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10 Crazy Things Bloggers Do To Sabotage Themselves

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Listen all of y'all, it's SABOTAGE!

The phrase, “I am my own worst enemy,” applies to bloggers more often than not. If you aren’t getting the traffic you want, most of the time you have no one to blame but yourself. Want to see more readers, more engagement, and more sales? Stop sabotaging yourself! You might not realize it, but a little more care with your actions can make a huge difference. Here are the ten crazy things bloggers do to sabotage themselves:

1. Have Bad About Pages

I can’t tell you how many times I’m on a blog, click the “About” page to read more, and am utterly disappointed. First and foremost, your about page should include your name. Even if you talk in the first person, you can say, “Hi, I’m Jane Doe. Welcome to my blog!” Your bio doesn’t have to be three miles long, but it should tell me what makes you qualified to blog about the topic at hand, as well as what to expect from your blog (which is fine to put on a separate “About the Blog” page, but it needs to be somewhere). If you don’t tell me who you are, I don’t feel a connection with you and I probably won’t be back again.

2. Post Apologies for Not Writing

Haven’t written in a while? That’s okay. Don’t make your first post back an entire post apologizing for not writing and promising to write more. It’s wasting my time. I’m there for actual content. Funny thing is, most bloggers who do that end up writing a series of “I’m sorry” posts because they just disappear again after a few days. If you must, apologize in the first lined of your post, but then jump back into the content I’m there to read.

3. Say, “It’s a labor of love.”

If you blog for fun, go ahead and say that your blog is a labor of love. But if you’re trying to make money this way, calling it a labor of love only sabotaged your money-making efforts. Calling it that solidifies in your mind and in the mind of everyone else that it’s not making money and probably is never going to make money. Instead, start calling it a business. You can still be passionate about and love your business! But you need to be the first person to acknowledge it as such if you want others to take you seriously as well.

4. Not Use Maintenance Mode

If you have to update your blog, download a maintenance mode plug in and use it. If I visit for the first time and it’s a wreck, I probably won’t come back. I have no way of knowing that it’s not usually like that.

5. Hide Social Media Links

Don’t make me Google to find you on Twitter or other social media sites. Proudly display these buttons on your blog, preferably on your sidebar or in the navigation bar. I’m not going to hunt you down in most cases.

6. Use Twitter as a Place to Vent

Twitter is such a casual atmosphere that we often forget just who is watching us. We all get emotional from time to time, and occasionally Twitter becomes a place to vent about those emotions, whether we’re excited, sad, or angry. But if that’s the norm for you on Twitter, you’re probably going to attract the wrong people and lose the followers you really do want. Try to think of Twitter as a professional networking event. You might vent a little to friends occasionally, but keep in mind that everyone else can overhear you.

7. Post Without Categories or Tags

Categories and tags have been around since the dawn of blogging. Or at least it feels that way. If you don’t categorize and tag your posts, you’re not only missing out on valuable Google juice, but you’re also making your blog a lot harder for readers to navigate. It only takes a few minutes to add these to a post, so there’s really no good reason not to do it, yet I constantly run across blogs that are uncategorized with no tags.

8. Give Out Their Phone Number and Address

What are you nuts? There are tons of creepy people online. Don’t give out your personal information! I see people do this all the time and I makes me shudder. If you want people to be able to contact you, get a business number and a P.O box. Giving out your address is especially scary. I’ve dealt with a crazy stalker before and it’s no fun. Protect yourselves, people!

9. Beg for Shares

Occasionally, it is okay to ask people to share your work. For example, yesterday, a friend DM’ed me and asked for a retweet on her latest post about searching for a new job. I was happy to do that. We’re friends. But if we’ve never talked before, please don’t DM me and ask me for a RT. At the most, DM me and ask me to read your post IF (and only if) it is super relevant to my interests. I’ll RT it if I want. And even if we are friends, only ask me to RT something that’s super important to you. If you DM me every single post, I’m probably going to unfriend you, and I certainly won’t share your work.

Along those same lines, if you add “Please RT” every single time you’re sharing something, it’s obnoxious. Only use that for special announcements. Otherwise, I’m actually more likely not to retweet because I find you annoying.

