Case Studies/Marketing/Social Media

Case Study Success: Third Year as Top B2B Case on RainToday

Posted by M. Sharon Baker

For the third year in a row, I’ve written the top B2B case study on RainToday.com, based upon traffic the case drew for the top online resource for sales and marketing for professional services.

My case study on Babcock & Jenkins Inc. was honored for 2013, and featured the story of how the Portland, OR Content Marketing Agency competes with global giants.brownie

I interviewed Lauren Goldstein, vice president of Strategic Planning, who told me how the agency created a highly personalized, database driven, multi-touch marketing campaign designed to rise above the messages that typically bombard B2B technology marketers.

The case story included how the firm used gourmet brownies to appeal to their target audience.

Read how the B2B Agency landed six new customers, and increased sales by more than $1.5 million in the RainToday Babcock Jenkins case study.

 

RainToday.com is the leading site professional services firms turn to for marketing and sales advice. With more than  120,000 members, RainToday serves up great content –insights, advice and tools –from top experts such as Jill Konrath, Charles H. Green and its own experts Mike Schultz and John Doerr.

 

Reader’s Choice Award May 1

RainToday Reader's Choice badgeI also earned RainToday’s Reader’s Choice Award on May 1 for another case study, which analyzed how Mahoney Internet Marketing used LinkedIn and content marketing to revamp its sales process.

 

Top Case Study in 2012: Law Firm Rebranding, Content Marketing, New Fees

In 2012, my top case study featured Michelle Bomberger of Equinox Business Law and how she rebranded the firm to appeal to large business clients, and launched a content marketing plan to increase awareness. Bomberger also added unlimited general counsel services for a monthly flat fee, which was a new fee structure. These moves helped her increase revenues nearly 84% in just two years.

Read the RainToday Equinox Case Study to learn exactly what Michelle did.

 

Top Case Study in 2011: Telecom Firm Guarantee, Implementation Fee

In 2011, my top case detailed how Consulting Firm ATC attracted large clients and grew revenue 50% using an implementation fee and a guarantee. Doing so helped Advanced Technology Consulting of Cincinnati take some of the risk out of the equation when large firms started working with them.

It also gave them a significant selling point, said CEO David Goodwin.

Read about the common small business mistakes Goodwin made and how the implementation fee works in the ATC Case Study.

 

Will You Be the Top Case Study in 2014?

I’m always on the lookout for service professionals (technology, marketing, accounting, law, and consulting, etc.) that have quantifiably increased their business through a specific marketing or sales activity or set of marketing activities.

Your company must operate in the B2B realm and have measurable results you are willing to share. Email me if you have an idea you’d like to pitch.

Additionally, I love to help companies sell with case studies. Feel free to contact me if you need help writing stories that sell.

 

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Public Relations/Writing

Do You Have Questions About Contributed Articles?

Posted by M. Sharon Baker

We’re fresh off the free call hosted by Carol Tice at the Freelance Writers Den, and I understand that a lot of our listeners are not yet members of the Den.

So, if you have additional questions about contributed articles, please feel free to ask them in the comments below and I’ll answer as soon as I can.

Please note, I won’t be answering too many specific questions about press releases, retainers, or public relations as these are all topics I’ll be sharing information about in the upcoming Bootcamp, which is a real steal –especially since you also get to join the den free for the first month. (And the Den is currently closed to everyone else.)

 

 

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So, What can I tell you about contributed articles?  Ask away and I’ll try to help as much as I can.

 

 

 

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Public Relations/Writing

Learn How I Get Big $$ Gigs in PR

Posted by M. Sharon Baker
Learn How I Get Big $$ Gigs in PR

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Carol Tice, a friend and colleague from our days at the Puget Sound Business Journal and Den Mother at the Freelance Writers Den, has asked me to teach freelance writers the ins and outs of public relations.

I’ve agreed to create and lead a 3-session bootcamp Dec. 5, 12 &19. You can check out the details by clicking on the banner above.

I will be covering how to write press releases that get results, how I land PR retainers as a writer and our special guest Karl Sakas from Agency Firebox based in North Carolina will devote a whole session on how writers can work with PR agencies.

Next Tuesday, Nov. 19, Carol is hosting me on a free conference call at 2 p.m. where I will reveal how I make $1,200 on articles that other freelancers only make $300 on.

Want to Join us on the free call? Leave a note in the comments below, and I’ll add you to my private list that will receive the call details, or shoot me an email.

On Tuesday, I’ll also have a guest post on Carol’s blog Make A Living Writing blog talking all about how I added public relations services and grew that part of my freelance businesses. (Hint: I worked with a lot of great people who have their own PR agencies.)

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Content Marketing/Storytelling/Writing

B2B Storytelling Research for Content Marketing

Posted by M. Sharon Baker

After I started wandering around the web looking for good examples of B2B storytelling, I found a few resources that required a deep dive.

