I write blogs for businesses every day. It’s like, my job, man.
But I can’t even begin to count the number of times people have asked me what the purpose of business blogging is.
Inbound marketing has been around for years now, but it’s still a question for many people: why do we do it? What is the purpose of business blogging?
Someone asked me about it the other day, and I thought, “Oh sure, let me just point them to the NUMBER of blogs I’ve written about business blogging.”
Only to find that well, I haven’t written any blogs about this. I’ve talked about blogging in the context of lead generation, website design, inbound marketing, lead nurturing, and so much more. But I’ve never actually written about why business blogging is so important in its own right, and why it’s a service we provide to nearly every single one of our clients.
My bad, guys. Big hole in the content there. But I’m here to make it right.
Let’s talk about what business blogging is, why we do it, and why for heaven’s sake I just need you to believe me when I say it’s worth it.
What is Business Blogging?
Business blogging is the process of blogging for your business. It’s an inbound marketing tactic that works to get your website more visibility. Just like social media, email marketing, and even digital ads, business blogging is another tactic used to get your company in front of the eyes of qualified leads.
What is the Purpose of Business Blogging?
The purpose of business blogging is to get you and your company in front of the right leads. In the words of our fearless leader here at Evenbound:
“Content publishing is the lifeblood of SEO. Regular content updates (written around your target keywords) build topical relevance and authority. If you’re not writing blogs and your competition is, you’re gonna get smoked in SERPs.”
John Heritage — President, Evenbound
So you want to get found on the internet?
You want to show up first when someone googles something you do or a product you provide?
Okay, so business blogging helps you get in front of the competition. But how?
Don’t worry, I wasn’t just going to tell you something and not back it up.
Like I said earlier, business blogging is a key marketing tactic. It does more than just help you rank well. When you do business blogging right, it can help you convert more leads through every stage of the buyer’s journey.
If you’re familiar with the inbound marketing flywheel, business blogging is one of those tactics you can use to optimize every point on that flywheel, helping you draw in more traffic, nurture those new leads, close on new prospects, and continue to delight your promoters and existing customers.
Here’s a look at three of the key benefits of business blogging.
Drives Qualified Organic Traffic
First and foremost, business blogging helps you get eyeballs on your website. How else are people going to find you? Let’s think here:
No one is going to type in your website URL and go directly to your site. It doesn’t happen. When have you actually typed in “www.evenbound.com/blog” to see what’s new on our blog? Imma say never. I don’t even do that, and I live on our blog.
Paid ads are expensive. Sure, you can get in front of the right people using paid advertising. We encourage it. But, it shouldn’t be your only tactic to drive traffic. Mostly because it’s expensive. You should be using marketing strategies tactically. That means only spend where you’re going to see big returns. For everything else, business blogging is your golden ticket to more, better traffic.
Buying email lists is illegal. Just don’t do it. Aside from being illegal, cold-emailing random people doesn’t return great results. Again, we’re talking about tactical solutions. You can spend a whole lot on an email list that might return a few leads.
Essentially, it should be your goal to write blogs that:
Are relevant to your business
Solve a common problem or pain point your target buyer faces
Are centered around a keyword or phrase with high search volume and low competition
That’s the sweet spot for a blog that will rank well, and that will pull in the leads you actually want. Once you do your keyword research, the real challenge is putting out quality content that’s in-depth, and that answers those questions your target buyers are asking.
But, if you can do all of this, and regularly, you’ll start drawing in serious qualified traffic. The more you blog, and the more consistently, the better results you’ll see.
That said, I know how hard it is to stick to a regular schedule. If you can work to put out a quality blog even once every two weeks, you should start to see your organic traffic start to rise.
Business Blogging Builds Authority and Topical Relevance
Okay, stick with me. Authority and topical relevance are both big industry terms, and if your eyes are starting to glaze over, I get it.
One of the key ways Google ranks websites is according to their authority.
Content publishing, aka business blogging, is the other key factor that search engines use to determine your authority. And the more authority you have on a given topic, the higher you’re likely to rank.
Let’s think of it this way:
You’re cooking a steak, and you want tips on the best way to do it. Which YouTube video do you choose?
Google will always rank the website with the most topical relevance highest on its results pages. That’s why business blogging is so important.
Though you can’t build authority or topical relevance overnight, steady, consistent posting of strategic content centered around one topic is one of the best ways to get there.
When you have more authority and topical relevance than your competition, you’re going to be the one clients look to first for answers to their questions.
And that spells serious business growth for you.
Your Business Blog is a Lead Generation Machine That’s Always On
Okay. So far we’ve learned that business blogging can help you pull in qualified traffic and beat your competition in rankings (drawing in even more traffic). Business blogging still has one exceptional benefit left.
If you develop it right and optimize it with lead capturing tools like calls-to-action and content offers, your business blog can capture leads every single day of the week, at any hour.
Once you publish a blog, it goes out into the world. You might (read: absolutely definitely should) promote that blog on your social media and through your email marketing campaigns. But after the newness wears off, that blog is still working for you (given that you’ve written a quality blog).
The key to this benefit is making sure that you have content on your blog that addresses every stage of the buyer’s journey.
When someone starts their journey, and queries your topic on Google, they’re met with your blog. They come on over for answers to whatever question they typed into Google. But, if you’ve got content for every stage of the buyer’s journey, and you make it easy for that new visitor to find, you’re not just generating leads, you’re also nurturing them.
You’ve not only built authority on search engines, but you’ve built trust with the leads who read your business blog. By delivering them quality content that answers their questions, consistently, you’ve earned their trust and now you’re their first point of contact when they get ready to make a decision.
And I think the best part of all of this is that you didn’t have to lift a finger.
Since you’ve developed a solid business blog where all of this content already exists, your blog is the one doing the work 24/7, anytime a day.
Business Blogging Gets You the Online Visibility You Need
If I had to sum up the purpose of business blogging in one sentence, I’d say it gets you the online visibility you need.
Let’s be real. If you’re not on the internet these days, it’s going to be tough to get any kind of lead that’s not a referral. And even the ones that are referrals. If you’re not on the internet, you don’t exist.
Blogging is one of those tactics that’s easier said than done. Trust me, I get it. If you’re having trouble coming up with topics, sticking to a consistent schedule, or converting leads from your blog, the Evenbound team is here to help. We’d be happy to set up a quick consultation to help you figure out what you’re doing right, and where you might be able to improve.
