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You know what? You work damn hard to get people to your blog.
Pushing yourself to unearth the best ideas, pouring your soul into your writing, and promoting your posts like your next breath depends on it.
So it’s a real kick in the teeth when visitors arrive — then bounce right away again.
In fact, it stings like hell. Because let’s face it, getting rejected always feels worse than just being ignored.
But that’s what a bounce means to a blogger — rejection. It means someone showed up, checked you out, and didn’t like what they found.
Whether you know how many readers are bouncing or not, the signs are obvious. Low traffic, poor engagement, sluggish list growth. These are all the symptoms of a bouncy blog.
Naturally, no blog will be a perfect match for everyone who might wander up to the front porch. But if most people who land on your blog can’t wait to leave again, you have a serious problem, friend.
And while you can’t make your blog bounce-proof, you can at least make it bounce resistant.
But only if you know why people bounce.
So here they are, the reasons people bounce from your blog and never return.
If you’re reading this blog, you should already understand the importance of headlines.
Your headlines entice people over from wherever they are to where you want them to be — your blog. And a weak headline will kill your post, no matter how magnificent the content might be.
You must never forget that a headline is a solemn promise from you to your reader. It says: “Lend me your attention and I’ll give you this result.”
But if a “Yeah!” headline leads them to a “meh” post, that’s a surefire formula for bouncing.
So start with a strong topic idea, not just an enticing headline.
Write something worth reading and then, craft the headline that’ll bring people running.
You’ll know you’re onto something when you worry your headline won’t live up to the standard of your post.
Imagine meeting someone in a bar, and the first words out of their mouth are: “Hey — can I get your number?”
You’d probably want to run a mile.
Well, that’s what it feels like to land on a blog for the first time and get hit with a pop-up demanding your email address.
It’s just too…soon. The reader hasn’t decided what they think about you yet, so they don’t want to hand over their details. After all, you might be a douche.
And it’s annoying too. Like those websites that ask you to complete a “survey about your experience” when you’ve been on the site all of two seconds.
So whoah there, cowboy. Let’s slow things down a bit. Let people settle in before you tap them on the shoulder and ask for personal details.
Because when you ask too much too soon, all you do is make people want to bounce.
You know this already:
Readers bounce from slow sites.
You know it because you’re a reader and you bounce from slow sites too.
Life in the information fast lane moves too quickly to hang around waiting. Particularly when the “Back” button is right there. (I mean, it’s literally right there.)
You know this, but have you acted upon it?
For instance, do you know how fast your blog loads compared to other sites? Have you tested it?
Because it might load just fine for you, but that doesn’t make it so for other people. After all, you already have those big images cached on your browser, but what about the person arriving for the first time? You may be in the same country as your host’s server, but what about the guy reading your blog in India or Australia?
So test your website’s speed. And if it sucks, get it fixed.
Many bloggers think of themselves as teachers. And that’s fine because many readers read blogs to learn.
But the purpose of your blog post is not just to transfer information from your brain to the reader’s. That’s part of it, but it’s far from the full picture.
Just think about your favorite teachers from school. They weren’t the ones who knew the most. Or even the ones whose classes got the best grades. They were the ones who made the subject fun. At the end of the class, you had more passion and enthusiasm for the subject than when you started.
And that’s how the best bloggers are too. They’re not just teachers, but performers.
Because if all you do is teach, your reader’s energy levels will fall — because learning takes mental effort.
That’s why you need to invigorate your readers too. Give them the energy they need to dive into your next post.
We writers love words. We’re fascinated by their myriad possibilities and we can toy with the same paragraph for an hour and still not get bored.
But for the average blog reader, words are simply a means to an end — getting the information they need.
So readers do not want to click your link and then see a seemingly unclimbable wall of plain text.
Texty is not sexy.
So if your posts are as visually appealing as iTunes’ mile-long Terms and Conditions page, your blog will be as bouncy as a kangaroo on a pogo stick.
Short sentences and paragraphs. Bulleted lists. Features and inline images. Quotes and callouts.
All of these can transform your post from hard-to-read to hard-to-resist.
And be sure you include some of this visual goodness “above the fold” (i.e., the part of the post that’s visible when you first land on the blog). Otherwise, people will never know what they’re missing if they bounce.
First things first. Putting external links in your posts is a good idea. Links boost credibility. They build goodwill with other bloggers. And they’re good for SEO.
But they can be dangerous too.
Every external link is a side tunnel that diverts readers away from their destination — finishing your post. Each one is an invitation to leave your blog forever.
So use external links sparingly and ensure they:
Readers might intend to return to your blog, but we all know the reality. Browsing the web is like diving from one rabbit hole to the next, and you rarely end up where you started.
