Developing and marketing content can open and close sales doors.
Imagine your prospect receiving a steady flow of quality educational content from you that engages him.
What happens when you call?
He answers your call because he has already read or heard about you.
He may even seek you out based on a referral from someone you engage through content.
Use content to create an image of authority. Become known as a reliable source for practical knowledge with educational value.
Over time, you begin to earn authority from your audience.
Founder of the Content Marketing Institute, Joe Pulizzi says “The one who has the more engaging content wins, because frequent and regular contact builds a relationship” with opportunities for conversion. “Advertising is a luxury,” Joe says, “but content is survival.”
We’re enthusiasts of high-quality content. When done well, it conditions and nurtures prospects through the pipeline.
Educational content helps to drive lead flow.
Think of white papers. Articles. Blog posts. Email. Newsletters. Webinars. Videos. Podcasts. Infographics.
We’ve landed many high-end appointments from white papers. Read our eBook, Convert More Sales with One Simple Strategy: Time Content Distribution to the Movement of Prospect Through the Pipeline.
The right content generates web traffic, downloads, and conversions. Of course, you must market your content to the right audience.
Content marketing in the sales environment helps drive revenue growth.
From Forrester: “B2B buyers are living in a 2015 digital-first world, but B2B sellers are still living in a 1965 salesman-first world.”
New Forrester data shows that nearly 75 percent of B2B buyers prefer to buy online when purchasing products for work.
Only 25 percent of B2B companies actively sell online.
Gartner/Forrester’s research goes so far as to suggest by 2020 up to 80 percent of the buying process will occur online without any human interaction.
It’s time to decide. If you’re in three-quarters of companies not selling online, talk to us.
Do you attend trade shows, advertise, mail newsletters or cold call? Consider augmenting these offline efforts with inbound marketing─use blogs, eBooks, search, social media and other types of content marketing designed to attract prospects from the outside in.
Outbound marketing pushes the message out, whether someone wants it or not.
Inbounding marketing pulls prospects to you to nurture and self-qualify.
Why not reach buyers at different levels of awareness and consideration, and guide them through your pipeline?
We call it all-bound marketing and educate our clients to concentrate on actions that generate measurable results within limited resources.
Content Marketing Sales Funnel
Did you know 71 percent of internet leads are never followed up? [Inside Sales]
When they are, “the salesperson who does call, only makes 1.3 call attempts before giving up and moving on.”
What’s the prospect to do when his lead query falls into a black hole?
You catch him in a safety net of high-quality educational content.
Content must take its rightful position in your revenue growth planning.
Because in the end─
Your prospect wants real value.
That leads to a positive sales experience.
Which develops into a trusted relationship.
Notice 70+ percent of customer loyalty comes from the sale experience and brand impact.
Use the power of content marketing to build that trusted relationship you so desire.Learn more about PleinAire Strategies