If you’re still skeptical about the benefits of business blogging, may I direct your attention to the case study below? This is a great example of how consistent blogging with helped one of our clients make first page of Google and continue growing their business, even four years into our partnership.
If you’re in the marketing world at all, you know that these two terms are the heavyweight champs of modern marketing. But how do they fit together? There’s a lot of confusion out there about inbound marketing vs. content marketing. Are they the same thing? And if they’re different, how?
We’re going to break it all down for you in this marketing terminology matchup of inbound marketing vs. content marketing.
Inbound marketing is a big umbrella. A whole bunch of marketing tactics make up the umbrella’s individual components. SEO, social media marketing, pay-per-click advertising, and so many more tactics make up everything from the waterproof fabric to each little rib that forms the shape of the umbrella.
If inbound marketing is an umbrella, content marketing is the pole and handle that holds the umbrella up. Content marketing forms the base and the foundation for a quality inbound marketing strategy.
So to answer the questions posed in the intro: yes, content marketing and inbound marketing are different things.
Inbound marketing refers to the overarching marketing strategy that draws in qualified leads. Content marketing is a form of inbound marketing, but one of the most important inbound marketing tactics that lays the framework for the larger inbound marketing strategy as a whole.
Got it? Not quite?
No worries. We’re going to keep on rolling with some more information to make that distinction a little clearer for you. Let’s take a closer look at what inbound marketing is, what content marketing is, and how they work together to deliver you the leads you want when you want them.
What is Inbound Marketing?
Inbound marketing is a marketing method that focuses on drawing in qualified leads and potential customers, rather than blasting information about your company to the general public.
Inbound marketing is specific and tactical.
The methodology requires that you know who you’re selling to, who you want to sell to, and that you market to those specific buyers in a way that is helpful to them.
Inbound marketing was born out of the modern consumer’s desire to discover solutions to their own problems. Today’s consumer despises telemarketers, spam emails, and other poorly targeted advertising techniques that don’t feel personal, relevant, or helpful.
Inbound marketing recognizes this consumer pain point, and works to find a solution.
Inbound marketing is successful when a consumer seeks a solution to a problem, navigates to a resource that answers their questions, and self-selects the product or service that ultimately resolves their pain point.
For the consumer, this is a seamless transition.
They search their problem, find the ideal solution, and make a purchasing decision. The trick of inbound marketing is offering up relevant content and improving your company’s visibility so that consumer gets their seamless transition from you. And this is where content marketing comes in.
What is Content Marketing?
Inbound marketing is built on content marketing. Though inbound marketing is made up of a variety of marketing tactics, like search engine optimization, email marketing, workflows, and so much more, content marketing is certainly the heavy lifter.
Think about it:
What would you promote in your email marketing campaigns if you didn’t have content written?
Where would you direct conversions from pay-per-click ads if not to a page of content?
How would you optimize your website for search engines without content?
Content marketing forms the backbone and the foundation of any inbound marketing strategy. It’s everything from the optimized content on your website to your weekly blog posts to your monthly email newsletters to that new vlog you’ve been trying out.
Content marketing is what creates value for your potential leads, and its what draws those qualified leads into your sales funnel.
If you want a more specific outline of the different types of content marketing and how to implement them, I suggest you check out our content marketing page. If you’re already familiar with content marketing, let’s move on to how inbound marketing and content marketing work together:
How These Strategies Work Together to Bring You Qualified Leads
As we mentioned earlier, inbound marketing functions on the premise that today’s consumer ignores disruptive, non-personal messages. Inbound marketing instead encourages consumers to self-qualify, and search for and find the information and the solutions that best fit their own problems and pain points. Content marketing is a major component of that inbound marketing methodology, especially in a consumer’s early stages of the buyer’s journey.
While your sales team might already have a great, inbound-focused method of converting leads into sales, content marketing is one of those key tools that brings those leads to your marketing and sales teams in the first place.
I like to think of content marketing as the fuel that feeds your inbound marketing funnel or flywheel.
Without content going out regularly, answering your ideal customer’s questions, solving their pain points, and nurturing them further down the buyer’s journey, your sales team might not get the chance to exercise their awesome, inbound-focused sales process in the first place.
While content marketing is also used extensively in the later stages of the buyer’s journey, it’s most commonly thought of as a way to draw in the right, qualified leads, so your marketing and sales team can apply the rest of your inbound marketing strategy to nurture and close those leads.
Inbound Marketing + Content Marketing = A Successful Growth Strategy
In the end, it’s best to think about inbound marketing and content marketing together, rather than inbound marketing vs. content marketing. Both tactics are useful methods to draw in and close qualified leads, and they work best when used in conjunction.
Content marketing forms the foundation of your inbound marketing strategy, drawing in the right leads with helpful, personalized content. Then, your inbound marketing strategy can do the rest of the work — taking the leads your content marketing strategy generated and converting them into customers and future promoters for your brand.
Still have questions? We’ve got answers. Check out our inbound marketing and content marketing pages for more specifics on both strategies, and always feel free to give us a call or drop a line — we’d love to chat. And if you’re just not sure what an inbound marketing strategy can do for you in real life, check out the case study below.
7 Content Marketing Strategies to Take Your Company to the Next Level
Content marketing tends to get a bad rap. First of all, it’s hard. It takes a lot of effort, and no matter what type of content marketing strategies you’re invested in, you need a writer to make it happen.
Once you have a good content marketing strategy in place, it can provide some of the highest returns, with very little investment on your part. With all of those awesome benefits in mind, then how do you get started with content marketing?
Are there some strategies that are better, more proven, or easier than others?
We say yes.
While nearly all forms of content marketing are effective, there are a select few that are proven to drive serious results, especially when implemented and executed properly. We’re here to talk about those seven. Use the menu below to jump to the strategy you’re most interested in, or read all the way through for everything you’ve ever needed to know to set your company apart from the competition with intuitive content marketing strategies.
7 Content Marketing Strategies to Take Your Company to the Next Level
Blogging feels like a given, but we’re going to talk about it anyway because it’s that important. If you want to up your company’s digital presence — that is, rank ahead of key competition, be the first in search results, and more — you need to blog, and you need to blog with intention.
