More, engaging content means more prospective customers and better conversion of those prospective customers. So how do I create engaging content? Think like a publisher.
I’m connected to a chap called Jeff Ogden on Linkedin. I bumped into Jeff when he was working for Greenlight Search. Now, he’s gone out on his own and runs a company that specialises in B2B lead generation. He’s doing very well, before you ask.
Now those of you that read my earlier post on marketing to high net worth individuals will know that us B2C marketers can learn alot from the very best B2B ones, expecially when we’re targeting HNW individuals.
Recently, Jeff put out a podcast on content strategies for B2B enterprises to generate leads called “Think Like a Publisher” which got me thinking – many more companies in the travel and tourism sector should be thinking like publishers.
- Well firstly, more content means better conversion. As a rule of thumb, the more content a potential customer can find on their chosen subject, the more likely they’ll trust your expertise on that subject and the more likely they’ll get in touch. Of course it can’t be any old rubbish – it needs to reflect areas on which your company is an authority, be consistent with the brand essence and values, be interesting and topical, and be part of a well structured site so that it channels your prospective customer rather than confusing her.
- Secondly, it means more potential customers coming to your site. More content leads to more relevant links being swapped on social media, RSS, bookmarking sites and via email. It means more content being indexed by Google, Bing etc and more frequent visits to your site by those search engines which can lead to improvement in your PageRank.
More and more companies are adopting ‘branded’ content strategies but for the only part of the right reason (if that makes sense). Content strategies shouldn’t only be used for search engines, and I’d always advocate creating content for people first and robots second.
I’ll cover some content generation ideas in another post, but bear in mind when you start out on this process that you’ll need to think about how you’re going to integrate this content on to your site (or on another site you create for it) and where, commercially, it make sense to focus. By that I mean if you have a wide product portfolio, which areas drive you highest margins – those are the places to start.