The majority of B2B content to generate leads is gated, meaning to get access to information, users must submit some of their personal details. But is this the best approach? Consider that once you’ve put the final touches on a white paper or a case study and you’re ready to unleash it on the world, putting it behind a gate could reduce its download rate by about 95 per cent. That might be fine if you already have a profile in your market, like IBM or Cisco. But what if you’re in the middle of rebranding or just starting to put yourself out there as an expert? Wouldn’t it be more important to create meaningful touchpoints and get the word out about your services or solutions to as many people as possible, rather than just lock it up and hope the downloads happen?
A one-two punch that will generate leads
While gated content remains a mainstay of B2B lead generation marketing, some experts believe a one-two punch works better. Real-Time Marketing and PR author David Meerman Scott suggests companies offer one of their best pieces of content ungated and at the end of it list a secondary and equally compelling offer. The idea is that if you show customers the kind of expertise you can provide, they will want more. If you immediately ask for emails and info before providing any information, you’re setting up an adversarial relationship that is a turn-off for most people.
Scott estimates that ungated content gets between 20 and 50 times more downloads, therefore a gated white paper that gets 2000 downloads could potentially get up to 100,000 if offered up for free. Then, if just 5 per cent of them go for the second piece, you’ll end up with potentially 5000 sales leads.
Gated versus ungated
There are believers in gated content who say experience has shown them that gating content is the better way to acquire sales leads. Debra Ellis, founder of Wilson & Ellis Consulting tried ungating and gating the same piece of content on alternate days. While she found that downloads were almost 50 times higher on ungated days, the contacts who ended up calling her company had downloaded the guide on a gated day. It proved to her that those who are seeking the kind of information and service your company can provide, are willing to pass through the gate to get to the stuff they want.
Both insights are valid when it comes to demand generation performance, but if you have a piece of content that is dynamite, why not offer it for free? It’s a way of getting your expertise, services or solutions out there, and those who take you up on your second gated piece are those who really want to work with you in the long run.
To recap, creating great content is no longer the finish line, it’s the starting line in successful lead generation business campaigns for a conversation with your customer. Businesses have to cultivate new relationships starting with some “no obligation, risk-free information” that will help potential customers with their everyday struggles. If you deliver relevant, actionable business information to readers, they will want to keep getting that from you, and your content will have done its primary job of generating sales leads.