B2B Content Marketing Writing - Sell the Story First
When it comes to B2B content marketing writing, you must sell the story first. Here's what that means to your business and brand.
B2B Content Marketing Writing
Tell the Story First
Everyone loves a good story. From the time we're able to understand the world around us, the words "once upon a time" transport us to new worlds.
This is the power that we tap into when we tell brand stories. Unlike product descriptions or sales copy, brand stories shape perception by engaging the imagination.
Scientists tell us that information flows in different directions in the brain depending on whether we engage our imagination or reality. Sales copy which focuses on product descriptions engages the reality centers. Stories, on the other hand, engage the imaginative centers of the brain.
Despite the difference in how the information flows through the brain, imagination is perceived as reality by our minds. What this means to content marketers is that encouraging consumers to imagine themselves using a product (videos or stories) or facing a similar problem in which the product solves (case studies) brings people one step closer to actually owning the product. Engaging the imagination feels real; the next step is to make it real by owning the product.
Content Marketing Writing Storytelling Basics
Like all good writing, good B2B content marketing writing includes the basics of strong narration:
- A hero
- A villain
- A challenge to overcome
- A beginning, middle, and end
Let's look at an example: manufacturing ERP software. ERP, or enterprise resource planning software, is a business process management software. It integrates many areas of business knowledge, including accounting, finances, manufacturing, supply chain, inventory, and more.
Companies researching ERP software have a problem. Perhaps that problem is siloed information, a common problem faced by manufacturing firms that add software piecemeal over time and find that it's no longer working well for their needs.
Our hero, in this case, is the software. Let's name it Software X. Software X challenges a villain. The villain is the proliferation of software across the company. The challenge to overcome is how to synchronize information across multiple departments and plant locations.
One Narrative, Multiple Formats and Channels
I love writing B2B content marketing writing stories because one story can turn into multiple formats for a variety of channels.
Once I have the gist of the story and a hero, villain, and challenge in mind, I can then spin the story in many ways for different audiences.
I might:
- Write a series of blog posts about the "villain" or problem of older software not communicating with one another. The bad guy in this scenario is lost profits and time.
- Narrate it as a story using illustrations of a child's game of telephone where messages get lost as they are passed along. Removing steps in the transfer of information maintain data integrity and accuracy.
- Choose a different angle on the problem, such as how much time is wasted by gathering raw data and inputting it into spreadsheets in order to make it usable by the organization.
Once the basic story format is known, you can spin so many narratives and formats from it that it starts to fill an editorial calendar by itself!
In every case, the B2B content marketing writing begins with figuring out the story angle.
Every brand tells a story. The implicit promise, the problem solved, the villain conquered. Figure out the characters in your story and you'll engage the imagination of your customers, motivating them to take action.
Why Experience Counts: The Benefits of Hiring Older Workers
Experience counts in the business world. There are tremendous benefits of hiring older workers that many companies leave behind in their quest to be young and hip. If young, hip and millennial doesn't fit your brand, why go for it? Go for talent first in your quest to hire the best.
SEO Expert Reveals 3 Secret Optimization Tips
As an SEO expert, especially in the realm of marketing writing, I have my 'secret optimization' tips that I use to really grab Google's attention in the SERPs.
These are my three most powerful SEO tips.
SEO Expert Tips
These secrets aren't some arcane knowledge available only to a powerful few. They aren't really secrets, either -- just search engine optimization techniques that the average site owner or blogger doesn't bother with using.
- Optimize your images
- Use plenty of internal links
- Write in a natural, conversational style
1. Optimize Your Images
Images are the unsung heroes of search engine optimization. Many people use Google Images to find out more about a topic of interest. Just the other day, I used Google's Image search to identify a bug, check on a rash on my cat, and find a map of a city I used to live in. Okay, weird searches to be sure, but a Cooperative Extension website, veterinary hospital site, and a town website each received search engine traffic from those images.
When optimizing images, be sure to incorporate several best practices:
- License images properly and be sure to follow use and attribution requirements or take your own pictures
- Resize images from your camera to minimize the file size! This is super important. Big images slow down your website and Google hates slow sites. Resize as JPGs to the proper size for your site.
- Use a compression tool such as the Smush WordPress plugin to further shrink image file size and make them load faster.
- Rename the file with your keyword phrase.
- Add an alt tag that accurately describes the image and utilizes a keyword phrase or synonym if appropriate
SEO experts agree that optimizing images may help boost your posts!
