As I strive for success as an author, my day job as a freelance marketer pays the bills, as it has done reliably for the last 13 years. Unsurprisingly, much of my work revolves around writing – material like websites, newsletters, brochures, articles, white papers and… blogs.
Several people have asked me how I go about blogging for clients, so I thought I’d share some practical tips. As I blog solely for Business to Business (B2B) clients, these tips refer to B2B blogging. Business to Consumer (B2C) blogging, such as, for example, for a retail outlet or a lifestyle service, has many similarities and the same processes will be helpful. But consumers may be seeking a more intimate/personal rather than corporate/professional experience from such a blog.
So, here we are, my practical tips for B2B blogging for clients:
- Understand your value: The biggest problem the small or medium-sized business has with a blog is… writing it. A blog is a hungry monster and that well-intentioned weekly post comes around very quickly. Not only that, but if your prospective client is not a confident writer, sitting down to pen a blog post feels a bit like a trip to the dentist – they’ll do anything to avoid it. Good news then. This is why outsourcing the blog is a very appealing prospect for many SME’s. You obviously have to be able to write – but your real value beyond this is that you keep the blogging engine turning over for your client, so they don’t have to.
- Get to know your client: Key to blogging successfully for a client is to acquire a good understanding of their business – what they do, who they sell to, why people buy from them, what kind of a company/brand they are, who their competition is – and their industry overall. Understand what’s important to your client, and to their clients or customers.
- Variety is the spice: You need to produce a variety of posts which are likely to interest the sort of people your client seeks to engage with. For B2B, this should include industry related stories (see below); news and information related to your client’s product or service offering, background on the company, teams, ethos, corporate social responsibility etc; updates on your client’s engagement and presence (attendance at events, industry awards, networking, partnerships and collaborations etc), thoughts and opinions on the state of the industry, regulations, trends, trading environment etc. You can inject humour and post occasionally on charity fun runs and ice bucket challenges, but keep the lighter stuff under control. You need variety, but don’t sacrifice relevance.
- Plan ahead: Weekly posts come round just as quickly for you as they do for your client. But it’s your job to keep them coming. I keep a spreadsheet for each client and I plan 4-6 weeks ahead with posts. Some write themselves quickly, but others require more research and take time to come together. I mark up when we need posts around seasonal topics or events like conferences and exhibitions. The spreadsheet helps me keep track of what topics I’ve covered, what posts are in progress, awaiting client approval, needing images etc. I include a brain-dump section, thoughts and ideas, web links and other stuff I don’t want to forget – material for future posts.
- Communicate: A regular touch-point with your client is a must. They’re not offloading their blog to you so they can forget about it. It’s a vital component of their marketing mix and their brand. I would suggest (ideally) weekly or (at least) fortnightly telephone or Skype sessions – 15-20 minutes maximum – to keep the whole show on the road. Worth mentioning here, you need to agree with your client what the process is for approval of your blog posts. Some clients will want to approve each post, where others will take a more relaxed approach. Personally, I prefer to gain client approval for all posts – at least until I’m confident that the messaging, tone etc is in line with their expectations. Even then, I will still request approval for certain types of post.
- Go digging: You need to be able to find the grain of a story in an item of industry or general news, then draft a post which conveys some aspect of your client’s ethos or expertise in the context of that news. So do your research. Subscribe to industry news feeds (Twitter is beyond brilliant for this), do your own Google/keyword searches and ‘train’ your client to tell you anything of particular note.
- First base only: You need to be subtle and have a light touch; your posts are not sales pitches, they are conversation starters. The purpose of the blog is to communicate your client’s personality and values, not push their products – that will turn readers off in droves. You want people to like your client and perceive a value in what they have to say – to the extent that they choose to read the posts, subscribe, or better still engage. That’s when they’ll start clicking through to your client’s website or picking up the phone.
- Stir it up: Go carefully with this until you know what your client is comfortable with, but your blog posts can and should be opinionated and even controversial. It’s emotion that engages people, far more than polish. However, this is not every client’s cup-of-tea, so proceed with caution.
- Cross-fertilise: A blog is all very well in isolation, but you can make posts work harder by cross-fertilising other social media channels, such as Twitter, LinkedIn, Google+, Facebook and others. Your corporate posts could also find a more permanent home on your client’s website, or be used in newsletters. Encourage your client to broadcast the blog posts via their own social media profiles too, as well as corporate. They should also include a link to the blog, or better still, the latest blog post, in their email footer. That way, they will increase the reach of the material and encourage engagement.
- Be flexible: As much as you plan ahead, your schedule will get bumped around. The beauty of a blog is that you can see something in the news in the morning, and have a blog post out covering your client’s angle on it by the afternoon. It’s not always like that, but sometimes the opportunity or the material is too good to pass over.
You’ll notice I’ve said nothing about SEO – search engine optimisation. SEO is a science, even a black art, or at least, that’s what the SEO companies would have you believe. If your client feels strongly about getting smart with keywords and searchability, there are firms who will analyse the internet for them and advise them on the most productive phrasing to include for optimum searchability.
But for many SME’s it’s not rocket science to work out what the most commonly associated words and phrases would be. Then you can include those most obvious key words and phrases within your blog posts wherever it’s appropriate – but not to excess. Why? Because the more you try to work the SEO angle, the more stilted and desperate your writing can look. Readers will come to your client’s blog because you write compelling copy on topics that are of interest to them, not because you repeatedly ram home a list of keywords. But that’s just my opinion and doubtless the fans of extreme SEO will disagree. There you are, I’m being opinionated and controversial.
I know some people are more intense about blogging, but I suggest to my B2B clients that we aim for one meaty/serious (500+ word) post a week plus no more than a couple of short or quirky posts each month. Analysis has occasionally shown that longer posts (2,000+ words) are better (better in what way, I’m not entirely sure). But I believe if you’ve got something to say and you’re done in 500 words, you should not puff up a post for the fun of it. It disrespects your readers’ time. It’s easy to overwork a readership and, particularly in the case of B2B, one has to remember that readers have many claims on their time.
With a clearly defined brief around a fixed number of posts and a regular communication touchpoint, it’s perfectly feasable to arrive at a fixed fee for delivering a level of blogging activity geared to raising your client’s profile amongst their targeted audience, and enhancing their brand.