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So you have recently started your SEO agency and are getting a couple of leads a month from word of mouth, handing out your business card to everyone you meet and sending a cold email to every goddamn email address you can get your hands on but your Business is not growing!
To again use my own agency as an example, when we refined our focus, it allowed us to sharpen all of our production: editorial calendars, keyword research, etc., it was all aimed at the same target now, rather than trying to develop those SOPs for multiple practice areas of the law.
These case studies get posted… after which I’ll run cold audience Facebook ads and retargeting campaigns.
Nick Eubanks, Founder of Traffic Think Tank Community.
I’ll break down the exact strategies we took in auditing the site and how we came to our conclusions.
Firstly technology targeting is easier because we can use tools like BuiltWith & NerdyData to look up and scrape sites using a particular technology. For example, we are trying to target qualified leads in the eCommerce space. To do this we look at eCommerce stores using Demandware, Magento and Shopify plus. The reason for this all of these platforms require a lot of investment and infrastructure, that which matches up with our target personas.
My first step is to research various digital marketing problems my prospects encounter. Once I narrow down a specific problem, I will write a detailed and lengthy article about it.
The best way to build partnership is work with people who are mutually beneficial to your service offering and you are working towards a common goal or simply offering a service that a business does not already offer as an add on.
We have implemented one new way of generating new leads to our roster of lead generation tactics. It is basically re-engaging with our past connections who have referred our services to their friends, and to their current and past clients. The email isn’t just as simple as, “Thank you for referring our services to CLIENTNAME, we appreciate you!”. We also make sure we let them know of the results we’ve made for their referred client. Lines that goes like this (it goes like this statement for us because we’re building links!): “We started building links to them in mid-2017 and they’re now currently ranking for terms, “violin” and “cello” (top 3 spots).” With that approach, you might get responses such as, “Glad to see all your links have had such a positive impact for CLIENTNAME. Those are definitely some amazing results! Quick question, what do you guys charge for link building and what are the main strategies you use? We’re at max capacity again so any new leads we might need to send to someone like you.”
This allows you to quickly build up the number of jobs you’ve completed as well as get 5-star reviews. Both are important for the “job success” score. You’ll only need to do 10-15 of these at most.
Corey Northcutt, CEO of Northcutt SEO agency.
I regularly write polemical articles that target a specific concept or technology in which I express strongly worded opinions. For example, last year I wrote an article titled ‘Google AMP Can Go To Hell’ which was, as you can imagine, an attack on Google’s Accelerated Mobile Pages technology. The article gained a lot of traction and generated hundreds of new links to my site.
But, of course, if they want our team behind it, that’s an option as well.
This will probably be an unpopular stance, but in my experience, SEO and digital marketing are critical but secondary. If a business is healthy and established, anyway. There’s this churn/burn model of always proactively chasing new business. It seems to be the most common approach, but man is it exhausting.
Honestly one of the best sources of great leads for us is Clarity.fm. I take maybe 3-4 calls on there per month where people are setting up a 15 minute set of questions, but I end up going so deep on their questions and providing them so much actionable advice that they get overwhelmed.. and it usually results in them requesting a proposal. Some of our best clients have come out of this channel. To get listed on Clarity.fm, all you need to do is select your area of expertise and your rate per minute in USD. To get the most out of the platform, I suggest you define what exactly do you specialize in and who exactly can you help the most in your Profile title. So instead of Using SEO expert, use something like SEO for SAAS & Ecommerce brands.
Venchito Tampon, Founder of Sharp Rocket.
Tell people exactly what you do and how, be completely transparent, give your pricing and use language that filters people who you don’t want as clients.
Secondly, we do sector targeting which is slightly harder. To get a qualified prospects list we use a couple of different prospecting methods. We look for industry events where there’s a big investment required to display and sell at these events.
The best ways that I have found to do this all revolve around giving people your entire process.
The next option we look at is review sites category pages for business using services like Trustpilot. With both of these options, we then scrap these pages and compile all of this data into a spreadsheet (website, company name, and email). Finally, we cross-reference these fields against third-party metrics like Ahrefs, Majestic and SemRush. We do this to find out which site has poor performance.
Some tactics we did which drive customer acquisition are starting our own meetup. Over 8 years we have hosted over 70 digital marketing events this built a great network of local people.
However, the key takeaway here is to focus on what the potential client cares about the most and keep your technical ideas for the strategy call.
Do this for 10-20 minutes and you’ll be surprised at the number of potential clients you’ll be able to pick out.
You: “I will bring you 10 high domain-authority backlinks.”
Pillar #3 – Short, Sweet, and Personalized Messaging.
However, when the job is over, all you are left with thinking about is where you are going to find your next SEO lead opportunity. And the one after that… And the one after that… And the one after that…
Another concern of these old websites is that they are often built on an obscure web platform or CMS. If you’re only specialised in WordPress, this may catch you off guard. For that reason, instead of just selling SEO, you might also have to sell a complete website redesign.
A backlink campaign may very well be the path to earn that client their desired result.
Whether you’re on reddit, SEOChat, Moz’s community board, or any of the hundreds of niche business forums, there’s an opportunity to help somebody out, build trust, and eventually do business with them.
We’ve gone through NINE incredible ways to get more SEO leads.
A warm introduction makes all the difference.
How to Find Sub-par Websites Quickly and Consistantly.
This list would not be complete without such a tried-and-true method.
No matter where you’re acquiring leads from, you want to keep your messaging brief and relevant.
The great part of local SEO is that instead of competing against the entire world, you’re just competing against your neighbour.
In reality, after reading the first sentence, it is apparent that you are selling something. They don’t have time to go through your whole spiel and instantly delete your message.
Pillar #1 – The Client’s Desired Result.
As I mentioned earlier in this article, not sending the link immediately will also drive curiosity, decreasing the chance that they’ll put off watching your video.
Instead, it’s to let them know that you see room for improvement and would like to talk some more to see if your services could help them out.
It’s quite easy! First, pick a local search term.
Start at page one of the search results but don’t be afraid to explore page two and onward. (That’s where the holy grail of bad websites is after all!)
When trying to generate SEO leads, if you’re contacting somebody cold, in most cases you shouldn’t even mention specifics. (yet!)