“Conversions” are often loosely defined, and you’ll encounter some writers who will say a conversion has taken place when someone clicks through a different article, or socially shares your piece of content. For the purposes of this guide, however, we’ll focus on harder, more measurably valuable conversions—usually either securing a purchase or donation, or collecting some meaningful bits of personal information from a user. This guide’s intention is to teach you how to use content to get more of these hardline conversions for your site.
First, I need to acknowledge an important distinction between content writing and copywriting. Though similar, copywriting is typically short-form, and focused on persuading an audience to take a specific action. You’ll find this type of writing in advertisements frequently. See Trello’s ad as an example:
(Image Source: Trello)
Here, you have a catchy headline, a short description, and a CTA button. This is a fine example of copywriting, but it doesn’t have enough meat to be qualified as “content” in this sense. We’ll touch on elements of copywriting when we get to the section on in-content calls-to-action, but for the most part, everything in this guide will focus on actual content marketing.
There are three main areas where content can affect your conversion rates, and I’m going to explore each of them in turn:
Without further ado, let’s find out exactly how content can secure you the conversion rates you’ve always wanted.
Let’s assume that you have a steady conversion rate. You’re happy with it, but you need more inbound traffic to scale your total number of conversions to a desirable level. The best thing to do here is focus on generating traffic—and even if your conversion rate leaves something to be desired, more traffic is going to help you eventually, so you might as well get started here.
Content is your greatest tool for long-term traffic generation, because it can be used in three interrelated ways.
Understand that every new piece of content you create on your site is another page for Google to crawl and another opportunity for an average searcher to encounter your brand. My quick search for “SEO news” turned up three articles before even getting to the organic results, and this certainly isn’t the only way to get more search visibility.
Writing more content gives your site more text for Google to crawl, giving it a better understanding of your site. Each new piece is also an opportunity to rank for a relevant user query. Accordingly, all your pieces should be:
Be aware that it takes time to develop your domain authority to the point where your content earns a substantial rank.
Offsite content has two main purposes. The first is for SEO and organic visibility. Google sees inbound links as a form of third-party approval of a site; a link from a high-authority domain will “pass” authority to its intended destination, increasing its authority by proxy. This occurs on both a domain and page level, and is necessary if you want to earn any ranking momentum.
The second is for referral traffic. Any link you build using an offsite piece of content will be clickable, and if the content is good enough, it will generate a substantial stream of traffic to your site.
You can take advantage of both these benefits as long as you have a solid offsite content marketing campaign. Typically, this involves getting your content featured on sources of increasing authority, from local news sites and forums to major national publishers. Again, I’ll stay out of the weeds on this, but I’ll leave you with a handful of important takeaways on how offsite content can best increase traffic ready to convert:
(Image Source: WaveApps)
You can also use your content as the “meat” for your social media campaign. Rather than constantly trying to goad your followers into visiting your site or buying your products, you’ll supply them with a near-constant stream of valuable content, which they can use to inform their decisions and build trust in your brand. Click-through rates on content are higher than for sales (typically), so use your content as a bridge to get your social users to your site, and sell them once they’ve crossed that bridge.
Of course, you’ll also have to work on building up your social audiences—the more dedicated, active followers you have, the higher impact your content syndication will have on your bottom line. Remember to engage with your users, leverage the power of influencers to tap new markets, and remain as personal and active as possible.
Conversions are always an opportunity of exchange; in conventional B2C settings, this involves a customer handing over money in exchange for a physical product. The more valuable this product is, the more likely it is that the consumer will partake in the exchange, giving you a critical opportunity to secure more conversions.
There are two scenarios in which content may be used as the “other half” of this exchange as a standalone value. The first is in a B2B setting, where your company is only after personal information of potential leads. Personal information is valuable, if only mildly, and people won’t part with it unless they know they’re getting something out of the deal. Content, a digital good with infinite replicability, serves the role of exchange here quite well.
Take HubSpot’s usual eBook offer as an example:
(Image Source: Hubspot)
The other scenario is one in which content is offered as the product in exchange for money, though an even higher standard of quality is demanded here. Still, both scenarios share much in common and can be used to the same ends.
There are a handful of “must have” features for content you’re using as an exchange for conversion value:
This is a tough consideration, since you won’t be dealing with any absolute values, but it’s an important one. Remember, a conversion is all about exchange, so you need to know how valuable each side of the exchange is to maximize the potential payoff.
