In 60 Seconds
- •Renting vs. Owning: Ads are rent. Stop paying, traffic stops. Content is ownership. Write once, get traffic forever.
- •Trust Velocity: Content speeds up the sale. If a prospect reads 3 of your articles, they are 70% more likely to close.
- •The 7-Hour Rule: Google says a B2B buyer needs 7 hours of interaction before buying. Content provides those hours without you being in the room.
- •SEO Asset: Every article is a 'fishing net' catching specific keywords. The more nets you have, the more fish (traffic) you catch.
- •Sales Enablement: Send articles to prospects *during* the sales process. 'Hey, you asked about pricing, here is our full breakdown.' It builds immense trust.
Most businesses view Content Marketing as "Blogging." A cute hobby. Something the intern does.
Smart businesses view Content Marketing as Digital Real Estate Development.
The Math of Compounding
Scenario A: Ads
- Spend $1,000. Get 100 clicks.
- Stop spending. Get 0 clicks.
- Trajectory: Flat.
Scenario B: Content
- Spend $500 (Time/Cost) to write a great guide.
- Month 1: 10 clicks.
- Month 12: 500 clicks (Rankings improve).
- Year 3: 5,000 clicks (Total).
- Trajectory: Exponential.
The Cost Per Click (CPC) of content trends toward zero over time.
B2B Sales Enablement ("The Assignment Selling")
Content isn't just for SEO. It is for Sales.
Imagine a prospect asks: "Why are you more expensive?"
- Bad Answer: Sales rep tries to explain it on the phone unconvincingly.
- Good Answer: "Great question. we actually wrote a full breakdown of the cost differences here: [Link]. Give that a read."
This establishes you as the Authority. It controls the frame.
What to Write
Don't write "Company News." Nobody cares. Write answers to questions.
- "How much does [Service] cost?"
- "Best [Product] vs [Product]."
- "Top 5 Problems with [Industry]."
This is "They Ask, You Answer" philosophy. Capture the intent.
[!TIP] Consistency You don't need to write every day. You need to write great stuff once a month. One "Elite" article is worth 50 ChatGPT-generated fluff pieces.
Read Next in This Hub:
- SEO vs PPC - The balance.
- Distinctive Assets - Branding in content.
Related System:
- Local Visibility Systems - We build the strategy.