B2B focus: It takes two – why sales and marketing folk must work together to create content that gets results…and how they should do it

Who doesn’t enjoy the passive-aggressive banter between sales and marketing people, often about content development and who does what? You’ll be glad to know I have a great suggestion to unite them.

The next time you see sales and marketing folk together at a water cooler/printer/canteen, just take them aside and calmly tell them  in an agony-aunt manner that in order to create great content they must work together and that this is how you should do it. They will instantly come together in their overwhelming hatred of you – job done! Easy! Read more ›

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If you’re an SME B2B technology company, define what you want your website to do and build your content around that

Understanding your website communications goals has never been more important for the tech-sector SME. In broad terms, a technology B2B website aims to do one or more, of three things. Identify what you want to do and develop a content strategy that will help you realise your goals. Read more ›

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Selling B2B? – You’ll need a b2b copywriter that understands the difference between writing for consumer and business audiences

On their journey from consumer to professional buyer, people change – a lot!

As a consumer buying just for yourself, you’re probably at your most vulnerable to emotion and impulse buying. And when buying for your family and friends, you tend to be less impulsive and a bit more cautious.  But when you go to work and are tasked with buying something as a professional buyer for your business or organisation – you turn into a completely different person.

If you’re selling b2b (business to business) and creating content to connect with decision-makers in any industry, an experienced b2b copywriter knows that there is a big difference between writing for consumers and business buyers. Read more ›

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Let’s call a spade a spade…why building yourself up through web content can lead to your user navigation breaking down

When I was a kid, everybody knew someone who added ‘fuel injection technician’ to their secondary school CV – as a joke. How we’d laugh at how ridiculous it was to call yourself something that sounded so ‘exotic’ but in fact was quite straightforward.  People are still doing this today with their web content and they’re doing it intentionally. If you’re calling your case studies ‘customer master classes’ or your services page ‘deliverables defined’, you may well be alienating some very important people – your target audience.

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If you have a website, April 21st is an important day for you – how to write the mobile content you’ll need…

The news that from April 21st, Google is going to penalise websites that are not mobile-friendly should focus the minds of website owners and their responsibility for mobile readers and consumers. And this applies to content too. While you may not be penalised for a lack of user-friendly content, mobile content is different from web content and this must be addressed. Make this date your target to sweep your existing mobile content and ask yourself, is this easy for a mobile user to read or even access? In the context of this upcoming change, today we’re looking at the best way to write mobile digital content. Read more ›

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Do I need a whitepaper in 2015?

If you’re a tech sector company that sells hardware, software or services to B2B markets, a whitepaper is not a bad idea at all. Keep reading and find out when and why a whitepaper can help you sell more of your product or service in 2015. Read more ›

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Content marketing tips for selling to heavy industry, engineering, manufacturing and processing sectors

If the mind of an industrial buyer was a room, I’d guess it would be organised, Spartan and there’d be a big checklist fixed on the wall with solid criteria outlined. These people don’t buy on emotions, whims or trends. And if you sell equipment or services to them, your sales and marketing material must reflect that. Read more ›

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Copywriting help…how to write a case study in 15-20 minutes

Brace yourself. It’s not often you’ll hear a copywriter tell you this. But sometimes, you might just be better off preparing a marketing piece yourself. A case study is a fine example. If you are an owner-manager or a small SME, you know your customers very well. So well in fact, that you can list off all their project details in your head …with ease.

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What’s your problem? – The nuts and bolts of marketing messages

If you’re an SME, ‘message-definition’ is a bit like pre-season (marketing) training. It’s the hard work you put in on a windswept pitch in January that will get you results when the sun shines later in the year.  Targeted ‘on-message’ marketing can only be achieved by thoroughly understanding your customers’ problems. And if you’re currently struggling with that very issue, read these four steps to message definition and find out what your problem is. Because their problem is your problem! Read more ›

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Web content writing – time to stop being a digital fool

‘Never argue with a fool because…’… and you know the rest. You’ll find fools online and offline. Quality, informed content, whether written by someone like me or whether you do it yourself, puts you on a different level to the guy who wandered down to the content farm and bought an SEO pig-in-a-poke. While the search engines’ appetite for original content continues to grow, the cheap stuff, fattened on keywords and cliché still roam the web. Using content farms will often prove to be a foolish idea and if you don’t value the content you put on your site, you can be pretty sure that soon, no-one else will eithe

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