B2B types are savvy, well-researched individuals. But the face of who makes buying decisions is changing.
Millenials are now gaining a strong role in the decision-making process. Some are the decision makers. And many do the research which later gets presented to all involved in the process.
So, as research happens, how does it actually occur? What should you do to make sure you garner interest?
Here’s some tips to guide your content creation:
Research has proven technology is the single most popular topic consumed by online B2B buyers.
It’s what they want to know. So give it to them. Show buyers how your company uses technology to deliver additional value your competitors don’t offer.
What if you don’t have any great technological advancements on the horizon?
No worries. Discuss industry updates and future trends. Your content doesn’t need to be about you. It simply has to be useful.
Consumers browse through social media aimlessly, not looking for anything in particular. They really want to find something of interest, but they’re not even sure what that might be.
B2B buyers’ minds work differently.
They look for something useful and actionable. And they use LinkedIn, Twitter, and YouTube to find it. They use other social media too. But your time and money are best spent on these social media channels.
You’d think B2B buyers get so many daily emails that they go nuts and probably don’t really care for email communication.
It’s partially true. They do get a lot of email. Around 120 emails daily.
However, 77% of B2B buyers still maintain they prefer email communication.
It’s the right way to contact them. So, they key lies in standing out.
That means learning how to write subject lines and message bodies that immediately capture interest.
Yes. Just like consumers, B2B buyers also use Google searches to find products and services they need.
71% of B2B buyers begin their research with a generic Google search.
So, you need to be found. And you must have an interesting, valuable search listing that’s worth clicking on.
That’s a brief overview of how B2B buyers engage with content. Now it’s up to you to give them an experience so valuable it would be stupid for them not to choose you!