“We need a viral video.”

“If it doesn’t get thousands of likes, it’s useless.”

You’ve probably heard phrases like these more than once. And while viral content sounds tempting, the reality is that it’s not always the best investment if your business is looking for clients, not just applause.

The real challenge in 2025 is to balance content that makes an impact with content that converts. In this blog, I’ll show you how to decide which type of content to prioritize depending on the stage of your business, and how to create a strategy that combines reach with real results.

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What is viral content (and why does it attract so much attention)?

Viral content is the type that achieves a high level of views, comments, and shares in a short time. It usually appeals to strong emotions: surprise, laughter, outrage, or empathy.

Advantages of viral content:

● Increases your brand’s visibility
● Helps your social networks grow quickly
● Can position you as a reference in current topics

But beware: viral reach does not guarantee sales. A reel with 1 million views might bring zero conversions if it isn’t aligned with your target audience or your offer.

➝ At ACO Digital Marketing, we help align your viral ideas with business objectives so you don’t lose conversion opportunities.

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So, what is content that sells?

This is the content created with a clear conversion goal:

● Driving traffic to your website
● Generating leads
● Encouraging purchases
● Booking appointments

This kind of content usually doesn’t “explode” in views, but it converts the right people.

Real example:
A tutorial that answers a specific question from your customers might not go viral, but it will attract far more qualified prospects than a viral meme without context.

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Which to prioritize depending on your business stage?

If you’re a new brand

✔ Prioritize viral content to gain visibility, while making sure your message and audience are aligned.
✔ Include clear calls to action to capture leads, not just to entertain.

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If you already have a community or clients

✔ Prioritize content that sells, such as tutorials, testimonials, case studies, or product comparisons.
✔ Reinforce trust and deepen the relationship with the audience that already knows you.

➝ At ACO Digital Marketing, we can help you design a content calendar that balances both types depending on your business maturity.

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How to find the ideal balance

The key is not to rely solely on viral content or only on sales content. A healthy strategy combines:

✔ Value-based content (educational or inspirational)
✔ Emotionally connecting content (with viral potential)
✔ Content that drives conversions

Pro tip:
Design content pillars (for example: educational, inspirational, and conversion) and plan posts that cover all three areas in a balanced way.

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Is your content only entertaining but not selling?

We can help you review your strategy and build a balanced plan that brings real results. Write to us and book a free consultation here.

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Common mistakes when focusing only on virality

⊘ Creating content just because it’s trending, with no connection to your brand
⊘ Measuring success in likes instead of leads
⊘ Forgetting your business objectives
⊘ Neglecting consistency in your communication tone

The goal isn’t for people to “talk about you” — it’s for them to choose you and buy from you.

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Frequently Asked Questions

–Is it possible for viral content to also convert?
Yes, if it’s aligned with your audience and your value proposition.

–How many viral posts do I need?
There is no magic number. The best approach is to mix viral pieces with conversion-focused content strategically.

–Is it enough to only do sales content?
No, because you risk overwhelming your audience. Value-driven content builds trust in the medium term.

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Viral doesn’t always mean success. The best scenario is where your content makes an impact, connects, and sells. Build a balanced content strategy designed to spark emotion while also driving action.

At ACO Digital Marketing, we can help you plan, create, and optimize content that achieves both: reach and tangible results.