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.
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.
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 if you are targeting different personas within the purchasing team), ask yourself and your team:
Answering these questions as specifically as possible for your audience will help you create a solid foundation from which to optimize content.
With detailed buyers’ journeys in hand, the next step is understanding how your audience navigates that journey online—specifically via search engines because they are definitely using search engines. 71 percent of B2B decision-makers start the decision making process with a general web search.
And traditional keyword research is no longer enough. People use Google to ask questions, and working with Google’s algorithms to get your content to your audience requires marketers to understand the questions behind the keywords.
Google has defined four micro-moments that describe most search queries:
User intent starts by understanding which micro-moment is happening with each target keyword. Google your keywords and see what organic results Google provides. Those 10 links can tell you:
A Google search for “content management,” for example, produces a definition in the featured snippet, several other “what is” suggestions and a whole page of organic listings for content that defines the term:
If your company produces content management software, then, you know that when your audience searches this term they are looking for a clear definition. They don’t need flashy content features, they’re at the beginning of the buyer’s journey, and they’re probably managers or executives. Use user intent insights to map your keyword to buyer journeys.
All of these insights will help you create content that meets the right personas at the right stage of their journeys.
It’s time to create some content — or optimize existing assets if adequate content already exists.
First, review existing content against new user intent insights, and figure out where you do and do not have content that meets (or tries to meet) the user’s need. If a keyword has a strong Buy intent, do you have a sales/product page? If a keyword has a strong How or Do intent, do you have helpful resources? If the answer is no, it’s easy to start prioritizing.
Additionally, consider whether the content:
Optimize content you have that is already on the right track. It’s much easier and faster than starting from scratch.
Finally, create content to fill in the gaps where you don’t have anything that answers the question/pain point for a keyword/user intent combo.
You might find yourself with a long list of content that needs optimizing and/or creating — which is great! Don’t rush through the process, though, and create low-quality content. Prioritize the work, and develop a reasonable content calendar to keep the project moving.
As with any SEO and content marketing strategy, of course, keep monitoring engagement and conversions to make sure you’re getting the most out of your efforts. Look for signs of engagement (or lack of):
Other standard SEO metrics can also help determine how the strategy is performing before sales start increasing:
If something isn’t working — if an organic listing isn’t getting clicks or a form isn’t getting filled out — test some other options. Rewrite the title and meta description that appears in search results. Shorten the form and change the color of the button. If small changes don’t seem to help, reevaluate your user intent research and make sure you are answering your audience’s questions better than the competition.
These metrics demonstrate signals of a larger problem relating to your content not working.
A company that fails to acknowledge how the buyer’s journey connects with content creation is ultimately wasting time and missing out on potential customers. Aligning SEO, content marketing and the buyer’s journey, however, is the secret to creating a brand voice and presence that nurtures leads through their own buyer journeys.
Define your buyer’s journey, uncover insights through keyword and user intent research, then create content for each step. When you go in to measure your efforts, you’ll find that the metrics speak for themselves.
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