How To Get SEO Clients
How To Get SEO Clients
If you’re an SEO agency, you need a constant stream of new clients to keep your business going. But unfortunately, new clients can be hard to come by. If you’re not doing the proper lead generation, you might find that your pool of SEO clients has dried up.
Luckily, there are dozens of marketing strategies you can try to get new SEO clients. It just requires a little bit of effort.
Let’s walk through a few of the different ways you can get new clients for your SEO agency.
1. Identify Who Your Target Audience Is
Before you can start attracting new clients, you need to figure out who those clients are. Identifying your target audience should be your first step.
As an SEO agency, you might be tempted to target any and all companies online. However, if you’re going to go after every single company, you’re likely stretching yourself too thin. While it might seem like this can guarantee you get more clients, it can actually do the opposite.
Developing and targeting a niche can actually improve your number of clients. If you specialize in an industry or two, you can market yourself as an expert in those areas and more easily convince clients to hire you.
Think about what industries or clients you’d like to work with and make that your target audience.
Identifying a target audience doesn’t mean you can’t work with any individuals outside of those you’ve pointed out. However, it does give you a direct to work towards. You can focus on clients within your target demographic instead of stretching your marketing efforts across too many industries.
2. Locate Your Target Audience
Depending on the individuals you’ve decided to target, how to locate them will differ. But in order to properly pitch your services, you need to locate where your target audience is spending their time so you can get in front of them. This will usually include a multi-channel strategy, including in-person events and online pathways.
Take a look at your target audience and consider how they network or look for vendors. Are they attending events and conferences, or are they asking questions on social media platforms like Reddit or Quora? Do they ask friends, family, or business partners for referrals, or are they finding vendors through a Google search?
It’s likely that your audience is doing multiple of these. However, you need to identify which.
To start locating your target audience, look at some of the clients you like to work with or clients you want to work with. Using their website or LinkedIn, identify the decision makers within the company, like the president or CEO.
Then take a look at that individual’s social media presence. Are they active on LinkedIn or Twitter? Are they engaging in Facebook Groups? Or are they nowhere to be found?
Identify patterns in some of these ideal clients or current clients. When you have an idea of how your target audience is spending your time, you can craft a social media strategy to get their attention and convert them into clients.
3. Create a Content Strategy to Get Your Target Audience’s Attention.
Now that you know who your audience is and how they’re spending their time, you need to get their attention. This almost always involves a content marketing strategy.
Whatever content you choose to create, try and get your customer’s contact information. Getting their name and email address means you can send them emails or updates that helps move them along the sales process.
There are many different ways you can use content to attract attention from potential clients, but you need to craft your narrative around their needs and preferences. However, there are a few standard processes you can follow.
For example, blogging is a great way to get your name out there. Creating high quality blogs that show your expertise can show your audience that you know what you’re talking about. It can also help potential clients understand SEO and why it is important to their businesses.
Other kinds of content you can include are webinars, ebooks, podcasts, infographics, and more.
It’s important to diversify your content marketing strategy because people like to get their information in different ways. Creating different kinds of content means you can attract more people.
However, look at who your target audience is and what kind of content they might want to consume. If they’re busy CEOs, video content or podcasts they can consume on the go could be a good option. If they’re managers or other individuals with time to invest in their training, webinars could be a good option.
4. Refine Your Pitch
Your sales pitch will be what ultimately seals the deal with your clients. It needs to be perfect.
A generic pitch isn’t going to impress anyone. To get new SEO clients, you need to think of what they need to hear to want to hire you. Consider the benefits that your services provide, then match them with the unique needs of each prospect.
While you can have a generic pitch template, you’ll want to tailor your pitch to each individual for better returns. This can take some additional time, but it will be well worth it in the end.
You also want to have different pitches depending on how you’re connecting with prospects. Sending a pitch in an email is much different than how you might pitch over the phone. Perfect your sales pitch for all pathways you might connect through.
5. Focus on Building Trust
While a great pitch can land a one time buyer, it doesn’t create long-term SEO agency clients. Building trust does that.
You should be building trust both before and after landing a deal. Offering a free consultation is a great place to start, but continuing to offer high-quality advice throughout your entire relationship with your client can create long-term partnerships.
Instead of focusing on just closing deals, focus on ways you can help––even if it means telling a client your services aren't right for them. While SEO is needed in all industries, if a client isn't ready for SEO, let them know.
This kind of objectivity can show you're in business to help, not just to make money. When they eventually are ready for your services, they'll come to you to buy––and they even might tell their connections about you as well.
If you don't know what you're doing, getting new SEO agency clients can be difficult. However, if you have a strong lead generation strategy in place that continues to attract new prospects, you can grow your business easily.
Focus on building trust, creating content your audience needs, and understanding your target audience. When you develop a marketing strategy that fits their needs and challenges, you can better connect with the people you want to work with and easily build your client base.
Just keep adjusting your strategy until you make strong, long-lasting connections with your target audience members.