Start by developing a true blogging strategy. Do keyword research and figure out which search terms are:
Relevant to your business
Easy to rank for (that is, they have low competition for organic search results)
Interesting and useful to your ideal buyer personas
Then, develop a blogging schedule and strategy around those keywords. When you’re developing a blogging strategy to stick to, keep these best practices in mind:
Blog regularly (on a monthly or weekly schedule)
Write blogs that satisfy a buyer persona’s pain point or question
Ensure that your content creation structure makes sense. This is important for SEO and ranking purposes. See this blog on topic clusters for more information there.
Write blogs that are long enough to satisfy readers and search engines alike. We recommend at least 1,000 words.
If you blog regularly, on topics that are relevant and useful to your ideal buyer personas, you’ll start to see results. And if you’re honest, and your information is actually helpful to those ideal buyer personas, you’ll keep rising up through the SERPs for those keywords that matter most to you, and your ideal buyers.
#2 Email Marketing Strategy
If blogging is how you leverage content marketing to reach strangers, then email marketing is how you leverage content marketing to reach leads you already know.
Email marketing gives you a decided advantage when it comes to nurturing leads through to close:
You already have the lead’s contact information
You have a general sense of what they’re looking for — which product or service they’re interested in
You likely know what company they work for
You know that they already have at least some interest in your company — they did give you their email address, after all.
Use this information to your benefit. Email marketing is about strategy. Given what you know about your contacts, what information will they need to keep moving towards closing a sale?
And, considering that many email marketing tools allow you to automate workflows, you can use these features to set up email workflows and let the tools do the work for you. While you can’t quite forget about your workflows, you can check back on the analytics and optimize as you go.
Email marketing is one of the only tools that allows you to market directly to people who are already interested in the products or services you’re offering. If you’re looking to boost your digital presence and close more deals while you’re at it, a solid email marketing strategy is a must.
#3 Social Media Marketing Strategy
If we’re talking about taking your company to the next level, we have to talk about social media.
There’s no better way to get the word out about your company, and build a brand and personality, than on social media. And remember that building your social media presence is about more than just getting likes and comments. The more followers you have, the wider reach the rest of your content will have.
Your social media marketing strategy should be just as calculated as your blogging strategy — it’s a common misconception that keywords don’t apply to the wild west of Facebook, Instagram, Linkedin, and Twitter.
That’s not true, especially for a platform like Linkedin, where people are searching for companies and employees by the keywords you’re already trying to rank for. For a killer social media marketing strategy check out this post, and keep the following tips in mind:
Follow a regular posting schedule
Curate content that’s specific to each platform. What resonates on Instagram isn’t what resonates or is appropriate for Linkedin.
Vary your topics. Don’t just talk about what’s happening in your office or promote your blog posts. Share great posts from other industry leaders, share fun content when appropriate, and make sure you’re curating an interesting feed for followers.
Incorporate your keywords where it’s relevant. Don’t spam your followers with unnecessary hashtags, but do be conscious about what terms you’re using in social media copy.
If your company is new to social media, we always suggest starting small. Pick one platform, like Linkedin or Facebook, and put all of your efforts into building a following there. When you feel comfortable managing one platform, and you feel like you have a handle on how to get and maintain followers, you can expand into additional platforms.
#4 Video Strategy
Video is hands-down one of the best ways to engage visitors.
People love video content, search engines love video content, and you should love video content, too.
That said, we know that developing a video strategy can be a little scary. It’s a much more involved process than writing a blog post, and it takes more time and money than any other content marketing strategy out there.
Remember that you don’t always have to produce professional-quality videos. While you might invest in professional help for videos that are going up on your website, a simple how-to video can be done on a smartphone, as long as your audio quality is good, and you have plenty of natural light.
It’s true that video is a lot of work. It’s usually one of the last content marketing strategies that companies tend to invest in, for that reason. But if you’re really looking to stand out online, video is a surefire way to do it. Don’t take my word for it, though. Here are a few stats that should convince you, if I haven’t already:
Okay, so not only are most marketers already using video content, but one-third of all the internet activity online is spent watching video. Put that with the fact that video is highly shareable, and that most marketing professionals report it as having a very high ROI, and you really can’t go wrong.
We live in a visual culture.
People are watching videos constantly.
Most millennials would prefer to watch a two-minute explainer video that tells them about your services, rather than read about it.
Investing in a quality video strategy will boost your digital presence far beyond your competitors. Just make sure you’re transcribing all of your videos, so search engines can rank that valuable content for you, too.
#5 Content Offer Development
One of the most tried-and-true content marketing strategies to exist in the digital world is content offer development. Plain and simple, content offers work.
When you take the time to put together a valuable resource that someone interested in your product or service genuinely wants or needs, it’s going to pay off.
Since we’re content marketing strategy fiends, we’ve tested, written, rewritten, and retested about a million content offers. I can tell you with confidence, nothing converts leads better than a quality content offer.
So what does this do to grow your company?
Well, if you have an awesome content offer, you can share it around social media and promote it on your email marketing strategy. It’s great for your company’s digital presence in that way. But, if we’re talking big picture, which we should be, content offers are what get you leads.
If someone is interested enough in what you have to say that they give up their email address, they’re a qualified lead.
And when your content offers are drawing in qualified leads, your company is going to see some growth.
But how do you develop content offers that work?
Think about the questions you get the most often.
What holds people up from making a purchasing decision? Do they have trouble deciding between your products? If so, create a product comparison guide. Are they on the fence about how much of a difference your service will make for their company? Create a content offer that talks about the specific benefits your service provides.
Develop content offers for specific stages of your buyer’s journey.
You know who your buyer personas are. You know what they’re looking for. You should know the places that they tend to fall out of the buyer’s journey. Whether they get stuck comparing your product to a competitor, or they just can’t decide if your service is worth the money, develop content offers that speak to those specific stages of the buyer’s journey.
When you have at least one content offer for the awareness, consideration, and decision-making phase of the buyer’s journey, plus content that nurtures potential leads through some of your most common sticking points, you’ll start seeing more leads convert, in less time.
Only gate the content offers that matter most.
No matter how many content offers you’ve developed, make sure you’re only gating the ones that matter most.
The new, most effective trend in digital marketing is to leave most of your content offers open to the public. Instead, you can offer those content offers as downloadable PDFs. This works to help you weed out unqualified contacts. Readers who are really interested in what you have to say, and want to take your offer home with them to read again, are likely to download the PDF and give you their contact information.