2. Use plenty of internal links
I love internal links for SEO for a variety of reasons. Not only do they link to other content on your site as a helpful resource to readers but they give Google's crawls more pathways to follow to find and index additional pages.
Use plenty of internal links but be sure to link from a keyword phrase or at least a useful phrase. Avoid "click here" and "learn more." Yes, I know, this SEP expert has indeed done that on this website, but I do so only when it is a simple call to action. Blog posts like this one are linked from within to juicy keyword phrases.
3. Write in a natural, conversational style
Have you heard of BERT? BERT is Google's new natural language processing code and it is driving an enormous change throughout many industries. It's an open-source code, which means that Google has shared it with other companies, too.
BERT processes language in context. It can read the words both before and after a phrase to understand a search query better. Unlike other artificial intelligence language processors that look at words in sequence, BERT can understand everything in context...so it knows when you mean the past or present tense of the verb "read" for example.
More people search using voice-activated tools than ever before and that trend is likely to continue in the future. The more natural your online content sounds, the better.
Avoid stilted, outdated SEO writing that uses rigid rules to infuse keyword phrases into the content. The days of writing X keywords Y number of times into the content and calling it a day are over and have been since 2012.
Natural writing, conversational writing, and writing that matches a user's query exactly carry more weight with Google than ever before.
Revise, Refresh, Keep Writing
Revise and refresh old blog posts. Keep writing new ones.
One of the beautiful things about the internet and search engine optimization is that it's never-ending. I used to think of it as "once and done" but it's really an ongoing, evolutionary process.
As you learn more about SEO, use what you have learned to improve old posts..
If you need help, we're running a Winter Blogging Special to help you produce SEO blog writing that gets your blog noticed.
Should You Start a Blog?
Did you know that February 7 is international Start a Blog day? Plan now to begin the blog that's been on your to-do list forever!
It may seem crazy to encourage people to start a blog. After all, there's a ton of blogs out there covering almost every topic you can imagine. Mom blogs, cooking blogs, business blogs, gardening blogs, you name it, there is a blog for it.
Even though the internet seems saturated with blog content, there's still room for more blogs. If you have an original idea and are willing to invest the time and energy into creating unique content, blogging may be a good way to generate site traffic and content for your digital advertising programs.
5 Reasons to Start a Blog
- Search visibility - blogs enable site owners to post multiple pages with keywords associated with their site. Think of each blog post like a page and you'll see what I mean. Each post acts as a potential entry point into your website, adding plenty of places for Google to find, index, and serve your site to searchers.
- Branding - a blog provides your company with a unique opportunity to share your perspective on business issues. A well-constructed blog filled with content that supports your brand style offers another excellent branding opportunity.
- Social shares - blogging provides fresh content links to share across multiple social media platforms. Such links may reach new audiences, people who may not otherwise have found your site.
- Expertise - sharing your expertise on a topic helps boost your digital persona. A digital persona is an online impression people receive from all of your online interactions. Blogging around a topic of interest provides a focus to find experts on such a topic, and others may seek you out based on your posts.
- Profit - yes, blogging can be profitable. A good blog can earn money through advertising, affiliate programs, product sales, and more. Some bloggers do earn their living solely from their blogging work and related products, such as books and courses, they sell from their blogs. How profitable a blog can be depends upon the skill of the blogger, the audience, and the topic, of course, but I do know two people who make their living solely through blogging. It can be done.
Two Popular Free Blogging Platforms to Try
Today on this "start a blog day" check out the two most popular blogging platforms.
WordPress: WordPress remains the most popular blogging platform despite a steeper learning curve than its competitor, Blogger. A free WordPress blog offers an excellent starting point for any content and can be upgraded to a paid site. (We recommend Web Design of Palm Beach if you want to upgrade. They host our sites and do a great job.)
Blogger: I started most of my blogs on Blogger. It used to be independent but is now owned by Google. It's difficult to create pretty blogs using their outdated templates but it is an easy, intuitive way to start a blog. Plus because it is owned by Google it is easy to incorporate Google AdSense and track your posts.
Now is the time to start a blog. If you'd like help starting a blog or creating unique content for your blog, please contact Seven Oaks Consulting. We provide consultation and writing services with an emphasis on SEO writing, including blogging.
Facebook Business Pages: The Dangers
Many small business owners rely on Facebook business pages for their online presence. "I don't need a website," they tell me. "See, I get this free Facebook business page and I can promote my company as well as share information with my customers."