I get it. Your content’s so good it deserves to be seen on a big screen.
You wouldn’t expect Interstellar to have the same impact on an iPhone as it does on an IMAX screen. Likewise, your blog deserves the full desktop experience.
But whether you like it or not, content’s going mobile. And readers don’t give a hoot how you’d like them to consume your work.
So if your content strategy is more mobile worst than mobile first, you might as well go the whole hog and start publishing your blog as a printed newsletter you mail out to your readers.
So get with the times Grandpa (or Grandma) and lean into mobile.
Your first task — test your blog to see if it’s mobile friendly. Better still, borrow every mobile device you can get your hands and find out what it’s actually like to spend time on your blog.
You might be (unpleasantly) surprised.
“I didn’t like your blog because it didn’t have enough ads.”
Said nobody, ever.
We’re on record here as saying that most bloggers should steer well clear of ads, but if you’re hoping to keep people on your site, they’re a double threat.
For most readers, ads are an annoying distraction that cheapens your brand and increases the chances they’ll bounce. For the small percentage who are enticed by an offer, ads are an exit ramp taking them away from your content.
It’s a lose-lose situation for you as a blogger.
So ditch the ads. And stop giving people extra reasons to bounce from your blog.
Humans are hopelessly addicted to novelty. Hence the modern addiction we have to our newsfeed.
Every time we click a link we hope to learn or see something new. Mostly we’re disappointed, but that hope remains.
That’s why the moment your blog content seems to say something we’ve heard before, expressed in the same way, we lose interest. And we bounce away in search of something else.
The antidote? Make sure you know what’s already been said on your chosen topic and navigate around those ideas. Or at least put a fresh spin on them.
Be bold. Brave. Even shocking.
But don’t ever be predictable.
Want to know one of the most common mistakes of beginning bloggers?
Lack of focus.
They struggle to commit to a single topic (worrying “What if I choose the wrong one?”), so they hedge their bets and write about several loosely connected topics.
But that approach sends a mixed message about who your blog is really for, and makes for a very bouncy blog.
Here’s my personal test for a truly focused blog:
If someone reads — and loves — a random post from your blog, is there an excellent chance they’ll love all of the other posts too?
Achieve that, and you’ll have visitors devouring post after post because each is as strongly relevant to them as the last. In other words, they don’t bounce, they stick.
Now that’s not to say you shouldn’t occasionally write a post that appeals to a slightly different audience. It’s a good way to attract new people to your blog.
But do it intentionally, not accidentally. I promise people will stick around for longer.
Sometimes people will like what they find on your blog, but they still bounce.
Often that just means they didn’t know what to do next. And in the absence of a better idea, clicked the “Back” button
That’s why smart bloggers always know what they want readers to do next — and they tell them.
So don’t leave a reader hanging. Instead, do one of the following:
And keep the trail markers coming. Make sure you always have something for them to do next.
So, for instance, when someone signs up for your content upgrade (and your email list) put a link in the welcome email directing them back to the blog for something else to read.
When they do decide to leave your blog, just make sure it’s not because you didn’t invite them to stay longer.
It’s tough being a blogger.
You can’t just attract people to your blog — you have to keep them there.
Visitors who bounce never get the chance to turn into regular readers, loyal subscribers or valued customers.
Luckily for you, keeping people on your blog for longer isn’t hard. You just need to eliminate the most common reasons people leave.
Do that and you’ll see more traffic, more comments, and more subscribers. All without doing more of anything else.
It’s a no-brainer. And you’re a smart blogger.
So what are you waiting for?
With video becoming such a focus for more and more companies in 2016 and beyond, the need to learn *how* to create these videos in-house is becoming ...
The post The 2 Keys to Helping Employees Become Great In Front of a Camera (Video Marketing) appeared first on The Sales Lion by Marcus Sheridan.
Welcome back to The Hubcast, folks: A weekly podcast all about HubSpot news, tips, and tricks. Please also note the extensive show notes below, including some new HubSpot video tutorials ...
The post Hubcast 110: Collaboration, HubSpot Projects & Custom Links appeared first on The Sales Lion by Marcus Sheridan.
Let’s start with a simple question…
How, exactly, does content marketing make money?
Because that’s the end goal, right?
You’re not hunched over your keyboard, racking your brain for attention-grabbing ideas because you enjoy it. You expect to get clients, sales, or some other tangible result for your business. Maybe not today, maybe not tomorrow, but sometime in the future, all that work you’re putting into creating and publishing content had better pay off.
Except… what if it won’t?
What if your entire understanding of the way content marketing works is wrong?
