4 Steps to Using Content Marketing For Businesses With Low Traffic

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Simple Content Marketing Strategy for New Businesses | SEJ

Content marketing is a term that is often bandied around with reckless abandon. You might think all you need to do to is produce a lot of content. But that’s simply not the case, and if your business is fairly new and not getting much traffic, producing endless content won’t get you anywhere.

So what’s a small business to do?

1: Planning Your Content Strategy

To perform well, your content needs to be good, really good in fact, and producing endless reams of content won’t achieve that. So the first thing you need to do is stop writing and take a moment to really think about your content.

What do you want to achieve and who are you writing for?

Plan each piece of content carefully and figure out what structure it will take, how you will market it, and what its purpose is within your content marketing strategy.

Simple Content Marketing Strategy for New Businesses | SEJ

Broadly speaking, every piece of content should fit within one or more of the following categories:

Linkable Asset

This would generally be a really in-depth content piece that you hope will earn links just by virtue of being awesome. If you don’t have much of an audience yet then such assets will be long-term investments, but as long as the content is reasonably ever-green there’s nothing wrong with that. Neil Patel is a big fan of such assets and has produced several very long guides, such as his definitive guide to content marketing.

Link Bait

Link bait is similar to a linkable asset, but it is generally less in-depth and more novel. If you don’t already have a lot of traffic you will need to push your link bait in order to get people to actually find it (and hopefully link to it).

General Content

Not every piece of content needs to gain links, and most blogs will have some content which is less carefully planned and is targeted more at existing readers and anyone who happens across your blog. Obviously if you have no traffic this type of content won’t help you a lot, but there’s no harm in the occasional post aimed at your existing readers, as you will hopefully be building up a reader base, and it’s good to communicate with them.

Long-Tail Content

Linkable assets often fall into this category too. Long-tail content is content that actually targets some long-tail keyword phrases in the hopes of ranking and gaining some search engine traffic. This sort of content needs to be niche and in-depth. The great thing is you can target some very easy to rank phrases. These phrases may be very low search volume, but once you have produced a couple of hundred such posts, those small bits of traffic add up.

2: Building Your Traffic

As a new site, you have two ways to build traffic, which I mentioned above. The first is to build links, because of course links can send you traffic as well as improving your rankings. Indeed, in the early days, the SEO value of those links is much lower than the potential traffic value. The second way is to build long-tail traffic through long-tail content.

link bait blog post

(Screenshot from ThinkTraffic.co.uk blog showing a recent post
of ours designed to help start a relationship with some bloggers.)

My recommendation is that new and low traffic site owners try to split their time between the four content types above.

Try to create one or two linkable assets, but take your time, remember these are long-term investments and they are not going to bring you huge traffic immediately. At the same time, go for a mix of link bait and long-tail content, so that you can simultaneously build links and niche traffic.

Finally, use general content to engage any returning readers as they start to trickle in. And also to prevent your blog from seeming like an endless stream of link bait! Variety is the spice of life ya know. 🙂

3: Building Relationships

I’m not actually a big fan of the term link bait because it can be a bit superficial, so let’s talk about link bait and relationships at the same time. Because what you really want to do is build relationships with the sorts of people who have the ability to help promote your business.

Twitter screen shot

(Twitter interaction that resulted from sharing another blogger’s post.)

Obviously people will only do this if they like you and your business, so the first step is to make sure people know about you. And let’s face it, sending a blogger an email saying “hey, I exist” is a bit desperate (and odd).

So here are some ways to build a rapport:

Commenting on Blogs

Blog commenting used to be a link building strategy, it was pretty well abused and these days is considered a bit spammy, which is a shame because genuine commenting is a great way to interact with bloggers. We do it regularly and it’s a great way to make bloggers aware of you while at the same time contributing to their blog. It’s not about the links, it’s about connecting with the sorts of people you want to be friends with.

Interacting on Twitter

Twitter, of course, is the modern version of blog commenting, and the same thing applies. If you follow a blogger on Twitter you can reply to their tweets and try to start a conversation. Again, this is a good way to make them aware of you.

Link Roundup Posts

Create a post each month, or even each week and send out some link love to other bloggers. Tell your readers about the latest posts from your favourite bloggers and link to them. These posts are great link bait because they make awesome resources. You can also email each blogger you link to and let them know. This is a much better way to make an introduction than just emailing out of the blue and asking them for something (eg, a guest post)!

Group Interview Posts

In a similar vein to link roundups, a group interview is where you ask a handful of bloggers to give their opinions and thoughts to one or two questions. You then group those responses together and publish a post on your own blog. Again, these sorts of posts are always popular and you will of course credit each blogger who contributes, so when the post goes live, you can let them know, and thank them with a link.

4: Earning Links

You may have noticed that in this post I haven’t really talked about actually building any links. Don’t worry, that’s intentional.

The right way to do content marketing is to use your content to earn links and build relationships. All of the strategies I have talked about above fall into one or more of three categories:

  • Content to engage your readers
  • Content that deserves to be linked to
  • Content to help you build relationships

If you have content that deserves links and you have strong relationships with the sorts of people who can link to your content, you will gain links, it’s that simple. Neither ingredient on its own is sufficient, but putting both together creates a powerful link building chain reaction.

Keep in Touch

The final piece of the puzzle, then, is to work on building those relationships by keeping in touch with the bloggers that you connect with. Once you have established a rapport, make sure you continue to touch base and try to help them out. Don’t worry about asking for links – that’s a bit too obvious, and most bloggers are already sick of it.

But if you regularly comment on their posts, interact with them on Twitter, link to them, and so forth, sooner or later they will start to take notice.

