How to Take the “Boring” Out of B2B Content Marketing
I used to teach freshmen composition at a local university.
You may have taken this class in college. You probably didn’t enjoy it. The class was a requirement, and the students who took it were there to get it over with.
As I chose readings and designed assignments each year, I learned something that helps me in my current role: I learned how to get people talking.
Finding the Passion that Makes Sentences Sing
Many of the students in my class were athletes who hated writing. If I asked them to write a descriptive essay about, say, their neighborhood, they’d fill it with clichés and vague sentences. So, instead of choosing a writing prompt from the textbook, I’d ask them about the most exciting game they’d ever played.
These formerly dull writers would come to life. Given the right topic, their words would leap from the page. Their sentences would have an energy that even experienced writers can’t always generate. All it took was finding that question – that topic, that job – they felt passionate about.
Working at a digital marketing agency, I think about this whenever I write content marketing for a tech or manufacturing B2B company. B2B content marketing for industries like medtech, managed IT services or cooling and ventilation can be tough to get excited about. And it often shows: too many B2B companies publish bland content that doesn’t represent what’s really cool about their line of work—leaving the thoughtful prose and engaging storytelling to B2C brands. The result is content marketing that isn’t interesting to read and, therefore, not as effective.
I once toured a manufacturing plant and was fascinated as I listened to an engineer talk about the to-the-millimeter precision of his tools and how vitally important his job was to industries like aerospace and oil and gas. It was an industrial process I’d never heard of before. As this engineer rattled off numbers and statistics, I realized that his kind of passion was infectious.
And that’s what copywriters need to tap into.
6 Tips for Writing Engaging B2B Content Marketing from a Digital Marketing Agency
If B2B marketers and copywriters can inject a little bit of the energy that engineer felt as he talked about industrial honing—or the beauty in description that my student athletes tapped into—then their copy will sing.
For more technical industries, crafting content that’s engaging to read might not seem important. But if a company has content marketing as part of its marketing strategy, then that content needs to work. The goal of content marketing is to attract visitors to a business’ website, establish the brand as a thought leader and provide value to prospective clients.
Content that checks off a list of SEO best practices, ranks well on Google search results and generates traffic is one thing—but if users are bored by the blog post or article and don’t end up moving throughout the website or remembering the brand, the content isn’t doing its job. Brand awareness isn’t built. Prospective customers don’t move through the marketing funnel. And the revenue needle doesn’t move a tick.
Here are a few more tips for writing engaging B2B content marketing:
1) Interview the Right Subject Matter Expert
When it comes to B2B content, especially highly technical content, you shouldn’t try to muddle through on your own. And you shouldn’t just rewrite information you find from a Google search or on a competitor’s website. To be a true thought leader and authority in any industry requires original ideas. Regurgitating information from articles you find online won’t cut it.
My advice for content marketers? Do the work and get the right people talking. You’ll be amazed at what you learn. Subject matter experts with authority on a topic can explain difficult concepts, which a skilled copywriter can then present from a fresh angle. Asking the right questions (even “stupid” ones) and allowing conversations to unfold is key. That’s what will produce thought-provoking and valuable content.
2) Use Jargon Sparingly
Too many writers and b2b content marketing agencies fall back on industry jargon. It’s understandable; there’s a balancing act between speaking to an audience that understands the industry – and doesn’t need basic concepts explained to them – and writing about complicated, highly technical subjects that require precise language. But while jargon can be useful for SEO purposes, it can’t do the whole job a copywriter is called to do. It can’t grab attention or get a reader to engage with a brand. There’s just no story in jargon.
3) Lean Into the Specs and Numbers
Details, on the other hand, matter. Details about manufacturing or IT that might make a layperson’s eyes cross mean something to your target audience. So, lean into the specs and numbers. Put them front and center. To the right people, they’ll tell a pretty compelling story.
Once, I wrote for a company that did custom casework – basically the countertops and cabinets, soffits, lighting sconces and other custom products used to furnish a restaurant or dentist’s office. When I got these craftspeople talking about the type of material they used to make a countertop resemble hot-rod chrome, for instance, or the exact dimensions required to create a 3-dimensional, tapered diner counter, their words painted pictures.
Suddenly, the back-and-forth process of typing measurements into a computer, envisioning a project on a drafting table, and wrestling laminate into a new shape took on the suspense and gravity of a hero’s quest.
4) Write to One Person
Experienced copywriters suggest that you imagine having a conversation with an actual person when you write. This is good advice, and I’ll add to it: think about what your actual person might geek out about. Then, fire them up.
Here’s what I mean: I worked with a writer and social media phenom who discovered an entire community devoted to scrapping and metal recycling. She “listened” to what this community said online. She was able to engage them with highly specific, industry-related content they loved debating amongst themselves. Before long, this community became a fan base, trading the type of user-generated content some B2C companies can only dream of. All for the type of industry many people wouldn’t think twice about.
It’s that kind of passion that makes B2B copywriting interesting: finding it, injecting it into a brand’s story, and igniting it in their audience.
5) Provide a Solution to a Problem
As with any good piece of marketing, it all comes down to this: what job is the product or service designed to do, and how will doing it make a customer’s life better?
This goes for B2C and B2B content alike. So: why is the cutting-edge AI in a company’s product so important for the hospital nurses who will use their software? What makes the manufacturing process at a prefabricated construction facility so groundbreaking, and its products so innovative?
Making solutions the goal of your copy – and telling the right story, in the right way, to the right people – will help you uncover the spark in B2B content.
6) Finally, Consider the Bigger Picture – the Why
The final thing to always keep in mind is the company’s why. Every business – no matter if it’s in shipping, cybersecurity or heating and cooling – has goals beyond the bottom line. They’re in it to make a useful impact on the world around them.
One of Atomicdust’s clients hardens the metal components needed to make safe, reliable seatbelts. That highly specialized, specific product may sound boring – until you think about the car crash you passed on the highway and the family, alive and unhurt, standing beside a nasty-looking wreck.
So, once you’ve “zoomed in” to the details, zoom back out. Consider the bigger picture. The why. That essentially human reason B2B industries are so important. With a story any human reader can relate to, a process that hardens metals suddenly becomes that much more fascinating – and your brand does, too.
Whatever You Do, Don’t Be Boring
I used to tell my students, “If you’re bored writing something, I’ll be bored reading it.”
Our job as content creators, and as a content marketing agency, is to amplify the importance of B2B brands and engage customers with the kind of details that energize them, not make their eyes glaze over. But first, we have to find those details. Mull them over. Make them reveal themselves.
I’m not an expert in transportation logistics, Remote Patient Monitoring or HVAC systems. And if I didn’t know any better, I’d think that drafting copy for these industries would be a long slog. But here’s the thing: once you find the right subject matter experts and tap into their passion, B2B content isn’t bland at all.