Yes, I got diverted.

One is a conversation with B2B content strategist Ardath Albee* of Marketing Interactions where I asked her for a good example of hers on B2B Storytelling since she’s among the industry’s experts. She gave me a good example and I’m waiting for her to answer a few questions before I write a post on it.

Madetostick book coverAnother is a book I stumbled upon when I followed a Carol Tice tweet that led me to The Word Chef – who has a concept I thought of using when I first started freelancing since my last name is Baker, but discarded thinking it was too corny. (For her, it works!)  On Tea Silvestre’s Word Chef blog, she has a list of 30 marketing books she recommends, and I jumped at the chance to read Made to Stick when I learned my library had a copy.

How do you create ideas that stick is the question answered by brothers Chip and Dan Heath in their book Made to Stick: Why Some Ideas Survive and Others Die.

They suggest using a simple principle to create sticky ideas:

Create simple, unexpected, concrete, credible, emotional stories.

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I promise to write a review post, and I’ll recommend every content marketer, especially B2B marketers, read it to improve or start their storytelling.

I also found an interesting post by Phil Johnson on Forbes called Not Just for Bedtime, Marketers Corner the Market on Storytelling.

In it, Johnson has three tips on how corporate marketers can adopt storytelling but not confuse it with marketing. His tips echo the Made to Stick principles:

  • If your story does not reveal something personal and unknown about the person or brand, it’s going to be boring.
  • If your story does not tap into a specific emotion – whether it be fear, desire, anger, or happiness – it will not move people to action.
  • If your story does not take people on a journey where there is a transformation between the beginning, middle, and the end, it’s not a story.

I also want to interview the creative artists at 321 FastDraw, who draw wonderful stories – they call them Telestrations – on white boards. I discovered their wonderful videos when writing stories on Seattle and Microsoft for the Kaufmann Foundation’s entrepreneurial site ID8 Nation.

 Tell me: Do you have any great storytelling tips or resources for marketers that I should check out as part of my research? I’d love to explore more.

*Full Disclosure: Ardath is a client.

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Content Marketing/Journalism/Writing

Why B2B Marketers Hire Journalists to Create Content

Posted by M. Sharon Baker
Why B2B Marketers Hire Journalists to Create Content

(I’m busy gathering additional samples of good B2B content since story telling is top of mind for many marketers. In the meantime, I was asked why journalists are being touted as good hires to create content. Here’s my take.)

A number of content marketing experts are telling corporations to hire experienced journalists, which they sometimes call brand journalists, (a term that causes me to wince – here’s why) to create a lot of the content needed for lead nurturing programs, web site copy, and other marketing materials.

NRMPR-book_aThese experts include David Meerman Scott, author of The New Rules of Marketing and PR, Joe Pulizzi, author of Epic Content Marketing and co-author of Get Content Get Customers, and Ann Handley, co-author of Content Rules.

Businesses of any size looking to create great content have a simple solution: hire a journalist says Scott.

Adds Pulizzi:

 Let’s face it: Marketers are busy focusing on driving demand for their products. It’s difficult to step back and think about products from the customer’s informational perspective. But that’s just what journalists’ do.

Why journalists, you may ask. And don’t all of them work for newspapers or magazines, you may wonder.

Many journalists lost their jobs during the recession, others saw what was happening and left on their own. From 2000 to 2010, the last time I looked, 66,000 journalists had lost their jobs due to layoffs. Here’s a sampling of the 30,000 or so that lost their jobs in the three years of 2000 to 2003, which I mentioned in my first blog post. So there are a lot of journalists looking for work.

Scott, Pulizzi and Handley, who previously was a journalist, recognize that journalists possess the skills and training that allow them to create interesting, compelling content effortlessly.

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17 Reasons Marketers Should Hire Journalists

Journalists:

  • Know how to tell a compelling story with tension
  • Are great listeners and superior interviewers
  • Are quick studies and critical thinkers
  • Are resourceful and full of creative content ideas
  • Know how to research and find things quickly

They also:

  • Are experts at dealing with deadlines
  • Easily juggle multiple tasks
  • Think and organize before they write
  • Use snappy, active words
  • Keep themselves out of their writing

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And, they:

  • Write tight
  • Write conversationally
  • Shun adjectives, puffery and jargon
  • Write short sentences moving readers along
  • Often can summarize a story in a great headline
  • Know how to change writing styles to match different audiences and media types
  • Provide an outsider’s view of your company

 

The ability to write tight, get to the point quickly and keep things simple are concepts every corporation needs, whether they are selling a product, building a brand or looking for leads. Journalists are a good match to help busy marketers that need to focus on more strategic aspects of their jobs.

 

What traits am I missing? Are there other reasons for hiring a journalist for B2B content creation?

 

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