Do you worry that you’re not being innovative enough with your B2B marketing? You’re not alone if you do; research by Accenture indicates that many marketers worry that they aren’t being innovative enough to deliver.
We’re worried too, but mainly because the value of ‘innovation’ seems unquestioned. Unless we define ‘innovation’ as ‘whatever works best’, we think it’s odd to simply assume that ‘traditional’ can’t drive growth and only ‘innovation’ will do.
Give ‘em what they want
Going back to first principles, as marketers we exist to help sell stuff to customers. That means we need to be doing things that customers are interested in. We need to be in the places they’re in, saying the things that will resonate with them.
Now, that might mean you need to turn your marketing on its head and start “actively driving the disruptive growth agenda”, to quote Accenture. But it equally might mean that you just need to really hone your value proposition and messaging so that you’re saying things that your audience simply can’t ignore.
Assess the value of innovation
Don’t get us wrong — we love innovative B2B marketing ideas as much as anybody. We get that most audiences respond to creativity, to ideas that are clever and different. And the strategies suggested by Accenture make perfect sense, because they focus on meeting customer needs and delivering outcomes that matter to customers.
That said, we’d caution that innovation needs to be backed up by solid customer insight and business reasoning.
Innovative B2B marketing concepts are often expensive — if not financially, then certainly in terms of your time as you climb a learning curve, win over internal audiences and overcome objections from more conservative colleagues. That kind of effort shouldn’t be entered into unless you’ve got good reason to believe it’ll work.
Sounds obvious, but it’s easy to forget when your boss is staring you down in a planning meeting and you feel like you need to impress.
Back to basics
So the next time you’re sat at your desk, wondering what you’re going to do to shake up your marketing efforts and deliver the results the business demands, ask yourself: do you need to come up with a bleeding-edge, ahead-of-the-curve marketing agenda? Or do you first need to make sure the basics are covered really well?
• If your assets are uploaded as PDFs, are they optimised for search engines?
• Is your content engaging?
• Are your email campaigns up to scratch?
• And so on.
A foundation for innovation
Of course, looking after the basics isn’t nearly as exciting as blue-skying the next paradigm shift in your content marketing.
But given how stretched marketers are, activities that can deliver relatively large improvements compared to the effort required — such as covering the basics — seem to make sense.
And of course, once those basics are covered, when you do find an opportunity and a need to be innovative, your efforts will likely be that much more effective.