Connect with us


Link Relevance vs. Content Relevance in Link Building



Link Relevance vs. Content Relevance in Link Building

The author’s views are entirely his or her own (excluding the unlikely event of hypnosis) and may not always reflect the views of Moz.

Relevance is talked about a lot in the context of link building. In truth, it’s something that no one can really provide a concrete (or even close to concrete) answer to, because none of us knows exactly how Google measures relevance. Even having access to things like the Google Natural Language Processing API and seeing categories such as this doesn’t mean that we know how Google measures relevance themselves, because there will be so much more under the hood that isn’t visible to the public.

Even if we did know exactly how Google measures relevance, the extent to which they reward or penalize what they find as they crawl the web is also up for debate — like any ranking signal. We know that they use page speed, but they are also free to turn the dial on this up and down however they want.

This, in part, is why SEO is so fascinating. We’re optimizing for something that we can’t completely see and testing and refining based on the results we get. We can speculate on what Google may do or what we observe them doing, then a peer may see the exact opposite, and both may be right.

When it comes to link building and, specifically, the part that relevance plays, the potential answers are a lot more complex than we think. This is because relevance isn’t binary. We can’t just say that a link is relevant or not. We can’t say that content is relevant or not. The answers are far more nuanced than this, and we need to split things out a lot more to even begin to comprehend how Google may look at things.

With that in mind, let’s start by splitting out link relevance and content relevance.

Link relevance

When we talk about link relevance, we’re referring to the topic of the page and domain where the link is placed. When building links, we often look for target websites to outreach to and generally, it’s a good idea to find “relevant” links, but “relevant” is actually quite tricky to define. Here are some examples why.

Domain relevance

If you get a link from, then we’d say that the topics are things like SEO, digital marketing, content marketing, etc. These are a few of the broad topics that we’d classify Moz into. Whilst digital marketing in itself is a big topic, it’s not that complex or tricky to define the Moz domain and therefore, understand what is and isn’t relevant to it.

Page relevance

Things can get more complicated than this if you think about websites such as The New York Times which has dozens of categories and hundreds of subcategories. Broadly, they would be classified as a news website, but they have categories for pretty much every topic that you can think of.

Anchor text

Additionally, we can add other elements to link relevance such as anchor text. What if you get super relevant anchor text but the page where the link is placed is about a completely different topic that isn’t relevant? Does this make the link more or less relevant?

In many cases, you may not even control the anchor text that is being used which means that it can be completely random. We know that Google use anchor text for understanding a link, but to what extent do they use it?

And this is just touching the surface of what link relevance can include.

Content relevance

We then have content relevance which is more about the page on your website that you get links to. It could be an existing page or it could be a brand new page that you’ve created to help with link building.

The attributes of content that sits on your website are far more under your control, so if you create something that is designed to get links and starts to go off topic a little, it’s perfectly reasonable to expect Google to take a harsher view on this in holding you accountable.

Things get hard when you remember that as SEOs, we often have link targets that we want to meet in order to catch up, overtake, or stay ahead of our competition. We want to get as many quality links as possible in order to increase the amount of traffic that we get from organic search.

To get more links, you can go broader with the topics and themes that you produce content about. This naturally opens up more potential link targets which in turn, increases the chances of you getting more links.

What all of this comes down to is striking the balance between producing a piece of content that is relevant to your brand, whilst getting as many links as possible. It can look something like this:

As you can see, many agencies (and in-house teams!) sit toward the right and are prepared to go wider with topics and themes because it can lead to more links. Irrelevance is driven by the pressure to build large volumes of links, and our industry does a great job of showcasing link building campaigns that have gotten hundreds of links, so we believe that this is what all of us should be aiming for.

However, Google wants us more focused on relevant themes because ultimately, they want us to deserve any links that we get.

My take: link relevance matters a lot less than content relevance

Having talked about each one, my take is that content relevance matters a lot less than link relevance to Google and therefore, to your ability to rank in organic search. Here are a few reasons why.

