Why Manufacturing Companies Need Content Marketing that Targets Multiple Buyer Personas
In the current – I want it now! – consumer environment, content marketing is essential for any business to generate leads and grow. But for manufacturing companies, content marketing takes on even greater importance.
As manufacturers seek to reach different personas in the buying process, stand out from their competitors, and increase engagement and organic traffic on their websites, effective content marketing can be a game-changer.
Let’s look at why content marketing is so vital for manufacturers and how they can use it to reach their goals.
What Is Content Marketing?
Content marketing is creating and distributing relevant and valuable content to attract targeted customers that will convert into leads or sales.
More specifically, content marketing aims to answer the Who, What, When, and Why of industrial buyers:
- Who are the decision-makers and influencers of purchasing decisions?
- What customers are looking for from the seller to justify their purchasing decision.
- When they make the purchase decision.
- Why your product/service is the best way for them to meet their business goals/solve their problem.
It involves providing informative content that educates prospects about specific topics related to your industry, products, or services.
For manufacturing companies, this could mean CAD or BIM files, infographics, social posts, blog content, white papers or ebooks, thought leadership activities such as webinars or podcasts, and social proof such as customer testimonials.
Why is Effective Content Marketing Essential to Generate Leads and Growing a Manufacturing Company?
Content marketing helps manufacturers reach different personas in the buying process – decision-makers researching solutions or trying to inform themselves of options before making a purchase decision.
It also provides valuable information that can influence decision-makers in favor of your company’s products or services rather than a competitor’s offering.
And, effective content marketing increases engagement and organic traffic on your website which helps drive more leads for your business.
Your sales representative may be communicating with a purchasing agent right now – but that person may not have the final say on any purchase. Various people often contribute to the approval process – and we’ve noticed that the larger the order, the more likely that more decision-makers participate in this process.
A typical manufacturing purchase decision-making process, showing the various stakeholders involved at each stage, might look something like this:
| Stage | Role/Department | Key Activities |
|---|---|---|
| 1. Need | Production Manager/Purchasing Manager | Identify need for raw materials, components, or equipment |
| 2. Research | Purchasing Department | Research suppliers and products to meet identified need |
| 3. Design | Engineering Department | Specify product requirements and design specifications |
| 4. Evaluation | Quality Control Department | Evaluate products based on specifications and compliance with standards |
| 5. Shortlist | Purchasing Department | Shortlist potential suppliers and products based on evaluation results |
| 6. Purchase | Purchasing Department | Place order and manage the procurement process |
The roles and departments mentioned may vary based on the size and structure of an organization.
The Need to Communicate with Different Personas in the Buying Process
Each of these decision-makers is likely considering your company and its products based on their role in the organization.
It’s not uncommon for an individual to assume multiple roles or for several people to fill just one position within a business.
Generally, buyers consist of design engineers, procurement managers/buyers, and plant/operations managers. That’s where content marketing comes in!
By creating targeted content that resonates with each persona’s unique interests and concerns, you can reach them on an individual level.
As they become familiar with the value your brand has for them specifically, they will be more likely to trust your company as a partner or supplier.
Maybe you’re eager to just pick one persona and invest all of your energy into them. It’s a risk! You never know who might have the most power or authority – the FINAL say – in any organization.
What if your content doesn’t address their particular questions or worries, you won’t stand out from the crowd.
So, ensure that your content speaks to diverse personas with various levels of influence for optimal chances at success.
When multiple people are involved in a decision-making process at an organization, it goes without saying that the buying cycle isn’t immediate.
The size of the order and politics of the company means that this procedure may last anywhere from several weeks to months. In some extreme cases, buyers take even longer to research potential suppliers before placing an order.
Content marketing is essential for manufacturers, as it helps them reach everyone involved in the buying process. From design engineers to procurement managers to plant and MRO managers – the right content must be enticing and informative. It can also be a key factor in setting you – as a manufacturer – apart from your competitors.
Exceed Expectations
Today’s audience expects more than generic content, so crafting unique materials that grab attention while remaining informative is paramount in successful content marketing outreach.
Instead of relying on outdated tactics, savvy manufacturers know that understanding their target audiences and personalizing messages works better in the long run.
In the industrial manufacturing world, investing in good content marketing pays off with higher customer engagement and, ultimately, more leads for your business.
Tips for Improving Your Industrial Content Marketing Strategy
Understand your target audience and create high-quality, relevant content that resonates with them.
A key part of understanding your audience is determining their needs and interests. How do you do this? By researching the size of the business, the sector, industry, location, etc., of your target customers and gathering data on the types of content they are likely to consume.
Keep up with industry trends and innovations – it helps you create content that speaks directly to your audience’s needs and interests.
For example, you could create content about how a new technology or product can help optimize workflow and increase productivity.
You could also write articles about emerging trends in the industry, such as how robotics and AI are changing the manufacturing landscape and what manufacturers need to do to stay competitive.
By creating content that speaks directly to your audience’s challenges, you can effectively engage them and encourage more sales.
Utilize multiple channels to expand your reach beyond just search engines like Google and get more eyeballs on your website or products/services pages.
Social media platforms such as Twitter and Instagram are great for sharing content that can help you quickly establish yourself as a thought leader in the manufacturing industry.
You can also use video channels like YouTube, Vimeo, or even TikTok to create how-to videos or demonstrations of your products, which can be incredibly helpful in engaging potential buyers.