While you can still gate a few content offers — like checklists or product pricing guides — try to make your content as accessible to leads as possible, while still giving them the opportunity to give you their contact information.
#6 Targeted Landing Pages
If we’ve said it once, we’ve said it a million times — your home page is NOT a landing page. You’ve dedicated time and effort to a specific, relevant content development strategy that’s designed for multiple buyer personas — why would you send them all to the same bland, basic landing page?
They don’t have the same goals for your company, they don’t have the same needs, and they’re not all at the same place in the buyer’s journey. Targeted landing pages are one of the most effective content marketing strategies you can implement to directly improve your company’s digital ROI.
That’s so easy! Landing pages are some of the shortest, most simple pages of content. Just write a lot of them, and develop them with specific keywords in mind, and you’ll start to see some serious results.
Before we get off the landing page rant train, let’s just close with one more example.
Say you’re scrolling through Instagram, and an ad comes up for a really awesome hoodie. It’s exactly what you’ve been looking for, and you’re ready to make the purchase. But when you click the ad, instead of being sent directly to that hoodie’s product page, you’re sent to the Amazon home page.
What a disappointment.
Are you going to search through Amazon’s massive website to find that specific hoodie and checkout while you’re on your 10-minute coffee break? Yeah. Didn’t think so.
That’s all targeted landing pages are. Pages that offer your ideal buyers exactly the content they were looking for in the first place. Invest just a bit of time in landing pages that are targeted to specific buyer personas and specific content offers, and you’ll start to see results.
#7 Content Promotion Strategy
Our final content marketing tip is to have a content promotion strategy. All of your other content marketing strategies — your blog, your social media, and even your email marketing — won’t mean much if you’re not working to get the word out. You should spend at least as much time promoting content as you do creating it.
When it comes to content marketing, you can do all the work of building and developing an awesome content marketing strategy, but if you’re not drawing people into your website to read your content, you’re not going to see the benefits you were looking for. Here are a few ways to take your content promotion strategy to the next level:
Cross-Channel Promotion.Promote your blogs on social media channels. Add social media buttons to the bottom of your email newsletters. Share your email subscribe link on social media, at the bottom of blogs, etc. You’re creating content in a variety of channels, as this blog has shown. Make sure your followers know about all of the opportunities you’re offering them to read more amazing content.
Search Engine Optimization.The better optimized your site and content are, the more likely you are to boost organic traffic coming to your site. And when you have more traffic, you have a greater potential for leads. Check out this blog for tips on ensuring your content is following SEO best practices.
Paid Search Advertising.If you’re just getting your content marketing strategy up and running, paid search is a great way to draw in the traffic you need now, without waiting for your site to organically come up in SERPs. Make sure you’re only bidding on relevant keywords, and stick to a budget, but with a little help from paid search, you’ll start seeing the traffic you’ve been looking for.
Boosted or Paid Social Media. Boosted social media posts and paid social media promotion is a great way to get your social media marketing strategy off the ground, too. Boosted posts help ensure your content is reaching all of your followers. Social media ad campaigns can help you expand your reach, by getting more likes, more followers, or just getting the word out about your company.
Start with one or two of these content promotion tactics, and see how they work. Then, make sure you’re adding them to your content marketing strategy and schedule. When you’ve scheduled in time to focus on content promotion, you’re more likely to make it happen.
Content marketing is tough. It takes a lot of work and it takes a good writer — or three. If you don’t have a writer on staff, or if you’re just not sure how to jump into more content marketing strategies, we can help. Get in touch with the Evenbound team for more information, or check out the case study below to see exactly how we’ve helped our clients stand out from the competition with killer content marketing strategies.
Buyer personas are a major component of any effective inbound marketing strategy. The truth is, you have to know who you’re marketing and selling to before you can make a sale. Today’s consumers only pay attention to marketing messages that are personalized, and highly relevant to their unique experiences. Buyer personas are a key way to address that consumer need, while streamlining your marketing and sales process so you’re only spending time on the leads most likely to convert.
We can say the word “buyer persona” as many times as we want, but they’re not going to do much for you if you don’t know how to create or define one. That’s why we’ve put together this Step-by-Step Guide to Defining your Buyer Persona. Here, you’ll learn what exactly a buyer persona is, and how to define your own buyer personas in a clear, manageable (we hope) step-by-step way. Let’s get started.
Just looking for some hot tips? Use this menu to skip to the step you’re most interested in.
The first part of any great guide to defining your buyer persona should be a definition of what a buyer persona actually is. Buyer personas are an integral part of any quality marketing or sales plan. A buyer persona is a fictional representation of your ideal client or target audience. With a clear picture of who you’re marketing to, it’s much easier to develop effective, targeted content that speaks to your ideal buyer’s goals and challenges.
Think of your buyer personas as a personal narrative. You’re developing a story for and context around the people who are most interested in your product or service. You want to know as much about them as possible, so you can provide personalized service, relevant content, and helpful sales information. Your buyer personas are the best place to organize all of that information into a story that will resonate with you, and with the rest of your team.
Creating Your Buyer Personas in 5 Steps
Defining your buyer personas might seem like a big, unwieldy task. But, if we break the process down into manageable steps, you can move through them one-by-one to develop thorough, thoughtful buyer personas that will genuinely improve the way you market and sell. And don’t feel like you have to create all of your buyer personas at once — taking it step-by-step is a great way to make sure you’ve got all of your bases covered, without feeling too overwhelmed. This guide to defining your buyer persona is set up so you can leave and come back whenever is most convenient for you. With that in mind, let’s get into Step 1.
Step 1: Research Your Buyer Personas
All great personas start with a little bit of research. Even if you feel like you already have a pretty good grasp on who most of your clients are, it’s worth it to take a hard look, not just at who you’re already working with, but who you’d like to work with in the future.
It’s always easiest to start with what you know. Begin your research by taking a look at your existing clients. Here are a few questions to get you started:
Who at their company contacted you first?
Were they the final decision maker?
What does their job look like?
Are they your company’s primary point of contact?
What are their roles at work?
Do they manage people or processes?
Do they have to answer to a boss or supervisor, or do they make most decisions?
What does their home life look like?
Do they have any hobbies?
How old are they?
Are they married or single? Kids or no kids?
These questions will get you started, but there are a few other tactics you might consider when doing buyer persona research:
Talk to Customer-Facing Employees
Your account managers are going to have the best insight into the lives of your clients, since they’re the ones in direct contact with them. Talk to the customer-facing employees at your own company to get a better sense of the people your company is already working with.