Anyone can link to you

Literally anyone on the web can link to your website, it’s not something that you can actually control. This is party why link spam is so hard to deal with and why the disavow tool was invented.

Even putting spam to one side, anyone can link to you for any reason they want.

For example, I can link from right here on the Moz blog to one of my favorite content pieces of all time. Neither website is related to each other in terms of the business they do and this is a blog post about link building that links to content about movies. But no one would see this as spammy.

What if your personal blog about SEO gets a link from NASA? I’m sure you wouldn’t be complaining about it!

The point being, it seems a stretch to think that Google would have a problem with links like these and therefore, shouldn’t be anything to worry about.

But, do they have value? Does the link above from Moz to a piece of content about movies hold as much value as a link from say, IMDB? This leads us onto my next point and why I think link relevance matters less than content relevance.

Authority and trust probably overrides link relevance

I do believe that Google cares a lot about how much they can trust a certain website and the links from that website. I’d venture a strong guess that Moz is a trusted domain and that it has the ability to pass value to the websites that it links to. We know that they have the ability to effectively “turn off” the ability for a website to pass PageRank to another and that they now have the ability to interpret the use of the nofollow tag so that they can decide whether it can be used for indexing and ranking purposes.

With that in mind, it would make sense for Google to make an assessment of the website giving the link and using this as a strong indicator to help decide how much value to pass across the link.

This would allow them to still pass value even when topical relevance isn’t there but they trust the website giving the link – which, as we can see, can easily happen.

The content we create is a stronger signal to Google

In contrast to the idea that anyone can link to you, you are far more in control of the content that you create. Even if you have a website that has a lot of user generated content, you still have overall editorial control over the processes for publishing that content. Essentially, you can be held accountable for the content that you create.

If you run an online pet store and you create a piece of content about personal finance, few would argue that this isn’t relevant. But the key difference when compare to getting a random link from a personal finance website is that you are accountable for the content because it sits on the website that you run. Google can hold you to a higher standard because of this.

So, even if that piece of content gets 100 links, Google could easily say that they’re not going to value those links very highly because they can’t see any topical relevance.

Does Google really want to reward irrelevant content campaigns

This one is key for me and let’s bring this all back around to link building.

Let’s imagine that you create a bunch of content-led link building campaigns for your online pet store but the topical relevance is very questionable. The quality of the content is great, it’s nicely designed and unique and even cites some expert input. This content has generated hundreds of links as a result of how good it is.

Does Google really want to reward you by valuing these links very highly and as a consequence, giving your organic search visibility a boost?

No, they don’t.

The truth is that in situations like this, it’s pretty obvious that the content has been created for the purposes of generating links. This in itself isn’t necessarily a problem, but if you do it over and over again, whilst the content clearly serves no other purpose, it’s not exactly a signal that your website is truly link worthy.

And remember, when it comes to links, Google will look for evidence that you truly deserve the links that you get and if the majority of links that you get come from off-topic campaigns, there is a strong argument to say that you don’t.

When does Google start to care about irrelevant content?

This is the big question for me and one that I can’t give you a complete answer to.

Launching some content pieces that are completely off topic and gets some links isn’t likely to get you into trouble. After all, everyone does random stuff from time to time and sometimes, a brand may decide to create some content or launch a campaign that is just a bit of fun.

If I were Google, I’d look for evidence that content is being created just for links. So I may look at a few signals such as the following.

Ratio of links to off-topic content vs. the rest of the website

If the majority of links pointing at a domain are to pages of content that is topically irrelevant when compared to the rest of the domain, I’d probably want to take a closer look at why. They may not impose a penalty or filter, but I may flag the domain for a Googler to take a look manually and see what’s going on.

The content being a little bit orphaned in terms of internal links

With many content-led link building campaigns, they are published somewhere on a website that is a little hidden away from the result of the pages. This can be for a bunch of reasons but essentially means that the architecture ends up looking like this with the orange page being your campaign:

1656430788 399 Link Relevance vs Content Relevance in Link Building

The campaign isn’t integrated with the rest of the domain and kind of sits on its own.

