7 Ways to Create Content that Generates Leads

content that generates leads
content that generates leads

Are you feeling your well of content marketing inspiration running dry?

It doesn’t have to take a huge amount of time and energy to create content that generates leads.

Sometimes it’s just a case of thinking outside of the box and putting a new spin on the content you already have.

There’s still time left before the end of the year to make sure your content marketing efforts have an impact on your revenue.

If you feel like you’re in a bit of a content rut, try some of these ideas to generate content that will really work for you.

Quick Takeaways:

  • Use your existing content as a basis to create new content that’s focused on generating leads
  • Always keep your customers at the heart of your content: Who are they? What do they want? And how can you help them?
  • Make sure you have a true understanding of your brand’s core values and demonstrate these values in the content you publish.

1. Answer Your Company’s “WHY?”

Finding your company’s WHY and creating content around your true purpose can help you to connect with your audience on a deeper level.

In 2020 and beyond, the values of your brand are more critical to success than ever before. Over 70% of consumers prefer to buy from brands that align with their own values.

Your brand’s mission should go beyond making sales and generating profits and get to the root of the wider impact you want to have on the world.

So how do you uncover that true purpose? Start by getting together employees at all levels to answer questions like “why do we exist?” and “what are we good at?” Pull these findings together into a company mission statement that’s at the heart of everything you do.

Once you’ve decided on your mission statement, make sure the world knows about it by creating content that demonstrates your commitment to your mission.

Using brand storytelling to link your content back to your core values will help your audience to feel more connected to your brand. They’re then more likely to want to read more of your content or convert to a customer.

2. Master the Art of Trend-Jacking

If you’re stuck for content ideas, an effective way to come up with topics that are sure to pique the interest of your audience is by incorporating some timely topics and current trends into your content.

Take a look through your calendars and see if there are any upcoming events or product launches that your audience will be interested in. If you can create some original content around these topics, you’re sure to get them reading. If you can somehow tie in your products or solutions, you’ve got a good chance of driving some conversions.

Breaking news stories and breakout trends always make great topic ideas. This type of content can be especially valuable if you’re one of the first to offer commentary or unique content. Trending topics attract links like nothing else.

Source: https://www.equinetacademy.com/trendjacking-in-content-marketing/

Set up Google alerts for your industry and make sure to read related news feeds regularly. Google TrendsBuzzsumo, and Trendwatching are also useful platforms for keeping an eye on new trends. Sometimes Twitter and other social media platforms are the best places to spot trending topics.

Trending topics don’t have to be restricted to your industry either. Creating some new content around a trending meme or pop culture content can be a fun way to connect with your audience and attract new traffic – you could even go viral!

3. Repurpose Your Existing Content

Often the best source of inspiration for new content is what you already have.

Repurposing and reusing the content you already have means you can maximize your content marketing ROI and have the opportunity to reach a wider audience.

Original infographics and charts created for use in reports and articles can be repurposed for social media posts. You can also pull key insights from your long-form content pieces and repost them on your social media channels.

If you’ve seen success from a certain blog post, consider enhancing and expanding it into an ebook or white paper. You can pull together the content from several blog posts into a single ebook. Likewise, taking the content of multiple social media posts could form the basis of an article.

Think about ways you could reach a new potential audience with your existing content. For example, a single blog post could be recreated as a video or podcast. You don’t have to come up with a completely new content idea for each piece of content. Revisiting topics in multiple formats is often the best way to widen your reach.

Source: https://www.evergreenfeed.com/blog/improve-social-media-strategy/repurpose-content-social-media/

4. Connect with Your Community

Don’t just think of your content as something one-sided for your audience to passively consume.

Content is a great opportunity to open the conversation and invite the community around your brand to engage with you.

Webinars, panel discussions, and other virtual events are a great way to share content in a way that makes your audience feel more involved.

Virtual events like webinars can be incredibly effective at driving sales and conversions too. You can expect around 15% of webinar attendees to convert to a sale, which is an impressive conversion rate by anyone’s standards.

The reason that such events convert so well is that you have a captive and engaged audience who are already interested in what you have to say.

Digital events can seem intimidating if you’ve not yet dipped your toe in the waters, but they don’t have to be a huge production.

Get together a few industry leaders and people that your audience is interested in listening to. Plan some topics for discussion and remember to keep the process two-way. Starting a conversation can create some interesting launch points for new content that you may not have thought of before.

5. Focus on Buyer Intent

Remember why your business is here. While you can use content indirectly to build a relationship with your audience and raise awareness of your brand, don’t be afraid to go ahead and tell the world what problem you solve.

Make sure you understand true buyer intent. Let’s say you have a business selling vacuum cleaners. People who buy vacuum cleaners don’t really want to buy a vacuum cleaner (who would really want to spend their money on a vacuum cleaner if they had a choice?). What they really want is a clean house with the minimum amount of time and effort. If they can’t get this information from you, they’ll go somewhere else.

Source: https://www.gartner.com/en/digital-markets/insights/how-to-use-buyer-intent-data-to-your-sales-advantage

Creating content that explores tips and ideas for keeping your house clean and making sure to explore the features of vacuum cleaners that make life easier would most definitely be a way to make more sales.

Utilizing influencer marketing can be an effective way to amplify the power of this kind of content. For example, sales of Shark vacuum cleaners shot through the roof in the UK in parallel with the rising popularity of cleaning influencer “Mrs. Hinch” who creates content purely around cleaning tips.

6. Profile Your Customers

Source: https://www.thesmarketers.com/abm-approach-ideal-customer-profile/

How well do you really know your customers? You’ve probably got a good idea about why they bought from you ­– because your product or services solved their problems. But who are they really as people?

Finding out more about who your customers really are can help you to create more relevant and engaging content that’s sure to lead to more conversions.

For example, Zogo is an app that creates engaging financial literacy lessons for young adults. By taking the time to fully understand their “Generation Z” audience, they’ve been highly successful in creating content that not only gets read but also drives conversions to financial institutions that partner with the app.

Zogo took its inspiration from the huge success of language learning app Duolingo. Rather than publishing dull financial education articles, breaking the content into small chunks and serving it on a mobile platform with gamification was the best way to engage with their GenZ audience.

7. Map Content to the Buyer Journey

Take the time to audit your existing content and see where it relates to the buyer’s journey. You’ll probably find there are gaps in your content that could result in you losing a lead before it turns into a customer.

A lot of brands do a good job of creating informational content that attracts an audience at the top of the marketing funnel. If you’re producing educational content but not thinking about how to actually turn those readers into customers, you’re not getting the most out of your content strategy.

The content you produce should align with the buyer’s journey. Make sure you know and understand the touchpoints that your customers may interact with on their way to making a purchase and think about the problems and questions they may have at each stage. Create great content that overcomes these challenges and answers their questions.

Need More Help with Content?

If you are ready to get more traffic to your site with quality content published consistently, check out our Content Builder Service.

Set up a quick consultation, and I’ll send you a free PDF version of my books. Get started today–and generate more traffic and leads for your business.

Michael Brenner

Michael Brenner  is a Top CMO, Content Marketing and Digital Marketing Influencer, an international keynote speaker, author of "Mean People Suck" and "The Content Formula" and he is the CEO and Founder of Marketing Insider Group, a leading Content Marketing Agency . He has worked in leadership positions in sales and marketing for global brands like SAP and Nielsen, as well as for thriving startups. Today, Michael helps build successful content marketing programs for leading brands and startups alike. Subscribe here for regular updates.