It can be challenging to find SEO clients in any consulting business. With over 5 years of experience leading an SEO agency, we embarked on a quest to discover ways to consistently attract SEO clients.
These are the proven strategies we have employed for more than ten years in the field to consistently attract new prospects and expand our company.
We have put together a highly practical list of strategies for both attracting inbound leads and reaching out to outbound leads that you and your agency can start using right away to increase SEO leads and ultimately secure more SEO clients.
We can confidently say that there are probably numerous options you have yet to experience, or even consider!
Effective Strategies for Generating SEO Leads
Inbound marketing techniques involve strategies that attract potential clients to your business instead of you actively seeking them out.
Utilizing inbound marketing can help establish your expertise in your specific industry and attract possible SEO clients.
Becoming a trusted expert can boost SEO lead generation as people visit your website, content, or event for information and eventually view you as a reliable source to collaborate with.
1. Offer the service of generating a social business page at no cost.
This is a strategy that other agencies have successfully implemented, especially beneficial for clients within the local area. Establishing the fundamentals such as securing the brand name, designing a cover photo, adding a profile picture, and determining the business hours. It’s easy for knowledgeable marketers to create them, and they can be running in 30 minutes.
After a potential SEO client recognizes your excellence, all it takes is for you to present them with the various other services you provide.
2. Provide complimentary SEO evaluations for potential SEO clients.
Provide prospective clients with practical, valuable information for improvement and also acknowledge their strengths to earn their appreciation. Calling them and making an extra effort will also help build trust and confidence. Around 80-90% of firms will not pursue you for an SEO agreement, but the rare one or two that do will prove to be valuable.
In our previous agency experience, we discovered that a 3-step approach of sending, following up with a call/email, and attempting to schedule a meeting is most effective.
3. Propose to Generate Some Complimentary Content
Maybe you could provide free content to potential clients after conducting a free or paid audit, and educate them on the advantages of blogging and how creating content can improve their SEO and brand presence.
Creating connections, promoting brand recognition, positioning the company as an expert in their field, engaging with others on social media, and more. Promote these advantages and afterward inform them that you are capable of managing everything for them.
4. Create a top-notch business directory.
Similar to Yell, but possibly on a smaller scale. Provide businesses with a chance to list their services at no cost and offer guidance on improving their local marketing strategies. You have the flexibility to create directories of any size you want, whether broad or specific, even focusing solely on your immediate vicinity.
With minimal marketing efforts, they frequently manage to draw in business listings almost magically. One helpful suggestion is to incorporate ‘Free Business Directory’ in your title tag and focus on these keywords for better organic visibility.
5. Develop educational materials for entrepreneurs.
Similar to how a directory attracts potential clients, a marketing tool for entrepreneurs can offer a competitive advantage over other agencies. Providing guidance on basic tasks such as setting up a Facebook page, submitting their website to Google, or optimizing title tags will generate interest from your desired audience.
6. Provide extensive free trials to attract SEO clients and get them to sign up.
Allow customers to test your service with less competitive or geographically targeted keywords. Demonstrate immediate outcomes to customers, then discuss extending the contract once you have established your value.
Show courage! If you’re not ready to fully commit, you can create trial accounts for them to explore your products without feeling obligated to make a purchase immediately.
7. Provide assurances and stand out boldly.
In addition to offering generous free trials, you can also provide attractive guarantees. Since there are no assurances in SEO, this can present a challenge. Even when striving for an extreme goal, ensuring a particular ranking may be too unrealistic. Instead, you may opt for a more general assurance like “a 20% rise in website visitors.”
If you are still feeling uncertain about it, consider focusing on providing strong assurances with your deliverables. Establish strict deadlines, specific objectives, and support them with a full refund policy for their initial purchase, just as we do.
8. Implement a Tell-a-Friend Referral Program.
Who are business owners acquainted with? Different entrepreneurs. Motivate them to discuss you and the services you offer. Instead of only providing discounts or complimentary services, give away something that will thrill them, like an iPad, a complimentary weekend getaway, or a free meal at a luxurious restaurant. Referrals are very helpful; by getting your clients to sell for you, you can focus more on keeping them satisfied and achieving results.
