8 Steps to a Lead-Generating Content Marketing Strategy

8 Steps to a Lead-Generating Content Marketing Strategy

If you’re placing within the effort and time to create and publish content material for what you are promoting, you need to ensure you’re doing it proper—which means producing site visitors, constructing belief along with your viewers, and even producing leads. The finest approach to do that’s with a strong content material advertising technique.

Today, we’re going to cowl:

  • What a content material advertising technique is.
  • Why what you are promoting wants a content material advertising technique.
  • How to develop a lead-generating content material advertising technique.

Here we go.

What is a content material advertising technique?

A content material advertising technique is a plan for rising your model’s viewers by creating and distributing content material that engages, educates, or informs.

While this definition explains what a content material advertising technique is, there are some elements that you simply’ll want to outline for what you are promoting. The first half is what rising your viewers means for you. Loads of companies use content material advertising to develop their model consciousness. Showing up within the search outcomes is a wonderful means to get your title in entrance of your potential prospects.

Moz content on the first page of google

Moz’s model title seems 5 instances right here, as an example. That’s certain to stick.

But content material advertising is nice for producing leads, too. In reality, 70% of B2B entrepreneurs report producing leads from content material. The secret’s organising a content material technique with this in thoughts.

The remainder of the elements within the definition you’ll want to decide embody the format of your content material, the platform in your distribution, and the way it’ll have interaction your viewers. We’ll discuss how to decide on every of those under. But first, let’s discuss why it’s important to spend time growing a content material advertising technique to generate leads for what you are promoting.

Why does what you are promoting want a content material advertising technique for lead era?

You want a content material advertising technique as a result of your content material advertising efforts might be more practical—not to point out extra environment friendly—with a documented plan in place. And that’s not simply my stance. More than half of essentially the most profitable entrepreneurs have one in place.

study revealing success of having a documented content marketing strategy

Image source

Even extra? Content advertising prices 62% lower than outbound advertising and creates thrice extra leads. So if you happen to take the effort and time to get it proper with a documented technique and superior execution, you’ll be properly in your approach to producing extra low-cost leads for what you are promoting.

Content advertising prices 62% lower than outbound advertising and creates thrice extra leads.

The benefits of content marketing are too nice to ignore. So with out additional ado, let’s get to work in your technique.

How to develop a lead-generating content material technique

Here’s a step-by-step information to growing your content material marketing plan, all the best way from preliminary aim setting to ongoing updates to hold your content material recent. Let’s leap in.

1. Set your objectives

The first step in your content material advertising plan—or, let’s be sincere, any plan—is to set your objectives. What are you hoping to do? Why are you creating content material?

In this case, the quick reply might be to generate leads. That’s a great spot to begin, nevertheless it’s not fairly sufficient. Next, you want to be certain that your advertising goal is one thing you’ll be able to act on. For that, we’d suggest utilizing a SMART aim.

This acronym stands for:

  • Specific
  • Measurable
  • Achievable
  • Relevant
  • Time-based
smart goal setting chart for a content marketing strategy

So, for instance, as an alternative of claiming your aim is to generate extra leads, set your aim to generate 25% extra leads from content material over the subsequent two quarters. That’s one thing you’ll be able to observe, measure, and work in direction of.

2. Get to know your viewers

Next, you want to establish your viewers so as to create content material. The finest approach to do that’s to take a nearer take a look at your purchaser personas. These are semi-fictional profiles of your best prospects, they usually’re wonderful instruments for content material advertising methods.

example of a buyer persona profile to help guide your content marketing strategy

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Use these personas as a start line for creating content material that your viewers would need to devour (conserving content material advertising tendencies in thoughts as properly). After all, you’re creating a content material advertising plan to generate extra leads, so you have to be creating that content material along with your best prospects in thoughts.

Ask your self some questions based mostly in your personas:

  • What are your personas involved about?
  • What do your personas need to study extra about?
  • What do your personas need to get higher at?
  • What are your personas studying or watching?

The first few questions are nice for considering of matters for particular weblog posts, movies, or themes you’ll be able to cowl. For occasion, this weblog submit is about growing a lead-generating content material advertising technique. This is much from the one submit about content material advertising on the WordStream weblog, although. There’s a entire content material advertising class with all types of useful instruments and sources.

That final query is a wonderful means to get began with some aggressive key phrase analysis, which leads us to the subsequent step.

3. Start your key phrase analysis

In order to create content material that generates leads, you want to be certain that it’s reaching folks. We’ll discuss extra about distribution channels later, however it is best to have search engine optimization in thoughts from the start for many of your weblog posts, and even movies. 63% of net pages don’t get any natural site visitors in any respect—you don’t need to be a a part of that statistic.

pie chart showing 91% of pages get no organic search traffic from Google

So use the matters that your best prospects are taken with as seed phrases to begin your search in your key phrase software. When your outcomes come up, take into account your viewers once more and the way they’d be.

And the opposite websites your best prospects are studying? Use your key phrase analysis software to see what their top-ranking pages are and what content material generates the most traffic. This may be a great spot to discover video or weblog submit concepts in your model. You don’t need to recreate content material, but when it’s outdated or not a good match for the search time period, you’ll be able to write one thing higher.

