have contacted you, it’s all about education. Engineers don’t like to be sold to, they like to be educated, and if you’re aggressively promoting early on, they will be more likely to turn away from you.
Keep reminding your team that tradition doesn’t apply when it comes to content marketing. Success is all based on educating your audience with facts, data, and defendable positions.
Create content for different buyer roles
The second unique challenge, reported by 53 percent of manufacturing marketers, is creating content that appeals to multi-level roles within their target audience(s).
Serving the information needs of technical professionals operating in different roles and different mindsets may seem complex, but there is a straightforward and useful way to approach the challenge. Whether an influencer, recommender or decision-maker, the audience you are creating content for is generally driven by one of three concerns. Make sure your content meets the needs of these three different buyer roles:
Analytical concerns — Does the product solve my problem?
The analytical buyer is often the first point of contact your company has with a potential customer. They’re the person who has performed initial research to identify the suppliers, products or components that could meet their needs.
They’re asking: What functions does the product perform? What are its specifications? Why is your product better than another product? Or: How does your service meet my needs?
Economic concerns — Will we earn a return on investment?
Economic buyers often have significant sway in any large or long-term purchase. Economic buyers ask if the return they earn in terms of economic benefit will be higher than the price they pay for your product or service.
The benefits to economic buyers might be measured in terms of expected time savings, increased efficiency, uptime, product lifespan, reliability, warranties, or other factors.
Technical concerns — Is it the right fit for my company?
The technical buyer is often behind the scenes and may not come into play early in the buy cycle. They are concerned with the bigger picture of whether your product, component or service will fit into the larger technical infrastructure, environment or policies at their company.
For example: Are your products compatible with other products the customer uses? Do your products integrate well or will modifications elsewhere be necessary? How is support provided? These questions are particularly relevant with software and hardware purchases, but also for other industrial products.
For complete survey results, download your complimentary copy of “Manufacturing Content Marketing 2020: Benchmarks, Budgets and Trends.” This report can help you improve your own content marketing efforts by discovering how other manufacturers view content marketing, where they plan to focus resources, and what challenges and opportunities they see on the horizon. Download your complimentary copy today.