10. Post on a “When I Feel Like It” Schedule

Lastly, the biggest thing bloggers are doing to sabotage themselves, in my opinion, is following the advice to “only blog when you have something to say.” That’s great advice in theory, but bloggers are taking it to mean “I only have to blog a few times a month.” Here’s the thing: If you don’t have something intelligent to say about your blog’s topic on a regular basis, why are you even blogging at all? The “when I feel like it” schedule is just lazy. You shouldn’t force posts when you honestly don’t feel passionate about a topic, but if you aren’t posting regularly, you’re won’t have the success you could have. This doesn’t mean you have to post every day – but be consistent and make sure you don’t go so long between posts that people forget who you are.

Image via Wikimedia Commons.

Ten Simple (but Costly) Blog Mistakes

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Sometimes, the difference between a profitable blog and a blog that doesn’t make any money isn’t major. In fact, it can boil down to just a few simple mistakes. Of course, every blog is going to be different, with different goals and meeting different reader needs, so not every tip is right for every person. But in general, here are ten really simple mistakes to fix that could be the difference between financial success and failure:

1) Filling Prime Real Estate with Other People’s Ads

In my high school graphic design class, I learned something that I still carry with me – a person’s eye naturally moves like a giant “S” across a page. That means that you’re prime real estate is at the top right. Online, anything “above the fold” (aka, the space you can see without scrolling) is also good. What do you have filling these spaces? I see a lot of people with ads in this space. Unless the most important thing for you is to get clicks on your ads (like if your main monetization strategy is a PPC program), why are you just giving this real estate away? Fill the top right with ads for your own products or affiliate products. Sales will jump. Or, use it for mailing list sign-ups, which you can use to drive sales in the future.

Another high-value place? The very end of your posts. When people are done reading, give them something valuable to do, like sign up for your mailing list or check out your product.

2) Not Including a Search Option

If there’s no search option on your blog, people can find stuff on Google instead, right? Right…but will you be #1 in the search results? Let’s say that I remember you reviewing a product but can’t easily find the post. I can search on Google, but what might pop up is someone else’s product review or someone else mentioning that you reviewed that product.

Even for your own products, you might not come up first on Google. One of your affiliates with awesome SEO can easily beat you out, simply by optimizing their posts. While this will still sell your products, you’ll have to pay an affiliate fee whereas on your own site, it’s pure profit. Don’t risk it. Just include a search bar on your blog and you don’t have to worry about it.

3) Avoiding Affiliate Links

If you talk about products often, why would you not sign up to be an affiliate? You don’t have to link everything you mention, but Amazon affiliate links can be easily added when you mention something in a post. Share a Sale and Commission Junction are also two great places where you can find product affiliate links – I’ve used both with success, and usually these affiliate programs give a better commission than Amazon. People are taking your recommendations when purchasing a product. Why shouldn’t you earn a bit of a commission.

When someone approaches you to ask for a review, this is definitely something you should ask as well. Most people have affiliate programs for their products, and if you’re doing them the favor of reviewing their product, the least they can do is allow you to earn a commission for anything you sell.

4) Underestimating the Eagerness of Your Readers to Buy

A few months ago, I was reading a blog that I really enjoyed, so I signed up for the blogger’s mailing list. I got several emails per week from this blogger, and while they were all interesting, not a single one tried to sell me anything. So I asked the blogger…why? His response was that he didn’t want to turn off readers with sales. Now, I definitely think that some people overdo it, but your readers are your fans – they want to buy the things you recommend or products from you. It’s silly to never sell, in my opinion.

The blogger took my advice and added in a sales email about once a month (so, one every 10 – 15 emails) and is now making a boatload of money that way. To date, he’s had no one complain and sees no greater unsubscribe numbers than with non-sales emails.

5) Paying Too Much for Hosting

Shop around. Are you getting the best deal? You want to avoid a shoddy hosting plan to save money, but some companies are waaaay overpriced. Ask your connections on Twitter or Facebook. People can recommend some great hosts that might be better AND cheaper than the host you chose at random.

Even look at the hosting plans offered by your company – do you need the plan they sold you or is their a cheaper plan that would serve your needs? Companies love to upsell you, and you might be paying for stuff you don’t use. It takes about ten minutes to check out the hosting plans available and you could save a lot of money every year that way, especially if you have multiple sites.

