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In this guide, you’ll learn how to get clients using strategies that are working right now .
Kristina Witmer, President of Witmer Group , focuses on building relationships with her vendor partners as they’re a continued source of referrals.
When should you ask for referrals?
1. Upgrade your process.
As Kovacs puts it, “We become top of mind when they think of who to hire. ‘Why not hire the experts?’ ‘Why not hire the smartest folks in the room who are willing to teach?’”
Here’s how to improve your buying experience: Level up your process.
To recap, here’s what you’ve learned on how to get clients:
He figured his potential customers must be experiencing a similar problem and wondering how to fix it, so he wrote a how-to guide.
Set up a personalized client discovery experience to wow prospects from the beginning.
What clients really want?
2. Build a referral system with clients and vendor partners.
Handling business cards to random strangers you meet.
And above all else, upgrade your process.
It captured the attention of users, who ended up becoming new leads and paying clients.
Pro tip : Distribute your content to capture traffic. Here are four ways:
Nail the way you present your project deliverables.
Spreadsheets are useful, but let’s be honest: No client wants to wade through endless rows and columns of data.
Consider this tip from Darian Kovacs, Jelly ’s founding partner: Turn it into a live workshop, instead of a one-way presentation.
Whereas on the right? An attractive report that looks like a professional graphic designer made it. Note: DashThis also offers white-label options to match your client’s brand personality.
Keep the excitement going — create high-quality marketing reports to communicate the ROI you got for them effectively.
It’s no understatement then. Clients are your best assets.
It’s amazing how much each SEO company varies and how some will only take on certain types of clients. Some may only service certain areas, while others only want to service low-level “package SEO” clients. By having an alliance with various SEO agencies across the country, you can refer each other for your ‘specialist’ kind of work. While it may not happen often, there are many other benefits to having friends from other SEO Agencies such as being able to share ideas, knowledge, and secrets to success.
Let clients try your service on low competing or local keywords. Show the clients results in the short term and then negotiate a longer-term contract once you have proved yourself. Be bold!
Even though there are no guarantees in the world of Google, this is not music to old school bosses’ ears. Make a guarantee anyway, and cut your losses if it doesn’t work out. Broader guarantees such as a 20% increase in organic website traffic or 10% of your keywords on page 1, work better than guaranteeing ‘keyword x’ will be at position 1 in 2 weeks time . Business owners want to see how such a service will affect their bottom line so offer a realistic and achievable guarantee that will mean something to them.
Another one for a post-pandemic world, this can be pretty expensive for small agencies but well worth it in the long term. You are getting your brand under the noses of thousands of hungry business buyers. Go to conferences where your target audience will be.
But don’t blog about boring or generic SEO stuff. Come up with a concept for your blog (Like 5 Nugget Friday) and be consistent with it. For example, some companies write once a week and release that on a particular day. Don’t forget to push the content across your various marketing avenues. Spend only 30% of your time creating the blog and 70% or more promoting it. The more you promote it the more traffic you’ll get and the quicker it will organically grow. You might even land a few links 🙂
#25 Do free SEO work for Charities.
Have some more ideas? We’d love you to email them to us and you might just even get a mention 😉
With the permission of your clients, publish case studies on successful SEO campaigns, and reveal everything from start to finish. While gaining respect from fellow SEO professionals, you will also generate a lot of interest from potential clients in similar situations and niches. This material will make it easier for your sales teams and executives to attract new clients.
Accreditations go a long way. There are few that are ‘credible’ in the SEO world, but Google Partners is an ideal one, and there are a few more around which you may want to consider doing to get a few little badges of professionalism on your site. Look out for business accreditations too as these will induce trust from other business owners.
We’ve compiled this VERY ACTIONABLE list of ideas you and your agency can implement today!
FATJOE did this in our early days and new SEO clients love them, who doesn’t? Now we send out branded swag packs filled with all kinds of FATJOE merchandise and tasty treats!
Taking on a local or national charity as a new SEO client and offering free SEO and social work on their site is not only a lovely and noble thing to do, but it will also project a certain amount of ‘good vibes’ to potential clients. Remember to ask for a link or badge on their website and write case studies about your work with them.
