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Strategic Content Marketing for Successful Lead Generation

May 9, 2024  •    •  Rista Fathika Anggrela

Is your website a ghost town? Want a steady stream of qualified leads, eager to hear from you? Effective content marketing is the secret weapon. Content marketing is a highly effective strategy for lead generation, accounting for over two-thirds of leads generated. Many businesses allocate a significant portion of their marketing budget to content marketing.

But listen up: just throwing content out there won't cut it.  If you want to turn website visitors into customers, you need strategic content marketing to attract the right leads. In this article, we will outline some of the most effective strategies for lead generation through content marketing.

Is Content Marketing the Best Strategy to Generate Leads?

Generating leads, the primary aim of any business requires more than a simple sales pitch. It necessitates a well-thought-out strategy to draw potential customers in gradually. Content marketing emerges as a vital tool in this regard.

Firstly, creating awareness among the target audience is crucial. A robust content marketing strategy enables businesses to reach out to their audience across various platforms, such as:

  • Search engines.
  • Blogs.
  • Video sharing platforms.
  • Email newsletters.
  • Podcasts
  • Social media

This approach not only helps in reaching a wider audience but also in educating them about the brand and encouraging natural engagement.

Statistics reveal the effectiveness of content marketing lead gen. Around 70% of B2B marketers achieve lead generation success through content. Moreover, a significant 84% of B2B marketers rely solely on paid distribution channels for content marketing purposes. Therefore, it is imperative for businesses to prioritize content marketing as their primary lead generation strategy.

 Ways to Generate Leads Through Content Marketing

How to generate leads through content marketing?

Here's a comprehensive guide for creating your content marketing strategy, covering everything from setting initial goals to continually updating your content for relevance:

1. Set Your Goals

To lead generation through content marketing, start by setting clear goals. Define what you aim to achieve and why you are creating content. While the ultimate goal may be lead generation, it's crucial to establish a SMART goal: Specific, Measurable, Achievable, Relevant, and Time-based.

For instance, rather than a vague goal like "generate more leads," set a goal like "increase lead generation from content by 25% in the next two quarters." This specific goal is tractable, measurable, and provides a clear target to work towards.

2. Get to Know Your Audience

To effectively lead generation through content marketing, it's essential to understand your audience. Begin by creating detailed buyer personas, which are fictional representations of your ideal customers. These personas serve as a foundation for crafting content that resonates with your audience's interests and preferences, while also aligning with current content marketing trends.

When creating content, consider your personas' concerns, interests, and areas for improvement. Additionally, analyze what content your personas consume, such as blogs or videos. This insight can guide your content creation process, helping you develop topics and themes that appeal to your target audience.

3. Start Your Keyword Research

It's crucial to conduct thorough keyword research to effectively generate leads by using content marketing. This ensures that your content reaches your target audience and doesn't get lost in the vast online landscape. Starting with SEO in mind is essential, as a significant portion of web pages doesn't receive any organic traffic.

Use your ideal customers' interests as seed terms for keyword research. Consider their preferences and the topics they find engaging. Additionally, analyze the top-ranking pages on websites your target audience frequents to gather ideas for your own content. While you shouldn't duplicate existing content, you can create improved versions that better match search terms or provide more relevant information.

4. Pay Attention to Search Intent

Search intent refers to the purpose behind an online search. For example, searching for "30-minute dinner" indicates a desire for quick recipes, not definitions or purchase options. So, when creating content, aim to align with the search intent of your audience.

This involves ranking organically and providing content that meets their needs. Focus on two key types of search intent: informational, where users seek educational content, and commercial, where they look for information to support a purchase decision. Navigational and transactional intents are better suited for login or pricing pages.

5. Create High-Quality Content

The next strategy is to focus on creating high-quality content that engages your audience. With billions of web pages online, competition for attention is fierce. The average person spends about seven hours daily online, consuming content. So, to capture this attention, your content must be compelling and valuable.

Start by understanding your audience's needs and creating content that answers their queries. Edit your content thoroughly to ensure quality and relevance. By consistently delivering valuable content, you can attract and retain your audience's interest, ultimately generating high-quality leads for your business.

6. Optimize Your Content for Conversions

Optimizing your content for conversions is necessary for capturing content marketing leads. There are many types of content that you can use. In video content marketing, this involves focusing on thumbnails and incorporating a compelling call-to-action (CTA) at the end. Similarly, in blog posts, strategically placing CTAs throughout is key.

Ensure your CTAs are relevant to your content. For instance, in a blog post about Instagram creator features, a highlighted, bold, and centrally placed CTA directs readers to related content on monetizing Instagram, offering more insights. Another effective strategy is offering gated content or lead magnet, such as templates or guides, in exchange for an email.

7. Determine Your Distribution Channels

After creating and optimizing your marketing content for effective B2B lead generation content strategy, the next step is distribution. While SEO optimization is important, distributing your content across various channels ensures it reaches a wider audience.

After posting on your website, share your content on social media, send it to your email list, contribute to relevant discussions on platforms like Reddit or Quora, and repurpose it for webinars or conferences. Repurposing content into different formats, such as videos, guides, or infographics, allows for maximum distribution across email marketing, social media, and your website. By utilizing multiple mediums, you can extend the reach of your content and attract more leads.

8. Keep Updating

Lead generation through content marketing requires ongoing effort, including updating your content to reflect changing trends. While it may seem like a task completed after distribution, staying relevant is key.

Content marketing trends evolve, demanding a strategy that includes updating older content. For instance, a post announcing a new store opening might not need updating, but a comprehensive article on the environmental impacts of electric cars might require regular updates based on new research.

Monitor your content's performance and update it as necessary to ensure it continues to attract leads. Conducting a content audit using tools like our content audit guide can help you stay on top of your content's effectiveness.

In summary, content marketing is a potent strategy for lead generation through content marketing, contributing substantially to the leads acquired by businesses. To succeed, it requires a strategic approach and ongoing updates to remain effective. Implementing these strategies can help businesses generate high-quality leads and drive growth.

Now, you know how to get lead generation through content marketing, but do you already know how to manage your leads and get more deals? Many businesses are tired of losing out on their potential customers because they are struggling to keep track of their leads. Are you also experiencing the same problem?

Don't let your business be one of them any longer! Get ready to change that game with our lead management tool.

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