9. Create an Affiliate Program.
Why not establish a comprehensive affiliate program as a continuation of our previous recommendation to refer a friend? Provide compensation for referring clients. This will motivate other websites and bloggers to recommend your SEO services to their audience or clients.
If you have a wide network of business contacts who cater to a similar target market as SEO, this is the perfect way to give back to those who refer clients.
10. Be among the earliest to receive updates on SEO news.
Is there a new Google update? Is there a new SEO tool from Google? Did a Google spokesperson make another somewhat helpful comment? Be the initial person to write and provide feedback on it.
Smart entrepreneurs might recognize this and become fond of you. Producing quality, relevant content will establish your credibility in your industry and demonstrate your expertise to potential customers!
11. Create a blog post every week.
In addition to reporting breaking news, make sure to dedicate time to writing a blog every week. Don’t only write about dull or typical SEO topics on your blog. Develop a theme for your blog (such as 5 Nugget Friday) and stick with it. For instance, certain companies publish content weekly on a set day.
Remember to distribute the content on all of your marketing channels. Allocate 30% of your time to create the blog and dedicate 70% or more to promoting it. The more you advertise it, the more visitors you will receive and the faster it will naturally expand.
You could also acquire some links! While everything in life comes with a cost (considering the time invested in creating the posts), this method can be a simple way to produce SEO leads at no cost and enhance your rankings simultaneously.
12. Produce impactful marketing videos.
Take inspiration from Moz Whiteboard Friday and share some of your secrets to spark interest. Videos are very beneficial in connecting with your potential audience, particularly in a market where certain businesses may not fully grasp the concept of SEO.
Utilize a Blog To Video service to transform your weekly blog posts from #12 into videos for an effective multi-channel marketing strategy. Make sure to direct the video traffic back to your website in order to boost your SEO-driven sales leads.
13. Create an eBook that can be freely downloaded.
Do not be afraid to give away valuable items to potential SEO clients for free. The majority of your target audience is unlikely to actually follow any suggestions; they will require assistance in execution, putting you in a favorable position for being sought after.
Ensure you utilize this for gathering contact information in order to communicate with interested participants. You can promote this online through various channels such as Adwords, Facebook, Twitter, LinkedIn, local seminars, and Facebook Groups that you have recently created.
14. Author a book and have it released for the public to access.
Continuing from our eBook recommendation, how about going one step further and creating a physical book? This is definitely a long-term commitment, but still an investment. It is now easier than ever to publish a book with the opportunity for self-publishing at a low cost.
Collaborate with your team to co-author a book on SEO or marketing and publish it on Amazon and other book retailers. This will quickly establish you as an expert in SEO, attracting business owners who will seek to collaborate with you. Promote your book proudly on your Agency website.
15. Showcase Client logos on Your Website
Inquire with your customers about featuring their logos on your website. Having strong ‘social proof’ can have a powerful impact and can be especially striking when you land projects with big, recognized brands!
16. Collect testimonies, preferably in video format.
Continuing to showcase client logos on your website, testimonials (particularly video ones) are incredibly beneficial! Videos are recognized as being more captivating than written material. This also pertains to endorsements.
If it is not feasible to obtain videos, written testimonials from the Owner, CEO, or another authoritative figure in the company can still provide valuable ‘Social Proof’ and can be incorporated into a video by having a voice actor read them aloud. Testimonials may play a crucial role in influencing a potential client’s decision while they are looking at your website or marketing materials.
17. Share case studies that showcase outcomes.
With your clients’ approval, share case studies of effective SEO campaigns, detailing the entire process from beginning to end. As you earn admiration from other SEO experts, you will also attract a significant amount of attention from potential clients facing similar circumstances and industries. This material will simplify the process of acquiring new clients for your sales teams and executives.
