Funnel marketing is back in fashion, and dozens of new ideas are popping up around this classic business concept. The marketing funnel (or the consumer journey, or the conversion pathway, as it goes by many names,) is simply a conceptual construct to illustrate the broad phases of how leads are generated and then move from one place – where a consumer is typically unaware of your concept or brand or product – to another, more desirable place, where that consumer is ready to buy (or recommend) your specific product, and hopefully, right now.
It usually looks something like this:
Another concept – content marketing – has also been blogged to death in the last several years. The basic idea here is that brands can and should be generating and distributing a constant stream of content in many forms to attract and retain their target audiences.
Both funnel marketing and content marketing are relevant and valuable. Both concepts are basically applicable for just about any audience in just about any category, and that includes b-to-c or b-to-b. (That’s neat.)
But what I’ve noticed recently is that there isn’t much discussion on how content and marketing funnels can or should work together.
If you decide that it’s time to create content for your brand (and yes, it’s always a good time to do that,) you may also realize it can be quite difficult. Questions abound about what to create, when to create it, where and how to distribute it, and whether or not it’s a good investment of critical resources, such as time, talent, and capital.
One important strategy is to create categories for your content that line up with your funnel marketing goals. In this case, the illustration would look more like this.
Almost every marketing funnel is illustrated by the letters A-I-D-A to represent awareness, interest, desire (or decision) and action. But in broader terms, the consumer journey is encapsulated by three broad categories: evaluation, consideration, motivation.
When the consumer is in the evaluation stage (becomes aware, develops interest):
In the early (high-funnel) stages, a consumer may be evaluating a purchase or interaction in this category. In some cases, that consumer may be wholly unaware of your brand at this point. If your brand is new, or has just launched a new feature, or a new line, or has been dormant for a while and is back in some way, you want to communicate to the consumer set that you have options that might be worthy of review.
For this I recommend creating generalized content. Think about ways to show the consumer simply that your brand belongs in the category and has something interesting (or better yet different) to offer. This is a great time to educate/inform the consumer.
Some examples would include social content, blog posts, listicles, product reviews (to outline the basic brand/product traits.)
When the consumer is in the consideration stage (has interest, develops desire):
In the middle (mid-funnel) stages, that same consumer has probably become a bit more educated as a result of their exploration, and they’re now considering which options are the best for him/her/them. Note that this can only occur with brands that the consumer is aware of, and knows something about. They may circle back and look to check off important boxes, such as features, availability, time to delivery, and other (buying signal) particulars that are now important to them.
Also note how the consumer, from a psychological perspective, gets more and more self-interested as they proceed down the funnel. The conversation tends to move from “what does this thingy do?” to “what does this thingy do FOR ME?”
This is where you should consider more specialized content. Help the consumer see your brand from the perspective of its superiority points, or better yet its unique points.
Some examples would include infographics to position your brand in the category, video or animated product demonstrations, info sheets/brochures or White Papers for b-to-b (to highlight the brand/product difference relative to other choices.)
When the consumer is in the action stage (has desire, ready to act):
Finally, the consumer reaches the moment of truth. They’ve moved into the mode of desire and are ready to act in some way. As mentioned above, they’ve considered this from a fairly self-interested point of view, and come to believe that maybe only one brand can really satisfy their needs. Very often, they may whittle their choice down to two brands (because binary choices are easier for consumers to make,) and run a final A vs B competition in their minds, and yes, maybe even in their hearts.
Whenever you hear someone say marketing is emotional, they’re talking about this critical juncture in the funnel. Consumers – especially if they’ve reached this binary choice phase – tend to go with the option that “feels” right for them.
If you’ve made it this far, be sure to have some contextualized content ready to go to motivate that consumer to choose your brand. Take out any remaining guesswork. Show that consumer what it will be like to interact with your brand every day, and how that relationship will progress.
Talk about expectations, get specific on policies and procedures, warranties and registrations, and smooth the path to get the action (which may not always be a sale, by the way) you desire most.
Some examples would include consumer testimonials, case studies, and any customized or educational content like webinars (note the very personalized and specific complexion of these options.)