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Four Steps to Creating Valuable B2B Customer Content

May 19, 2011  
"Would it shock you to learn that 68 percent of customer defections occur because customers perceive 'an attitude of indifference?'" asks Ardath Albee in a recent post at the Marketing Interactions blog. That's what the American Society for Quality has reported, she notes—and it's largely because "marketers are focused on driving qualified leads as their most important mission."

But content marketing across the customer lifecycle "can play an important role in reversing this perception of indifference," Albee argues.

She offers tips for developing B2B content to better serve existing customers. Among her suggestions:

Reset their status quo. Once leads become customers, they require a whole new form of TLC, Albee explains: "Any marketing content developed must take into account the customer's current situation as the foundation from which to address why more change and evolution is beneficial to their future success."


Define their new needs and priorities. Once you've solved a prospect's initial problem, you can begin to construct more detailed solutions, she argues. "What features might your customers not be using that can help them reap even more value than they required during the initial purchase?" she asks.

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  • by Nick Stamoulis Fri May 20, 2011 via web

    It is no secret that it costs a lot less to keep an old customer than to get a new one. Once someone has decided to do business with you, you have to encourage the relationship to continue and grow. If all communication ends once you have their money, your customers might feel like they've been taken for a ride.

  • by Donielle Mon May 23, 2011 via web

    Nick, you are right! I am challenged by this article today. I know I have to do a better job at using the resources I have in order to continue building and maintaining relationships with them.

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