18. Obtain certification (Google Partners)
Accreditations hold significant value. Very few in the SEO industry are considered ‘credible’, with Google Partners being a top choice. You may want to explore other options to add some professional badges to your website. Keep an eye out for industry certifications as they can help establish credibility among fellow business professionals.
19. Achieve leadership on LinkedIn
If you’re curious about acquiring SEO clients through LinkedIn, this is precisely how to do it. LinkedIn is incredibly important for connecting with other businesses online, so make sure all your employees create profiles to share marketing tips and company blogs.
In order to increase engagement, your team should engage by liking and commenting on each other’s posts. Interact with each other as frequently as you can to establish that social momentum. In the end, your posts will gain momentum naturally. Becoming a pioneer of innovative ideas will draw in SEO clients of the desired quality.
20. Providing services beyond just search engine optimization.
At times, potential customers may not realize they need SEO services. Old-fashioned superiors might mention a more comprehensive marketing solution. There are a couple of actions you can take.
Discuss additional services that can be provided, like creating social media pages or implementing pay per click ads. Another option is to streamline your offerings by referring to them simply as ‘Internet Advertising’ or ‘Web Marketing’. This could appeal to traditional bosses who are not yet familiar with SEO.
21. Creative Strategies for Acquiring SEO Customers
Outbound marketing, as opposed to inbound marketing, requires actively reaching out to potential clients instead of waiting for them to come to you. It is an opportunity to be forward-thinking and versatile by combining conventional marketing with cutting-edge techniques.
In addition to regular advertising, this can also include your direct outreach efforts. Use these outbound strategies to connect with potential SEO customers and transform interested leads into paying clients.
22. Organize free marketing training workshops in your area.
You have the option to do this at a nearby cafe, bar, or even in your workplace! Alternatively, these meetings can also be conducted virtually using Zoom or Google Hangouts. Provide complimentary marketing guidance, practical marketing suggestions, and literature with your company’s branding.
Companies will view you as an expert in marketing and will reach out when they require assistance. It is possible for some people to request your immediate assistance in handling their marketing and SEO, this occurs more frequently than you may realize.
23. Build friendships with people who live nearby.
On a personal level, interact with individuals in your local community and online business forums. Provide assistance with marketing and web problems when you can, and you’ll soon notice that the more you assist, the more they will recommend you to their professional associates.
You often come across it in online forums. Motivate your employees to embody your brand in this manner. Indeed, assign each of them a significant business conference to support and observe their level of competitiveness.
24. Establish relationships with additional SEO firms.
Keeping with the theme of friendliness, turn your “competitors” into your allies rather than adversaries. Consider this instance from Xbox; simply observe the quantity of retweets and likes garnered by this ‘amiable’ post.
It’s impressive to see the differences between SEO companies and how some choose to work with specific clients only. Certain providers may restrict their services to specific regions, while others focus solely on catering to clients seeking basic SEO packages.
By forming partnerships with multiple SEO agencies nationwide, you can recommend one another for your respective areas of expertise. Though it may be rare, having friends from different SEO Agencies can offer various advantages, including the ability to exchange ideas, expertise, and successful tactics.
25. Establish a partnership for “Local Marketing” efforts.
Hire the leaflet distributor, web designer, and graphic designer in your area. Hire a professional in signs and graphics. Include yourself, and you form an ‘alliance’.
In this partnership, you have the opportunity to direct clients to one another, organize marketing gatherings (both online and in real life), exchange thoughts in a brainstorming session, or create a joint website with a shared financial contribution to cater to all marketing needs within your specific local market.
26. Establish a Facebook group for marketing your business
Establish a primary social hub for entrepreneurs and advertisers to inquire and gain knowledge. Collaborate on ideas, generate content, and freely incorporate links to your SEO company as the individuals behind the page, but avoid excessive promotion.
27. Engage in Business Forums & Social Media Communities
The reality is that many business owners frequent this place to find solutions to their business inquiries. The level of marketing advice needed in forums and groups may surprise you.