Talk to Your Clients
If it’s feasible, it’s also a great idea to talk to some of your existing clients. Consider sending out a short survey to your main points of contact, asking them a little about themselves. You might have to send along a small incentive to get them to fill it out, but their answers will be worth their weight in gold. After all, the people who have already invested in your product or service are your ideal audience.
Who Would You Like to Buy From You?
Once you’ve pulled together as much information as possible on your existing clients, think about who you’d like to sell to in the future.
Is there an ideal prospect that your marketing and sales team just can’t get to convert? Maybe your competition has had a lot of success in a certain segment of the market that you’d like to break into, too.
To narrow down who you’d like to buy from you, we suggest starting by taking a look at your competition.
Where is Your Competition Seeing Success?
Are your competitors seeing a lot of success in a certain segment of the market you’d like to break into? Check out their website!
They’re probably developing content and sales offers that speak directly to that market. You can learn a lot about those ideal buyer personas you’re not quite hitting yet by seeing how your competition is successful.
Where Do You Want Your Company to Grow?
Another great way to identify buyer personas for clients you haven’t quite snagged yet is to think hard about where you want your company to grow.
For example, we often work with home builders, many of whom are working to break into higher markets. Even if they don’t yet have clients in that higher market, we still work to do as much research on those buyers as possible. We look at our clients’ competition to see what they’re doing to draw that market in, and we look at those buyers specifically to see what they’re most interested in, and what their greatest pain points are.
You can do the same thing for your company. Look at the clients you’d like to get in the future, and do the same research to see what they’re interested in, what their lives are like, and what challenges they face that your company can solve.
Check Out Your Own Analytics
Our third and final suggestion for the research phase of defining your buyer personas is to look at your analytics. You’ll find no better, more concrete data on your ideal buyers than through the analytics on your own website, social media ads, and pay-per-click advertising campaigns.
Take a look at the reports from each, and pay specific attention to the demographics of the people clicking your ads. When you’re looking at your website analytics, see what pages your visitors view the most, and the longest.
Are there content offers that are downloaded more often than others? Who is downloading those offers? Answers to all of these questions provide you with useful information and data you need to compile relevant, effective buyer personas.
Step 2: Segment Your Buyer Personas
I’ll be honest, the research step is the most time-consuming. Once you have that out of the way, feel free to step back and take a break. Leave that research alone, and let it marinate for a while. When you come back, you’ll have everything you need to actually start writing your buyer personas.
Organize Your Information
Alright, now that you’re back refreshed and ready to continue work on those buyer personas, it’s time to organize all of the research you collected. You probably learned a lot about a variety of your clients. Start looking for similarities in the goals and challenges you’ve uncovered in your research. These similarities — in what clients and prospects are looking for from your company or your product — will help you group all of the many potential clients into distinct sets of buyer personas.
Decide How Many Buyer Personas You’ll Have
Now that you’ve reviewed and organized your research, you can start to determine how many buyer personas you’ll actually define. It’s good to remember that you don’t have to cover everyone right now.
If you’re just starting the inbound marketing process and are new to buyer personas as a whole, it might make the most sense to create buyer personas just for the market segments you sell to the most. You can always add or change buyer personas as you learn more about your marketing strategy, and as you gather more data on your leads and prospects.
The way you segment your buyer personas is totally up to you and to your company. You know best who you’re in contact with most. But, if you’re not quite sure where to start, here are two very common ways to segment your buyer personas:
Segment Buyer Personas By Industry
Some companies work with clients in a variety of industries. In a situation where you sell a variety of products, each corresponding to a different industry, it might make sense to dedicate one buyer persona to each industry you serve. It’s good to remember that this is only worthwhile if clients in each industry have different goals or pain points. For example, let’s say you manufacture a product that’s useful for both the automotive and marine manufacturing industries.
If your clients in the marine industry have different goals than the clients in the automotive industry, it makes sense to have two buyer personas.
But, if your product helps both marine and automotive manufacturers in the same way — by helping them streamline processes, manufacture more efficiently, and develop a better product, then it probably won’t make as much sense to segment your buyer personas by industry. In that case, let’s look at the second way we often see clients segmenting their buyer personas.
Buyer Personas By Job Title
For many companies, their sales process remains the same regardless of the industry they’re working with. Here at Evenbound, we work primarily with manufacturers, home builders, and construction professionals. Even though clients in each of those industries are fundamentally different, they approach finding a marketing partner in the same way. So, we’ve segmented our buyer personas to align with the job titles our sales process touches.
This often works similarly for manufacturers. Let’s say you manufacture a product that is useful in a variety of industries, but that is most often used by a lead engineer at any company, regardless of industry. In this situation, it doesn’t make sense to have a buyer persona for each engineer in each industry, because they have the same goals and pain points. Instead, you can write one buyer persona, and then use that buyer persona as a guide when you write content that’s specific to each industry later on.
Step 3: Create a Name and a Story
You’ve completed your research, and you’ve decided which buyer personas to start with. Pick one, and let’s get writing. Everyone writes differently, so do what works for you. I always find it’s easiest to paint a full picture of your buyer persona and then pull out the most important segments for the final persona you share with the rest of your team. Here’s what that process might look like:
Who Is Your Buyer Persona?
Start by giving your buyer persona a name. The point of defining buyer personas at all is to help you market and sell more personally. Giving your buyer personas names makes it personal. Once you’ve got a name in mind, start writing down everything you discovered in your research.
How old is your persona?
What job titles might they hold?
Where do they live?
What hobbies do they have, and what do they like to do outside of work?
What are their career goals? Are they looking to move up, or just hoping to cruise through to retirement?
Answers to all of these questions, and any more that you can think of, help provide context for your buyer persona’s goals and motivations. The better you understand what they want, and why they want it, the better you’ll be able to interact with them in the future.
Give Yourself a Full Profile to Work With
When it comes to buyer personas, more information is always better. Challenge yourself to a free-write. Set a timer for 15-20 minutes, and write down everything you know about this buyer persona. And don’t be afraid to get a little creative!
So, get to writing, and see what you can do to make it fun. You can always take content out, but it’s good to let yourself get creative, and paint a full picture of this buyer persona. The more content you have at this step, the easier the next step will be.
