Some of the links below are affiliate links. Meaning, at no additional cost to you, I will receive a commission if you choose to make a purchase.
Alright, I know. I still owe you a “What is B2B Content Marketing” blog post. If you really need me to answer that right now, please just use my contact form. However, this topic has come up a lot lately, and I figured it needed an answer. Not to mention, I have a super awesome tool that I use to create my lead magnets pretty easily*. I gave it away a bit, but lead magnets are a critical step in your B2B content marketing funnel.
What is a B2B Content Marketing Funnel?
Why thank you for asking! A content marketing funnel is a path you’ve created based on a pairing between your ideal buyer persona and the buyer’s journey. Its the content your customers or clients need to consume that builds their trust and your credibility until their ready to make a purchase from you. A traditional content marketing funnel often looks something like this:
I’m trying to keep things relatively simple, so this is the bare basics. So you can see, on the left at the beginning of the content journey, there are blog posts. Now your site visitors arrived at them some way, like:
- Social media (organic or ads)
- Organic search
- Search engine PPC ad (Google, Bing, etc.)
- Email because they’re already on your list.
However they got there, they’re there and reading your blog post. Then an offer comes up somewhere on the page for them to download a relevant piece of content they have to give their email for. In the content marketing world, we call these a few things:
- Email opt-in
- Gated content
- Downloadable freebie
- Lead magnet
And this gated content, opt-in, freebie can take on a few forms:
- Exclusive email newsletter (not the best unless you can show you’re providing unique value)
- White Paper
- Case Study
- Research report
- Email class
- and the list goes on.
We are way past the age where you can say “Join my newsletter!” and get great results. Not unless its a primo newsletter with fans (like a job listing newsletter for example). In order to get the best results, you should offer something special for joining your list.
In This Era of Social Media, Why Do I Need an Email List Again?
According to the DMA National Client Email Report, for every $1 you spend on email marketing, you’ll make $38 on average. That’s impressive ROI!
Now if you want that sort of ROI, you’ll need to show some serious love to your email list. Not just random broadcast emails. If you send relevant emails to the portions of your list who want to receive them, you could increase your revenue by 18%. So list segmentation and personalization is key.
Wait, you need me to write another post about email marketing? Well okay. I’ll add it to the list. Subscribe to my email list so you don’t miss it!
Do People Really Want to Hear From My Company?
Do people want to hear from your company? No.
Does your target audience want to hear from your company? Heck yes, they do! If your offering genuine value and education for your client or customer, then yes they definitely want to hear from you. So you have to show them in your blog and social media that you are the best. That you mean business. Then they’ll want to see your gated content because they’ll be sure it’s amazing as well.
- Blog posts
- Case studies
- and more!
So if your competition is satisfying your target audience’s need for knowledge, then they are engaging with those customers and earning their trust. All while you’re waiting for that same target audience to come find you.
And now we’ve arrived at the creation stage of lead magnets. This is the piece of content you need to help grow your email list.
What Should My B2B Lead Magnets Be About?
I think the best lead magnets are made from repurposed content. What is repurposed content you ask?
Repurposing content sounds pretty self-explanatory — it’s when you take a piece of content and change it so it serves a different purpose When you repurpose a piece of content, you’re doing one of two things (or both): changing the format of the content, and/or changing the target audience for the content.. via The Purpose of Repurposing Content – HubSpot Blog
So repurposing content could be taking a few different shapes: take a few blog posts and turning them into an eBook. Or even one blog post could do the trick. You could also take the slides from a webinar and offer them as a download or post them to Slideshare. Podcast or videos? Take those transcripts and turn them into an eBook. See how this works?
As for the topic of that lead magnet….You want that to be the answer to a pressing problem for your audience.
HR services firm? Write an eBook about avoiding compliance issues and why this saves money.
Business development consulting firm? Write about how small businesses in your niche can secure new business. Or better yet, how they’re accidentally driving business away, and how they can fix that.
Corporate wellness company? Write an eBook about how companies can take on the problem of employee burnout and bring wellness back into their company culture.
Financial services firm? Writing about the common mistakes small businesses make with their accounting and how you fix/avoid them is sure to attract your target audience.
In all of these examples, you can ask for an email address in exchange for the content. By giving you permission to contact them, these people prequalify themselves for your message in an email sequence later on.
How Do You Make a Lead Magnet Quickly?
Well, I have a program I use to make lead magnets for myself and for my clients*. The beauty is that I can turn around a professional looking product and because it’s so efficient, and I can do it relatively quickly. The program I use is called Designrr.
So in the video below, I’m going to show you how I usually repurpose my content for my business or that of a client. That’s right, the video below shows me creating an eBook I’m actually going to use. And it’s only 9 minutes long. I add two blog posts to this eBook and chat at you in less than 10 minutes. Can’t beat that!
If you’d like to learn more about Designrr, you can click here*. (*If you do choose to purchase the application, I will receive a small commission, but it doesn’t change the price for you at all!)
What Does the Content Marketing Funnel Look Like When You Invest in Designrr?
So when you can create lead magnets quickly from content you’ve already invested in, what does your content funnel look like now?
The reason your funnel changes so much is because it becomes easier to repurpose content for each blog post. If you follow the recommendation of investing in long-form content, you could even make an eBook for one blog post (blog post + workbook anyone?). This offers you more chances to capture lead information. Which means more chances to woo them through your awesome email marketing.
So if you’ve been blogging for your business, or you are thinking about it, don’t forget to consider the “so what” of blogging: your marketing and sales goals. You blog to generate qualified leads. You generate qualified leads to make sales. When you generate leads through content marketing, you generate quality leads that qualify themselves by giving you their contact information. And your content marketing lead generation is open 24/7, 365 days per year via Google. So go for it!
*Some of the links below are affiliate links. Meaning, at no additional cost to you, I will receive a commission if you choose to make a purchase.