Now, imagine that lots of incoming links start to appear that point to this page which is isolated, wouldn’t that look a little strange?

As an exception, this isn’t likely to mean much. But if it happens over and over again, it starts to look unnatural.

The content not linking to other pages to continue the user journey

If a piece of content isn’t relevant to the rest of the website, then it’s quite hard to add internal links or calls to action that make sense. So a clear signal for irrelevant content is a lack of links from the content to other pages.

Essentially, not only is a piece of content isolated in terms of site architecture, it’s also isolated in terms of linking back into that architecture.

This can also be common because if a piece of content is created just for the purpose of generating links, there is no incentive for the creator to link to product or category pages – that’s not what the content is meant to help with.

How to ensure more content relevance

We should accept that content relevance is important and something that Google can (rightly) hold us accountable for. So, how can we ensure that relevance plays a part in producing ideas for link building campaigns and that we don’t get sucked into just going after high volumes of links?

Start with your customers

More specifically, start with the journey that they take when finding your product or service.

When we come up with content ideas, we can fall into the trap of thinking too much about who we’re trying to get links from — bloggers, journalists, writers, etc. We trick ourselves into thinking that if we are a travel brand, then working with a travel blogger will mean that we’re getting in front of our target audience.

Unfortunately, this may not necessarily be the case.

So, we should instead look at the customer journey. There are various ways to model this funnel but here is one that we use all the time at Aira and an example for a B2B company:

1656430788 764 Link Relevance vs Content Relevance in Link Building

This also shows that the journey isn’t always linear. Customers may move backwards in their journey as well as forwards and it may take a lot of steps before they commit to a decision. Google calls this the messy middle and is basically the stage when customers ponder their choices and are deliberating what to do next.

If you want to produce relevant content ideas for your link building campaigns, you need to start by understanding and mapping out the customer journey.

Use keyword research to inform idea generation

When we produce content ideas for link building, we often don’t think about keywords because the goal of the content isn’t to rank, it’s to get links. So we’re not really incentivized or motivated to do extra research for something that we’re not being measured on.

However, doing this can be a great way to increase relevance because target keywords for your brand are going to be closely aligned with the pain points that customers have, alongside the solutions that the brand offers to those pain points. By integrating these keywords into your ideation process, you can’t help but produce ideas that are close to the target customers.

Reduce focus on link volumes

If you have a lofty link target to hit, you are much more likely to produce content ideas that aren’t relevant to your brand. This is because in order to hit link targets, you know that you need a good level of link prospects to outreach to. Even if you have a very good link conversion rate of say, 25%, that would mean that you still need 100 link prospects for every 25 links that you want to build.

How do you get more link prospects? By widening topics so that you can target different sectors of bloggers and journalists.

Instead, the focus needs to be on link prospects that are closely aligned with your own products, services and customers.

This will naturally limit the link volumes that you’re likely to achieve, but you can be more sure that you’ll produce a piece of content that is highly relevant to because you’re moving the pressure to get high link volumes.

In summary

To summarize, try to avoid thinking of relevance as something that is binary. There are far more layers to it than this and as we’ve seen, we’ve only really scratched the surface here on what Google is likely to be doing.

When you do think about relevance, focus more of your attention on content relevance and ensure that content that you produce is unquestionably relevant to your customers and your brand.

By taking this route, you need to acknowledge that it may lead to fewer links, but is also more likely to put you in a position where you’re not worried about Google updates that may target relevancy in link building, as well as manual reviews by Googlers!

The ultimate added bonus here is that you’ll be creating content that isn’t just for links — it will be far more useful to regular customers, too, adding to the value of your work.

