Agency Ten22 frequently meets with healthcare IT software and service companies. From CEOs to marketing managers, the same question always comes up: “Is it better to pay for content placement or earn opportunities through media relationships?” The answer is both!
Paid placement of your content is a critical component for successful lead generation campaigns. Downloads are tracked and leads are received for long-term nurturing and sales follow-up.
However, research shows that earned interviews and article placements carry more weight with your company’s target audience—healthcare executives and departmental directors. Social sharing and summary blog posts magnify the impact of these earned efforts, typically at less cost than paid placements.
Consider these three steps for building a solid, lasting content strategy:
Step One: Build Relationships
Healthcare is a people business. Everyone from top industry editors to niche reporters and channel salespeople appreciate time spent building partnerships and trust. These in-person meetings generate a wealth of content ideas and media opportunities. Here are three proven tips:
- Pitch your targeted editors and sales staff separately. Meet in their offices versus crowded conventions. Food and drink are highly recommended.
- Suggest new types of paid placement opportunities—get creative.
- Make meetings perennial. Building trust takes time and repetition.
Step Two: Be Prepared
Both sides of the content house—sales staff and editors—respect industry knowledge. Do your homework. For every publication, know the last article written or piece of downloadable content posted by a competitor. Be fully aware of industry issues and upcoming regulatory changes that impact your key buyers. And finally, spend time reviewing the publication’s website for relevant niche channels, guest blogs or contributed content. Their subpages are important landing pads for content too!
- Review editorial calendars and sync up your strongest subject matter experts and provider customers. Push for contributed articles or confirmations as an interview source.
- Include color pictures and brief bios of your experts—remember, we are a people business!
- Don’t see a fit for your product or service on the editorial schedule? Don’t worry. Schedules are only a guideline, not the final word.
Step Three: Close the Deal
Finally, focus on follow-up! As healthcare marketers are all aware—the devil is in the details. Quickly secure all editorial ideas and subject matter sources before your competitor steals the opportunity.
- Provide a detailed summary of ideas discussed and ask the editor to confirm in writing, with exact deadlines and word counts.
- Confirm opportunities with your subject matter experts and provider customers. Obtain all prior approvals and authorizations to participate.
- Send a thank-you note—always.
Both types of content, sponsored and earned, play an important role in demonstrating your brand’s thought leadership within the healthcare industry. The three steps above provide a practical roadmap for getting started. Agency Ten22 wishes you all the best on your content journey!