SEO Agencies: Here Are 07 Sure Shot Ways To Generate More Leads Than You Can Handle
For any SEO agency to thrive it is imperative to have a steady flow of customers, to achieve this there has to be a constant generation of new leads. In this article, you’ll learn everything you need to know about in and outs of lead generation and how you can onboard your new clients.
The SEO industry is competitive across the globe, it doesn’t matter whether you are in US, UK, Australia there is an immense competition with hundreds of other SEO agencies competing with you, fighting for the same slice of the pie.
Having proper systems in place of getting new leads is what sets apart the successful SEO firms from others. Being a new agency you would have to put in extra efforts to start making your reputation in the market.
If you would like to read more about how you can get more SEO clients, you’re at exactly the right place. In this whitepaper, we’ll walk you through the following –
1) You’ll understand how clients evaluate the inquiries from SEO agencies and why more than 99% of them stand rejected.
2) You’ll get to know some tried and tested methods as some new measures of generating new leads.
3) You’ll learn how you should research your new lead and their company and maximizing the chances of closing the lead.
1. Doing the Cold Email right
The majority of the cold emails done by the SEO agencies fall completely flat.
Some of the reasons behind this happening are –
· Basic hygiene factors missing such as proper use of Grammar, Formatting errors.
· Mail not focused on the client’s desired results such as how you can help increase their organic traffic, ranking keywords.
· Does not drive any curiosity on how you are different from other SEO agencies
· Lack of personalization and unappealing Subject line
In this section, I’ll walk you through some of the best practices you can employ for your email and get in touch with your leads –
– Keep your Subject line a bit Casual
Subject lines of your mail are the biggest factor that determines whether your mail will be opened or not and a vast majority of the cold email lack engaging subject lines.
For example instead of writing an email with the subject line as “How you can increase organic traffic and rank on the first page of Google”, You can write something along these lines –
· I will help you rank on the first page of Google.
· I just Googled you and this is what I found.
It is always better for the subject line to look like something that is spontaneous and Personalized and written by a human rather than something that is typed in by a Robot.
– Tailor the content of the mail as per the lead-
Another thing that most emails sent by the SEO agencies is personalization as per the business owner.
Your email campaigns need to be industry-specific, and you need to choose your industry based on your past clients. So you worked with a prominent online wine store based out of Los Angeles? Great.
Reach out to other online wine stores across the country and after your brief introduction use an eye-catching line that immediately grabs their attention –
“We recently worked with ABC Wine store based out of Los Angeles. If you’d Google top Wine store in Los Angeles, you’ll see the ” ABC wine store” as the top result.”
You can then follow up this with – “Would you like to see how we were able to achieve this?”
– Define the next steps clearly for your lead
Say if you want to set up a meeting with your lead, when you’re asking for this it is important to frame your request in such a way that it makes things easy for your lead.
For example – I have prepared an SEO report for you with the detailed analysis of your website, Can we set up a meeting on Thursday where I can walk you through it?
This makes things easier for your client to follow through increasing the chances of you closing the lead.
2. Create Comprehensive Pillar pages For all your Niche services –
Your firm can be offering multiple services such as SEO, Adwords campaign management, Link building, etc.
You should create separate pillar pages for all these services. Infuse these pages with detailed information, add your important keywords, mention your contact information such as your e-mail Id, Contact number.
Pillar pages can help you in generating new leads, for example, say you are a firm based out of New York if your pillar pages are of high quality with the relevant keywords, it increases the possibility of your website ranking on important high volume terms such as ‘SEO Agency in New York.’ You can use tools such as Leadpages, Unbounce, Launchrock to make your pillar page
3. Use your Case Studies for Generating Industry Specific Leads
You can use your past successful work you have done for your clients as the Lead Generation pages.
This can be done by Preparing a case study detailing the steps you had taken to achieve this success with an engaging topics. Sprinkle your case study with suitable relevant high volume keywords, so that next time someone types them your result is at the top of the search results page. To give you an example of the case study we have created based on the success we achieved with our client. ‘How this US based Dental website Quadrupled its organic traffic in 4 months flat’
You can leave some information out of the case study and Put that as a ‘Call to Action’ for your potential lead.
4. Attending web and SEO related meetups
Attending relevant SEO and web meetups is another tried and tested way that you can follow. You can chat and connect with a lot of different folks and get to know if they need any SEO services.
It’s important to tailor your pitch according to the person you meet there. For example, if a particular lead is already looking for and is having a tight deadline to confirm its SEO agency then it makes sense to let them know about yourself, However, if someone has very little or no idea of how SEO then pitching to them would not be useful.
One of how you can connect with your lead is offering them to send over an e-book, thereby you can get their email id and you can then get connected and follow up, having already met them in person will likely increase your chances of closing the lead.
5. Email your Past Clients for referrals
Staying in touch with your past clients is always a very good practice. It increases your chances of closing them for new projects as well as getting referred by them and onboarding your new clients.
You should also make sure that it is easy for them to refer you. You can provide the email script for them for it as well as a link to your landing pages describing the service that you would like to be referred for.
Here is an example of the email template that you can use while asking your existing client while asking for his referral.
To get referred it is imperative to build a solid long term relationship with your client and providing constant value to them even when you are not collaborating with them, you can do this by sending them over your newsletters, Personalized e-books, Case studies, etc.
All in all, you need it’s important to keep your past clients engaged so that when you ask for the referral it’s not out of the blue.
6. Whitelabel an existing SEO Audit tool and leverage it for lead generation
Many SEO agencies create their own tools that they leverage for lead generation.
Although it’s a tough job to create your own tool, what can be done quickly is identify existing tools that you can whitelabel, integrate with your website with it and leverage it for lead generation.
Ideas on SEO tools that you can look for –
Google Analytics – Important for assessing all the actionable and important data about site visitors,traffic etc.
Keyword planner tool – Premier way of researching keywords
MozBar – Provides you all the important information about the website you are visiting such as Domain Authority, Page Authority, Link data etc.
SEO web page analyzer- SEO Web Page Analyzer gives you a comprehensive analysis of your web page such as missing alt tags, heading structure, internal and external links etc.
This technique works really well in adding qualified leads to your sales funnel, you can add an email drip to it and get them to closure.
7. Be Active on various Forums and Q&A Websites
The power of helping through answering Queries of the users on various websites andInternet forums such as Quora, Reddit, etc should never be underestimated.
The most important thing to remember while you answer the queries should be to never get too excited and include your Proposal and pricings in the answer. You should rather stick to the Question being asked and answer it in full detail, it is only once the user replies with a Thank you message or acknowledges your Answer that you can reach out and understand what their business and goals and find out whether you can be a good fit for them. Once you find that you can be a good fit for them, you can then start your pitch.
There are more than 3.5 billion Google searches happening every day,( -Source). There are more than 1.5 trillion websites out there.
All in all, there is an endless SEO opportunity out there, all you need is are few important steps consistently that can help you generate endless SEO business.
Vibhav is the Co-founder of Outreach Crayon and CBO at Ebizon. He plays a key role in empowering retail clients to catalyze Digital Marketing, Mobile Commerce & other Futuristic technologies as their #1 competitive advantage.