Content marketing isn’t a new strategy anymore, and as every corner of the web fills up with content, marketers increasingly need to prove ROI and drive revenue. Modern SEO has, for years, been the secret weapon for creating content that stands out above the noise — and now that B2B marketers are discovering the value of mapping content to the buyer’s journey, SEO is already equipped to help.
Why align content marketing to the buyer’s journey?
Among other benefits, mapping marketing activities to the buyer’s journey has proven to increase upsell and cross-sell opportunities by 80 percent.
And that’s because the buyer’s journey has changed. The internet puts all of the info directly into buyers’ hands, which has shifted most of the traditional buyer’s journey into marketing’s territory.
Now, 77 percent of B2B purchasers won’t even speak to a salesperson until they’ve done their own research first, and they might be performing as much as 90 percent of the journey on their own. The question for marketers, then, becomes, Are those buyers consistently finding your brand along their journey?
Because if they’re not finding your company, they’re finding your competitors. Talking to prospects throughout the buyer’s journey means defining the path, discovering how prospects are navigating it online, creating content that finds them when they want it and adjusting with the market.
1. Define and understand the buyer’s journey
We all know what a basic buyer’s journey looks like, but mapping marketing activities to that journey means digging in and uncovering some specific details about the journeys that your unique buyer personas are taking. The buyer’s journey for someone investing in a tech platform, for example, might be very different from the buyer’s journey for someone hiring a logistics partner.
When defining the specifics of your audience’s unique buyer’s journey (and there may be more than one…