Source link

Keep an eye on what we are doing
Be the first to get latest updates and exclusive content straight to your email inbox.
We promise not to spam you. You can unsubscribe at any time.
Invalid email address


Why We Are Always ‘Clicking to Buy’, According to Psychologists



Why We Are Always 'Clicking to Buy', According to Psychologists

Amazon pillows.


Keep an eye on what we are doing
Be the first to get latest updates and exclusive content straight to your email inbox.
We promise not to spam you. You can unsubscribe at any time.
Invalid email address
Continue Reading


A deeper dive into data, personalization and Copilots



A deeper dive into data, personalization and Copilots

Salesforce launched a collection of new, generative AI-related products at Connections in Chicago this week. They included new Einstein Copilots for marketers and merchants and Einstein Personalization.

To better understand, not only the potential impact of the new products, but the evolving Salesforce architecture, we sat down with Bobby Jania, CMO, Marketing Cloud.

Dig deeper: Salesforce piles on the Einstein Copilots

Salesforce’s evolving architecture

It’s hard to deny that Salesforce likes coming up with new names for platforms and products (what happened to Customer 360?) and this can sometimes make the observer wonder if something is brand new, or old but with a brand new name. In particular, what exactly is Einstein 1 and how is it related to Salesforce Data Cloud?

“Data Cloud is built on the Einstein 1 platform,” Jania explained. “The Einstein 1 platform is our entire Salesforce platform and that includes products like Sales Cloud, Service Cloud — that it includes the original idea of Salesforce not just being in the cloud, but being multi-tenancy.”

Data Cloud — not an acquisition, of course — was built natively on that platform. It was the first product built on Hyperforce, Salesforce’s new cloud infrastructure architecture. “Since Data Cloud was on what we now call the Einstein 1 platform from Day One, it has always natively connected to, and been able to read anything in Sales Cloud, Service Cloud [and so on]. On top of that, we can now bring in, not only structured but unstructured data.”

That’s a significant progression from the position, several years ago, when Salesforce had stitched together a platform around various acquisitions (ExactTarget, for example) that didn’t necessarily talk to each other.

“At times, what we would do is have a kind of behind-the-scenes flow where data from one product could be moved into another product,” said Jania, “but in many of those cases the data would then be in both, whereas now the data is in Data Cloud. Tableau will run natively off Data Cloud; Commerce Cloud, Service Cloud, Marketing Cloud — they’re all going to the same operational customer profile.” They’re not copying the data from Data Cloud, Jania confirmed.

Another thing to know is tit’s possible for Salesforce customers to import their own datasets into Data Cloud. “We wanted to create a federated data model,” said Jania. “If you’re using Snowflake, for example, we more or less virtually sit on your data lake. The value we add is that we will look at all your data and help you form these operational customer profiles.”

Let’s learn more about Einstein Copilot

“Copilot means that I have an assistant with me in the tool where I need to be working that contextually knows what I am trying to do and helps me at every step of the process,” Jania said.

For marketers, this might begin with a campaign brief developed with Copilot’s assistance, the identification of an audience based on the brief, and then the development of email or other content. “What’s really cool is the idea of Einstein Studio where our customers will create actions [for Copilot] that we hadn’t even thought about.”

Here’s a key insight (back to nomenclature). We reported on Copilot for markets, Copilot for merchants, Copilot for shoppers. It turns out, however, that there is just one Copilot, Einstein Copilot, and these are use cases. “There’s just one Copilot, we just add these for a little clarity; we’re going to talk about marketing use cases, about shoppers’ use cases. These are actions for the marketing use cases we built out of the box; you can build your own.”

It’s surely going to take a little time for marketers to learn to work easily with Copilot. “There’s always time for adoption,” Jania agreed. “What is directly connected with this is, this is my ninth Connections and this one has the most hands-on training that I’ve seen since 2014 — and a lot of that is getting people using Data Cloud, using these tools rather than just being given a demo.”

What’s new about Einstein Personalization

Salesforce Einstein has been around since 2016 and many of the use cases seem to have involved personalization in various forms. What’s new?

