8 Core Benefits of B2B Content Marketing

Many of us have seen the impressive numbers around B2B content marketing usage. If you haven’t, here’s a snapshot (courtesy of the Content Marketing Institute):

B2B Content Marketing Usage

B2B Content Marketing Spend

While these figures are encouraging, they likely aren’t enough alone for you to adopt a full-fledged B2B content marketing strategy. Here’s a closer look at eight core benefits of B2B content marketing to help make the decision simple.

Content Marketing Generates (Qualified) Website Traffic

An effective B2B content marketing strategy will entice prospects and customers to click into your site without a sales pitch being the driving force.

When developing content, think about the ways you can answer the audience’s questions and provide them with the information they need to become more aware of your service before committing to a purchase.

Most B2B products and services provide a solution to a very specific need – therefore, pages of content that are being visited on the site are likely being seen by a targeted and qualified audience.

Content Marketing Generates Conversions

Yes, any qualified traffic being sent to the site is great for visibility and brand awareness. However, at the end of the day, you want to be able to create content that will bridge the gap from the unknown (generating awareness) to the “money making” sections of the website.

Think about ways you can creatively drive the traffic you’re generating from informative blog posts to product or contact pages.

Remember to make the call to action (CTA) as natural and relevant as possible. After all, the customer or prospect clicked the piece of content to learn more about the associated keyword or keyword phrase (don’t make your content a billboard!).

Content Marketing Creates Brand Leadership Position

A B2B content marketing strategy can give your organization the ability to become involved in conversations that are happening across the industry.

For example, one of our network security clients recently published a blog post around best practices for dealing with the WCry ransomware that has made headlines around the world.

By becoming an active participant in this conversation, they’re able to showcase their industry knowledge and further solidify themselves as a leader in the network security space. Without a content marketing strategy, they would be reliant upon stagnant product or services pages to do all the heavy lifting.

Content Marketing Builds Foundation for Fending Off the Competition

“Keeping up with the Joneses” is a very meaningful term in B2B marketing. Content marketing strategies can help you generate all the content needed to dominate the space and erase the competition from the picture for a specific search term.

While you may have a product page ranking on the first page of organic search for a specific term, you could be ranking behind a competitor with a much more powerful domain.

Additions to search results pages, like the Google Answer Box, allow smaller or lesser known organizations to topple the industry juggernauts around a target phrase.

If you think outside the box and generate a well-thought-out piece of content, you just may find your website owning additional search real estate and pushing your competition out of the neighborhood.

Content Marketing Improves Priority Keyword Targets

As my colleague, Derek, noted in a previous post, “Keyword research is a fundamental tactic providing business direction for B2B search engine marketers.”

The keyword roadmap should also be closely followed when developing a content marketing strategy, as content assets give marketers an opportunity to place relevant keywords in the page titles, meta descriptions, and the body of text.

When creating content with specific keywords in mind, be sure to include relevant crosslinks to other pages on the site – this will encourage search engines to frequently crawl your site and learn more about its web pages.

Content Marketing Generates Links

The SEO landscape changes by the day, but the importance of links remains a staple to search marketing success. However, the days of submitting homepage URLs to directories for SEO benefits are long gone.

To achieve a higher domain authority, you must be earning high-quality links to relevant websites.

A B2B content marketing strategy makes this possible. In addition to developing content that will be published to your website, also think about making time for identifying third-party contribution opportunities.

Contributing to third-party websites will increase your website’s perceived expertise, authority, and trust with search engines.

Take a look at this Moz post for more link-building information.

Content Marketing Opens New Channels for Conversation

As you develop content on your website or on your corporate blog, think about the other ways it can be used to generate new conversations.

Successful B2B marketers leverage social media channels like Facebook, LinkedIn, Twitter, etc. to syndicate or share content with their audiences.

  • Do you have an awesome infographic on your website? Share it on Pinterest.
  • Do you have a long “how to” guide living on your site? Put it into a presentation format and post to SlideShare.

By doing these things over a period of time, you will find your social following growing and more avenues where valuable conversations are happening.

Content Marketing Should Be Cost Effective

Yes, a comprehensive content marketing strategy will involve some investment of time and money up front. But, at the end of the day, it could be much more effective than the other forms of marketing being used in the present. In fact, it’s been reported that while “content marketing costs 62% less than outbound marketing, it generates more than three times as many leads.”

While you may have to pay over and over to keep digital advertisements running, one well-crafted piece of content could solidify its spot at the top of organic search results and keep qualified traffic coming to your site for years to come. Here at KoMarketing, many of our client’s top website pages are “evergreen” blog posts that have done just that.

Final Thoughts

There are good reasons behind why content marketing has become such a highly-utilized marketing tool by B2B organizations, and these are just a few.

What are some of the benefits your organization is seeing from content marketing efforts? Get the conversation started by dropping a line in the comments section or connecting with me on Twitter!

“KoMarketing understands how to present and execute recommendations across the organization, from the IT professional to strategic marketing leadership. They go beyond expectation in working with the client to evaluate, execute, and implement program initiatives.”

— Silvina El Baba, Senior Manager, Web Marketing, EFI

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