Step 4: Focus on Roles, Goals, and Challenges
Take a break for a second. You’ve just written a full, creative narrative about one of your company’s ideal buyers. Pat yourself on the back and grab a coffee — you’ve earned it.
Back from that coffee break? Awesome. We’re going to take a close look at the narrative you’ve just created, and pull out the most relevant parts for your sales and marketing teams going forwards. That info falls into three categories: roles, goals, and challenges.
You have a full written picture of who your buyer persona is, what they do, and what they want. Take a look at that narrative, and pull out the information that’s related to their “roles”. This is going to be content that’s relevant to their job title and their role at work, certainly, but it can also speak to their role at home our outside of work.
Are they regular volunteers? A parent? Do they manage people at work? All of this information gives you context about what they’re really great at.
What’s more, it tells your marketing and sales teams what they do. When you know what a person does, and what roles they play in their life, you can create content that speaks to those specific roles.
Understanding what your buyer personas want is the key to offering them the marketing content and sales service that will genuinely help them.
Maybe your buyer persona is looking for ways to improve their business’s profitability. Maybe they have a goal to move up in the company and are looking to spearhead initiatives that exemplify their leadership qualities. Conversely, maybe your buyer persona is nearing retirement and wants to do their job well without making any waves until they can retire safely.
Pull out all of the goals you identified in your buyer persona free-write, and organize them into a goals section. Understanding a buyer persona’s goals is key to offering them personalized, helpful service.
When your team understands what a persona is trying to achieve, even if it’s not directly related to what your company offers, they’ll be able to better tailor their methods and strategies in a way that resonates with that persona.
The challenges section of a buyer persona is the most important. This is where you identify the pain points of each buyer persona. And when you understand your buyer’s pain points, you can work to solve them.
Take a look at that long narrative you wrote for your buyer persona. What is keeping them from reaching their goals? What parts of their job are difficult? Do they have trouble selling initiatives up to their boss? Are they worried about making big investments? Are they so busy that they don’t have a chance to even consider how their business could improve?
Whatever their challenges, this is the place to call them out.
Take the time to get specific, too. The more challenges you can identify for each persona, the more opportunities you have to deliver solutions. And the more solutions you deliver, the more attractive and helpful your company is to those qualified leads.
Step 5: Use Your Buyer Personas to Craft Tailored Sales and Marketing Strategies
When you know who your buyer personas are, and are familiar with their roles, goals, and challenges, you can develop sales and marketing strategies tailored to just those people who you know are excellent fits for your company.
You’ve gone to all the trouble to make these buyer personas, now is the time to use them!
Help familiarize your sales and marketing teams with each persona
Create ad campaigns that correspond to each persona’s favorite platform
Develop content that speaks to the specific pain points and challenges identified in your buyer personas.
Take stock of your existing content — does it speak to one or more of your personas? If not, make some changes.
Optimize your landing pages to speak to buyer personas, and in their language.
Buyer personas help give you inside knowledge into the ways your most qualified prospects function. From their favorite social media platforms to the way they talk to their career goals, you know a lot about these personas, and you can use that information to your benefit, and to theirs.
Work to create content that those personas want to read, and develop sales and marketing strategies that put your buyer personas’ goals and challenges at front and center.
When you’re writing, marketing, and selling with real people — your most qualified leads — in mind, you’re going to start to see some serious growth.
If you’re looking at your website traffic for the month and are disappointed by it, know that it doesn’t have to be this way. No matter what your product, service, or industry, there are things that you can start doing today to boost web traffic to your site.
These 5 strategies are proven to boost web traffic and can help you turn around those disappointing numbers.
Write More Content
More isn’t always better, except that it is, especially when it comes to content on your website. The equation is simple: more content = more keywords used = more opportunities for searchers to find you.
We can complicate that a little by adding that your search engine ranking will increase the more you use keywords in unique instances in your content (i.e., the more blogs and pages you have on a subject, the higher your ranking for the related keywords).
But aren’t people’s attention spans shrinking? I thought no one read anymore?
Here’s the deal: people aren’t necessarily reading all of your content. They’re skimming it. The more content you have, the more they’re going to get out of it, since they’re only seeing and digesting less than a third of the words on the page.
Plus, it establishes authority for your organization—the more you have to say about something, the more it seems like you know what you’re talking about.
Get Active on Social Media
Social media is one of the best tools for reaching potential customers and leads. Everyone (or nearly everyone) is using at least one form of social media, if not several.
For those reasons alone, not to mention the advertising, sharing, and engagement capabilities of these platforms, social media is a critical part of any digital strategy, and for increasing traffic to your website.
So, first of all, have a social media presence on all of the platforms that are relevant to your industry, whether that be LinkedIn and Twitter or Instagram and Houzz. Ensure that your website URL is in your bio (Instagram, Twitter, and Pinterest) or in the designated profile field (Facebook, LinkedIn, and Houzz) so that people can find it.
You should also be using your social media to promote your content. Share your blog posts across your social media channels so that followers and their followers can read, like, and share them. You can also refer users to relevant content when they have questions about your company, products, or services. Those shares will bring users directly to your content on your site, boosting traffic.
Use Mobile-Friendly Design
Mobile-friendly design or mobile-responsive design is web design that accommodates different types of devices and different screen sizes, as well as the differences in the way that internet users interact with websites on different devices.
A website with mobile-friendly design will have pages that adapt to various screen sizes, ensuring that design elements and text scale to the appropriate size for the screen they’re displayed on and that text, buttons, menus, etc. are readable and usable.
Additionally, internet users searching on mobile are going to have different behavior than those using computers. They’re less likely to read long content (scrolling thumb is realllll) and they’re also less likely to complete long forms.
So, you may want to consider how your content presents to the mobile user, as well as shortening or autofilling forms.
Over 60 percent of searches are performed on mobile devices, and, according to HubSpot, 63 percent of people expect a mobile-responsive website design. What this means is that website visitors want to view your site on their tablets and smartphones. If they can’t, you’re going to lose their attention and they’ll navigate away from your site.
More to the point though, mobile-friendly design is crucial if you want to boost web traffic. Why?
The answer won’t surprise you: Google’s algorithm.
Since 2015, Google has been using mobile-friendliness as a ranking signal for mobile searches. In 2016, Google began mobile-first indexing, meaning that rather than the desktop version of sites being what the algorithm uses to determine the value of the content to the user, mobile pages are indexed first.
People are using Google all day, every day, everywhere.
