Six Crucial Tips To Ensure Your B2B Blog Gets Found

How many times have you read in social marketing books that your business needs a blog? Once? Twice? Forty or more times? It’s become something of a mantra for social marketing professionals and it’s understandable: A blog is an easy, cost-effective way to tell your company tale without having to spend an enormous time on structure, promotion or strategy beyond what enters your head that particular moment. Now, I admit that my description of blogger’s motivations are somewhat narrow, but the bigger picture of blogging being an easy way to avoid using any traditional marketing techniques has some validity. The truth of whether business blogging works has less to do, however, with whether your blogger(s) are being paid than it has to do with whether they will produce more than one post.

Here’s the truth, folks. Blogging is hard. It involves commitment. It also needs an off-page strategy that might require some investment, small as it may be. It has less to do with whether you think your company needs a blog than with how your company perceives the value of customers who go online. If you are practical – and realize that even your technologically deficient clients will be on the web from time to time – then you understand that this is the same as hiring a new business person or sending out a direct mail piece. You’re not going to hit the bullseye with every potential lead, but if you keep at it the numbers will be in your favor.

If you’re committed to the idea that blogging will benefit your company, you’ll need to follow these steps to make sure customers actually find you, read, and retain”

1. Set a weekly article quota
In most business spaces you’ll be competing with companies, publications and professionals who’ve either:

A) Produced hundreds of posts on numerous subjects and offer a bonanza for Google’s search spiders.
C) Publish new content daily and are a bonanza for Google’s search spiders.
D) Have a reputation that precedes them – and, therefore, have numerous references to them across the web… which make them a bonanza for Google’s search spiders.

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Did I mention Google’s search spiders? Of course I did, because no matter what you do on the web, Google is the 800lb. Gorilla in the room that determines whether anyone will find your post or not. That is why the content of your posts is equally as important for your position in large, preferred searches as is the volume of your posts.

When I began developing several years ago I knew that fresh content would be as vital to the website’s domination of its category as my insistence that new products be included every day. As a result, the website went from 2,500 unique visitors in the first month, to 20,000 in the third month thanks to a relentless campaign of updating and posting.

My recommendation is to set a quote of at least three solid posts a week. If you can do more, the better. The great thing about posting consistently is that you get better as you go along rather than running out of material (which is the fear of many).

2. Let your social network know your article’s exist
LinkedIn, Twitter, Facebook, Google Plus. I will talk ad nauseum about the tricks-of-the-trade in making these social networks work for your business but for this post I will say one thing – when you post it on your blog go directly to these channels and post a reference to it there. It is a job, but it will reap dividends. Your blog is probably the least known entity on the web at this point and you need to get the message out there to established sites.

3. Use Discovery websites to push your articles further
Digg, Reddit, Delicious, Stumbleupon. Create an account with each. Heck, create two. These websites are about letting a greater public know about content that interests the individuals who stumble upon them. You should be aware, however, that most of these sites penalize users who shill for one site in particular so, to be fair to the audience and your blog, share the wealth. Find other articles of interest to you and sprinkle them in with your valued blog posts.

4. Talk up your blog on appropriate forums
We have a client whose customers are engineers. In addition to buying traditional banner ad positions on, they also spend their time responding to questions in the forum. It’s a smart move. Their client base gets to know them beyond the monolithic company name and it also provides a great customer service element.

Every business category has some kind of gathering space online for those who swim in the same pond. Make yourself available on these forums or blogs and, when the opportunity permits and your audience there knows you’re a straight shooter, plug an article or two. What’s more, your postings will also show up as valued links in a Google search (did I mention Google?).

5. Make some of your articles press releases and are two of many PR distribution websites on the web that will push your content out for free. If you want to spend $80 or more you can use, which will distribute your content to the likes of Google and Yahoo News, in addition to thousands of targeted blog websites. It’s a quick way to bombard the web with your article and generate links that “stick” (articles that stay on websites for months, if not years, to come. Most articles through Press Release distribution sites disappear from view after a month).

6. Embrace the unconventional
Ever use Flickr? It can be a great “back door” channel to your blog, particularly if you are posting images or videos along with your articles. Create a Flickr account. Post all your image-based content there and include a small description of your article with it, along with keywords and a direct link. Use it as the embed for your blog. It will provide instant access to an audience that is more than likely to look for subject matter through an image or Pinterest search than through the general one.

And there’s much more than this.

Blogging is a job. Don’t ever think otherwise. But if you or your company is as determined to help your business succeed through your own hard work, this medium can help it along greatly – and, in time, the leads will follow.

Comments: 5

  • We, at do this work for travel-focused companies and are shocked by how little most companies who live and die by their ability to reach potential customers through the Web and sell through their site have not a clue as to how easy and how important this one move can be. Travel makes up one of the top search efforts on the Web and nearly every traveler starts their research there, yet companies selling tours or vacation rentals or attraction experiences hardly look to blog post creation as a way of answering these searches, if not converting them. A strange conundrum I encounter every day.

  • Hi Lark,

    Thanks for the comment. It’s true that many B2B companies don’t have any idea of the potential their content can have on the web, from a blog article to a rich media snipped (one of the best of Google’s new tools). There are so many channels today to further awareness but efforts are not being made because businesses see this as busy work that doesn’t always lead to ROI. Understandable, but not quite correct. We handle several companies that do huge numbers online. The reason they succeed is because of all the work they put into getting their info out there. It’s a task, but it does work.

  • Jessie says:

    Great tips! I am working on increasing views and readership for my company’s blog. The blog has some great, very interesting content, but because we are new, haven’t been able to attract many readers. Hopefully these tips will change that.

    • Always glad to help. There’s a lot more you can do as a B2B company to get the word out online and I’ve been mining that space for over 12 years. Any questions, don’t hesitate – and I’ll always be posting here (and responding). In addition, my book also goes into far more detail on this subject and others related to B2B marketing.

  • Connie says:

    Hi Bill, thanks for this very timely & useful article! After knowing (yes,for years) that a blog was an essential business tool, we finally have our first three articles under our belt. We’ve committed our resources (a staff member devoted to the cause), mapped out our story & our timeline, and have begun introducing our blog via our social media platforms. While it does require commitment, it has been a surprisingly enjoyable process. Now we’ll begin to focus on discovery websites, press releases, and “unconventional” back-door methods like you suggested. Again, thanks!

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