The 3 Habits of Successful Social Publishers
But good news: This is easy work if you follow the formula.
Habit No. 2: Provoke Response and Earn a Lead
Blogging using this technique helps buyers discover answers to specific problems in search engines and make subtle yet direct, controllable connections with what you want to sell them. You see, when readers type specific questions into Google or Bing, your blog (or your authors' blog, assuming you've coached him/her on this technique) will pop up and direct them to experts and authors with terrifically useful answers—yours.
The trick is to supply prospects with answers (within the blog post) in limited, short-form ways that provoke them to interact more with you/your author... so they can more clearly understand the thought you just provoked.
The key to selling more books and products is to answer potential buyers' questions in ways that allow distribution of small samples of the more comprehensive solutions your books or products provide. To accomplish this, simply give prospects a clear pathway to "get more of that kind of thinking" into their heads/companies; give prospects something to sign-up for.
Help prospects act on their impulses by giving them a way to "get more" of what you just sampled. Mix in a direct response marketing element—a clear, irresistible call to action.
Habit No. 3: Begin a Courtship, Not a Drive-By
It is best to not ask prospects to trade their email for a whitepaper or access to a single video. Yes, most B-to-B marketers do this, but please don't do it yourself. Don't do a drive-by!
Grabbing at email addresses (just because you can) will reduce both the take and conversion rates. Ultimately, prospects likely will not connect taking the offer with your lead follow-up routine. They will feel spammed and unsubscribe.