6) Not Including Clear Contact Information

If I want to purchase an ad on your site, how do I get in touch? If I can’t find your email address or a contact form in about 20 seconds, I’m gone. Make a contact page and put it somewhere very easy to see on your site. Don’t hide it on your about page. Don’t put it half-way down your sidebar in a small font that’s lost between ads and navigation tools. I don’t understand why bloggers don’t make it easy to be contacted…unless, I guess, they don’t want to be contacted? The best blogs, in my opinion, make it idiot-proof, listing contact information in multiple easy-to-see places.

Personally, I like it even more when I see an actual advertising page for potential sponsors to learn more. Creating an advertising page on your site that’s clearly listed in the top navigation bar or footer (the two places advertisers typically check first) will tell them that you’re open to selling ad space, that you’ve actually thought about your prices (so you’re a professional), and that they’re likely to hear back quickly.

7) Being Too Humble About Your Products

Dude. You’re awesome! Your readers won’t be reading your posts or following your tweets or subscribed to your emails if they didn’t like you. Don’t be afraid to tell people about your products.

In fact, your products should be front and center! Not only that, but when you talk about your products, don’t be humble. Talk about the advantages of your product and, although you should be clear and honest if there are people who won’t benefit from the purchase, make sure you sell it. If you’re not comfortable with sales, let your fans speak for you by posting testimonials. I’m always willing to give away a free copy of my book if someone (especially someone known in my industry) is willing to write a testimonial.

8 ) Crazy Long Sales Letters with No Buy Button until the End

Long sales letters drive me nuts. I understand that they work, otherwise people wouldn’t use them. But just because they work in their current long form doesn’t mean they couldn’t be better. Don’t confuse the fact that you’re making sales with success. If you sell 1000 products on launch day, you might be jumping for joy…but what if I told you that you had the potential to make 10,000 sales? Not so exciting anymore, is it?

I’ll be one of those people who hits the back button, in many cases, if you don’t have a “buy” button near the top. I certainly want to read a little about your product, but I’m there for a blurb, not a book report, and other readers probably feel the same way. So keep your long sales letter with the buy button at the end, but put one closer to the top too for those of us who are sold already.

9) Lack of Formats

This one is specifically for those who create informational products, which is a lot of readers. If I could do one thing differently with my last product launch, it would be to offer not just a downloadable PDF file, but also multiple other formats. Some people still like print. Others will jump on board if you offer a kindle version. Heck, some people even want content broken up and sent via email over time.

If your products are expensive, I think it also make sense to offer different payment structures. Give a discount for those who can afford to buy your product outright, but make it possible to pay in small chunks for readers on a budget. You don’t want to offer so many options that things are overwhelming, but a few choices will help get your product in the hands of more readers, and it doesn’t take much effort to offer multiple options.

10) No Affiliate Program for Your Products

If you’re selling stuff, are you offering an affiliate program? If not…why not? You’ll have a virtual sales team that are only paid when they sell something if you set up even a low-payout affiliate program! I have to love beyond love a product to write a review if I’m not getting a commission. Even then, if it’s a busy week, I might not make time for it. If you have a great affiliate program, though, you’ll see a major boost in your sales, and most of those buyers will be people you never would have reached otherwise, so it’s not like you’re losing money by paying affiliates, at least most of the time. The benefits greatly outweigh the disadvantages, and best of all, it only takes a few seconds to set up an affiliate program through a company like E-junkie.

It’s your turn – what changes have you made on your blog that resulted in big jumps in profit?

The Financial Vacuum (Or, How I Almost Had to Cancel My BlogWorld Trip)

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It’s hard for me to admit when I’ve made a bone-headed mistake. For me, that means my life is hard several times every day, but recently I’ve made a bone-headed mistake to top all bone-headed mistakes.

Actually, it was a mistake I’ve been making over the course of several months. I call the mistake Allison’s Financial Vacuum or, more appropriately perhaps, how I almost had to cancel my BlogWorld trip.

Let me start at the beginning.

Back when I started blogging in oh..2005? 2006? (I can’t even remember at this point)…I did it for clients as a way to make money as a freelance writer. I’m still doing that today here at BlogWorld and also at a few other client-owned blogs, but I run my own sites as well. As purely a client-paid blogger back in the dark ages, as I like to call them, I made some horrible decisions by taking jobs that didn’t pay well. I was treated like crap, scammed out of money, and given bad blogging advice. I was also just graduating from college, so my “living in the real world” expenses were adding up pretty quickly. Point is, I didn’t have much money, and my bank account was dwindling every day.

