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We’ve all been there. You spend hours crafting a product, launch it to your email list, and… crickets.
The problem usually isn’t the product. It’s the "Ask-to-Give" ratio.
In the grappling world, we know you can’t submit someone if you haven’t established a dominant position first. You have to pass the guard, stabilize side control, and isolate the limb before you go for the finish.
Content marketing is identical. If you jump straight for the wallet (the submission) without establishing value (the position), you get swept.
Enter the 70/30 Content Rule.
The 70/30 Content Rule: Balancing Value and Sales!
The Framework
The 70/30 Rule is the "Golden Ratio" of content strategy. It dictates the balance between giving and asking.
70% Value-Driven Content: Educational, entertaining, or inspiring content that solves a problem without asking for a dime. This is "Deposit" content.
30% Sales-Driven Content: Direct offers, product launches, and clear calls to action (CTAs). This is "Withdrawal" content.
Most struggling creators flip this ratio. They treat their audience like an ATM, trying to withdraw cash without ever making a deposit.
The 70/30 Content Rule: Balancing Value and Sales!
Why It Works (The Data)
This isn’t just a "feel-good" theory. The data proves that value-first marketing outperforms the "hard sell" every time.
Trust converts faster: Content marketing generates 3x more leads than traditional outbound marketing and costs 62% less.
Email is king (when used right): Email marketing acquires 40x more customers than Facebook and Twitter combined. But this only works if people open your emails.
ROI potential: For every $1 spent on email marketing, the average return is $44 (a 4400% ROI). This return is driven by the trust built during the 70% phase, not the aggression of the 30% phase.
How to Execute the 70/30 Rule?
You don't need a math degree to apply this. You just need to tag your content before you hit publish.
1. The 70% (The "Deposit"): Your goal here is to build authority and trust. Stop talking about yourself and start talking about their problems.
How-To Guides: "3 Ways to Fix Your [Common Problem]"
Stories: "How I failed at X and what I learned."
Industry Insights: "Why everyone is wrong about Y."
The "Active Listening" Flip: In sales, the 70/30 rule says you should listen 70% of the time. In content, this means 70% of your words should be about the reader's pain points, not your solution.
2. The 30% (The "Withdrawal"): When it’s time to sell, don’t be shy. Be direct. You’ve earned the right.
Direct Offers: "I’m opening 5 spots for my coaching program."
Urgency: "The price goes up in 24 hours."
Social Proof: "Here is exactly how Client X got Result Y using my system."
3. The "Bridge"
The magic happens in the transition. You can blend the two by using value as the bridge to the sale.
Example: "Here is a 5-step guide to fixing your guard retention (70%). If you want the full video library of these drills, click here to get my course (30%)."
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Actionable Takeaway for This Week
Audit your last 10 pieces of content (emails, tweets, or posts).
How many were pure value?
How many were pure asks?
If your "Asks" are higher than 3 out of 10, stop selling for one week.
Commit to sending 3 pieces of pure, high-value content with zero pitch attached. Watch what happens to your open rates—and watch what happens to your sales when you finally do ask.
Build the position. Then go for the finish.
Talk soon,
Ben—The Grind & Growth.