Posts Tagged ‘lead generation’

Make Friends with Your Keywords

Sunday, January 31st, 2010

Emily Thompson is the online marketing coordinator for Kutenda Online Marketing Software. She talks about content as the heart of all your online marketing efforts, not only because it engages readers but also because it shows the search engines you have something of value. She emphasizes the importance of keeping your SEO goals in mind when creating content, and advises planning your writing around the keywords your prospects will use to search for you. Here are her three top tips for cozying up to your keywords:

Use a Keyword Tool

Too often, companies base their keywords around internal jargon, and forget to find out what search terms their customers are actually using. Google’s keyword tool is a good place to

start if you want to find the keywords that will drive traffic to your door. It’s designed for paid search (AdWords), but it’s also great for finding keyword variations you might not think up on your own.

Start Knitting Keywords into Your Content

For on-page web content, Emily recommends you use three variations of your core keyword, about six to eight times per page.

Keep Your Keywords Consitent

Use keywords consistently in your content: on the page, in a white paper, case study or testimonial and throughout your printed materials.

Take a look at Emily’s full guest posting on the Junta42 Content Marketing blog.

Amanda O’Donovan creates optimized web content for her keyword-hungry clients. You can contact her at 416.456.3859 or

How to Squeeze Every Drop of Juice From Your Content

Friday, October 30th, 2009

Stephanie Tilton is a member of the blogging team at Savvy B2B Marketing. Earlier this week, I followed the breadcrumbs from one of my LinkedIn groups to her blog post, How to Squeeze the Most Life From Your Content. In it, Stephanie tells us about an Executive Benchmark Survey of B2B marketers conducted by Bulldog Solutions and Frost & Sullivan, which discovered that, “Nearly half of marketers don’t think (or aren’t sure) they have enough content to fill their marketing needs.”

What really caught my attention was a suggestion from Frost & Sullivan’s Director of Global Marketing, “In addition to mapping content to the buying process and buyer personas, you need to understand how long your assets can reasonably deliver value.” According to Stephanie, he divides the general buying process into the following three stages:

  • Gain Permission
  • Overcome Objections
  • Support Decisions

When it comes to lead generation and conversion — which is, after all, the purpose of your content — it turns out that not all information has the same shelf life. At the point you’re attracting prospects, plentiful, frequently refreshed content is critical. When you reach the second stage of the buying cycle — educating prospects to overcome objections — it seems that you can expect content to have a life of approximately 6-10 months. And this is when you’ll be concentrating on producing whitepapers, web content, thought leadership articles etc. The final stage — when your content serves as a call-to-action to convert opportunities — you should concentrate your focus on content like case studies, testimonials and references. According to the article, these content assets can last for years — but you should always update them to reflect changing industry trends.

There’s more great information in Stephanie’s article. Make the time to follow the link and learn how to give your content the squeeze.

Amanda O’Donovan is a Toronto-based freelance content creator who helps B2B clients get the most from their marketing materials. Talk to her at 416.456.3859 or 

Blog Link to Web Ink

Tuesday, October 6th, 2009

Do you keep your valuable content behind gates, or make it free for all to see? The debate continues about whether registration should be required in exchange for content such as ebooks, whitepapers or research reports. Some say that gated downloads produce valuable sales leads. Others argue in favour of making content freely available in order to raise your profile through the viral spread that follows. Take a look at a recent post by David Meerman Scott, who advocates saying no to squeezing your buyers.

Amanda O’Donovan is a Toronto-based freelance copywriter who creates valuable content for a wide range of B2B clients. You can contact her freely at 416.456.3859 or