5 Steps to Generating Leads From Your Blog in Just a Few Months

“How long should it take to start generating leads on my blog?” The answer will surprise you. In many cases we’re talking about just a few months. Really? Yes, really. Here’s proof and five steps you can take right now to make it happen for you.

“How long should it take to start generating leads on my blog?” The answer will surprise you. In many cases we’re talking about just a few months.

Really?

Yes, really.

Here’s proof and five steps you can take right now to make it happen for you.

A Few Months? Really?
Ed Worthington of Action Business Systems sells office copiers and service contracts—faster and more often with his blog. It took him just a few months to get his first copier sales leads from his blog, Ed Worthington’s Baltimore Copier Buying Guide. Prospects found his blog on Google and contacted him.

What’s his secret? Ed blogs in question-and-answer format. This helps him get found by clients searching for helpful advice. He also writes blog articles that give customers guidance-making sure they don’t get ripped off. He steers them clear of risks.

But being helpful, transparent, honest and all that jazz is not the key. Ed explains solutions to problems customers have in was that creates clarity AND active curiosity in him.

This creates response! (leads)

Todd Giannattasio, of Tresnic Media, challenged himself to write 50 articles in 25 days. His results? 1,000 percent increase in targeted traffic to his website and, within a few months, business leads.

In some cases, it can take as little as two days to get listed on page 1 of Google … if you play your cards right. And if you have a track record of posting relevant, actionable content in ways the Googlebot can understand.

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Here’s an example of a video I uploaded, optimized for keywords and Google listed on page 1 in just two days.

How Can You Get Results Like This?
Let’s talk about what it means to “play your cards right” and start getting leads in a few months.

Here’s what to do:

First, I’ll be honest. I’m not getting leads from my Vimeo video listing that is 2 days old. But will I soon? Yes.

I know this based on my success with the below formula. Here’s what to do:

1. Do your homework: Understand how your prospects search on Google. I know many of my prospects are trying to start “using LinkedIn for sales leads.” Plus I see HubSpot has top placement here. This search term is important enough for them to be there, too.

2. Solve a problem. Ed Worthington knows people want to avoid getting ripped off when buying office copiers. And I know people need to find a way to start using LinkedIn for sales leads. Ed and I solve problems. This is essential for you to focus on when writing blog titles and articles. Right now, ask yourself: What pressing problem do I solve? What pain do I remove? What pleasure do I create? What freedom do I permit? What connection do I allow?

3. Create response. My videos and blog posts are structured to change the success rate of prospects. Materially changing prospects’ ability to move the needle was a game-changer for me. It will be for you too. Show prospects your “better way” and invite them to join you on a journey to teach them how to have that same success.

4. Keep it brief and ALWAYS make a call to action. My video (in the above example) is two minutes long for a reason. More importantly I go for it. I try to get a lead. Don’t be afraid to. You’re not selling-you’re helping prospects take a step toward solving their problem, learning a new skill or avoiding a risk. Make sure you don’t confuse your prospect’s strong desire to get some relief (for free) with their not wanting to be pitched what you sell. Short videos that scratch itches and contain calls-to-action (using URLs in the description and within the video) work. Period. Make sure all of your videos have calls to action.

5. Dominate. I’m currently dominating page 1 search results for this term. I’m not bragging. I’m saying, “Look … you can too!” Now, with this video, I have increased my chances of being discovered as an expert and engaged with. This leads me to … leads!

How long should it take to start generating leads on your blog? Yes, “it depends” but in many cases we’re talking about a few months. Good luck!

How Less Frequent Blogging Is Creating More Leads for B-to-B Bloggers

Showing your human side, proving there’s a face behind the cold, maniacal business you represent, frequent blogging and telling stories about our businesses—it’s a shame these simple ideas aren’t generating leads and sales often enough. Yet, there is a better way to start generating leads with blogs. Winning new business in this anemic economy means creating “dramatic distinction” and irresistible curiosity with social media—giving prospects a reason to get a focused conversation started with you. Sometimes that means blogging less often.

