How to Write ‘Technical’ White Papers to Grow Your Business

Last month we discussed White Papers and their effectiveness in generating business opportunities.

You might be interested in the following statistics, as they illustrate the returns you can generate from a well-crafted white paper.

While working on a recent consultancy project, we prepared a 3-page White Paper as the sole source of lead generation.

We wrote it in two days and then published it online. Only minimal registration was required to download it. We wanted to get it out there quick!

Once the registration details came in, the Sales Team took it from there and followed up the leads as fast as possible.

Less than 3 weeks after publishing this white paper, the lead flow had increased from 22 leads per month to 78. Very good returns in a down market!

White paper marketing creates opportunities very fast. If you know your product, and your customers, then they will want to read your white paper, particularly when you write about a niche industry or service.

To do this, a few points should be highlighted:

• White papers require an investment in research and writing time.
• White papers work well if you have a unique product with information your clients don’t have.
• Writing white papers is not for everyone.

Be careful about who you chose to write the paper.

Ultimately, white papers are sales documents.

Programmer can’t write these.

Don’t ask them – it’s not fair for you or them. They can contribute to the technical details, but you need to have an experienced writer managing the overall delivery and coordinating all resources involved. If, you do have experience in writing, it shouldn’t take a lot of your time.

Set Targets for yourself

Most relatively experienced writers could write at least five good articles, (for example around 1000 words), with material that we have at hand. In other words, writing papers about our CRM solution or the services we sell. Not much research is required.

Start with one article

Choose the subject matter that is the easiest to write about, and will generate the most interest from your customer base.

When writing sales-orientated articles, use a light conversational style as if you were talking to a friend

Though the article promotes your product or services, the sales angle is hidden in the helpful, useful information that you are providing to your readers i.e. your prospective client.

Useful white papers build credibility and have a long shelf life. Decision-makers store them for as a reference.

Always, include a section at the end about yourself with your contact information, including 1800 telephone numbers and email address.

Once you’ve written the article, get a reliable person to check the grammar and spelling. Make sure it’s clear, concise, and to the point.

Then, leave it aside for a day or two.

When you return to it later in the week, you’ll have some distance and be able to see where it needs adjusting.

Now, you’re ready to use it for promotion—and that’s what we’ll talk about next month.

Download these MS Office and Apple templates today

Acceptance Test Plan

Contingency Plan

Software Development Templates

Acquisition Plan

Conversion Plan

Software Requirements Specification

Action Plan

Cost Benefit Analysis

Software Testing

API Documentation

Database Design

Standard Operating Procedures (SOP)

Audience Analysis

Datasheet

Statement of Work

Availability Plan

Deployment Plan

System Administration Guide

Bill of Materials

Design Document

System Boundary

Business Case

Disaster Recovery Plan

System Design Document

Business Continuity

Disposition Plan

System Specifications

Business Plan

Documentation Plan

Technical Writing Templates

Business Process

Employee Handbook

Test Plan

Business Requirements

Error Message Guide

Training Plan

Business Rules

Expression of Interest

Transition Plan

Capacity Plan

Fact Sheet

Troubleshooting Guide

Case Study

Feasibility Study

Use Case

Change Management Plan

Functional Requirements

User Guide

Communication Plan

Grant Proposal

Verification and Validation Plan

Concept of Operations

Implementation Plan

White Papers

Concept Proposal

Installation Plan

Work Instructions

Configuration Management Plan

Interface Control Document

Software Development Templates

Acceptance Test Plan

Maintenance Plan

Software Requirements Specification

Acquisition Plan

Market Research

Software Testing

Action Plan

Marketing Plan

Standard Operating Procedures (SOP)

API Documentation

Needs Statement

Statement of Work

Audience Analysis

Operations Guide

System Administration Guide

Availability Plan

Policy Manual

System Boundary

Bill of Materials

Project Plan

System Design Document

Business Case

Proposal Manager Templates

System Specifications

Business Continuity

Proposal Template

Technical Writing Templates

Business Plan

Quality Assurance Plan

Test Plan

Business Process

Release Notes

Training Plan

Business Requirements

Request for Proposal

Transition Plan

Business Rules

Risk Management Plan

Troubleshooting Guide

Capacity Plan

Scope of Work

Use Case

Case Study

Security Plan

User Guide

Change Management Plan

Service Level Agreement (SLA)

Verification and Validation Plan

Communication Plan

Setup Guide

White Papers

Concept of Operations

Social Media Policy

Work Instructions

Concept Proposal

Contingency Plan

 

Configuration Management Plan

Conversion Plan