For example, if you spent a year of your life doing the research and living the experiences that led you to write this eBook, asking for just a first name and an email address, or asking for $0.99 isn’t going to justify your work. On the other hand, if you invested a minimum in your original research, it isn’t fair to ask your customers for pages of personal information or $29.99.
There are two good ways to do this. The first is through research—take a look at your competition and see what they’re offering, and what they’re asking for in exchange. Use this comparatively to settle on the value of your own offers and requests.
The second is through experience. Experiment with different price levels and forms of content to see which prices and offers “stick.”
Most users won’t be satisfied with your promise that the content they’re about to receive is good enough to make the exchange. They need some kind of proof, or preview. At the same time, you don’t want to give away the secret sauce.
The solution is to give your users a tease—tell them what types of things they’re going to find in the body of your content, but don’t tell them the exact things they’re going to find. Take a look at how HubSpot handles this, identifying some of the quote contributors without giving away the actual quotes:
(Image Source: HubSpot)
The third pillar of content-conversion relationships is probably the most important, as it directly affects your conversion rate in any context, rather than affecting only your inbound traffic figures or being limited to one application. The goal here is to include CTAs within the body of your onsite content, which is already doubling as a means of increasing search visibility and generating inbound traffic.
In some ways, these CTAs are like any other; they need to be short, compelling, accurate, and persuasive. However, if you want to retain the value and appeal of your content as is, you can’t go the traditional advertising approach in total.
Take Crazy Egg’s traditional advertisement as an example:
(Image Source: Crazy Egg/Wordstream)
This is a good example of an effective CTA, but it’s still an advertisement. This makes the CTA almost confrontational—pinning a user down with a pitch, and forcing them to either convert or depart. Instead, content-based CTAs are softer, and hinge on trust that you’ve already built with the quality and usefulness of your material.
The first hurdle to overcome in maximizing the conversion potential of your content is to choose the right topics. At a glance, this means selecting content topics within your area of expertise that your target market would find useful. For example, if you sell skateboards, it wouldn’t make sense to write content about the best types of office furniture for a startup. It would instead cater to individuals who might be in the market for a new skateboard, covering topics like “how to repair a broken axle” or the even-more-blunt, “how to choose your next skateboard.”
Try not to make your topics too sales-y, or it will turn people away. Buyer’s guides and product comparison articles are helpful, but if that’s all you put out, people will gradually feel alienated from you. Provide helpful, original material that a prospective buyer might read. Know your sales cycle inside and out, and target people at multiple stages to nurture them to a conversion.
Once you’ve properly identified the right types of topics, you’re essentially halfway done with the battle. You’ll have a stream of optimal customer candidates reading your content. Now, your job is to guide them to a successful conversion. You can’t just stick a CTA in the middle of your article, so you have to use a subtler, more tactical approach.
There are three main approaches to in-content CTAs.
Since each of these approaches has distinct advantages and disadvantages, I encourage you to use all three of them in rotation to maximize your potential payoff. If you notice one style outperforming the others, don’t be afraid to switch. Remember, your main priority here is to provide excellent content—if you have a great CTA embedded in an iffy, poorly written article, it isn’t going to land.
Similarly, you can’t just post a link and hope people will click. Your wording needs to be sharp, concise, compelling, and accurate—like any CTA—if you want your readers to convert.
You don’t have to be satisfied with your traffic, or your conversion rates. In fact, it’s almost a guarantee that your first-draft strategy isn’t going to earn you the best possible results. The only way to improve your campaign is to take careful measurements of your most important metrics, make iterative changes, and then evaluate to see whether or not your changes were effective. Just be careful how you measure and report the differences—you never know how your biases may be affecting how you perceive the results.
One of the best ways to do this is through ongoing A/B testing. The basic premise of an A/B test is to create nearly identical scenarios, with one small difference between them, to see if one scenario outperforms the other. For example, you might write two highly similar articles with very different CTAs to see if one CTA performs better than the other. You can use this information to maximize the return on your future pieces.
(Image Source: VWO)
You can change virtually anything and see a potential difference, but here’s a short list of ideas for your variables:
Think of your content-based conversion strategy as a constant, revolving experiment. The more ways you tinker with it, the more you’ll learn, and the better performance rate you’ll eventually earn.
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