Showing your human side, proving there’s a face behind the cold, maniacal business you represent, frequent blogging and telling stories about our businesses—it’s a shame these simple ideas aren’t generating leads and sales often enough. Yet, there is a better way to start generating leads with blogs.

Winning new business in this anemic economy means creating “dramatic distinction” and irresistible curiosity with social media—giving prospects a reason to get a focused conversation started with you. Sometimes that means blogging less often.

Content Marketing’s Biggest Myth
Want to stand out in social media? Do you have something honestly new to say? Well until you do, say less. Why? Because it works. You’ll become known for publishing less on your blog and, when doing so, releasing remarkably useful content more.

Tom Webster (one of the few wise voices willing to occasionally dissent) says the surest way to fail at blogging for sales leads is to write to a schedule, “and not in the service of ideas.”

“The tyranny of the content calendar is responsible for a lot of weak content on the Web,” says Webster.

He says, “keeping up that pace out of deference to some kind of received wisdom about publishing frequency” may not lead you to intellectual dishonesty, but it often does. At best, Webster says, it places dangerous stress on the system.

How to Stand Out—Fast
The key to success is giving prospects a compelling, irresistible reason to discover something new—a way to solve a problem that is contrary to popular wisdom. In other words, mythbusting.

Shutting-up until you have something honestly meaningful to say flies in the face of most content marketing experts. Sadly, many gurus over-emphasize the role of frequent blog posts, video uploads, etc., and point to keeping search engines busy crawling your site.

But having something new and useful to say works better and is the key to successfully using LinkedIn for sales leads, for instance.

Here is the mythbusting system in a nutshell:

  1. Make the myth clear up front: You’re dismantling popular wisdom to prove it wrong (just like I did in this blog post!)
  2. Offer proof of better way—again, up front
  3. Create a pathway for prospects to get more details (to create leads!)

The Role of Original Thought
No, no, no say the experts. Google demands a constant stream of content. Indeed, it does, but what those same experts avoid confessing is powerful:

  1. The role of original thought is becoming increasingly influential in search engines given how ranking algorithms factor in the spreading of thought-leading ideas by humans (prospects).
  2. Netting more and better leads means creating “dramatic distinction” and irresistible curiosity on your blow.

Ironically, infrequency of blogging and reaching beyond curating content is the it’s the key to getting found and making social media sell for you.

Follow These Steps: Take Action Now
Popular belief is powerful stuff. It’s what cements our habits … keeps them in place. Yet the status quo represents a big opportunity and always has. Social media gives B-to-B bloggers the chance to exploit the essence of truth-telling at the expense of every business’s enemy: mediocrity.

Mythbusting also works because it’s the story everyone wants to hear: “what you’re doing is popular yet not effective… here’s the secret on what actually works.”

This creates distinction in what you’re offering.

To generate a lead start blogging in a way that creates:

  • Confidence: Shine a light on the success your unique perspective brings; do it in a way that gives prospects clarity; help the customer feel like they can experience success too.
  • Curiosity: Explain your remedy in a way that creates clarity AND curiosity.
  • A Way: Give prospects a way to immediately act on the thought you just provoked; help them choose a pathway to make the needed change a habit in their everyday lives.

My clients and I are having a lot of success by focusing messages away from very popular (yet unproductive) beliefs that stymie our clients’ success.

For instance, I am currently mythbusting this false yet popular, positive-energy-filled belief that prevents success: “Storytelling and having a unique business personality/culture is what motivates prospects into engaging and doing business with you via social media.”

By calling into question what the elements of a good content marketing plan are on my blog (and amplifying it on other social media) I’m creating intense curiosity (about a more complete “way to get what customers want”) and presenting a clear way for customers to act on it (see the call-to-action half-way down the page).

Challenge yourself to go beyond messages and create tangible distinction by busting myths that stymie your customers’ success. Start today!