All text and no fun makes Jack a dull B-to-B marketer.
What’s fun about shopping online is that B-to-C retail sites often use video to make their products look more interesting and provide more information than you’d see in a static picture.
Since B-to-B brands often sell a service, solution, or product that’s not easily demonstrated in a video, there will be reams of product information to convey, white papers and/or case studies to read. And who declared they have to be all text and dull, dull, dull?
Whether you’re targeting IT managers, security administrators, hospital executives or CFO’s, no one asks you to present your information in the dullest way possible.
Let’s look at 3 simple, but effective options:
- Design product sheets, white papers and case studies to be visually pleasing. Eye tracking studies prove that site visitors spend most of their time looking at visuals—faces in particular. And common sense tells us that when something is visually attractive, it will garner more attention. Which of these two B-to-B white papers would you rather read: All text or visually compelling?
- Use flash animation to liven up statistics and tell the story. Or if it’s too complicated, use animation to “hit the highlights,” then give readers a deeper understanding with a text/PDF option. Here are some fun examples to see flash in action.
- Add a simple involvement device to engage your site visitor: Online calculators let them see how much they could save, or determine what your product might cost given a few variables. For example, this is a simple but engaging one for college students to determine whether or not they should skip class today, while this data loss calculator demonstrates the negative financial impact an organization may face as a result of a data breach or theft of identity data. This one for a BtoB insurance product helps you see how much income is at risk if you became disabled, and ultimately helps calculate how much the insurance product might cost based on your age and other factors.