A number of years in the past, I labored at ReferralCandy, a referral program SaaS firm. 

The ReferralCandy weblog was standard. We had been publishing tons of content material and getting important site visitors. However none of our content material talked about the product or any of the product’s options. 

Wanting again, I feel it was potential—a minimum of in my view—to eat each article on the weblog and but nonetheless don’t know what ReferralCandy did. 

Don’t get me mistaken. This isn’t an indictment of my earlier office’s content material advertising and marketing technique. In truth, for those who contemplate the timeframe, it wasn’t even “mistaken.” Again then, the prevailing sentiment was that content material wasn’t speculated to “promote,” solely educate. 

Many firms had been doing the identical factor—creating content material, producing tons of site visitors, but failing to advertise their merchandise or options.

However this all modified after I watched Tim’s Running a blog for Enterprise course.

I found product-led content material.

What’s product-led content material?

Product-led content material is content material that helps the reader remedy their issues utilizing your product. 

This isn’t a tough promote. It’s not an aggressive pitch both—we’re not pulling individuals to the again of the room to purchase our merchandise like a private growth seminar. As an alternative, it’s executed naturally by strategically weaving your product and its use instances into the narrative of your content material. 

Right here’s an instance of how this works. We just lately printed a listing of the way to get backlinks.

Underneath every tactic, we clarify how yow will discover totally different hyperlink alternatives and prospects you’ll be able to pitch. However to try this, you want a software like Ahrefs. So, as we clarify every step, we additionally present the reader methods to use our software to execute them.

Example of product-led marketing on the Ahrefs blog.

And that is how we naturally insert our product into the problem-solving narrative. 

What will not be product-led content material?

Not each piece of content material you create round your product is product-led content material. 

Some content material, like assist articles, product-related bulletins, and touchdown pages, has different functions like immediately selling your product. That is not product-led content material. 

Why is product-led content material necessary?

Under are two the reason why product-led content material is necessary.

1. Purchase new clients

A giant problem for potential clients is that they normally don’t know how your product works or the way it helps remedy their issues. That is very true for software program.

That is compounded by the truth that many firms don’t point out their product of their content material. So, at the same time as prospects are consuming content material, they nonetheless find yourself in a state the place they know nothing about what the corporate sells. 

They might usually even have to observe a demo video to determine how all the things works. That’s all tremendous and dandy, however provided that demo movies are normally generic, they might not perceive if and the way your product works to resolve their specific set of issues. 

Nevertheless, for those who create product-led content material and it ranks excessive on Google, clients really hunt down options to issues themselves and may begin to see how your product solves their points.

This makes it simpler for them to determine in the event that they need to work with you. It additionally retains your model top-of-mind since they know all the things about how your product works. In a while, once they determine to purchase, familiarity along with your product helps them convert to a paying buyer.

2. Retain clients

Even when clients have purchased your product, they might not totally put it to use. 

Product-led content material helps proceed their schooling and ensures your clients use your product to its full potential—maintaining your clients comfortable. 

Is product-led content material proper for me?

Content material advertising and marketing is finally a advertising and marketing channel. Its aim is that can assist you purchase extra clients and retain them. 

So, whereas content material advertising and marketing is about creating nice content material, you must also be aware that it ought to assist promote your product. 

Give it some thought: In case your product can actually assist somebody out with their issues, you’re doing them a disservice by not letting them know.

Moreover, by not daring to pitch or point out your product in your content material, you’re additionally signaling to your viewers that your product will not be adequate to resolve their drawback. 

How you can create product-led content material

Able to get began with product-led content material? Right here’s methods to create it. 

1. Know your product actually properly

There’s no method round it: To create wonderful product-led content material, you have to know your product inside out. And this isn’t only for product entrepreneurs. All entrepreneurs ought to know their product properly. 

It’s best to know your product’s options, use instances, and the way it solves your audience’s issues. 

Put merely, it’s important to eat your individual pet food.

For instance, a few years again, the Shopify advertising and marketing group famously created a number of case research on how they used their very own ecommerce platform to arrange a enterprise and begin promoting merchandise. (They usually really made cash!)

Excerpt from the Shopify case study.

At Ahrefs, new advertising and marketing group members are anticipated to finish our academy programs (particularly the Certification course.) Plus, they don’t really be a part of the advertising and marketing group immediately. They work in our buyer assist group for a minimum of three months earlier than “graduating” to the advertising and marketing group. 

Not solely does this be certain that everybody on the group interacts with clients immediately and understands their ache factors, it additionally turns all of us into Ahrefs consultants. 

2. Discover matters with search site visitors potential

The content material you create won’t get readers straight away. It must be promoted. And whereas there are various methods to promote your content material, search engine optimisation is the channel we focus on. 

For so long as your content material ranks excessive on Google, you’ll be capable to get site visitors constantly over the lengthy time period. 

How do you do this?

To get site visitors from Google, it’s important to goal matters individuals seek for. You additionally must search for matters the place your audience needs options to issues, i.e., seeking to be taught, not purchase. (In spite of everything, in the event that they’re seeking to purchase, then you definitely’re not creating product-led content material however merely a gross sales or touchdown web page.)

Right here’s methods to discover these matters:

  1. Go to Ahrefs’ Key phrases Explorer
  2. Enter one or a couple of key phrases related to your enterprise
  3. Go to the Matching phrases report
The Matching Terms report in Ahrefs' Keywords Explorer.

Typically talking, matters the place individuals want to be taught normally include query modifiers corresponding to why, how, what, and so forth. 

Let’s swap the tab to Questions to see these. 

The Questions report in Ahrefs' Keywords Explorer.

