In B2B marketing, your content often revolves around sharing expert opinions with your decision-making audience. For many organisations, that means getting subject matter experts to write whitepapers, eBooks and blog posts.
Is there a better way?
Content written by subject matter experts only works if the experts in the target company are making the buying decisions, but that doesn’t happen often. It’s more likely that your decision-making audience are time-poor C-suite executives who need to grasp the value of your proposition quickly before saying ‘yes’ or ‘no’.
To get that ‘yes’, global organisations’ marketing departments often use content creators as ‘translators’ who make complex expertise simple and set it in the context of how it can help the business.
We’ve been translating expertise for over 15 years, and rely on a few key principles to generate successful content:
1. Value your expert
Always remember that the heart of your content is your expert’s knowledge, not the marketing you surround it with. They operate in a world of precise terminology, where using a term incorrectly could change the whole meaning or devalue your efforts to be a thought leader. Put time into understanding the language of the sector and ask questions if something’s unclear.
2. Capture your expert’s tone
Thought leadership content often needs the credibility of a named author. So, it makes sense to incorporate the individual’s turns of speech to create standout from your corporate tone. Listen out for favourite phrases or effective analogies when talking to your expert .Then, weave them into your clear, easy-to-read copy.
3. Ask the right questions
Expertise can be intimidating because you don’t have an equal level of knowledge. However, it’s important to remember that you’re not in the conversation to debate the finer points of the subject. Your job is to gather information, clarify your understanding and get an overall picture of the messages your expert wants to get across. Don’t be embarrassed to ask for simplistic explanations suitable for a bright ten-year-old, or to probe if you don’t get the point straightaway.
4. Clarify your parameters
Your expert’s knowledge is deep and wide, and there’s no way you can capture it all in one piece of content. Always start a project with a clear idea of the area you are covering, preferably broken down into sections by the expert or the marketing department in advance. An effective opening question is ‘what’s the key message you want the reader to take away from this content?’.
5. Be an intermediary
Successful content sets the thought leadership of expertise within a clear context of benefits for the reader’s organisation. Getting to this point involves tapping into your expert’s interactions with customers so that they share actionable insights rather than knowledge for knowledge’s sake. Always filter what your expert is telling you through the question, ‘how does this help our target audience?’.
We excel at making this whole process easy for both the experts and the marketing department. Get in touch if you’d like to find out how we could connect your customers with your expert’s insight.