B2B Digital Marketing Trends, Budgets, and Benchmarks: Highlights for 2019

by Fronetics | Jan 23, 2019 | Blog, Current Events, Logistics, Marketing, Social Media, Supply Chain

Supply chain and logistics companies: here are your key takeaways on digital marketing trends from the Content Marketing Institute’s 2019 survey.

Highlights:

For 2019, resolve to put your audience first.
Building audience trust is crucial.
Make sure your content is performing well by keeping pace with changes to search engines.

The Content Marketing Institute has published its ninth annual survey, giving insight into the most significant digital marketing trends and priorities for 2019. We’ll get into some key takeaways in detail, but perhaps the most striking finding was one that we’ve been talking about for years.

Of the top performing B2B marketers surveyed, the vast majority (90%) reported that they “prioritize the audience’s informational needs over their sales/promotional message.” That’s a powerful statistic. And when you consider that of the least successful B2B marketers, only 56% doing the same, it’s hard not to agree that the success gap is accounted for by this prioritization.

Digital marketing trends in 2019: making the audience a priority

Looking at the key trends from 2018, which will set the pace for 2019, some overall themes emerge. Foremost among them is the need to put audiences first. When 96% of the most successful B2B marketers report that their organizations have “built credibility and trust with their audience,” it indicates that those organizations have been highly effective at listening to their audiences and delivering value with their content.

Savvy marketers going forward will devote time and resources to researching the needs of their audience. Currently, only 23% of marketers are using email to encourage audience participation, build community, and bring new perspectives to their efforts. Not only that, but only 42% report seeking conversations with customers as a form of audience research.

Successful marketers in 2019 will lead the charge, putting email and other forms of digital marketing to use not only to publish their own content, but to form a deeper understanding of the needs and perspectives of their audience.

3 key digital marketing trends for 2019

1) Email campaigns and educational content win the day.

The majority (58%) of CMI’s survey respondents report that they have successfully used content marketing to nurture subscribers, audience, or leads within the past year. Their most successful methods were email (87%) and educational content (77%).

[bctt tweet=”When it comes to building trust among your audience, and nurturing relationships with prospects, educational content can be your best friend.” username=”Fronetics”]

We’ve written before about the overwhelming preference among B2B buyers for educational content like case studies. When it comes to building trust among your audience, and nurturing relationships with prospects, educational content can be your best friend. Similarly, email marketing, when used strategically, is an ideal way to usher prospects down the sales funnel with your content. For more insights, take a look through our top 7 email marketing posts from 2018.

2) Video continues to gain popularity.

We talk a lot about the value of video marketing for the supply chain. Once again this year, video has continued to increase its popularity. More than 50% of survey respondents increased their use of video marketing. Interestingly, a majority also bumped up their use of text-based digital marketing, as well as images (such as infographics, photos, and charts).

Video is on the rise all over the internet, and it gets easier all the time to create focused, engaging, and creative video content to market your business. That being said, successful B2B companies in the supply chain are increasingly outsourcing tasks like videography in order to ensure optimal video strategy, creation, production, and distribution across social media and content platforms.

3) SEO and search algorithms are a concern.

CMI’s survey asked about content marketing issues that organizations are concerned about and found that 61% are worried about changes to SEO/search algorithms. A significant minority (45%) are also concerned about changes to social media algorithms.

It’s true that just as people are changing how they search, search engines themselves are shifting their algorithms, becoming more sophisticated, and making the simple keyword model rapidly outmoded. Keeping up with the change can be overwhelming, but resources exist to help you. Our four-part series on writing for SEO can help you adjust your strategies and provides guidance on topic clusters and pillar content, as well as how to evaluate the success of your content.

What other digital marketing trends are you looking out for in 2019?

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Social Media Content Should Focus on Awareness and Consideration Stages

by Fronetics | Oct 24, 2018 | Blog, Content Marketing, Logistics, Marketing, Social Media, Supply Chain

Brands need to focus on the awareness and consideration stages of the buyer’s journey to build relationships and boost social media ROI.

Are you focusing on the right phases of the buyer’s journey in your social media strategy? The 2018 Sprout Social Index shows that customers prefer businesses to provide social media content that aids in awareness and consideration, not the end sale.

Misaligned priorities

Sprout Social’s 2018 Index found that users “want brand awareness and consideration stage content from brands on social, but 80% of social marketers are hyper-focused on awareness activities, leaving out the consideration piece of the puzzle.” When brands don’t meet the needs of their audience with consideration stage content, they’re missing out on building relationships and ultimately cutting into social media ROI.

[bctt tweet=”Sprout Social found a great deal of misalignment when it comes to what marketers post versus what consumers want to see on their social media platforms. ” username=”Fronetics”]

Sprout Social found a great deal of misalignment when it comes to what marketers post versus what consumers want to see on their social media platforms. Part of the issue is a failure to define ROI in the most productive way. Thinking about social media’s value in terms of direct attribution leads to a skewed focus on sales, and erodes the effectiveness of brands’ social media efforts. According to Sprout Social, “social’s true value isn’t in direct attribution — it’s in the awareness and consideration stages of the funnel.”

The right kind of content

Despite the misalignment, there is one area of overlap between what marketers focus on and what users want to see: “posts that teach.” Which brings us back to consideration stage content. “If you aren’t already, meet consumers in this sweet spot in the consideration stage,” suggests Sprout Social. This means taking users beyond recognizing your brand and into knowing where your expertise and thought leadership lies.

Educational content is key in the consideration stage. It’s important to remember that this kind of content doesn’t necessarily need to showcase your product to be valuable — it’s all about offering your audience the information and expertise they’re looking for. For B2B businesses, particularly the supply chain, this could mean anything from product demonstrations to think pieces about how to optimize production.

“The most enlightened social marketing strategy integrates awareness and consideration stage content — opening the door with entertainment and inspiration, then carrying audiences across the threshold with education, information about new product offerings, and discounts and sales,” says Sprout Social.

Diversifying focus between awareness and consideration is crucial to getting the most out of your social media efforts. As social networks home in on preserving the social aspects of their platforms, it’s all the more important for brands to align their activities with what users actually want to see, to stay relevant.

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