28. Participate in Trade Shows (In Addition to SEO) for Generating SEO Leads
Do not limit yourself to attending SEO Events with numerous other SEO Agencies. Consider thinking creatively, many “business conferences” focusing on startups, accounting, HR, etc. Offer chances for engagement and establishment of connections with your target audience. Simply having a booth at these events will position you among businesses seeking to enhance their company.
29. Promote marketing and corporate events through sponsorship.
This might come with a high price tag for small agencies, but it is definitely worth the investment in the long run. You are putting your brand in front of numerous hungry business buyers.
Attend events where your desired audience will be present. Our earlier advice was to participate in various conferences, not limited to just SEO events, but for sponsorship (and the money you need to spend for it) we suggest focusing on SEO conferences specifically.
Anyone who attends an SEO conference is likely in search of SEO services, making them prime SEO leads. Sponsoring the conference can give you an edge in your SEO lead generation by helping you to differentiate yourself from your competitors.
30. Start giving public speeches
Presenting at SEO conventions, marketing events, and business workshops will help you stand out, establish credibility, and generate buzz. In a world where meetings are scarce, numerous conferences are moving to the digital space to ensure the chance remains available!
In order to give a speech, you must submit an application and there could be a charge, but if your presentation is engaging, the benefit in terms of clients will be immeasurable.
31. Contribute guest articles to business websites.
Instead of only posting on SEO blogs, consider writing guest posts on other business blogs sharing general marketing advice for businesses. Writing for other websites as a guest can help establish your expertise in your specific field, but positioning yourself as an expert in a broader business field will attract more clients.
32. Connect with web designers who are located nearby.
Web designers excel at web design but often lack expertise in SEO. Web designers are frequently questioned about SEO. Wouldn’t it be fantastic if you partnered with local web designers to handle their clients’ SEO needs after they finished building the website?
33. Mail postcards containing relevant information.
For instance, you could send a postcard featuring your team or brand to a potential client and inform them of their ranking for their top keyword. If they want to improve their ranking, they might receive a few inquiries. Currently, manufacturing branded postcards is an affordable option, enabling you to increase your presence without spending a fortune.
34. Deliver cakes, donuts, or custom-made sweets.
We used to do this when we were just starting out and our new SEO clients really appreciate them, who wouldn’t? Currently, we are dispatching customized swag packages containing various Prodifynow products and delicious snacks!
35. Seize opportunities by identifying issues on the website.
Why not take a look at the internet and truly support businesses? Have you come across any replicated content? Are title tags absent? Inform the website owner in a courteous manner as a fellow member of the online community. Once more, although this approach may not directly impact acquiring clients, being kind can have a positive impact on word of mouth and karma for those who believe in it!
36. Offer SEO services to charities for no cost.
Assisting a local or national charity with free SEO and social work when they become a new client doesn’t just show kindness and nobility, but also creates a positive image for potential clients. Don’t forget to request a link or badge on their website and document case studies of your collaboration with them.
37. Conduct an SEO audit on a well-known brand’s website for the public to see.
The idea is to publicly demonstrate your SEO Auditing Skills by examining all the SEO issues and problems of a major brand’s website. You have the option to review all this information and offer solutions in a blog post that is available to the public. This could demonstrate to potential clients your capabilities and possibly help you secure the business that you initially reviewed. You have the option to make this a monthly or weekly series, and over time, it could gain popularity on the internet.
38. Obtain updates & media attention (at a local or national level)
If you are making a positive impact on local businesses, doing charity SEO work, or just doing something great in general, reach out to the media and pitch a story. Typically, community newspapers will publish a story about the local area if it is compelling, and if not, they will try to make it more engaging.
After acquiring a feature, incorporate news company logos and mentions on your website and in your literature to help distinguish yourself! For guidance on preparing your Press Release, refer to our blog post outlining How to Write a Successful Press Release.
39. Organize online contests with rewards.
Hosting contests through social media platforms such as Facebook, Twitter, and your personal blog can help create buzz around your brand. Inquiring about technical SEO on Social Networks allows you to participate in a prize draw if you receive the right answers. All of these actions will contribute to establishing your brand, establishing your authority, and sparking interest in SEO.