That means that people, all day, every day, everywhere are seeing Google ads. And that’s why they work.
Google ads are a simple, comprehensive, and targeted way to reach your desired markets and direct them to your website and landing pages. Whether through paid search or the Google Display Network, Google ads can drive traffic to your website.
Write Guest Blogs
Guest blogging is the practice of writing blog posts that are featured on other blogs in your field or industry.
You might be thinking, Why should I write content for someone else’s blog and boost their SEO and web traffic when I could post it on my blog?
Well, guest blogging:
Builds credibility—By being invited or allowed to guest blog, you’re having other industry professionals vouch for your knowledge and experience.
Reaches new audiences—The site you’re guest blogging for might have a greater or slightly different audience than your blog, and by writing a guest blog, you’re reaching a new audience for whom your products and services are relevant.
Gets your site a link—The site you’re guest blogging for is going to include some information about you, the guest blogger, and your organization. This will include a link to your site (or it should!). Google takes into account the number of inbound links to your site in search engine ranking, and higher search engine rankings equal more web traffic.
Doesn’t preclude similar content on your own site—Obviously, you can’t just copy one of your existing blogs and send it to another site as a guest blog, or they’ll get penalized for duplicate content. But what you can do is write on the same subject as a guest blog you wrote on your own site. Make sure the wording and formatting are fresh, but the ideas conveyed can be reimagined and posted.
More content to promote on social media—just because it’s not on your blog doesn’t mean you shouldn’t promote it through your social channels. Your followers may find the content interesting and useful and choose to engage with it and with your company.
While you’re at it, you should have guest bloggers on your blog as well. The benefits of guest bloggers on your site include:
Building credibility by linking to other, credible industry professionals
More content and unique instances of keywords
Outbound links to reputable, relevant sites
Social sharing of the content by the author, amplifying your social media activity
Tried everything and still not seeing a traffic boost? Let’s chat. Inbound marketing is our thing, and we’re experts at driving the right, qualified traffic. We’d love to see how we can help.
Digital marketing has a language of its own. It doesn’t matter if you’re a digital marketing guru or new to the ‘biz, this is an industry that’s full of constant change, and that means new words, acronyms, and theories all.the.time. We’ve created this list of 23 digital marketing terms to define some of the terms we get asked about the most often. Take a look for a refresher, or to help you get started if you’re just getting into the whole digital marketing thing:
Digital Marketing General Terms
We know you know what these mean, but here’s a refresher just in case.
CRM – Customer Relationship Management Software
This is software that companies use to track the interactions they have with each customer. Every CRM functions a little bit differently, but you’ve probably heard of big names like Salesforce and HubSpot. Essentially, this software helps you keep track of each client, lead, and potential client.
Your CRM should help you catalog each conversation you have with a client, and it should keep you informed of your client and leads’ activity on your website. Have they spent a lot of time on particular pages of your website? Are there key content offers they’ve downloaded? Maybe they’ve interacted with a chatbot on your site.
A quality CRM keeps track of all of the interactions your clients and potential clients have with your website, your marketing team, and your sales team, helping you provide the best service possible. Learn more about CRMs here.
ROI – Return on Investment
If you’re in business, you’ve heard the term ROI before. You know that old saying, “you have to spend money to make money.”? Your ROI, or your return on investment, is essentially that calculation: how much money you make by spending money on a marketing campaign.
ROI is typically expressed as a ratio or a percentage, and it’s calculated by subtracting the cost of a marketing campaign from its net profit, then dividing that number by the original campaign cost. A visual formula for ROI looks like this:
Let’s say you spent $1 on a marketing campaign. (Bear with me, we’re going for easy math here.) Let’s also say that campaign earned you $5 in sales. For every $1 spent on marketing, you earn $5 in sales. Your ROI ratio would be 5:1.
For my percentage people, in this example, you’re spending about 20% of your revenue on marketing. That’s fairly average. You’re making money, but you’re not doing anything crazy or exceptional. An extraordinary ROI is closer to a 10:1 ratio.
“Optimization” is undoubtedly a digital marketing buzzword. In the digital marketing industry, optimization means applying learned metrics and analytics to a marketing campaign to improve it.
For example, let’s say you’ve been blogging for a year now. You write blogs that focus on three categories: relevant industry news, informational how-to blog posts, and company updates.
When you look at your marketing analytics, you see that your company update blogs have no traction on social media, are the least read pages on your website, and have a very high bounce rate.
You might “optimize” your blogging strategy by minimizing the number of company update blogs you write, or by taking out that blog category altogether.
You’re using metrics and analytics to improve or “optimize” your blogging campaign. Thus, you are using optimization to increase your blog’s potential to convert visitors and leads.
Lead generation is another digital marketing term that’s used all.the.time. The term lead generation means bringing new, qualified potential customers into your marketing and sales cycle.
Typically, lead generation is used in the context of describing a digital marketing effort. For example, blogging and deploying pay-per-click advertising campaigns are both digital marketing efforts that work to increase lead generation. That is, they work to draw more qualified potential buyers (um: leads) into your website and sales cycle.
B2B – Business to Business
This is an acronym we use constantly but rarely explain. It simply means a business that sells to other businesses, rather than to consumers.
Good examples include industrial manufacturers or companies that sell a service (like digital marketing companies).
A manufacturer who produces lug nuts is considered a B2B. They develop a very small part of an automobile, and they sell that part to another manufacturer, like Ford or Dodge, who sells to the consumer.
It’s a little trickier to market B2B companies than B2C companies because their ideal buyer isn’t a person, it’s a company. Some digital marketing companies (like us) have taken this challenge to heart, and focus the majority of their time and effort on implementing and optimizing campaigns for B2Bs.
B2C – Business to Consumer
These are more traditional companies who sell directly to consumers. We mentioned above Ford and Dodge — these are manufacturers who sell to a consumer, rather than another manufacturer. More common examples would be grocery stores and online clothing retailers.
Lead nurturing is a key concept behind the inbound marketing methodology. When you nurture a lead, you’re interacting with them in a positive way that leaves a good impression of your company. The more of these lead nurturing interactions you have, the further you draw that lead through the sales cycle. Stellar lead nurturing shortens the length of the sales cycle and delivers qualified customers more quickly.
Relevant email workflows and timely, helpful follow-ups are examples of lead nurturing actions.
