It is this time of year I see lots of reflective articles about how ‘2020 vision’ was lamentably absent for us all and how the word of year in 2020 was ‘PIVOT’. Then there are a plethora of articles about what we can expect from this year – possibly a little laughable given how far off the mark predictions were in Jan 2020, but we have learnt a lot of hard lessons and for those of us still standing, it is good to look ahead and see what our peers and industry bodies are thinking about for 2021.
I have spent a fair bit of time reading lots of articles and speaking to some learned friends on the Predictions for 2021 and these are my key takeaways and musings…
My 5 key take-aways from this article:
1. Show and Tell
There’s no one size fits all content format. Some people would rather read, others would rather listen, and some would rather join a group discussion. Multi-format will remain the heart, but regardless of the format, if you back up your vision with credible, engaging information, people will start to listen.
2. From One-Way to Two-Way Conversations
Conversational marketing is about context, not compulsive selling. And it’s taking place in several forms, LinkedIn for starters. Linkedin has become the Facebook for work. It’s acceptable to share and scroll on the platform every day to stay connected to the world outside your Zoom window.
3. Who Is Looking for You?
If you sell big-ticket software, have a budget, and still aren’t using a platform that allows for intent targeting, 2021 should be the year that changes.
4. Elevating Your Brand’s Voice
2021 will bring more strategic partnerships to the forefront. We will likely start seeing more joint online events as companies team up with ones with complementary offerings. Leveraging partnerships can help reach more people than each brand could on its own.
5. Saying Goodbye to Vanity Metrics
Time to finally say goodbye to the shallow end and dive into the deep end. Many tech companies will finally abandon surface-level metrics, such as MQLs, that don’t tell them anything about the account’s quality or fit.
So what is replacing the MQL? For starters, SQAs, that is, sales qualified accounts and account-level engagement metrics such as how companies on your target list are engaging with your brand.
And from me...
This is a BIG one for me and a topic we will definitely dive into further – sign up to receive our blog below.
This is a great read if this subject has aroused your interest…
“Customers have made it clear they have high expectations for brands. These include solutions they can trust, a brand purpose that aligns to their values, and experiences that enable them to act as co-creators rather than recipients of someone else’s vision. In the current environment, those expectations were heightened. Companies that succeed, particularly when confronted with global disruption of business, work modes, and service delivery, act with intention and clarity in fundamental ways.”
A long and interesting article with lots of facts and stats but these are my summary points…
- Responding to recession
- Staying effective in the age of e-commerce
- Engaging at-home consumers
- Succeeding in the closed web
- Structuring for volatility
- Finding the white space in wellness
Conny Braams, Chief Digital and Marketing Officer
“There was a little bit less spending in the beginning of Q2, but I think quite quickly we’ve come to the conclusion that if we are going to enter a recession then normally the brands that continue to spend come out much stronger."
What was not surprising here to read was that email marketing tops the list of tactics planned for this year, with 84% of people putting it 1st… Here are some of the other, more interesting bits…
The good news is marketing budgets for 2021 are increasing. A quarter of marketers are working with 15% or higher.
The personal touch rules
With high customer expectations in personalization, paired with ABM tools like LinkedIn InMail, which lets you specifically target key accounts and personnel, this doesn’t really come as a big surprise. It also shows that while you are doing business with other companies, it is important to remember that you’re still dealing with people.
Video offers great engagement
The second most popular strategy for companies in 2021 is rich content video marketing. Just as with B2C marketing, video offers great engagement for B2B companies and can help with social media marketing efforts, as well as engage people more on websites and via emails.
Early 2020 saw well-laid plans shredded and strewn to the ill-winds that were blowing. LinkedIn was plastered with marketing and sales professionals ‘seeking new opportunities’. By summer we were coming to terms with the ‘New Normal’ and rapidly amended (pivoted) plans were starting to see impact. Q3/Q4 I felt saw an increase in positivity with those seeking new opps now declaring new roles (hoorah!) and budgets being released again to deliver plans (also hoorah!).
We have definitely seen a shift in style of content being consumed and a lot of my reading bares truth to that.
My Top 5 words to describe content and approach in 2021?
These are to me are all phrases and terms that are repeated and with good reason. People buy from people that is true of any circumstance.
I believe we’re now in a time of hybrid events with physical events returning but the accessibility of attending virtually being embraced. A world that understands remote working and the benefits that can come from that and collaboration coming to the fore – may be more joint-comms, beyond just Channel-led messaging. New marketing methods and more confidence in the technology to deliver on those – it often means more financial outlay, time for integrations, budget for training and soft-launches/ allowances to fine tune and f*ck-ups to get it right, but the rewards for the front runners will be vast. Fortune favours the brave!
If the word for 2020 was ‘pivot’ - 2021 should be ‘promise’.
It looks ‘promising’ from where I am sat. Truth in content and ‘promising’ what your product and service can achieve for your prospects and customers and of course the promise of a vaccine to help us all.