Our local health food store has a business page...the dog trainer I follow for tips to train Zeke has a website and a Facebook page, but he rarely updates his website. Local companies often spend time and effort on their Facebook presence without a website.
It's a huge mistake. Marketing misinformation is rampant, especially around setting up a presence online. Be smart and avoid these mistakes.
She Lost Everything When Her Facebook Business Page Was Hacked
I felt like a broken record telling small business clients, "Don't do this" but it wasn't until an email reached my desk today from fellow marketing consultant Sandra Martini that I saw firsthand the chilling effects of what happens when a Facebook page is hacked.
Sandra's email detailed a nightmarish story unfolding on her Facebook account. Sandra's business account generated $50,000 of sales (her business books and consulting packages) yet she lost it all in one day.
Here's what happened.
Someone hacked her Facebook account. That person began charging advertising to her account to the tune of $1,600. Then, they reversed the charges and took the money. Facebook immediately canceled her accounts -- all of them -- for suspicious activity.
Sandra lost:
- Her business Facebook page, which she had spent a decade building
- Her personal Facebook account, which she used to keep in touch with family and friends
- Access to several clients' Facebook pages which she was responsible for managing
Her words of advice: Never have only one administrator on the account. Always have a backup. And never rely solely on Facebook pages for revenue, customer contact, or your business presence.
Why Have a Backup Administrator on a Facebook Business Page?
When Sandra's account was hacked, the company notified her of suspicious activity. Since she was the only person on the account, however, when they locked the account, she had no way of recovering the information.
A second administrator unlinked to her personal page may have been able to salvage the account and with it the decade of hard work that she'd put into building her social media presence.
Granting someone else in your company admin rights to your Facebook business page is a smart idea.
Websites Are Essential for ALL Businesses
It sounds strange to have to say this but yes, a website is essential for all small businesses today. It should be built for mobile-first as the majority of people now use mobile devices to access the web. It should also be properly optimized for search engines. Even if your business relies on local traffic only, people still search online for your address, phone number, menu, hours, or other information.
When you build your own website, you own it. Unlike a Facebook business page, which can disappear at the whim of Facebook, your website is your own property and a valuable asset for your company. Purchasing the domain name and setting up a simple hosted WordPress site may take a few days, but it is well worth the effort and gives you a prime piece of 'online real estate' to call your own.
If you're not sure how to set up a website, please contact Seven Oaks Consulting. We'd be delighted to help you build a permanent online "home" for your business - aka, a website.
More Free Marketing Articles for You
Marketing Case Study: Mailing List Fail
Direct mail continues to produce strong results with an average response rate of 9% for house lists. A house list is a list of a business' customers or people with whom the business has a connection.
Prospect lists also do well these days with an average 4.9% response rate. Prospect lists can be sourced from other companies, compiled from public directories, gathered from subscribers of magazines, or rented from sweepstakes and coupon companies. The results of a mailing using either a house or prospect lists depend, of course, not just on the list, but on three additional factors: the offer, timing, creative.
This marketing case study looks at how a company got everything right...except for the mailing list.
It's a company you may have heard about: Chewy.com.
Marketing Case Study: Pet Product Company Mailing List Fail
Chewy.com is an online retailer of pet products selling everything from dog training equipment to goldfish food. They are known for great customer service, fast shipping, and competitive pricing.
A few months ago, we received an offer of $15 off of our first order. With seven cats and a new puppy on the way, we gladly used our coupon and were delighted with the entire ordering experience. We purchased cat food and continued to hope for more offers from the company via email, but the offers we received were for specialty products and gourmet foods, which our rescued cats don't get. (Sorry, fellas, but y'all just showed up here...you get what you get, and that's Friskies and Meow Mix.)
Marketing Case Study: Direct Mailing List Failure
Then in July, we received another mailer from Chewy.com. This mailer touted $15 off again. We held onto it knowing our new puppy, Zeke, would arrive in August and need some items.
We tried to utilize the coupon this week only to find we could not - it was for first-time customers only, and of course, we were returning customers now.
It was supposed to be our second order. We did not place the order.
Always Suppress Current Customers from a Mailing to New Customers
Chewy offers excellent customer service, but somehow, their marketing department neglected to update their mailing list against their customer list.
An offer for a new or first time customer should NEVER be sent to current customers.
Mailing lists can be compared using specialized software so that any potential duplicates are flagged and removed. If Chewy purchased a list of pet owners or people who own pets, for example, they could then send this list to a mailing list company or data provider and have any potential duplicates suppressed from the final list.
