Från telemarketing till content marketing

- “Men det här med telefonförsäljning fungerar ju inte, jag vet inte vad vi ska göra längre”. Han sa det med en tung suck och uppgivenheten var tydlig. Det här hörde jag för ett par månader sedan från en försäljningschef på ett B2B-företag i IT-branschen - och det är inte första gången jag hör den här typen av synpunkter. Som PR-konsult träffar jag på en mängd olika människor som har roller inom PR, marknad och försäljning ute på företagen och de säger alla samma sak: Det blir allt svårare att få uppmärksamhet över telefon eller genom e-postmarknadsföring. På grund av det stora informationsöverflödet behöver du vara betydligt mer relevant för din målgrupp än tidigare för att förtjäna deras tid och uppmärksamhet.BT9A09

Ett sätt att bli det är genom så kallad content marketing (eller innehållsmarknadsföring som vissa kallar det). Uttrycket har blivit något av ett modebegrepp och används i tid och otid, ibland helt felaktigt. Jag har sett flera definitioner av begreppet, den mest träffande tycker jag nog är att content marketing är redaktionell marknadskommunikation. 

Syftet är att nå målgrupperna genom att tillämpa redaktionella principer och producera innehåll som belyser bredare frågeställningar än de egna produkterna eller tjänsterna, och därmed ger ett högre intresse och engagemang. Belöningen är att du blir en mer relevant avsändare för dina målgrupper och därmed kan öka din synlighet och även generera fler leads. För att komma dit behöver du få ditt företags kommunikatörer (inhouse eller outsourcade) att tänka mer som en tidningsredaktion och mindre som säljare och annonsörer.

Kanalerna du använder kan variera. Blogg, Twitter, LinkedIn och Facebook kan t ex vara effektiva plattformar. Det beror helt på var dina målgrupper befinner sig och var de vill ta till sig och diskutera innehåll. Content marketing ser ofta olika ut beroende på i vilken bransch man befinner sig i. Som exempel kan jag nämna exempelvis IKEA Livet Hemma där de på ett smart sätt kopplar ihop blogg, användarcommunity med möjlighet att köpa produkter. Det är dock kundens upplevelse som står i fokus – inte produkten. Ett annat exempel är IBM, som vi på Text100 arbetar tillsammans med. IBMs strategi går under namnet Smarter Planet och genom den vill de visa hur de gör hela vår planet och samtidigt företag och offentliga verksamheter smartare genom innovativa affärsmodeller och tekniska lösningar. IBM förlitar sig till stor del på content marketing i form av bland annat lokala bloggar på olika marknader runtom i världen. På den svenska bloggen En Smartare Planet bloggar nära tjugo av IBMs experter inom områden som sjukvård, handel och finans, där de diskuterar aktuella frågor och branschfenomen, dock i princip aldrig IBMs produkter och tjänster. Här vill IBM dela med sig av sin expertis och driva frågor som är viktiga för kunderna och samtidigt visa att de gör något gott för hela vårt samhälle.

Hur går man då till väga för att komma igång, kanske du frågar? I del 2 av den här miniserien om content marketing skriver jag om Så kommer du igång med content marketing.

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433 Responses to Från telemarketing till content marketing

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