I figured it out. I got through it. I’m by no means rich, but the amount of debt I’ve paid off in the last three years is pretty impressive. I’ve always made pretty smart financial decisions, which I attribute to the fact that my parents had to pinch pennies when raising me. Seriously, my mom is the queen of coupon clipping and mail-in-rebates, and I bow down to her for that.

But I digress. What I’m trying to say is that I’ve made some smart financial decisions that have allowed me to stay on top of bills and pay off some of my massive debt. Part of that has to do with the fact that I run my own blogs now, as well as the fact that I no longer take crappy blogging jobs where I’m paid next to nothing.

Back in June, BlogWorld was approaching and I began to save for this trip. I wanted to be able to actually enjoy Vegas, since I’ve never been there, so I planed to spend about a week and a half in town, part of which would be at the expo. I did some restaurant and show research and even gave myself a goal of saving up enough money for some guided tours and gambling, even though neither of those are really my thing, so to speak.

Then, the Financial Vacuum happened.

Like many most all people, I found myself with unexpected bills that could not be avoided, which I talked about on my writing blog. It was like my bank account was a spaceship and someone opened the door – all my hard-earned cash for BlogWorld got sucked away into the void. I went from being super excited about the event and my mini-vacation to feeling sick to my stomach. I’m going to have to cancel. My roommate can attest to the fact that I was pacing around my house with tears in my eyes, not just because I was sad to miss the event but because I was embarrassed at my financial situation. I didn’t want to have to explain to Rick, Dave, and everyone else who makes BlogWorld happen that I was apparently too stupid to manage my finances. I didn’t want to have to cancel the interviews I’d set up, because those people were counting on me. I felt like a total failure. I still do, at least a little.

Everyone has financial bumps in the road. I understand that. The mistake I made was not in having unexpected bills arise. That’s not really a mistake; that’s just a fact of life. No, the mistake I made was in not putting away part of my blogging money every money in an emergency fund.

I have to wonder, what would have happened had I not been saving up for BlogWorld? That money would have been frittered away over the months, spent on things like an extra glass of wine while out at dinner or a new video game release that I had to have, even though I barely have time to play. It would have gone to that pair of jeans I wear once or twice a year, that fondue pot that would be super cool to pull out at the occasional dinner part, and that new set of bedsheets with a higher thread count than the just-fine bedsheets I already own.

For the first time in a long time, I was no longer having trouble paying bills…but I wasn’t putting any of my blogging money into a savings account. I’d pay my bills for the month, then pretty much drain my bank account on entertainment and the like. Yes, I could save up for BlogWorld by cutting back on some of my spending, but I should have also been saving up for a rainy day. I wasn’t. Are you?

Every month, we should all be putting away a little money that doesn’t get touched. That way, when life happens and you need the money, you don’t have to dip into other funds, like my BlogWorld fund. Or, heaven forbid, you don’t get caught with your pants down, unable to pay your bills at all because you don’t have any kind of special fund your were using to pay for something in the future.

So what’s going to happen to me? Well, I’m going to make it to BlogWorld. Some amazing people, the BlogWorld crew included, have stepped up to help cover some of the costs. I’m still worried about paying bills when I get home. This isn’t a short-term money vacuum. But, I will make it to Vegas, though just for the event, not for any kind of vacation. I foresee some sleepless nights of worry in my future, but it could be worse. It could be much worse.

More importantly, though, is that this situation has been a wake up call. I need to be more frugal. It’s possible – back in the dark ages, I got by on much less money every month, and I was fine. Just because I make more money now doesn’t mean that I have to spend it.

It’s a hard lesson for any blogger to learn. It certainly was/is a hard mistake to make. As bloggers, though, we’re not financially stable. The most popular blog in the world today could fall out of favor tomorrow. You can’t take for granted that you’ll always be able to make money with your blog, even if you make six figures. Plan for the worst, hope for the best. If you blog suddenly has to shut down tomorrow, would you have enough emergency money to survive for a few months?

I hope that something good has come of my mistake in that I’ve inspired you to be more diligent about savings. If you’ve scrimping and saving just to make ends meet right now, I get it. I’ve been there. I am there. You don’t have to save much at first. Even a few dollars is a start. Six-figure bloggers out there, though? This is for you too. All all need to be smart when it comes to financial planning. Otherwise, all the monetization work in the world won’t save you.