A marketing resource for business owners could really give you the edge over other marketing agencies – a place where they can learn to do simple things like creating a Facebook page’, submitting to Google Places or changing their title tags will gain a lot of interest from your target market.
Finding SEO clients in any consulting business is not always easy.
Sometimes you need a loss leader. An easy to understand, one-off price product. You could offer a ‘local booster’ in which you submit the site to Google Local and a handful of directories for a fee. Or maybe you could offer a Free Press Release Service. Whatever it may be it will serve as a loss leader to your SEO contract plans.
#11 Introduce a Tell-a-Friend Referral Scheme.
Ask your clients if you can put their logos on your website. This will work wonders for your ‘social proof’.
Video testimonials are absolutely awesome! It’s a well known fact that videos are more engaging than written content. This applies to testimonials, too. However, if videos aren’t possible to gather, written ones, signed by the Owner, CEO, or an authoritative person in that company will go a long way to giving your company some ‘Social Proof’. These could be the decider when a potential client is viewing your website.
This one is certainly a long-term investment, but an investment nonetheless. Getting a book published is easier than ever nowadays with self-publishing options available with very little investment. Write a book with your team, about SEO or marketing and get it on Amazon and similar bookstores. This immediately thrusts you into the realms of SEO authority and business owners will want to work with you. Brag about your book on your Agency website.
A lot of web designers and even other SEO companies might be interested in white labeling your services if they’re scalable and yield results just in the same way FATJOE is a White Label SEO Reseller to SEO Agencies. This is beneficial to you because a) You won’t have to deal with the customer directly or sell direct to them and b) They won’t have to do the work, or train staff or keep up to date with the latest best practices.
We’re going to tell you how to find SEO clients for your agency.
This is something we’ve seen other agencies do to great effect and works particularly well with local clients. Setting up all of the basics like claiming the brand name, creating a cover photo, implementing a profile picture and setting up opening hours. It’s pretty straight forward for us savvy marketers to set these up and they can be up and live within 30 minutes. Once a potential client sees how awesome you are, it’s just a case of you introducing them to the plethora of other services you offer.
#12 Create Valuable Marketing Videos.
Pay commission on client referrals. This will encourage other websites and bloggers to refer your SEO services to their reader base or customers. If you know a lot of people in business who have a crossover market for SEO, this will definitely be what you need to put in place to give a little reward to referrers.
Sometimes your potential clients won’t know they’re looking for SEO. Old school bosses may refer to a more holistic marketing service. There are a few things you can do. Either talk about other services you could offer such as social page creation, pay per click advertising or you could repackage your services and simplify the terms you use to ‘Internet Advertising’ or ‘Web Marketing’. This might capture those ‘old skool’ bosses that just don’t get SEO yet.
On a personal level, get to know other people in your local area and in online business communities. Help them with marketing and web issues where possible and you’ll quickly find that the more you help, the more they’ll talk about you to their executive friends. It’s something you see in forums all the time. Encourage your staff to represent your brand in this way. In fact, allocate them each an important business forum to help out in and see how competitive they get.
Speaking at SEO conferences, marketing ones, and business seminars will get you noticed, give you authority, and get people talking. In a world where gatherings are few and far between, many conferences are heading online so the opportunity still exists! You’ll have to apply to speak, and there may be a fee, but the return in clients, (should you have an interesting presentation), will be infinitely valuable.
Create the go-to social place for business owners and marketers to ask questions and learn. Share ideas, create content and shamelessly include links to your SEO agency as the creators of the page, but don’t overdo it.
Make your ‘competitors’ your friends, not enemies. Take this example from Xbox; just look at the number of retweets and likes that this ‘friendly’ post received:
If you are doing great things for local businesses, or some charity SEO work, or even just something awesome in general, you can call the papers and try and get a story. Generally, local papers will run a local story if it’s interesting enough and even if it isn’t, make it sound interesting! Once you get a feature, use those news company logos and mentions on your website and in your literature and this might make you stand out!