Posted on

TMI – How Much is Too Much for B2B Marketing Collateral?

Marketing CollateralIt’s a fine line. You want to tell your prospects EVERYTHING as soon as you get their attention. They want only enough info to make a quick decision about taking the next step. So how do you keep from scaring them off and / or boring them to death and actually get them more interested in your product?

I could make a lot of comparisons to dating here, which would be totally relevant. But an even easier exercise is to ask yourself this two part question:

  1. What is the next step you can reasonably expect your prospect to take after reading this piece of collateral?
  2. What information will they need in order to take that next step?

Of course, answering these questions is not an easy matter. While you might like every prospect to call you begging to order your latest product from a single banner ad, that’s not very realistic. Unfortunately, a lot of companies expect a whole lot of bang for their buck. But that “bang” may be the sound of them shooting themselves in the foot.

In general, brochures, emails, product sheets, traditional and social media, and even your top level web pages are an invitation to find out more. While each of these are different length and styles, the main goal is to give the prospect just enough information to pique their interest and then provide them with clear instructions on how to find out more.

Case studies, white papers, technical specs and the like are the main course of decision-making. Your prospects will want to dig into as much info as you are willing to give them – and probably forward it and discuss it around the office – before they pick up the phone to talk to a live sales person.

Once they’ve done their own background research, the next step is to call a sales rep for more answers. So make sure your “deeper” collateral has appropriate calls to action and contact information.

If you try to jump the line on any of these steps you run the risk of looking unprofessional or worse – desperate. That can shut the prospect down and send them looking for a competitor who will give them the information they want – when they want it.

Posted on

Web Copy, White Paper, Case Study, Blog…What I’m Working on Right Now

White papers, web copy, case studies, blogWhenever I get a call from a new client, they are very interested in what type of copywriting projects I usually work on. At cocktail parties (OK I don’t really go to cocktail parties, but you know what I mean) I get asked the same question. But like the weather in New England, the answer can depend on the hour.

Over the course of my 15+ years writing mostly B2B marketing communications, I have worked on just about every type of writing project there is. Of course, what I am working on tends to change with the times; 15 years ago I was less likely to be writing blogs and web copy, while today I am less likely to be writing direct mail pieces and physical sales letters, since these have almost completely morphed into email marketing.

To satisfy the curious, I thought I would share a list of the projects I have worked on this month.  While not totally representative, it should give the curious a peek into what types of copywriting and design I do.

This month I:

  • Finished up a 12 page web copywriting project for a Cloud-based search portal company
  • Created the design – in Microsoft Publisher – for a case study I wrote last month for a Cloud services vendor
  • Wrote over 100 “ghost blogs” and keyword optimized press releases for various attorneys and law firms across the US
  • Finished up several pieces of sales collateral (brochures, solution briefs, sales sheets) for the world’s largest IT company
  • Started creating a Power Point Presentation on writing copy for the web, which I will share with the marketing department of a billion-dollar corporation
  • Updated a LinkedIn profile and gave some social media tips to a busy executive
  • Wrote email newsletters for a law firm, a school supply company, and an internet sales distribution consultant
  • Met with a financial services client about creating a website for the firm’s new direction
  • Began updating a series of product manuals for a company that manufactures clean-air monitoring devices for materials processing plants worldwide
  • Went to lunch with one of the greatest professional copywriters of all time, Peter Bowerman, who was kind enough to meet some of his fellow professional copywriters for lunch one day during his vacation
  • Completed a few blog posts for www.savvyb2bmarketing.com, a marcom blog I started with 5 other professional marketers about a year ago.

Some months I do more web copy, other times I am totally immersed in creating a white paper, and still others I crank out sales kits and product sheets. But all in all, it was a pretty busy, fairly typical month for me.

If I can help you with a case study, blog, white paper, some web copy, or anything else, please don’t heistate to contact me!

Posted on

Must-have Marketing Collateral

White paperI do a lot of work with start-ups and so I run into this issue frequently. They either have a limited amount of time, money, or both, but suddenly have a trade show coming up and they need something to give to prospects. Or they simply need to start creating marketing materials, and don’t know where to begin.

The following are “must-have” pieces of marketing collateral:

1. Website: It seems almost too obvious to mention, but the website is the place to start. If you already have a website, you need to look at it critically. Is it customer focused, professionally designed, and easy to navigate – or was it hastily thrown together just to “get something out there?” I can’t emphasize enough how important it is to have an inviting and informative website. After all – you are hoping all those trade show attendees will eagerly check you out after the show – don’t turn them off before they get started.

2. Company and product /service literature: For those on a very tight budget, a two-sided sales slick with an overview of company offerings and a boilerplate about the company can be a suitable amount of information to hand out to overwhelmed trade show attendees. For those with complex offerings and a larger budget, a series of two-sided solution/product briefs tucked into a well-designed folder along with a one page company overview and a business card will do the trick nicely.

3. In-depth research and information: If there’s still time (and budget), the next step on the collateral ladder is creating information-rich documents that take the prospect further down the sales cycle. These include white papers, case studies, and relevant third-party research. Case studies are particularly helpful when prospects might have a hard time envisioning how a solution will be implemented and what they can expect from it. White papers are great tools for establishing thought leadership and providing in-depth information on the benefits of your solution.

Don’t forget your hook

Collateral alone is not enough to make sales. You need to have a strategy for how to use it. What can you offer the prospect that they would deem valuable enough to give you a chance to win their business? What you come up with will depend on your product, your market, and your prospects.

 If you have developed white papers and case studies, don’t just freely hand them out – offer to send them via email to prospects who request it. When you don’t have a white paper to offer, you can get a little more creative. As an example, a client of mine (who didn’t have time to revamp any collateral before the trade show) recently offered green energy show attendees a free initial assessment of whether their property was an appropriate candidate for solar or wind energy. Because they were offering something of real value to the prospect, they had a very high sign-up rate.

What are your must-haves for the trade show? Do you have a no-fail hook you’d like to share?