What if all the time you’ve invested into creating content was, in fact, a senseless waste of time, never possessing even the slightest chance of turning a profit?
It would be a tragedy, and yet I believe that’s precisely what’s happening. Not just to you, but to millions of entrepreneurs around the globe.
Is it because content marketing is just a fad? Or worse, an elaborate hoax?
No. On the contrary, I believe the hype is totally justified. If you execute the right content marketing strategy in the right market, the results are breathtaking.
But that rarely happens. There are lots of reasons why, and I might eventually write a short book explaining them all, but by far the biggest reason why most businesses get crappy results is they completely misunderstand what content marketing is about.
Here’s what I mean…
I know, it’s heresy. Just saying that, I’m half expecting a mob with pitchforks to show up at my door.
But stick with me for a moment.
Over the last decade, I’ve created or helped create content that has generated over 200 million page views. What might surprise you though is the vast majority of that traffic was completely worthless. People came to the site, stuck around for a minute or two, and then left.
So yes, it’s an impressive number, but it’s also a meaningless one. In fact, all the numbers connected to traffic like pageviews and unique visitors are meaningless. They are what’s called “vanity metrics.”
To be completely transparent, I didn’t realize this until about halfway through my career. For the first half of my career, I thought traffic was the only thing that mattered. I measured it to the exclusion of everything else.
But then I noticed something peculiar:
A minority of the content was producing the majority of the revenue.
When I talked to customers about what influenced them to purchase, they brought up the same articles over and over again. Out of thousands of posts, maybe only 20 of them actually influenced a purchasing decision.
I began to wonder, “Was all that other content a waste? What if I had published those 20 posts and nothing else, saving myself literally years of effort?”
And that’s when I had an epiphany.
In the software world, there’s a concept called “The One Metric That Matters.”
The idea is, every business has a single number that matters more than all others. Depending on your type of business, it might be monthly recurring revenue, time on site, friends referred, or something else entirely. The bottom line though is you have to figure out which number matters most, and then focus on it relentlessly.
Still with me? Okay, so here’s the difficult question:
In content marketing, which number matters most?
Your knee-jerk reaction might be, “Well duh, revenue.” If content doesn’t result in revenue, then it’s worthless to your business, right? So, the common sense answer is to focus on a metric like revenue per visitor. Publish content that makes money and nothing else.
As it turns out though, that’s wrong. Here’s why:
If you publish an article today, you don’t really have a firm grasp of how much money it will make you for months or even years. It’s what experts call a “trailing indicator.” By the time you can measure it, it’s too late to do anything about it.
So, what’s the right metric? If you’re running a business, what can you track and improve on a daily basis that will produce a corresponding increase in revenue?
It took me years to figure it out, and the answer might surprise you. Certainly surprised the hell out of me. It’s not page views, unique visitors, the size of your email list, revenue, or any sort of complicated ratio combining them.
In fact, it’s not a metric I’ve heard anyone discuss, so I had to create an entirely new framework to explain it. Let’s dive in.
Suppose for a moment that you are in a real estate brokerage firm in San Francisco, and you wake up one morning to discover you rank #1 on Google for the term “san francisco real estate,” sending you hundreds of hot prospects per day.
You’re obviously going to make a ton of money, right?
Well, not necessarily. For instance, what if…
Any number of things can derail the sale. Properly used though, content can actually solve each of the above problems. For instance, continuing our real estate example, it can:
In other words, content isn’t just about traffic. It affects every stage of the sales process, and the content marketers who are making the most money are the ones who leverage it for that purpose.
And what’s more, they track the actions of prospects at every step.
Here’s a simple question that brings everything I’ve said into perspective:
After reading your content, how many people take the next step?
For instance, going back to our real estate example, your first goal is to get someone to visit your company’s website. Perhaps you do that by publishing a blog post that might be interested in, and then sharing it on Facebook.
From there, what’s the next step?
Well, you want to capture their contact information, so you can build trust and authority with them over time and eventually convince them to become a client. Next, you might put them in an email sequence sending them some of your best blog posts, or perhaps a video or two. And so on.
We can put the whole process into a simple table:
Type of Content | Indicator of Success | Metric |
---|---|---|
Blog Post Headline | Prospect Clicks Link | Traffic |
The Blog Post Itself | Prospect Reads It | Time on Page |
Free E-book Offer | Prospect Subscribes Via Email | Opt-In Rate |
First Email Subject Line | Prospect Opens Email | Email Open Rate |
First Email Body Copy | Prospect Clicks Link | Email Click Through Rate |
Conceivably, the table would continue with dozens of steps until the prospect finally makes a purchase. In each step, you’re measuring the success or failure of your content by its ability to influence the prospect into taking action. The metrics in the right-hand column are simply a way of measuring whether or not readers are moving through the process.