Is Your Blog a Drunken Sorority Sister?

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Having a big personality can actually work to your advantage if you’re a blogger. Wallflowers have a hard time standing out in any niche, both online and at conferences like BlogWorld. For some bloggers, though, it’s a fine line between being a blogger with presence…and the drunken sorority sister.

We’ve all seen them – the girls at the party who’ve had just a little too much to drink. They’re saying things that are outrageous, they’re taking off their tops, they’re making out with guys in a dark corner, they’re jumping in the pool…and they’re throwing up in the bathroom. If you’ve never seen anything like this, just watch an episode or two of Jersey Shore.

Worst of all, they’re laughing and having fun, thinking that they look sexy and cool…but in reality almost everyone else is embarrassed on their behalf.

The blog equivalent to this involves less puke (hopefully…though I’ve seen some bloggers who’ve had too much at conferences, so it can be a problem). The result is the same, though. You’re being outrageous and think you’re cool, but everyone else is just embarrassed on your behalf. This comes from not being able to reel in your personality to give readers a composed, thoughtful version of you.

This manifests itself in a number of ways:

  • You write posts about things that you really care about, but which have no relevance to your niche, leaving your audience saying, “Um…what was that?”
  • You get involved with some kind of blogging feud, not posting your opinion, but posting something that turns into a back and forth routed in name calling or false statements, not fact or logic.
  • You get defensive about a comment because you’re unable to take the criticism and grow as a blogger.
  • You ramble, getting way off topic and never actually coming to a clear point in your post, but rather just ranting or raving about the topic.

As you can see, there’s one common factor in the ways your drunken sorority sister blogging personality can come out – emotion.

Emotion is a good thing. I personally believe that the best blogs out there, regardless of niche, are ones written by people who are emotionally invested in their topics. There’s a fine line, though. When you find yourself getting emotional, it’s easy to write posts or leave comments that don’t show yourself in the best light.

So what can you do to find the strength to write about emotional topics without making a fool of yourself?

  • Outline your posts. Have an intro, some supporting paragraphs, and a conclusion. This will help you stay on topic. Remember, you don’t have to post about every single thought you have relating to the topic. You can do multiple posts or address issues at a later time. Focus on a specific point you want to make and edit out anything that doesn’t fit.
  • Write a post, but wait a day before hitting the publish button. Sometimes, something that makes us really emotional in the moment isn’t as big of a deal when we go back and think about it at a later date. Tap into your emotions while they are happening, but reread your post the next day to ensure you’re saying what you want to say in a classy, dignified way.
  • Ask a friend to read your post. I’ve done this multiple times in the past, to ensure that what I’m saying is clear without being too offensive. When you’re dealing with a topic that you’re passionate about, offending people is bound to happen, but you don’t want to do so because what you’re saying is unclear or mean.
  • Do your research. One of the biggest mistakes you can make is posting about an emotional topic, but having your facts wrong. Read what other people are saying, but find direct sources to confirm the story. You come off looking foolish if you’re passionate about the wrong facts.
  • Don’t have too much to drink at BlogWorld.

Ok, that last tip might not fit well at the rest, but it is certainly relevant. We’re all hoping to have a fun time, but make sure you’re 1) safe and 2) able to remember the good time you’ve had. After all, if you’re a drunken sorority sister (or frat brother) at BlogWorld, you aren’t doing your blog justice.

Growing Your Audience with the Ant Mentality

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One of the most basic human instincts we have is to follow the crowd. Yes, everyone also has this need to be recognized as an individual, but on a genetic level, we see the crowd as the safe option. If a lot of other people are doing it, it must be a good idea, right? Yet, following the crowd has a negative connotation for many people, and I certainly don’t think we should be promoting the kind of mentality where people just mindlessly follow others to your blog like a flock of sheep. Mindless traffic is not a good way to grow your audience.

What I’d like to propose instead of the sheep mentality is the ant mentality.

I grew up in the country, so ants weren’t just an isolated problem; they were a common occurrence. If your kitchen floor wasn’t spotless, you were going to get ants, without a doubt. So, I learned from a young age how ants work and what to do to stop them. And ants are complex little buggers. Comparing your readers to ants is not an insult.