4. Pay consideration to search intent

Search intent describes the aim of an internet search. When you’re on the lookout for one thing to make for dinner after work, you may search “30 minute dinner.” The aim is to get a recipe which you could make in about half an hour. You’re not on the lookout for a definition or a proof or to make a buy. That’s not the search intent right here.

recipe results for google search

See? Google is aware of.

You need to rank organically, and also you need to provide your viewers what they’re on the lookout for. That’s why search intent is necessary to bear in mind.

There are 4 widespread varieties of search intent:

  • Navigational
  • Informational
  • Transactional
  • Commercial
the four types of search intent to consider when creating your content marketing strategy

For your content material technique, you need to deal with informational and industrial intent. Someone on the lookout for instructional content material about a subject or on the lookout for info to affect their buy. Leave the navigational and transactional to any login or pricing pages your organization has.

5. Create high-quality content material

In order to develop a compelling, lead-generating content material advertising technique, you want to prioritize creating high-quality content material.

As of immediately, there are about 3.75 billion net pages listed. That doesn’t imply all of those rank, nevertheless it does imply that, no matter your model’s focus, you’re going to have some competitors.

Even extra, you’re going to be competing for consideration. We all spend time on our telephones, answering emails, watching Instagram Reels, or scrolling via TikTok. And then all of us get that wave of disgrace after we see our screentime experiences every week—or perhaps the final one’s simply me. Regardless, the typical particular person spends about seven hours on-line every day, and a massive portion of that’s spent consuming content material. In order to maintain your viewers’s consideration, you want to be creating nice content material.

The excellent news? This content material advertising technique is a good place to begin. Once you’re prepared, be certain to create content material that solutions their question and presents your viewers worth. Then, take the time for content material modifying to make sure you’re not lacking any errors or alternatives. That’s how one can create high-quality content material that not solely deserves to rank, but in addition generates high-quality leads for what you are promoting.

6. Optimize your content material for conversions

This subsequent step is vital: In order to seize these leads, you want to optimize your content material for conversions. For your video advertising, which means focusing in your thumbnails or ending your content material with a CTA. For your weblog submit content material, which means strategically putting CTAs all through your submit.

The finest approach to do that is to align your CTAs along with your content material. What does that imply? Let’s take into account this instance from Later. Here’s an in-text CTA in a weblog submit about Instagram creator options that allow you to monetize your content material:

example of in-text CTA in a blog post

The textual content is highlighted and daring, and it’s eye-catching centered on the web page. But much more importantly, it’s directing the reader to associated content material that they’ll doubtless be taken with. It’s extra details about earning profits on Instagram.

Another wonderful means to optimize your content material is to provide a associated software, like a spreadsheet or template. Here’s an instance from HubSpot presents free resume templates on its weblog submit about the very best resume fonts.


In this one, HubSpot makes use of a massive orange button proper on the high of the web page to seize as many leads as doable.

7. Determine your distribution channels

Once you’ve created your content material and made certain it’s optimized for leads, the subsequent step is to distribute. Now, you is likely to be questioning why you want to do this if you happen to’ve optimized it for key phrase and search intent. But the aim is to get your content material to as many folks as doable, so that you want to do greater than search engine optimization.

After you’ve posted your content material in your web site, it is best to share on social media, ship a compelling e mail to your database, submit on related Reddit or Quora threads, and even use it for webinar or convention supplies.

Semrush example of good content distribution on social media

A fantastic instance of content material distribution from Semrush.

Pro tip: Repurpose your content material in a number of mediums for max distribution. You can use a part of a weblog submit to script a video, use a number of weblog posts to construct a information, and make a chart from a data project into an infographic. That approach, you need to use one or two items of content material to create 4 or 5 various kinds of content material that you need to use in your e mail advertising, throughout your social channels, and even all through your web site.

8. Keep updating

Time for some unhealthy information: After you’ve distributed your content material and began counting your leads, you’re not precisely carried out.

Content marketing trends change, so your technique wants to embody a plan for updating your outdated content material. Now, it is best to do that thoughtfully. Let’s say your organization sells electrical automobiles. A brief submit saying a new location opening up? Probably not mandatory to replace. A cornerstone weblog submit on the emissions from commonplace and the potential environmental affect of switching to electrical? Might be price checking in on new analysis to ensure you’re providing the very best info to your viewers.

chart showing the increase of bloggers updating old articles

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So make room for monitoring the efficiency of your content material after which updating as wanted. That approach, you’re content material can at all times be producing leads for what you are promoting within the background. A content material audit might actually assist you out right here! Use our content material audit information weblog submit (with free templates!) to keep on high of your efficiency.

Get extra leads with a strong content material advertising technique

That was a lot! Let’s recap the 9 steps to creating a lead-generating content material advertising technique:

  • Set your objectives
  • Identify your viewers
  • Start your key phrase analysis
  • Pay consideration to search intent
  • Create high-quality content material
  • Optimize your content material for conversions
  • Determine your distribution channels
  • Keep updating
  • Now, go create nice content material and begin getting extra leads!