Really, this should all work just like in real life. Not everyone you reach out to will want to connect, but many will. Just treat it as a friend building exercise and it should all come pretty naturally!

What have I missed? How do you use content marketing? Do you focus on relationships or on links? Share your ideas in the comments!

 

Image Credits

Featured Image: Unsplash/Pixabay.com
In-post Photos: zhangyang13576997233/Shutterstock.com
Screenshots taken October 2015

Alex Johnson

Alex Johnson

Owner / Manager at Think Traffic
Alex Johnson is the founder of ThinkTraffic.co.uk, a UK based SEO and online PR agency who specialize in working with small businesses. Alex loves helping small businesses to get started online, he is also an expert in traffic generation and conversion rate optimization and loves every aspect of online business.
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  • Neil Chaney

    Suppose you are a small manufacturing company. Your product in this example would be designing and building hayracks for livestock in the mid-west.

    Typical content for site would be photos a listing of existing inventory, copy about the types of raw materials used to create your hayracks. Do customers of livestock products want to read long-tail content or blog posts about agricultural products? What about Twitter, do you post photos of livestock using our product?

    Thoughts?

    • http://www.thinktraffic.co.uk Alex Johnson

      Hi Neil.

      Thank you for your comment. There are perhaps a couple of bits to clarify.

      Firstly, no, customers probably don’t want to read “long form copy” for products, but I see a lot of ecommerce sites where the product descriptions are just one or two lines – and in most cases that’s not enough.

      You don’t have to write 500 words for every product page, but you do need to make sure you include all of the necessary information. In most cases you’re going to need at least a short paragraph to get that information across and the more detail you can give the better.

      When I talk about Twitter above I am mainly talking about using it to connect with influencers. Do the important journalists in your industry use it? I don’t know, but if that’s your business, you should at least investigate whether or not they do.

      Social media is certainly more important for some industries than others. In the article above I have tried to write principals that hold for most niches, but it’s up to you to investigate whether they work for yours.

      Make sense?

      • Neil Chaney

        My industry isn’t livestock equipment, however I see a great deal of what I refer to as “warm fuzzy” marketing advice. I’m curious how small less than sophisticated businesses can interpret and implement your ideas. Particularly when it comes to “… a really in-depth content piece that you hope will earn links just by virtue of being awesome.”

        Keep in mind more people read articles that maybe outside the SEO industry looking for useful information.

  • Greg Strandberg

    I’m going to come right out and assert that commenting on blogs has lost all benefit for link building…if it ever had any.

    I look at my analytics and very few links are coming from that. Organic search on Google blows that away, followed a close second by direct traffic and then some social channels.

    Blog comment linking makes up 1% of my referral traffic, if that.

    • http://www.thinktraffic.co.uk Alex Johnson

      Hi Greg.

      Thank you for your comment! I totally agree, commenting on blogs is NOT a good link building strategy in its own right. Sorry if I didn’t explain myself correctly.

      The power of blog commenting is that it gives you an opportunity to interact with the blogger. For example, your comment got my attention. I didn’t know that your blog (Big Sky Words) existed this time yesterday, and I now I do.

      Ok, so that on its own isn’t enough. But if you comment on blogs regularly you will become more known by other bloggers – I’m a lot more likely to link to you now that I now your site actually exists!

      I once left a comment on a well known blog and as a result the blogger emailed me and invited me to write a guest post, so blog commenting can be a valuable strategy.

      But none the less, you’re 100% correct, it is not a good link building strategy on its own – it’s a way to start a conversation!

      • http://reviews4weightloss.com Sam Jane

        I couldn’t agree more with you, Alex. Commenting, in my opinion, gives the human touch to the article that says “Hey, we recognize the valuable info you’ve just shared!”

  • asit saha

    Marketers or businesses should humanize every move. It means that you need to develop trust by speaking truth. Remember that speaking truth is not over promising. People always love to enjoy things that are pure. Once trust is developed, relationship transforms into solid bond. Automatically, you will start earning links.

    • http://www.thinktraffic.co.uk Alex Johnson

      Hi Asit.

      Well put, and I totally agree.

      Thanks for your comment!

  • Marketing Sweet

    Thank you for this great article. Most of the comments with links in it are being deleted so I don’t see comments as a great link building strategy anymore. However I think comments can stay a great way to build relationships with bloggers and then once this relationship is strong enough, webmasters can agreed upon reciprocal link exchanges. Of course we still have to make sure that these links are relevant to our business.

    • http://www.thinktraffic.co.uk Alex Johnson

      Hi there (sorry, not sure what your name is!)

      Yes, you’re right, if you put a link in your comment it’s probably going to be deleted, but that was always a questionable practice anyway in my opinion.

      You’re absolutely correct though that the real value in blog commenting is the opportunity to connect with the bloggers.

      I wouldn’t suggest only doing it with a view to asking for a reciprocal link. Just do it to start a conversation – try to build a relationship and you never know where it might lead.

      Thanks for the comment!

  • http://www.greenlightcopywriting.co.uk Camilla Zajac

    Yes, strategy is everything in boosting content! Plus, creating content is just the beginning… it’s all about what you do with it and that goes back to having a plan!

  • http://boldcontentvideo.com Jonathan

    Useful article Alex thanks for sharing. As you point out comments (like this one) are one of the easiest ways of interacting with other blogs in your industry. However, I find one of the best things about post commenting is that you get to learn at the same time as you are building exposure for your own website.

  • Emily Carter

    Thanks for the post – you give a lot of easy to understand ways of using content marketing to increase traffic. Many companies who come to us have nearly no traffic to their site at the beginning – it requires a strategy and a combination of content efforts to increase that traffic. Ready, fire, aim does NOT work for content marketing!

    Thanks again!