How To Develop Content For Each Stage Of The Buy Cycle

In B2B marketing, the effectiveness of your content strategy often hinges on how well you tailor your messaging to the different stages of the buy cycle. Each stage also calls for specific content types to address the needs and questions of prospects. 

In other words, considering that the average B2B buyer consumes 13 pieces of content prior to purchase, it’s important to know exactly what to give prospects and when.

Sadly, a recent CMI survey indicated that just 29% of B2B marketers believe their content strategy is “extremely or very effective.”

Here’s how to create targeted content for each stage to help smoothly guide prospects from initial interest to final purchase:

Stage 1: Awareness

At this initial stage, prospects are beginning to recognize they have a problem or need. In response, marketers need to attract their attention and provide content that educates them about the issue and potential solutions, without overtly selling. SEO is also key to ensure your content is discoverable. Some of the best content types at this stage include:

• Blog posts — informative content that addresses common pain points can draw organic traffic to your website
• eBooks and whitepapers — in-depth resources that delve into problems can capture leads that are ready to dig a bit deeper
• Infographics and video — visual content that simplifies complex topics can grab attention and are also highly shareable

Stage 2: Consideration

During this stage, prospects are evaluating the different solutions to their problem, so you need to keep them nurtured and engaged. In particular, they’re looking for content that helps them compare options and understand your offering’s unique selling points. Useful content here includes:

• Case studies — real-world examples of how your solution has helped other businesses like theirs resolve similar problems
• Webinars — interactive content can engage prospects more deeply, further demonstrating your expertise and allowing you to address questions in real-time
• Comparison guides and checklists — these compare your solution to competitors to help prospects make informed decisions

Stage 3: Decision

Prospects are ready to purchase, so they now need content that reinforces their decision and emphasizes you’re the best fit for their needs. This is also the time to offer highly personalized content, strong CTAs, and human consultations to address final questions or concerns. Best content types include:

• Product demos — live or on-demand presentations that showcase your solution’s features and benefits and help prospects visualize how it will solve their problem
• Free trial — such an offer allows prospects to “wade in” by experiencing the value of your solution firsthand
• Testimonials — while these are helpful at any stage, endorsements from satisfied customers are key here to provide the social proof needed to help finalize the decision

To simplify content marketing across all stages, consider the use of automation tools to track engagement and deliver the right content at the right time. Also, be sure to analyze performance metrics to refine your approach as needed, and to ensure content remains relevant and effective.

An Integrated Strategy

A seamless content strategy creates a cohesive narrative that guides prospects through the entire buy cycle, from simply kicking tires to signing on the dotted line. 

By understanding and addressing the specific needs at each stage, your B2B can create a more personalized and impactful content strategy that drives greater conversions. Not only does tailoring content in this way enhance the buyer’s journey—it positions your organization as a trusted partner in solving their business challenges.  

*If you need assistance developing an effective content strategy for each stage of the buy cycle, Carabiner can help. Let’s talk today.