“Einstein Personalization is a real-time decision engine and it’s going to choose next-best-action, next-best-offer. What is new is that it’s a service now that runs natively on top of Data Cloud.” A lot of real-time decision engines need their own set of data that might actually be a subset of data. “Einstein Personalization is going to look holistically at a customer and recommend a next-best-action that could be natively surfaced in Service Cloud, Sales Cloud or Marketing Cloud.”

Finally, trust

One feature of the presentations at Connections was the reassurance that, although public LLMs like ChatGPT could be selected for application to customer data, none of that data would be retained by the LLMs. Is this just a matter of written agreements? No, not just that, said Jania.

“In the Einstein Trust Layer, all of the data, when it connects to an LLM, runs through our gateway. If there was a prompt that had personally identifiable information — a credit card number, an email address — at a mimum, all that is stripped out. The LLMs do not store the output; we store the output for auditing back in Salesforce. Any output that comes back through our gateway is logged in our system; it runs through a toxicity model; and only at the end do we put PII data back into the answer. There are real pieces beyond a handshake that this data is safe.”

Source link

Keep an eye on what we are doing
Be the first to get latest updates and exclusive content straight to your email inbox.
We promise not to spam you. You can unsubscribe at any time.
Invalid email address
Continue Reading


Why The Sales Team Hates Your Leads (And How To Fix It)



Why The Sales Team Hates Your Leads (And How To Fix It)

Why The Sales Team Hates Your Leads And How To

You ask the head of marketing how the team is doing and get a giant thumbs up. 👍

“Our MQLs are up!”

“Website conversion rates are at an all-time high!”

“Email click rates have never been this good!”

But when you ask the head of sales the same question, you get the response that echoes across sales desks worldwide — the leads from marketing suck. 

If you’re in this boat, you’re not alone. The issue of “leads from marketing suck” is a common situation in most organizations. In a HubSpot survey, only 9.1% of salespeople said leads they received from marketing were of very high quality.

Why do sales teams hate marketing-generated leads? And how can marketers help their sales peers fall in love with their leads? 

Let’s dive into the answers to these questions. Then, I’ll give you my secret lead gen kung-fu to ensure your sales team loves their marketing leads. 

Marketers Must Take Ownership

“I’ve hit the lead goal. If sales can’t close them, it’s their problem.”

How many times have you heard one of your marketers say something like this? When your teams are heavily siloed, it’s not hard to see how they get to this mindset — after all, if your marketing metrics look strong, they’ve done their part, right?

Not necessarily. 

The job of a marketer is not to drive traffic or even leads. The job of the marketer is to create messaging and offers that lead to revenue. Marketing is not a 100-meter sprint — it’s a relay race. The marketing team runs the first leg and hands the baton to sales to sprint to the finish.



To make leads valuable beyond the vanity metric of watching your MQLs tick up, you need to segment and nurture them. Screen the leads to see if they meet the parameters of your ideal customer profile. If yes, nurture them to find out how close their intent is to a sale. Only then should you pass the leads to sales. 

Lead Quality Control is a Bitter Pill that Works

Tighter quality control might reduce your overall MQLs. Still, it will ensure only the relevant leads go to sales, which is a win for your team and your organization.

This shift will require a mindset shift for your marketing team: instead of living and dying by the sheer number of MQLs, you need to create a collaborative culture between sales and marketing. Reinforce that “strong” marketing metrics that result in poor leads going to sales aren’t really strong at all.  

When you foster this culture of collaboration and accountability, it will be easier for the marketing team to receive feedback from sales about lead quality without getting defensive. 

Remember, the sales team is only holding marketing accountable so the entire organization can achieve the right results. It’s not sales vs marketing — it’s sales and marketing working together to get a great result. Nothing more, nothing less. 

We’ve identified the problem and where we need to go. So, how you do you get there?

Fix #1: Focus On High ROI Marketing Activities First

What is more valuable to you:

  • One more blog post for a few more views? 
  • One great review that prospective buyers strongly relate to?

