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story by ADRIANNE MACHINA | illustration by MATT MASTRUD<br />
Great cooks insist on using the best ingredients. As a marketer, you should, too!<br />
I know how to cook up a great campaign, write a brilliant blog post, and create an award-winning<br />
submission, but what I need are the ingredients – the subject matter expertise that resides in the<br />
brains of the company’s busiest employees. All the marketing tools, detailed spreadsheets, and<br />
sophisticated marketing techniques in the world will not overcome a lack of good, compelling,<br />
accurate content. It’s like making a soufflé with powdered eggs. Your content will fall flat.<br />
So how do you get the good stuff? You have to set up interviews and meetings with the subject matter experts who<br />
understand the topic in depth. Be as flexible as you can. I’ve had to grab consultants’ time while they were waiting in<br />
airports, sitting in hotel rooms, taking a break in-between demos – basically, squeezing in a few moments between<br />
their immediate revenue-driving priorities.<br />
Here are my tips to getting on their schedule and gathering what you need:<br />
» Tie your project into the company’s overall mission. No one wants to write a blog post that is going to<br />
collect dust, never to be looked at or shared. Marketing never seems as vital as the billable hour or the next sale –<br />
but it’s critical for long-term success. Connect the dots as to how their participation ties into the overall mission.<br />
Also, make sure you have the buy-in of the executive team. If they know that this project has all eyes on it, they<br />
are more likely to be responsive.<br />
» Honor their time. The subject matter experts you are seeking out are usually compensated by billable time<br />
and/or are commission-driven, and they don’t always understand why participating in creating content is so<br />
important. I recommend starting your conversations by marketing the value of marketing. Tell them where<br />
and how the content you create will be used. Keep your meetings with them short and to the point, but most<br />
importantly, come to the meeting on time and prepared! Don’t show up without first writing down questions to<br />
discuss with them. Also, keep them informed as to the project schedule. Communicate when they can expect to<br />
see the first draft, and set expectations about how quickly you’d like for them to get their revisions back to you.<br />
» Piggyback. What are these experts already doing that you can leverage? Are they hosting a webinar? Are they<br />
training a new employee? Do they have an upcoming internal training that you could sit in on and listen to?<br />
Rather than asking for a separate meeting, get invited to meetings that they’re already having.<br />
» Play to their strengths. Are they good at writing? Give them a series of questions to answer. Staring at a blank<br />
page is the worst part about writing. Can they verbalize what they mean better than they can write? Schedule a<br />
phone conference and record the call so you can refer back to key points later. Ask what material already exists<br />
that you can use as a leverage point – so that you don’t have to start at the very beginning.<br />
» Make them look good. Make sure they get credit for their contributions! Their name should be in the byline.<br />
Allow them to post to their own Twitter feed and LinkedIn profile. Train them on the best ways to amplify the<br />
message on social media. Say nice things about them to their boss (assuming the compliment is well-deserved).<br />
Overall, let them know their time is well-appreciated and valued.<br />
When there is so much to be done, it can be mighty tempting to want to churn out content as fast as possible. But,<br />
if you are continually creating pieces that are all fluff and no substance, you devalue your brand and damage your<br />
authority on the subject. As the marketing team, you shouldn’t be expected to know the technical terms and nuances<br />
of the industry that have taken your experts 20+ years to learn. Your job is to ask the right questions, move the project<br />
along, and get the desired results.<br />
Now get out there and get cooking!<br />
Adrianne Machina is a marketing consultant with a passion for cooking up marketing success for her clients. Want to see<br />
what’s on her grocery list? Contact her at Amachina@tornadomktg.com.<br />
THEPARTNERCHANNEL.COM | FALL 2015 43