It’s time for B2B content marketers to stand out. You know it. I know it. We all know it.
But capturing attention in a crowded content room is hard to do, especially when content creation has seen the biggest uptick in spending among your fellow B2B content marketers. You can’t be subtle. You can’t be boring. But you also can’t be obnoxious; relevance and resonance are paramount. You have to accept and adapt to what your audience needs and wants at any given moment. It takes speed, flexibility, bold ideas, fearlessness, and more.
Where do you start? How about starting with a little inspiration and insight from industry leaders?
Below we have insights and advice from 12 marketing and customer experience leaders on how to stand out from the crowd and create content your audience can’t ignore.
12 Attention-Grabbing Tips from B2B Marketing Experts
1. Eliminate Gobbledygook
“Always remember that you are communicating to people. Eliminate innovative, cutting-edge, mission-critical, best-of-breed gobbledygook from your writing. Using the same inane language as everybody else ensures you are lost in the crowd.”
– David Meerman Scott, Keynote Speaker and Bestselling Author, Freshspot Marketing
“Show don’t tell. In order to create an engaging user experience on social platforms, you need to be able to show users something from their perspective not yours. You need to be able to reach into their heart, put your fingers around it, and feel the pulse beat. And video, when done right, can do just that.”
– Beverly Jackson, Vice President Social Portfolio Strategy, MGM Resorts International
“Great content isn’t about platitudes. It’s about provocation. Incitement. Taking a stand and making your audience think in a new way. Giving the counter-argument to conventional wisdom. When we do that, we advance the dialogue, rather than diminish it.”
– Peter Isaacson, Chief Marketing Officer, Demandbase
“Marketers need to stop placing so much emphasis on catching up or edging out their direct competitors. Customers don’t compare you to your competitors anymore—they compare you to other positive experiences they’ve had. If you keep chasing what your competitors are doing, you’re always a step behind. That’s a good way to go out of business because you’re just doing what someone else is already doing.”
“Celebrating success and championing internal entrepreneurship is key: Great ideas can come from anywhere. We are limited only by the constraints we inflict on our vision. So I try to make sure everybody with an idea they think has potential feels they can bring it to my doorstep. That doesn’t mean every idea gets the green light, but it does mean that every idea is heard.”
– Kirsten Allegri Williams, Chief Marketing Officer, SAP SuccessFactors
“Comedy is the most powerful way to humanize a brand because it demonstrates empathy. Let’s face it, a lot of true comedy comes from pain. So, when we can come out and touch on a customer pain point, we show them that we understand their point of view. When we do something that is self-deprecating, when we look vulnerable, and when we let our guard down a little bit that’s when we make a connection.”
– Tim Washer, Emcee and Keynote Speaker, Ridiculous Media
“Year over year, we’ve seen consumer trust of brands decreasing, and people turning to seemingly more objective sources when making buying decisions: peers, 3rd party review sites, analysts, etc. Partnering with an influencer allows you to highlight your brand’s own existing narrative in a new way, so that you can reinforce the proof points you really want your customers to know.”
– Whitney Magnuson, Senior Director of Enterprise Social Media, Hilton
“Create a structure for creating content that always begins with a story your reader can identify with and uses this moment to bridge their point of view with your brand’s unique selling point. Many marketers still talk about their products and services in terms of what they can do for their audience rather than what the audience cares about, why that’s important and how their solution can help solve the problem. Stories have the power to engage prospects with an emotional hook that endears them to a brand more successfully than standard marketing copy.”
– Heather Pemberton Levy, Vice President of Content Marketing, Gartner
“It’s important to slow down our marketing to get the basics right. Like developing a documented content strategy. Like doing the required research. Like developing robust, non-one-dimensional Flat Stanley buyer personas. Like articulating your bigger story. Like investing in quality: excellent writing (and editing) and storytelling.”
– Ann Handley, Chief Content Officer, MarketingProfs
“We have the people, the data, and the tools to create engaging content at scale, yet we often jumpstart the process of creating content without the required thoughtfulness on the initial critical steps. It is essential to be clear which audiences we are targeting and subsequently to define clear goals for the message we are creating. To this day, most brands need to improve at this stage, otherwise the best content marketer in the world cannot create an effective piece of engaging content.”
– Peter Krmpotic, Director of Product for Einstein, Salesforce
“We want customers to feel a part of the brand. We want them to feel like the brand belongs to them. But then too often we send out ‘one size fits most’ messages… and wonder why we don’t get that sense of belonging that’s a hallmark of great brands. Your brand is not for everyone. It isn’t. It’s for the people who want something you can help them get, who value the same things you do, and who see the world the same way you do. And that’s not everyone. Full stop.”
– Tamsen Webster, Founder and Chief Message Strategist, Find the Red Thread
“Most of our content fails. Like, over 90% of it. And that’s not at all uncommon in the content marketing world. If everyone knew the exact ingredients to a “viral” content piece, that’s all anyone would produce. But we don’t know. Pieces I think will do really well, more-often-than-not sink without a trace, and pieces that seem like throwaways can take off because they’ve tapped into some pent-up need in the marketplace of ideas.”
Rarely does anyone want the same old, same old. So, don’t give your audience more of the same. Use the advice above to your advantage and break the norm, separate yourself from the pack, try something new, or reiterate on a great idea. The more you can break the mold, the more you’ll stand out amongst the crowd.
For more advice on how to stand out, read our guide on how to Break Free of Boring B2B featuring more expert insight and best practices.