Every ant family has scouts that go out to look for food. Ant scouts leave this chemical trail that other ants can follow and that they can follow to find their anthill again. The trail changes based on what the ant is finding – food, danger, etc.

When an scouting ant finds a food source, it is only a matter of time before other worker ants follow the trail to find the food and carry it back to the anthill. That’s why you can’t just squash an ant and call your problem fixed – it is only a matter of time before more ants follow the “hey this way to food” trail and come calling. The ant traps that you can purchase aren’t designed to kill an ant immediately – they are designed to slowly poison, but not before the any carries the poisoned food back to the anthill, where it can kill all of them. If you don’t destroy the entire ant family, more ants are just going to continuously show up in your kitchen.

And ants multiply in a hurry. When one ant finds food, he leads an entire army of ants to your doorstep to collect it. Another way way used to discourage ants at how was with red chili pepper. If you find where the ants are coming into your home (i.e. the line of the “food this way” chemical scent trail) and you sprinkle pepper there…well I’m not sure if it confuses the ants or just deters them, but it certainly does work.

So enough about ants, how does this relate to content creation and your audience?

Well, think of popular bloggers or podcasters who have a large following as scouting ants. They’re always on the lookout for good content, and when they find some, they’ll lead others there with a trail of recommendations – retweets, “likes” on Facebook, even mentions on their blog. You go from one ant to a whole colony of ants in a hurry. If you have good food (i.e., good content), you’re going to attract scouting ants.

Or at least that’s the way it should work, though I know a lot of you are feeling frustrated right now. You have great content. You’re doing everything to ensure that you have unique, interesting ideas to entice the scouting ants. So why isn’t your content popular?

The problem? Without knowing it, you’re doing things to deter the ants. That might be a good thing in your kitchen, but it is definitely not a good thing on your blog or podcast.

  • Do you have enough crumbs?

First, in a home, you aren’t going to get ants in your kitchen if you have a clean floor. No matter how delicious your cooking might be, ants won’t find it if it is sealed away, with no crumbs on the floor. Online, this translates to social media and search engine optimization. What are you doing to promote and get your “crumbs” – aka, content – out there for the scouts to see? Are you ranking well on Google? Are you advertising your posts/episodes on social networking sites? Are you connecting with the people on your industry who have influence? Are you engaging readers? Are you networking with people in real life? I could go on and on, but the basic ideas is this: It is not enough to merely produce great content.

  • Are you poisoning the scouts?

Secondly, let’s look at one of the common ways to get ants out of your kitchen – the ant poison you can purchase that causes scouts to carry poison back to the hill, killing every ant there. For content creators, this poison is inconsistency and low quality. While I do believe that regular updates are important, what is more important in my opinion is that your everything you do is amazing. Some posts/episodes will naturally be better than others, but if you’re not passionate about the topic, if you’re not bringing new or useful ideas to the table, it doesn’t matter if you add more content once a day like clockwork. You’re poisoning your scouts, and they are killing off the readership connection that they could have brought your way.

This point boils down to the following statement: The worst reaction you can have to your content is “meh.” If you write something that people love, they’ll promote it. If you write something people hate, they’ll talk about that too. But if you’re just writing to meet your own self-imposed posting rules…you’re going to get a “meh” reaction, and no one is going to recommend it to others. They probably won’t come back either.

  • Are you confusing the ants?

Then we have the pepper deterrent. With ants, a line of chili pepper across the trail is confusing and off-putting. On a blog, make sure you aren’t confusing and off-putting to brand new readers. Ask yourself the following questions:

  • Is my site navigation clear?
  • Do I have an “about” page that can easily be accessed from single posts and my home page alike?
  • Is my overall message consistent?
  • Do I make it easy to promote my work?
  • Am I personable, making my audience want to come back for more from me?
  • Can people easily subscribe to my RSS feed and mailing list?
  • Are there any technical problems that could be deterring people?

A lot of bloggers and podcasters, I’ve found, are their own worst enemies. If you have great food, ants should be knocking down your walls to get in, and the reason they’re not is because you’re taking measures to prevent them.

I’d love to hear your opinions on the idea of ant mentality – do you feel like bloggers and podcasters are deterring readers? What are some of the things that you see that would make you leave or not come back, even if the content was great?

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