5 manieren waarop je met je corporate blog meer conversie haalt
Veel bedrijven zetten een bedrijfsblog in vanuit het oogpunt van contentmarketing en in de hoop (nieuwe) klanten te werven. Maar een bezoeker vanuit bijvoorbeeld Google is niet gelijk klant. Hierbij 5 tips die de bezoekers van je blog een zet in de richting van de kassa geven.
Longtail
De toegevoegde waarde van een blog zit ‘m vooral in de longtail. Dat wil zeggen dat populaire artikelen voor een langere periode voor een steady aantal bezoekers kunnen zorgen. Er wordt nog steeds veel gezocht via Google en je hebt kans dat – zeker bij niche-onderwerpen – jouw blogbijdragen goed gevonden worden.
Leuk, dan heb je op lange termijn uiteindelijk succes. Je blog wordt gevonden, maar daarmee heb je nog niet meteen, nu, klanten. Deze mensen zijn geïnteresseerd in je onderwerp, maar niet in je merk of product. Een nieuwe uitdaging. Heb je eindelijk tienduizenden longtail-bezoekers, weigeren ze te converteren…
Het ligt er natuurlijk maar aan hoe die klanten op je blog komen. Stel: iemand zoekt op ‘goedkope leningen’ en jouw verhaal staat in de top 5 van Google. Je bezoeker komt op je blog, leest je verhaal en … is weer weg.
En daarmee is ook de grote uitdaging van corporate bloggen genoemd. Goede content trekt ontzettend veel bezoek, maar de weg naar conversie is dan nog ontzettend lang.
5 tips voor meer conversie
Hier zijn 5 punten die je direct kunt aanpakken om je bezoekers van je blog meer richting conversie te verleiden
1. Weet je bezoeker bij wie hij op bezoek komt?
Voor de bezoeker was de content die je hem aanbood relevant, maar hadden we deze nieuwe bezoeker gezegd op wat voor blog hij landde? Dat wij die leningen ook verkopen en dat hij bij vragen ook gerust bij ons terecht kan? Dit is van enorm belang. Verwelkom nieuwe bezoekers met alle egards zonder dat je ze daarmee teveel afleidt van hun doel.
2. Vertel je je bezoeker hoe hij zich kan abonneren op je nieuwsbrief of je Facebook kan liken?
Uitdaging 2 voor corporate bloggers is dan ook stickiness. Hoe zorg je ervoor dat je bezoekers bij hun eerste bezoek hun e-mailadres achterlaten? Of later nog eens terugkomen?
Want zo simpel is het. Marketing is net daten en we gaan niet zoenen voordat we ons aan elkaar hebben voorgesteld. Om iemand die ‘anoniem’ je blog bezoekt meteen te laten converteren, heb je óf enorme low-interest producten óf zulke kwalitatief sterke producten nodig dat alle regels rondom kennismaken overboord worden gegooid. De meeste merken zullen echter flink hun best moeten doen voor de eerste zoen.
3. Verleid je bezoek met waardevolle informatie
Niemand geeft vrijwillig zijn e-mailadres. We waren op zoek naar de eerste zoen. Dus moeten we wel verleiden. Online verleiden whitepapers enorm. Ik bied jouw waarde in de vorm van content, in ruil daarvoor ontvang ik de waarde van jouw e-mailadres. Een slimme manier om je bezoekers te leren kennen.
4. Stem je blogs af op je customer journey
Stel: ik heb een blog over leningen. Op het moment dat iemand zoekt op ‘leenbedrag berekenen’ weet ik dat deze persoon op zoek is naar het bedrag dat hij maximaal kan lenen. Ik weet alles van lenen, dus ook dat deze vraag doorgaans in het begin van de customer journey speelt.
Je kunt hierop je content aanpassen. Deze persoon ga je niet verleiden om een product direct af te sluiten, zover was hij nog niet in de journey, maar wellicht kun je hem wel naar de snelle premieberekening sturen en hem verleiden deze berekening op te slaan? Probeer bij iedere blog die je schrijft te bedenken wie dit soort vragen stelt. Iemand die aan het begin van de customer journey staat? Of iemand die op het punt staat een product af te sluiten?
Pas hierop je content, maar ook je dienstverlening aan. Een vriendelijke chatoptie naast een blog is zo aangeboden toch?
5. Blijf wel een spitse en relaxte blogger
Eén ding moet je je als corporate blogger goed aanleren. Blijf spits en relaxed.
Spits met de keuzes voor uitdagende onderwerpen die discussies, likes of shares stimuleren. Relaxt in de stijl waarop je je publiek toespreekt. Formele en droge taal is uit den boze. Je moet je lezers vermaken. Van een gortdroge productuitleg is nog nooit iemand blij geworden.
Spits en tegelijk relaxt zijn is ook meteen de grote uitdaging voor bedrijven. Veel bedrijven willen niet ‘spits’ zijn (straks gaan klanten ons product opzeggen) en ‘relaxt’ komt echt niet voor in de huisstijl.
En niet onbelangrijk: speel ook met je titels. Ik sprak laatst een contentmanager die “gek” werd van die how-to-blogs of de “7 manieren waarop…”-titels en daarbij in één adem verzuchtte: “Maar het werkt wel…”
Oprichter en eigenaar van Nummer Negen consultancy. Ik optimaliseer (mobiele) websites en customer journeys bij mijn klanten. Ik verdeel mijn tijd tussen grote opdrachtgevers (zoals Efteling en eerder adidas) en het MKB. De issues zijn per klant anders, maar de uitdaging is bij iedere klant om de online prestaties te verbeteren maar vooral om meer te begrijpen en te leren van die bezoeker op de (mobiele) website. Ik heb het vak geleerd bij Interpolis en Rabobank, waar ik digitaal strateeg was en bij Online Dialogue, waarvan ik mede-eigenaar was.
Goed artikel Maurice. Ik zou zelf opteren voor nog een zesde tip, namelijk retargeting.
Je kunt de bezoekers van je blog retargeten met banners of op Facebook met de call-to-action om inderdaad een whitepaper te downloaden of de Facebook pagina te volgen, zodat ze op de hoogte blijven van nieuwe blogs. Maar je kunt het ook, afhankelijk van de customer journey, inzetten om leads of sales te genereren.
In die zin zou een chat optie naast de blog sales en marketing ook dichter bij elkaar brengen, met name als er een verkoper achter de knoppen zit. Daarnaast krijg je ook goede feedback op welke content converteert. Goed artikel!
Dank je Pieter 🙂 goede aanvulling, retargeting is zeker een optie in deze.
@Erik, leuke suggestie. Een chatoptie zou ik dan eerder in een sales omgeving verwachten. Ik zou daar zeker selectief mee om gaan en het niet in alle gevallen aanbieden. Maar dat soort zaken moet je ook gewoon testen.
Hallo Beste waarde die klanten ,
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Onze doelstellingen is om de beste te bieden aan onze klanten en geef ze een veilige service ONZE pakketten zijn inclusief : * Home Loan * Auto Lening * Hypotheek * Business Lening * Internationale Lening * Persoonlijke Lening * En nog veel meer .
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Regards
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