There are reams of material written about the importance of content marketing for brand development. Unfortunately, most of it is not aimed at the people that need the most convincing.
These days most marketing professionals are alive to the advantages of thought leadership, but at New Narrative we have plenty of conversations with clients who have to work hard to convince ‘the business’ that it’s worth their time and effort.
This is especially true in financial and professional services, where support functions such as marketing and communications can be seen by front-line staff as a cost centre.
It’s quite common to hear reports of marketers being told by fee-earners that they resent having to spend time on something they don’t see as contributing directly to the bottom line. In some ways this isn’t surprising, as the fee-earners’ performance is measured in financial terms. But it’s also a mindset that has to change if a custom content plan is going to succeed.
To help, we have compiled our top tips for marketers looking to win over the cynics:
Engage early and often
One of the regular complaints we hear from finance professionals is that the marketing team only reaches out to them when there’s a deadline approaching and they are expected to drop everything to write an article.
As a marketer, you will be effective if you involve thought leaders and experts early in developing a content calendar. It’s then important to check in with them regularly to find out the ideas they are talking about with clients. This should help you develop a better relationship with them and should mean last-minute requests are less likely to be met with silence. It will also help improve the marketing team’s industry knowledge, which leads us on to our second point…
Do your research
As former journalists, at New Narrative we understand the importance of research before an interview. All it takes is single comment that shows an ignorance of the subject matter for an interview to go sour. It’s the same when engaging with your thought leaders.
As part of the in-house marketing team you will have a good understanding of the firm’s strategic goals but it’s also important to understand the specific business or practice area of the person you are talking to. This does not necessary mean hours of research, but a few questions based on the latest article in the business press or the most recent piece of research on the topic will get you off on the right foot. And it will also help with the third piece of advice…
Nothing is more likely to infuriate your experts than asking them to write something where your topic suggestion is too general. For example, asking for an opinion piece on China will give the impression of a lack of industry knowledge within the marketing team and is also likely be met with a degree of frustration. But asking for something targeted — such as an article on the significance of China opening its financial markets or the impact of a rising renminbi on capital outflows — will encourage greater engagement.
Minimise the workload
Even with the best will in the world, there will be time when your expert will not have the time to generate the content you need by the deadline. But if she can’t spend an hour writing a blog post, maybe she can spare 30 minutes for a phone call? Or 15 minutes putting the main arguments in an e-mail? These can then be used as the basis of an article to be written by the marketing team or content consultants and reviewed by her later.
Use empirical evidence
It always helps to have some statistics up your sleeve to prove a point. This could be in the form of engagement metrics for a previous campaign. Alternatively, there are plenty of surveys on the effectiveness of content marketing. One of New Narrative’s favourites is the recent survey from Edelman and LinkedIn that asked 1,300 business leaders and C-suite executives how they viewed B2B thought leadership. The results include the fact that over 60% of the respondents think thought leadership is one of the best ways to vet an organisation and understand the caliber of its thinking. Armed with stats like that it should be easy to convince even the cynics that producing thought leadership is time well spent.
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