Search engine optimization is the process of changing and improving your website for the best possible search engine ranking. Writing content that addresses specific keywords, implementing a mobile-responsive website design, and ensuring your website has a fast load time are all examples of search engine optimization tactics.
Anything you do to make your website function better and provide a more user-friendly, informative experience for web browsers is considered SEO.
CTA – Call To Action
A call to action is a tool you use on your website, or in your digital advertising campaigns to entice consumers to take an action. In an ad, the call to action might be to click over to your website. On your website, a call to action might ask a visitor to sign up for your newsletter.
Typically, CTAs take the form of a button. When a consumer presses the button and takes the action to visit your site, download your content offer, or sign up for your newsletter, they’ve completed a conversion, and have moved one step further through the sales cycle.
A landing page is any page on your website where a visitor lands after clicking over from somewhere else. Typically, when marketers refer to landing pages, they’re talking about a page on your website that has been designed to capture a visitor’s contact information.
For example, if you’re running a digital advertising campaign, your ads will take anyone who clicks on the ad offer to a specific page that contains a form and a call-to-action that will capture a motivated visitor’s contact information.
Let’s say you’re a home builder that works in the higher market of custom home building and design. One of your buyer personas might be a doctor in his late 50s who is married and whose children are moving out of the house to pursue a college education.
To create a full buyer persona for this doctor, you would look at the pain points, challenges, and goals of this person, and write a very specific narrative for him to help guide your marketing decisions and target that person in the future.
Content marketing is a marketing strategy that’s most often associated with the inbound marketing methodology. Any content you create that functions to be helpful to your ideal client or buyer persona is a part of your content marketing strategy.
People most often think of a blog when they think of content marketing. And this is true: your blog is an integral part of your content marketing strategy, as it offers up helpful information that’s targeted to keywords you know your ideal clients is searching.
That said, a blog isn’t the only part of a content marketing strategy. Your content marketing strategy includes any content that works to draw in new, qualified leads and potential clients. That means video development, social media marketing, guest blogging, and even email newsletters are considered aspects of a content marketing strategy.
Digital Marketing Terms: Outbound Marketing
In case you haven’t heard, outbound marketing is making a comeback. When done properly, outbound marketing functions to draw in qualified leads to your website quickly and efficiently. Unfortunately, outbound marketing is also chock full of acronyms and digital marketing terms that you might want explained. Here are a few of the most common outbound marketing terms that benefit from explanation:
KPI – Key Performance Indicator
KPIs are essentially all of the metrics you see results for from digital advertising campaigns. When an ad campaign ends, and Facebook or Google shows you the results of your campaign, most of the highlighted numbers in that report — like bounce rate, click through rate, cost per click, cost per impression, etc — are key performance indicators. KPIs can be any type of analytic, and in fact, most of the rest of the digital marketing terms in this section are key performance indicators.
CPC – Cost Per Click
How much you pay each time someone clicks on your digital advertisement. This is a KPI, and you’ll see it on reports for every digital ad campaign your company runs. Typically, you’re looking to run ads that have a low cost-per-click, unless your ads are highly targeted. If you’re showing ads to only a very small group of highly-qualified consumers, you might be willing to pay a little more for their clicks.
CTR – Click Through Rate
Click through rate is another metric that indicates how many of the people who saw your social media post or digital advertisement actually clicked on the link, and made it over to your site or the intended landing page.
Click through rate isn’t just for digital advertising. It’s also used in other digital marketing applications, like email marketing. An email’s click through rate refers to how many recipients clicked on a link in the email, and made it to a web page or took a desired action.
CPI – Cost Per Impression
One impression represents one time your ad was displayed on a website. Your cost per impression is how much you pay each time your ad is displayed. This metric doesn’t tell you anything about whether or not a user interacted with the ad, but it can give you an idea of how much reach the ad had. Impressions can help build brand recognition by getting your name out there, even if no one clicks on your ad. If you’re trying to build brand awareness, this is an important KPI.
CPA – Cost Per Acquisition
CPA or cost per acquisition is a metric that tells you how much it costs to acquire one customer. Cost per acquisition is calculated for advertising campaigns by dividing the total cost of your campaign by the number of conversions.
This is an important, high-level metric. CPA can tell you what the ROI of an advertising campaign is, and will show you if your ads are returning enough value. If your CPA is very high, you might consider changing or tweaking your ad targeting tactics.
A bounce rate is the number of people who immediately navigate away from your website or landing page after clicking on an ad or a link. A high bounce rate means that your visitors are probably not finding what they’re looking for on your site.
You can lower bounce rates by making sure your landing pages are specific to each ad you create, and by ensuring that your website and blog is full of informational content that makes sense for your industry, product, or service.
Ever shopped for something online, only to find that the next time you went to Facebook you saw hundreds of ads for that same product popping up left and right? That’s remarketing at its finest. Remarketing is an ad tactic that’s used to draw in customers who have already been to your site, but who have not yet made a purchase.
Digital Marketing Growth Terms
We’ve covered most of the FAQ terms that you hear when you talk about digital marketing. But there’s still one category left that we’d like to cover: digital marketing growth terms. Growth marketing is new, but it’s slowly increasing in popularity. Unfortunately, like most marketing methods, it has a few weird terms that you wouldn’t hear anywhere else. We’re going to try and explain them:
HubSpot is a CRM software, and company. The company acts as a resource for marketing teams and companies interested in the inbound marketing methodology. The HubSpot CRM is a powerful software that integrates your marketing and sales’ teams efforts to help you provide the best possible service to new leads and existing clients.
Account based marketing is a marketing strategy used primarily by B2B companies. It was developed to solve the specific challenge that B2B’s face trying to market to companies, rather than individual people
ABM focuses a B2B’s marketing efforts on a clearly defined set of target accounts — your ideal accounts, the types of companies you’d like to work with all the time — usually in the same one or two markets. ABM relies on highly personalized marketing campaigns that are created to speak directly to those ideal accounts’ specific pain points and challenges.
For a long time, sales teams focused on making sales and making sales alone. Today, we’re realizing that companies can be more effective as a whole when sales reps also know how to nurture leads and provide helpful content to prospective customers. Training and empowering sales teams to sell, market, and nurture leads is what we call sales enablement.
We hope this little vocab list helps clear up any digital marketing term confusion! If you have any more questions about digital marketing terms or digital marketing in general, we’d love to help. Get in touch whenever is convenient for you.