Content hubToday’s B2B buyer is overwhelmed with more information than they could ever consume. The last thing they want is to read your product-centric content. Instead, you need to build a content hub that helps your buyers.

I have been asked by the good folks behind the B2B Content 2 Conversion Conference to deliver my view on how to build a content marketing hub. Enclosed here you will find my slides and main speaker notes. Once the video is ready, I will post that too.

Preparing To Build Your Content Hub

Before you can begin building your content marketing destination, you need to understand (and be able to articulate) that your role as a B2B Marketer is not to explain to the world what it is that you sell. But to show the world how what you sell helps your buyers. That’s right, B2B Marketing is not about promotion. It is about telling stories. Stories from your customer’s point of view on how what you sell has helped them.

In my presentation I present a brief history of how the world has changed for marketers. And yet, stories remain a critical component of marketing. Stories present an opportunity for B2B Marketers to not just meet the needs of our buyers, but to delight them as we enable them during the buying journey.

The Content Hub Business Case

The next step is to present your business case. To build a content marketing hub, you need to show how your current content marketing efforts fail to meet the needs of your buyers. A couple of ideas:

  • Search metrics: show how your business is missing out on vital conversations happening in the earliest stages of the buying process.
  • Web analytics: show how most visitors to your site already know who you are.
  • Content analytics: show how the content you create is mostly late stage or isn’t being downloaded by anyone. Calculate the costs of this waste.

Once you’ve presented your business case and gained the approval to move forward, you can take the following steps to build your content hub.

8 Steps to Build A Content Hub That Converts

  1. Design: Look at existing market examples to help you design the site. Weigh the pros and cons of building within your existing domain or creating a new one
  2. Branding: Define how subtle or prominent the branding will be on the site
  3. Keywords: Conduct a ton of keyword research to determine the topics your audience is interested in
  4. Content Strategy: Define the content strategy and sources of your content: how much will you create, curate or syndicate the content that meets your buyers’ needs
  5. Conversion: define the processes that will pull your visitors into an active relationship that converts down the sales funnel. Focus on creating value for the user and test different approaches.
  6. Editorial: Create an editorial board including all your brands’ content resources
  7. Goals: Articulate your goals and report on them consistently
  8. Test and Learn: dream up new ideas to test, analyze the results, learn and repeat.

Let me know what you think in the comments below. And please follow along on TwitterLinkedInFacebook and Google+ or Subscribe to the B2B Marketing Insider Blog for regular updates.

About Michael Brenner

Michael Brenner is the Head of Strategy for the leading content marketing platform, NewsCred. He is also the author of B2B Marketing Insider, a contributor to Forbes and a frequent speaker at industry events covering topics such as marketing strategy, social business, content marketing, digital marketing, social media and personal branding.  Follow Michael on Twitter (@BrennerMichael)LinkedInFacebook and Google+ and Subscribe to B2B Marketing Insider by Email

15 Comments

  1. Mark Burgess said…

    Michael,

    Great topic and post. Agree with the importance of not only meeting buyers’ needs but in seeking to delight them as well. I think a critical component of the content strategy is creating the brand story that is essential to fueling the entire content strategy. The content strategy must stem from the brand’s value proposition so the resulting story is authentic, believable and relevant to the audience.

    Mark

    • Michael Brenner said…

      Thanks Mark, great point on the brand story. One of the things we are focused on for 2013 is telling compelling brand stories. We’re looking to add an entire section to tell our story and our customers stories and our employees stories.

  2. Tim Washer said…

    thanks for sharing, #Brenner! very helpful insight as always. Really good to see you.

  3. great post; Especially liked the types of articles that created 10x interested…

  4. Nancy @ Release Liners said…

    Well done Michael, building relationships and making contact and conversions easier for your clients should be a priority for every business.

  5. Steve MacDonald said…

    Really useful facts and info Michael! We should always focus on a long-term success, we should create compelling content and start participating online in social media to get ideas on how we can uniquely satisfy our specific target market’s unmet wants, needs, or desires.

  6. Jacqueline Prause said…

    Getting great content out to your target audience early in the buyer decision-making journey not only raises awareness for your products, it helps you shape the buyer’s perception and educational awareness about the market and even what problems these products should solve. That’s why relevant, personlized, and shareable content needs to be made available early in the sales funnel.

    • Michael Brenner said…

      Thanks Jacqueline, that’s exactly what we’re trying to accomplish. Early signs are good. We are 1 year into the journey and driving leads into our sales funnel that we would have never seen. Thanks for your support!

Leave a Comment