Great ideas for short videos for manufacturing companies include product reviews, interviews with industry experts, or tips and tricks for using your products. You can also create visuals that are shareable on social media platforms.
Take a holistic approach to SEO and link building to improve rankings while tracking performance metrics.
Creating content marketing campaigns tailored to different buyer personas requires a structured approach.
1. Research
Identify the various types of decision-makers who will be involved in the process – from CEOs to CPOs, design engineers, and financial executives. By understanding their motivations and interests, you can create targeted content that appeals directly to them.
- If you want to target design engineers, create content that speaks to the technical aspects of your product. You could publish white papers or in-depth articles explaining how it functions its features and benefits, or highlight case studies showing it deployed successfully.
- For purchasing managers, focus on the financial implications of your product. You could develop a calculator or budgeting tool where they can input different scenarios to determine their best-fit option. Or, create an ebook demonstrating how investing in your product will save them money in the long run.
- Target CEOs with content focusing on the overarching strategic value of your product. Create case studies demonstrating how your product solves problems and explain how it can support their long-term business goals. You could even create an infographic or video outlining the impact of your product on their bottom line.
2. Measure
It’s wise to measure the effectiveness of your content marketing efforts. Do this through multiple tracking performance metrics such as click-through rate (CTR), visitor engagement, page views, and conversions.
By monitoring these key indicators, you can determine which content type resonates best with each persona. Armed with this data, you can optimize and refine your content strategy going forward.
3. Act
To turn the data gathered into an actionable strategy for content marketing, you need a clear understanding of each persona and the goals they are trying to achieve.
A great way to do this is by creating customer journeys that outline the various touchpoints and decision-makers involved in their buying process.
Doing this helps you create content specific to each buyer persona and give them the information they need when they need it. It allows you to analyze results and ROI and make data-based decisions.
So, effective content marketing is essential for any industrial manufacturer looking to generate leads and expand their production capabilities.
Creating compelling and engaging content allows companies to introduce themselves to new customers and build relationships with existing ones. It’s a powerful way for companies to demonstrate proficiency in products or services, increase their market share, and keep buyers informed.
Good content marketing focuses on sales messages AND educates prospects and customers on what they need to know when making a purchase decision.
When done right, content marketing can be an indispensable tool for generating leads, user engagement, and recognition in the manufacturing industry.
How to Do Content Marketing Right!
Delivery Is Everything
Content marketing is a powerful tool that manufacturers should use to their advantage to fuel their sales and growth.
High-quality content marketing not only positions you as an expert in the industry but also influences buyers’ decisions during the entire purchasing cycle.
Good content isn’t just about effective messaging, though – it’s also about delivering it engagingly. With an expertly designed and smartly executed content marketing strategy, you can make a lasting impression on potential buyers and grow your company from the ground up.
Increasing Reach, Visibility, and Conversions
Doing content marketing right can provide enormous benefits, from increased engagement and website traffic to improved conversions.
Different types of content have unique and special appeals. Creating informative and relevant content also ensures that stakeholders get the most recent market insights, which help them make informed decisions faster while highlighting your company’s expertise and capabilities.
All types of content increase brand recognition, which generates lead opportunities that you might otherwise miss.
From boosting visibility to engaging more customers than ever before, effective content marketing is essential for companies in the manufacturing space.
Leveraging Content Marketing for Manufacturers
In a competitive industrial marketing landscape, thought leadership can be vital in an impactful industrial marketing campaign.
What makes a thought leader?
- Authority: Being an industry expert and having your ideas accepted by others in the field.
- Social proof: Having others support your expertise and spread it to a wider audience.
- Reciprocity: Sharing ideas, knowledge, and expertise with others to encourage idea exchange.
- Relevance: Delivering content that is in line with the interests of potential buyers and tailored for them.
- Respect: Being respected by peers as well as those who are new to the industry.
Thought leadership allows manufacturers to position themselves as knowledgeable and trustworthy experts in their industry.
With effective content marketing strategies such as thought leadership, keyword optimization, blogging, and other tactics, manufacturers can leverage these to increase exposure among their target audience, creating more visibility for their products or services.
By demonstrating their authority on the subject matter and offering helpful advice, manufacturers can provide social proof, making them more respected among peers in the industry.
Content marketing can even allow manufacturers to have fun and get creative with their message – showcasing thought leadership with a witty tone of voice helps them stand out from the crowd.
The potential payoff of leveraging better content marketing is enormous and long-lasting – it’s an effective way to generate leads, reach potential customers, educate people about your services, build relationships with key contacts, and shape perceptions within your industry.
It’s time You Unlocked the Power of Content Marketing for Your Business
The benefits of effective industrial content marketing are clear; it helps attract new customers while providing value through education about specific topics related to the industry that influence decision-makers in favor of your products/services over those offered by competitors. Understanding target audiences, keeping up with industry trends and innovations, utilizing technology, taking a holistic approach to SEO and link building, and tracking performance metrics all contribute to creating an effective industrial content strategy that will help your manufacturing business generate more leads and grow successfully in this digital age.
Using better Content Marketing has become an essential tool for growth for any manufacturing company looking for success online!
Let YoungCeasar show you how Content Marketing can work for your manufacturing business – and drive serious business growth.
As a Marketing Agency specializing in the manufacturing sector – our proven track record speaks for itself! Check out our client reviews.
Get in touch today to find out how you can shape your business future with Content Marketing that gets better results!