Why bother spending the money to suppress duplicates?
Because customers like us, eager to order again, left disappointed and annoyed at the fine print on an offer that we thought we qualified for but didn't.
If a company mails us a coupon, we assume we can use it. It should never be incumbent on the customer to get out a magnifying glass and check the fine print on the offer. And it is deadly to your e-commerce business to have customers get all the way to the checkout and as a last step, enter a coupon code only to be told the offer isn't valid.
We abandoned our shopping cart and bought the cat food and dog harness from Amazon. No, we didn't get $15 off, but we got free shipping and didn't feel cheated by the offer.
Key Takeaways: Direct Mail Basics
DO...
- Create a compelling offer. The Chewy offer was great. So was their timing and their creative execution.
- Be 100% sure that offers for new or first-time customers ONLY get sent ONLY to new and first-time customers. You can do this by sending your list data to a mailing house who runs it through a computer program and compares the prospect list to your customer file and suppresses any duplicates.
- Provide a way to honor the coupon if you make a mistake. Don't just turn customers away.
If Chewy woos us back with a great offer, we may consider shopping from them again. But with Amazon so convenient and accessible, and no feeling of being screwed over by them as we did when we were disappointed at finding our coupon didn't work, we may not.
Good Management Is An Art
Good management is an art rather than a science.
Indeed.com, like many websites, offers skill tests. I've taken a few. Some are crazy hard, some aren't what you think they are, and some, like Goldilocks and the Three Bears, was just right.
The marketing tets - just right. The SEO test - just right. But the management skills test? Difficult to say.
The test included multiple choice questions as well as audio clips that you listen to and then choose the correct response. The audio clips were strange. They were supposed to be a manager talking to her team. You're then asking to evaluate her management skills.
Why the Test Is Flawed
My issue with the test is that I believe management is a nuanced skill. No two situations require the same approach. I once had an employee who was chronically late for work and showed up clearly hung over. His tardiness differed from another employee who also showed up late and seemed hung over. Her issue, I later learned, wasn't overindulgence in the party lifestyle but rushing to drop off a cranky child at daycare every day.
Should I have immediately judged both employees similarly? You can't apply the same response to each person. I knew, for example, that Employee B was a single mom. I suspected Employee A had been hitting the bars and dance clubs too often and too hard. But the only facts I had to deal with were 1) they were both showing up for work after 10 a.m. when business hours required them to be at their desk at 9 a.m.
My preferred approach is always to sit privately with someone and ask what's going on. If I've built up enough trust with someone, they will tell me what's going on. In all cases, I try to find a happy medium.
For Employee B, we agreed she could work through her lunch hour to make up the hour she missed. Her job required her to be on location, at the office, but whenever we could allow her to telecommute, we did. It seems clear to me that single parents, male or female, may need a little more flexibility to handle unexpected childcare needs.
For Employee A, after our discussion, he admitted he was having trouble with drugs and alcohol. That was a punch in the gut for me as I cared for him very much as a person and a friend. I'd worked with him for a long time and it was hard to hear him tell me some things. In the end, though, I worked it out with human resources to find him the assistance he needed to get treatment for his addiction problems. It was tough.
Good Management Is an Art
Good management is an art and a learned skill than a science. I've attended management courses throughout the years and all have been helpful, but the most helpful management training I received was direct mentoring from one of the best managers I have ever worked for in my career. He took me under his wing and coached me to be the manager I am today.
I would never say that I'm a perfect manager, by any means. But I successfully manage teams I've never met through remote, telecommuting work, because I ask the right questions, build rapport, and hold people accountable.
These are things that can be difficult to measure in a multiple choice test. But when all is said and done, no two people manage the same way. It's really all about fit with a company's style, culture, and the manager's approach.
Making Virtual Teams Work
How do you make a virtual workforce a thriving part of your company?
Many companies need extra help during peak season. Some require specialized skills or a temporary opening filled. In these cases, a remote worker, also known as a virtual worker, telecommuter, or telecommuting freelancer, may be the answer.
So why don't more companies avail themselves of the miracles of technology and find the absolute best person for the job, allowing them to work remotely?
For the past ten years, I've managed virtual teams. I began managing editors and writers for a major website. In that role, I didn't choose who I worked with--I inherited teams from the previous editors. The company had strict working requirements, provided specialized software, and offered clear guidelines and quotas for monthly content.