In other words, the metrics themselves are not important. The action is.
If you’re publishing lots of content and getting tons of traffic, but no one does what you ask them to do (e.g., actually reading the post), then your content is worthless. The opposite is also true. If you publish content, and not many people read it, but those who do read every word and happily proceed through your funnel, then your content is quite valuable.
This thinking leads to two simple maxims:
If you build a massively influential brand, but you never ask anyone to do anything? Well, you’re not going to make much money.
If you are constantly asking people to do things, but you have no influence? Well, you’re not going to make much money in that case, either.
In other words, you need both content that creates influence and marketing that asks the prospect to take the next step. Sadly, the reason why most businesses get such crappy results from content marketing is they have neither. The content they publish doesn’t build any influence with their readers whatsoever, and they never make it clear to the reader exactly what the next step is.
On the flipside, a small number of businesses (like Smart Blogger, I’m proud to say) release content that builds influence with millions of people around the globe. They also combine that content with marketing that slowly but surely moves prospects toward a purchasing decision.
The result?
Millions or even billions of dollars in revenue. If you think I’m exaggerating, ponder this:
The reason Oprah is a billionaire is because her TV show creates massive influence with tens of millions of people, and then she monetizes that influence by showing viewers advertisements that prompt them to take action. She’s a content marketer, just like the rest of us.
The bottom line:
Stop obsessing over your search engine rankings, share counts, the size of your email list, or any of the normal metrics. Sure, it’s all interesting, but none of it matters unless you inspire the reader to do something. Not with one post, not by demanding they do what you want, but by creating a flow of content that subtly nudges them down the path to victory.
Is it hard?
Yes, but it works. If you can master creating content that generates influence, and then you back up that content with marketing that converts influence into action, you’ll have built a “machine” that prints money for years or even decades into the future.
Here’s a step-by-step guide to constructing such a machine:
That’s it. Content marketing in five simple steps.
Next up: world peace. First though, I need to take a nap.
I have a confession to make: I’m not very good at giving gifts. It’s true. But I’m also working to change that, which is just one reason I was so eager to interview John Ruhlin for my latest podcast. John Ruhlin is a serial entrepreneur, owner of The Ruhlin Group, and author for the recent…
The post Mad Marketing 103: The Magic of Thoughtful Gifting with John Ruhlin appeared first on The Sales Lion by Marcus Sheridan.
As more and more companies are becoming familiar with and engaged in content marketing, many are now at the point where they are debating as to how much content they should be producing– be it text, video, visual, etc. Over the past 10 years, textual-based content has ruled the day. But recently, with…
The post Text vs Video-Based Content: Which Should You Be More Focused On? appeared first on The Sales Lion by Marcus Sheridan.
Welcome back to The Hubcast, folks: A weekly podcast all about HubSpot news, tips, and tricks. Please also note the extensive show notes below, including some new HubSpot video tutorials ...
The post Hubcast 109: Convince Your Boss You Need Video & Chapters in Wistia appeared first on The Sales Lion by Marcus Sheridan.
You’re not stupid.
You know what writing is truly about.
It’s a never-ending battle for your readers’ attention.
Every sentence is a link in a taut chain that connects your headline to your conclusion.
And you are just one weak sentence away from losing your reader forever.
So you take your craft quite seriously.
You ignore all but your best ideas.
You work on each piece of writing for exactly as long as necessary to get it right.
And you edit until your words are crisp and clear.
But what if that isn’t enough?
What if weaknesses remain that are almost impossible to spot?
No matter how carefully you scrutinize your writing, subtle problems will remain.
Certain words and phrases are so commonplace – and so seemingly benign – that they glide unnoticed under your editing radar.
But these words and phrases can silently erode your reader’s attention.
They don’t stand out. The reader may not even notice them.
But they weaken your writing and dilute your ideas.
And soon, the delicate thread of attention connecting you and your reader snaps.
So if you’re serious about your writing, you must learn to spot these words and phrases before they rob your writing of its power.
Find and ruthlessly remove the following flabby words and phrases from your writing:
So there you have it – 297 flabby words and phrases you should banish from your writing today.
That’s nearly three hundred ways to tone and trim your prose.
But powerful though this list is, it won’t work if you simply read it and move on.
Just as cockroaches quickly reappear when lights go out, these words and phrases will soon creep back into your writing.
Unless you make it part of your editing process to find them.
So bookmark this post.
And next time you think you’re ready to click Publish, go back and weed out these subtle attention killers.
Your writing will be more powerful and your readers’ attention will soar.