Hopefully, you’ll choose the latter. After all, talking to customers and getting a solid testimonial can help your sales team close leads today.  Current customers talking about their previous issues, the other solutions they tried, why they chose you, and the results you helped them achieve is marketing gold.

On the other hand, even the best blog content will take months to gain enough traction to impact your revenue.

Still, many marketers who say they want to prioritize customer reviews focus all their efforts on blog content and other “top of the funnel” (Awareness, Acquisition, and Activation) efforts. 

The bottom half of the growth marketing funnel (Retention, Reputation, and Revenue) often gets ignored, even though it’s where you’ll find some of the highest ROI activities.

1716755163 123 Why The Sales Team Hates Your Leads And How To1716755163 123 Why The Sales Team Hates Your Leads And How To

Most marketers know retaining a customer is easier than acquiring a new one. But knowing this and working with sales on retention and account expansion are two different things. 

When you start focusing on retention, upselling, and expansion, your entire organization will feel it, from sales to customer success. These happier customers will increase your average account value and drive awareness through strong word of mouth, giving you one heck of a win/win.

Winning the Retention, Reputation, and Referral game also helps feed your Awareness, Acquisition, and Activation activities:

  • Increasing customer retention means more dollars stay within your organization to help achieve revenue goals and fund lead gen initiatives.
  • A fully functioning referral system lowers your customer acquisition cost (CAC) because these leads are already warm coming in the door.
  • Case studies and reviews are powerful marketing assets for lead gen and nurture activities as they demonstrate how you’ve solved identical issues for other companies.

Remember that the bottom half of your marketing and sales funnel is just as important as the top half. After all, there’s no point pouring leads into a leaky funnel. Instead, you want to build a frictionless, powerful growth engine that brings in the right leads, nurtures them into customers, and then delights those customers to the point that they can’t help but rave about you.

So, build a strong foundation and start from the bottom up. You’ll find a better return on your investment. 

Fix #2: Join Sales Calls to Better Understand Your Target Audience

You can’t market well what you don’t know how to sell.

Your sales team speaks directly to customers, understands their pain points, and knows the language they use to talk about those pains. Your marketing team needs this information to craft the perfect marketing messaging your target audience will identify with.

When marketers join sales calls or speak to existing customers, they get firsthand introductions to these pain points. Often, marketers realize that customers’ pain points and reservations are very different from those they address in their messaging. 

Once you understand your ideal customers’ objections, anxieties, and pressing questions, you can create content and messaging to remove some of these reservations before the sales call. This effort removes a barrier for your sales team, resulting in more SQLs.

Fix #3: Create Collateral That Closes Deals

One-pagers, landing pages, PDFs, decks — sales collateral could be anything that helps increase the chance of closing a deal. Let me share an example from Lean Labs. 

Our webinar page has a CTA form that allows visitors to talk to our team. Instead of a simple “get in touch” form, we created a drop-down segmentation based on the user’s challenge and need. This step helps the reader feel seen, gives them hope that they’ll receive real value from the interaction, and provides unique content to users based on their selection.

1716755163 298 Why The Sales Team Hates Your Leads And How To1716755163 298 Why The Sales Team Hates Your Leads And How To

So, if they select I need help with crushing it on HubSpot, they’ll get a landing page with HubSpot-specific content (including a video) and a meeting scheduler. 

Speaking directly to your audience’s needs and pain points through these steps dramatically increases the chances of them booking a call. Why? Because instead of trusting that a generic “expert” will be able to help them with their highly specific problem, they can see through our content and our form design that Lean Labs can solve their most pressing pain point. 

Fix #4: Focus On Reviews and Create an Impact Loop

A lot of people think good marketing is expensive. You know what’s even more expensive? Bad marketing

To get the best ROI on your marketing efforts, you need to create a marketing machine that pays for itself. When you create this machine, you need to think about two loops: the growth loop and the impact loop.