Right here, we see round ~195,000 matters that we might probably goal. Eyeball the checklist and pick these which can be related and have site visitors potential (take a look at the TP column.)

There are additionally loads of informational key phrases that don’t include a query modifier. Whereas 195,000 key phrases is a lot to focus on, you’ll be able to search for extra by eyeballing all the report back to see if there are potential matters with out modifiers.

For instance, doing this exhibits us a couple of matters that we might probably goal, corresponding to “search engine optimisation course” and “search engine optimisation guidelines.” Neither incorporates any query phrases. 

Potential keywords for us to target with product-led content.

Beneficial studying: Key phrase Analysis: The Newbie’s Information by Ahrefs

3. Prioritize them utilizing ‘enterprise potential’

Creating product-led content material is an artwork. It’s a must to naturally weave your product use instances into your content material by way of good copywriting and but not appear like you’re “overselling.”

The trick we use at Ahrefs is to focus solely on matters that our product can remedy. This manner, we don’t appear like we’re unnaturally shoehorning our product—we’re merely providing the greatest answer to that drawback. 

How will we do that? We use a ‘enterprise potential’ rating. 

The Business Potential scale we use at Ahrefs.

By prioritizing matters that rating a “2” or “3,” we ensure that mentions of our product are pure. 

Beneficial viewing: How you can Prioritize Your Listing of Content material Concepts

4. Create product-led content material that ranks

With a listing of excessive enterprise potential matters to focus on, it’s time to create product-led content material that ranks in Google for these matters.

The best strategy to get began is by following the steps in this video.

Don’t overlook that your aim right here is to create product-led content material. So, wherever potential—and as naturally as potential—embrace mentions of your product inside the content material. Present your readers—with screenshots, GIFs, and movies—methods to execute specific steps with the assistance of your product. Train them explicitly methods to remedy issues utilizing your product. 

Concentrating on excessive enterprise potential matters makes creating product-led content material simpler, however naturally weaving your product into the narrative will depend on your copywriting abilities. 

Bear in mind to not oversell both. In case your product isn’t a very good match for a selected level, don’t power it. You need to be assured about what you’re providing, however to not the purpose the place you’re bordering on mendacity.

Lastly, rating your content material on the primary web page of Google would require you to accumulate hyperlinks. Discover ways to do this on this newbie’s information to hyperlink constructing or watch this video.


If in case you have current content material already focusing on excessive enterprise worth matters, replace or rewrite them to incorporate your product. 

Product-led content material examples

On the lookout for profitable examples of how firms have used product-led content material? Listed below are three to be impressed by.

1. Ahrefs

Alex Birkett, the co-founder of content material advertising and marketing company Omniscient Digital, writes:

Ahrefs is the king of Product-Led Content material. Really, you understand that entire Product-Led Progress development that’s buzzy proper now? The place a bunch of marketing-first SaaS firms modified nothing about their technique or go-to-market and instantly known as themselves “Product-Led?”

Properly, Ahrefs actually is a kind of uncommon creatures who I really contemplate product-first, and never just because they’ve staff who need to be thought leaders and journey an rising wave.

Alex Birkett

In the event you’re questioning how we used content material advertising and marketing to develop our SaaS to 8-figures ARR, then this very article is principally a start-to-finish information on how we do product-led content material. 

2. Zapier

If we plug Zapier’s weblog into Ahrefs’ Website Explorer and go to the High pages report, we are able to see that the articles sending them probably the most site visitors are “greatest [topic] apps”-style weblog posts:

Pages sending the most traffic to Zapier, sorted by estimated monthly organic traffic in Ahrefs' Site Explorer.

Guess what? Zapier permits customers to attach the totally different apps they use to automate workflow. 

So, if we click on on one among these articles—for instance, the one on greatest to-do checklist apps—we see that Zapier has featured many to-do apps that they combine with. Not solely that, they even featured the particular “zaps” you’ll be able to join utilizing the app they talked about:

Example of product-led marketing from Zapier.

And it goes on for each different featured app on the checklist:

Example of product-led marketing from Zapier.

This can be a good instance of how one can naturally point out your product within the content material you’re creating. 

3. Beardbrand

Is product-led content material for SaaS firms solely? I don’t suppose so. Certain, SaaS firms sometimes have tons of options and use instances, making them simpler to advertise in content material about all kinds of matters. However B2C e-commerce firms can do product-led content material too.

Take Beardbrand, for instance. Beardbrand sells beard merchandise like beard oil. And if we plug Beardbrand’s weblog into Ahrefs’ Website Explorer and go to the High pages report, we are able to see that their most-trafficked pages are beard-related (duh!):

Pages sending the most traffic to Beardbrand, sorted by estimated monthly organic traffic in Ahrefs' Site Explorer.

Clicking by way of to their article on one of the best beard kinds, we see that they’ve naturally and creatively talked about their merchandise wherever potential.

For instance, one of many beard kinds is the “scruffy beard.” Quite than merely explaining what it’s and transferring on to the subsequent level, Beardbrand expertly mentions the way you may want a conditioning product (aka theirs) to alleviate the itch:

Example of product-led marketing from Beardbrand.

The identical goes for one more beard type—the Verdi—the place you may want a beard trimming scissors (and Beardbrand mentions they’ve one too):

Another example of product-led marketing from Beardbrand.

It’s not a tough promote. It’s executed gently and naturally. Beardbrand merely mentions that they’ve the right product for the beard type you need. 

Closing ideas

Content material advertising and marketing isn’t only for branding. It may be a buyer acquisition channel too. 

Create product-led content material that naturally promotes your product because the best-fit answer to the issues your clients are going through. 

Any questions or feedback about product-led content material? Let me know on Twitter.


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