In this example, a virtual workforce worked very well for the company. Not only did they achieve their revenue goals, but they were able to expand into multiple content niches because they drew from an enormous pool of writers scattered geographically far from their headquarters. They didn't care if you lived within 10 miles or 1,000 miles from headquarters.
How did they achieve what other companies fail to do?
Clarity. Communications. Accountability. These are the hallmarks of happy, healthy virtual teams. Layer in some flexibility and its sister, creativity, and add to it the notion of reliability from both the company and its workforce and you've got a winning recipe for a happy, healthy virtual workforce.
In my latest article for Medium, I distill ten years of virtual management wisdom into an eight-minute read. For those looking to expand operations or improve the talent pool, consider a virtual workforce. Not only can it work well, but it can also work exceptionally well for your productivity, profitability, and service.
Ready? Let's go virtual. Read the full article: How to Build a Healthy, Happy Virtual Workforce.
Three Leadership Qualities
We often equate leadership qualities today with qualities that are actually antithetical to good leadership. The bluster, brashness, and bragging often associated with leadership point to weakness, not strength, when it comes to leaders.
What makes a leader?
Watching the coverage this week of former President Bush's funeral, I was struck by several things.
President Bush exhibited a gracious approach to life. He understood the power of a simple thank-you. He understood the power of kindness. Not many leaders today, in business or in politics, understand this.
Secondly, his humility impressed me. All of his speeches formed humble pictures, many tributes to others. The elegance and grace of his words spoke to a time when American understood that political stance and divisive behavior moved aside post-election.
Lastly, his ability to connect with others, some of whom were former opponents, clearly spoke of leadership qualities.
I made a video discussing my impressions of these leadership characteristics and how business people may parlay them into qualities for success. Watch it below.
Business Leaders, Take Note
There are several lessons to be learned from this. CEOs and business leaders who understand the power of kindness and a gracious approach to their everyday interactions with their peers and subordinates tend to achieve better results than those who act dictatorially towards their staff.
Research bears this out. A study from the State University of New York at Binghamton demonstrates that leaders with a benevolent style tend to achieve stronger result than those with a dictatorial style. In other words, nice leaders finish first.
Are You Afraid to Be "Too Nice?"
I've heard that so often in my career - leaders saying they put on a mean mask to prevent others from thinking they are 'too nice.' They think that if subordinates view them as nice people, they will be viewed as weak and others take advantage of them.
St. Francis de Sales, a 17th century bishop of Geneva, Switzerland, wrote, "Nothing is as strong as gentleness, and nothing is as gentle as strength." Be gentle, kind and firm, and you will achieve the best results. Consistent guidance, clear communication, and a kind approach to human relationships will always take you further than you anticipate.
Stopping Workplace Gossip
Stopping workplace gossip may be impossible, but it should be among your priorities as a leader. Workplace gossip wastes time, ruins reputations, and generally does more harm than good.
I've written a new piece for Medium this week Gossip in the Workplace - Stop Before Someone Gets Hurt.
I know that it is human nature to gossip, to share, to communicate. But I also believe that gossip can be the root of many workplace evils. It certainly wastes time. It can ruin good people's reputations and cause damage that takes a long time to get over.
As a Virtual VP, a manager who heals and energizes teams for companies worldwide, I know that gossip flourishes in a culture of fear. Excessive workplace gossip is often a sign of poor communications. Employees, starved for accurate, honest information, speculate and share their guesses (gossip) for validation and feedback with coworkers. The result? Gossip, a lot of incorrect guesses, and a corporate culture that thrives on rumor. When the rumor mill takes over and is the best source of information in a company, you've got an unhealthy company environment that should be fixed.
The Cure for Workplace Gossip
The cure isn't simple but it is straightforward. To stop excessive workplace gossip, focus on:
- Honesty - be honest with your employees even if the news is unpleasant
- Truth - always speak the truth when asked a question. It's better to say, "I can't answer that now" than to
- Trust - develop a reputation as a trustworthy leader, and those who work with you will trust your word when you speak
- Openness - openness goes hand-in-hand with honesty and truth. Be open with your team about what's going on. Share what you can. Keep them updated. Enact an open-door policy so they can talk to you about whatever is bothering them.
Gossip flourishes in a culture of secrecy. It's like a mushroom; it needs darkness to thrive. Honesty, truth, trust, and openness are light and air and warmth thrown onto a cold, slimy, dark situation. They squash rumors and keep the air clean, the office free from harmful gossip.
Think of truth like Lysol for the conversation. It kills 99% of gossip germs before they start.