1716755163 789 Why The Sales Team Hates Your Leads And How To1716755163 789 Why The Sales Team Hates Your Leads And How To
  • Growth loop — Awareness ➡ Acquisition ➡ Activation ➡ Revenue ➡ Awareness: This is where most marketers start. 
  • Impact loop — Results ➡ Reviews ➡ Retention ➡ Referrals ➡ Results: This is where great marketers start. 

Most marketers start with their growth loop and then hope that traction feeds into their impact loop. However, the reality is that starting with your impact loop is going to be far more likely to set your marketing engine up for success

Let me share a client story to show you what this looks like in real life.

Client Story: 4X Website Leads In A Single Quarter

We partnered with a health tech startup looking to grow their website leads. One way to grow website leads is to boost organic traffic, of course, but any organic play is going to take time. If you’re playing the SEO game alone, quadrupling conversions can take up to a year or longer.

But we did it in a single quarter. Here’s how.

We realized that the startup’s demos were converting lower than industry standards. A little more digging showed us why: our client was new enough to the market that the average person didn’t trust them enough yet to want to invest in checking out a demo. So, what did we do?

We prioritized the last part of the funnel: reputation.

We ran a 5-star reputation campaign to collect reviews. Once we had the reviews we needed, we showcased them at critical parts of the website and then made sure those same reviews were posted and shown on other third-party review platforms. 

Remember that reputation plays are vital, and they’re one of the plays startups often neglect at best and ignore at worst. What others say about your business is ten times more important than what you say about yourself

By providing customer validation at critical points in the buyer journey, we were able to 4X the website leads in a single quarter!

1716755164 910 Why The Sales Team Hates Your Leads And How To1716755164 910 Why The Sales Team Hates Your Leads And How To

So, when you talk to customers, always look for opportunities to drive review/referral conversations and use them in marketing collateral throughout the buyer journey. 

Fix #5: Launch Phantom Offers for Higher Quality Leads 

You may be reading this post thinking, okay, my lead magnets and offers might be way off the mark, but how will I get the budget to create a new one that might not even work?

It’s an age-old issue: marketing teams invest way too much time and resources into creating lead magnets that fail to generate quality leads

One way to improve your chances of success, remain nimble, and stay aligned with your audience without breaking the bank is to create phantom offers, i.e., gauge the audience interest in your lead magnet before you create them.

For example, if you want to create a “World Security Report” for Chief Security Officers, don’t do all the research and complete the report as Step One. Instead, tease the offer to your audience before you spend time making it. Put an offer on your site asking visitors to join the waitlist for this report. Then wait and see how that phantom offer converts. 

This is precisely what we did for a report by Allied Universal that ended up generating 80 conversions before its release.

1716755164 348 Why The Sales Team Hates Your Leads And How To1716755164 348 Why The Sales Team Hates Your Leads And How To

The best thing about a phantom offer is that it’s a win/win scenario: 

  • Best case: You get conversions even before you create your lead magnet.
  • Worst case: You save resources by not creating a lead magnet no one wants.  

Remember, You’re On The Same Team 

We’ve talked a lot about the reasons your marketing leads might suck. However, remember that it’s not all on marketers, either. At the end of the day, marketing and sales professionals are on the same team. They are not in competition with each other. They are allies working together toward a common goal. 

Smaller companies — or anyone under $10M in net new revenue — shouldn’t even separate sales and marketing into different departments. These teams need to be so in sync with one another that your best bet is to align them into a single growth team, one cohesive front with a single goal: profitable customer acquisition.

Interested in learning more about the growth marketing mindset? Check out the Lean Labs Growth Playbook that’s helped 25+ B2B SaaS marketing teams plan, budget, and accelerate growth.

Disruptive Design Raising the Bar of Content Marketing with Graphic

Source link

Keep an eye on what we are doing
Be the first to get latest updates and exclusive content straight to your email inbox.
We promise not to spam you. You can unsubscribe at any time.
Invalid email address
Continue Reading