40. Provide a single SEO service without any long-term commitment.
Occasionally, you may require a product or service offered at a discounted price to attract customers. A simple, straightforward product with a fixed price. One way to boost a business locally is to set up a Google Business Profile and list their information on a few directories for a fee. No matter what it is, it can act as a loss leader for your SEO contract strategies.
41. Classic Cold Emails
Send emails to prospective firms that would align well with your target clientele. This Lemlist post offers a fresh perspective on cold emailing that has the potential to significantly boost response rates!
42. Utilize tools for generating leads through SEO.
We’ve discussed the importance of developing SEO tools as a way to attract leads, so why not utilize them to acquire SEO leads and discover SEO clients as well?
In addition to general lead generation tools, you can utilize specialized SEO lead generation tools to discover potential customers who may be interested in your services. Despite having a low percentage of success, lead generation tools can assist in automating processes to reach a larger pool of potential clients efficiently and at scale.
FAQs
What is the process of selling SEO after acquiring SEO leads?
Selling SEO is no different than selling any other service. We enjoy educating potential SEO clients and guiding them as though they were going to perform the task on their own. Surprisingly, being open and honest about everything you bring in top-notch customers who will trust you to handle the difficult tasks.
What is the process for acquiring clients and leads for local SEO?
Local SEO clients are just as similar to national SEO clients. You might require a slightly varied proposal that emphasizes local listings, however the underlying idea remains unchanged.
What is the process for acquiring your initial SEO client?
It can be difficult to attract your first SEO client without any past case studies. It is suggested to collaborate with someone familiar like a family member or friend, and complete the task without charging any fees. Obtain a positive testimonial and case study and leverage them to attract potential clients using the techniques mentioned earlier.
How can you acquire SEO clients without making cold calls?
Attract clients with your marketing to obtain SEO clients without cold calling. Think about creating blog content, hosting workshops, and building relationships with others. We find cold calling to be demoralizing and prefer to attract clients rather than aggressively sell to them. Selling SEO over the phone is not necessary.
Is SEO still profitable?
Indeed, SEO has been shown to be an effective method for expanding your business by increasing your brand’s exposure to a larger audience. By boosting organic traffic, you can cut costs on pricey pay-per-click advertisements.
Is SEO going to be around in 5 years?
As search technologies and user behaviors continue to develop, SEO will also evolve, becoming a crucial component of digital marketing plans in the near future.
Is it possible for SEO to lead to becoming a millionaire?
Nonetheless, with effort and commitment, SEO has the potential to generate a substantial income. Many individuals have achieved great financial success with SEO, and with dedication, you could join their ranks.
What are the steps to achieve a 100% SEO score?
You can achieve 100% SEO score by following these steps
- Every page needs to be functional.
- Every page needs to have meta tags.
- Headings and subheadings are crucial components to incorporate into pages.
- BlogPatcher is the ultimate solution for optimizing content!
- Reduce the file size of images.
- Delay loading resources that block rendering.
- Increase the speed of the website.
Can I handle my own SEO?
Undoubtedly, you possess the capability to conduct SEO by yourself! Doing SEO on your own means handling all SEO tasks internally, such as researching keywords, optimizing your website, tracking rankings, configuring analytics, and other related activities. SEO doesn’t always necessitate assistance from a professional.
Is it possible for me to perform SEO without any cost?
The Ahrefs SEO toolbar is a complimentary Chrome extension (also offered as a Firefox plugin) that enables you to inspect broken links, track redirect chains, and emphasize no-follow links on any webpage. It further produces an on-page SEO report containing the web page’s: Title. Description for metadata.
What level of complexity does SEO involve?
Mastering SEO might not be challenging, however, it demands commitment, time, and perseverance. If you are a beginner with no knowledge of search engines and their functions, you may feel overwhelmed at first, especially if you are attempting to learn SEO independently. Nevertheless, it is crucial to continue making an effort