Aviation Marketing: How to Achieve brand leadership through content creation

Brand leadership requires that everyone contribute to content creation

Brand leadership requires that everyone contribute to content creation

Brand leadership is about showing and telling the world what the brand stands for.

Brand leadership is achieved by communicating brand values, thoughts and deeds. In the digital world this can be achieved by publishing content via blogs, videos and microsites that are interesting and demonstrate the brands values and commitments to both customers and industry.

Organizations that are considering investing in content creation should first ask  “Why?”

The idea of content creation appeals to many people. They will read an article, see a video or blog post online and feel like they have something valuable to contribute. This is first step in the journey of people-to-people marketing.

When approached by someone in the organization about creating a blog or a video the first question should always be “Why?” This is not a rhetorical question. No doubt there are thousands of blogs and videos dedicated to aviation topics.  This question is asked to determine if the content supports the brand values.

After determining the merit of the “why”, the next questions should be:

  • What are the resources required to support content creation?
  • Does it contribute to the brand leadership effort?

 Resources

Successful content creation informs and inspires the readership. This usually comes from the author’s experience and unique point-of-view with regards to the subject matter. Another important aspect of the undertaking is that successful brand leadership requires a library of content before the first piece is ever published. Visiting a website with an abandoned blog or a single video post indicates a lack of effort and commitment.

Brand leadership requires that every department contribute to content creation

It’s not just the responsibility of marketing or public relations to produce content. People in these departments are trained communicators but may lack the deep knowledge base needed to develop authoritative content. In addition, there are conversations everyday throughout the company that relate to customer satisfaction, product improvement, and user experience that can provide inspiration and valuable input for ongoing content creation.  An additional benefit of company wide content creation can be a library of content that can be accessed online providing a quick reference for solving problems to customer questions.

Additional articles on this topic you may find of interest.

14 social marketing channels for content distribution

Engaging employees in social media marketing

How to write effective online copy

Social marketing begins with the correct strategy

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Why people-to-people marketing is replacing business-to-business in the aviation industry

In aviation marketing successful brands are creating loyalty and commanding premium pricing by connecting on a personal and emotional level with their customers. 

Historically, aviation industry component and system manufacturers have practiced traditional business-to business outbound marketing (push marketing model). The outbound model relies on bought media to push key messages to a mass audience, segmented by demographic, SIC code, business title or purchasing authority.

Tactical execution takes the form of:

  • advertising
  • direct promotion
  • trade shows
  • sales literature
  • web banners
  • micro sites
  • company websites

Often public relations tactics such as press releases and product stories in trade publications support out-bound efforts.

The push marketing strategy is predicated on disrupting the viewer to convey predetermined key messages that support product features, benefits and value propositions.

For many aviation industry manufacturers, this has been a successful approach to building brand awareness. However, outbound marketing requires a large invest-ment in bought media and advertising return on investment is hard to track.

Customers are disillusioned with the “about me” aspect of the creative product further challenging the advertising’s ability to disrupt the viewer in the work environment. In addition, outbound lacks the stickiness to build community and form a one-on-one relationship with the individual.

Enter People-to-People Marketing 

People-to-people marketing is predicated on building relationships with individuals and communities through conversations that nurture and build trust. Technology is at the heart of inbound marketing (pull marketing model).

One of the most intriguing aspects of people-to-people marketing is its not confined to the workplace. Personal computing power in the form of smart phones and tablets makes it possible to connect with customers in venues not traditionally associated with aviation marketing.

Social media outlets provide the means to listen and carry on conversations with individuals. People-to-people marketing requires aviation marketers to reevaluate and rebalance their marketing mix to achieve their marketing goals.

Successful people-to-people marketing shifts the focus from “me oriented” to “story telling” to create the personal and emotional bonds.

In addition, personal computing power opens up new venues for storytelling through video, slide share and other syndicated platforms. Inbound marketing also comes with a wide array of analytics packages to help establish data chains for measurement and marketing investment.

Finding the right balance

Today, successful aviation marketing requires an integrated mix of inbound and outbound marketing to tell the brand story. Aviation marketers are challenged to accomplish more with less, forcing them to reassess traditional marketing efforts and move towards more cost effective inbound marketing venues.

Many of these new venues are reaching maturity, offering integrated marketing and viable ways to reach prospects, establishing relationships and forming one-on-one connections with your audience.