The SEO industry, regardless of location in the globe, is very competitive. There are thousands of SEO agencies competing with you every minute of the day, all of them wanting a piece of the cake. All agencies exhaust their strategies to be able to generate as many leads as they could; the more, the better. Lead generation is discussed thoroughly here.
How to generate leads is one thing; how to generate better ones is another thing. Sometimes, the process is made tedious by clients who are very specific about the list they want you to generate. However, there are certain strategies that can effectively and efficiently help you in generating better leads.
Lead Generation by SEO
The Internet is filled with so much information you can use in generating leads, you just need to know how to make the researches. Actually, in any search you make, almost all the time the Internet has something to feed you, from every inch of source it has, including social media sites, personal blogs, review comments, etc. You just need to learn how to use the Internet properly. Now, SEO lead generation tactics are plenty, including outreach in social media, web design, SEO or general business forums and meetings, buying leads if necessary, creating quality contents, etc.
If you want to invest time and effort in your inbound marketing strategy, you can do so by creating quality content. While the other strategies, e.g., buying leads from a database, can be limited or could eventually be unsustainable, inbound marketing can drive results continuously. It takes more time, but it is also one that should last.
Say for example, you write a blog article today, imagine how much traffic you can get, and the leads you can generate if you are able to write high-quality content regularly? But then of course, writing and publishing them will not be enough. There are still many other things you can do to support your blog, such as adding a CTA (call to action), email services, chat boxes, backlinks, and other stuff that can help nurture your site.
Call to Action
Since you are blogging for purposes of generating SEO leads, you would need to make sure that you have added CTAs in all your posts. This means sign-up forms, site audits, consultations, free quotations, and probably reviews. Make sure, though, that the CTAs are specific, such as “sign-up for a 30-minute free consultation”. You can also check out sites like https://blog.hubspot.com/marketing/types-ctas-blog for help and proper guide on the use of CTAs.
Offer Meaty Takeaways
Remember that long-form contents engaged readers and visitors more than just 500-word fluffy stuff. The long ones are more shareable than the generic shorter ones; the shorter ones, most often, do not add any value to readers. Now, aside from adding CTAs in your posts, you can also include downloadable files, especially if your post is a guideline or a procedure. This should help you achieve your purpose by capturing their email addresses when they request for downloads.
So, remember to include interesting guideline topics in your “to-write-about” list.
Ensure Quality and Quantity
Yes, the quality of your articles is of great importance; and so does the quantity. If you are able to write valuable content but cannot sustain it, it will also be good enough to generate leads for you. This just means that if you are not able to post regularly, and consistently, then your quest will be tough. You need to be consistent, that is even if you can write about the most amazing things in the universe, you need to do write and post on a regular and consistent basis.
Do Your Research
Given that you have been doing regular and consistent postings and you have already improved on blogging, you will now have generated a handful of leads, perhaps even have a long list now. The next best thing to do is to find out about them and the company where they are from.
Find out what you can about their companies: the nature of their industry; their company structure; their top-rank officials; contact details; address, etc.
Also, find out about their digital presence: if they have social channels; affiliated sites; company websites; etc. If they have these, are these updated or is it mobile-friendly? If they are using SEOs or not, are the posts recent or being done regularly? Are there any reviews? If there is a comment or feedback section, are there responses from the company, etc.
Your research goal is to have a thorough understanding and enough information about the situations they are in so that when you get in touch with them, you will have substantial and valuable insights to speak about.
Sift Out the Right Ones
Now, that you have made your research, you are now able to choose the high quality and the right ones for the services you will be offering them. It is quite important to know which of those in your list has a high potential of converting. Knowing whom to choose will save you a lot of time and effort from reaching out to the wrong ones, which are less likely to convert further.
Say for example, if you reach out to all 100 from the list, but only 50% of them can afford SEO services, then the energy you put in reaching out to this 50% was wasted. It is just like driving toward a dead end.
Hence, the importance of choosing the ones who are good fits.
Getting in Touch
After picking out what you deem are best-fits, it is now time for you to reach out to them. Be mindful of the following best practices:
Keeping a casual subject line is perfect! Do not sound like mechanical or a recorded prompter. Casual sounds were more spontaneous. When it sounds like a memorized advertisement, it is annoying and sounds unreal. Bear in mind that the more it sounds like it is written by an actual human being, the more chances of you getting responses.
If possible, try to incorporate a sense of urgency and curiosity without sounding pushy and nosy.
Make Them Take the Next Steps
Remember to make a request for a meeting, but frame it in a way that you do not sound demanding, desperate, or imposing.
An example of a bad request:
“I would love us to meet so I can discuss our services with you in person. Could you please choose a date and time next week? Also, please let me know which location is convenient for you so I can meet you there.”
A positively sounding request can be written like this:
‘I would love to discuss our services with you in person. Shall I come and visit your office sometime next week? If you are available, please choose a date and time that would suit you best, using this link.”
Short and Sweet
Keep your email short and remember not to include a lengthy ramble about the services you intend to offer them eventually. Your first email is just for the purpose of stirring up their curiosity, so keep it short and sweet.
Learn how to generate SEO leads, learn to choose the right ones, learn how to reach out properly, then also learn to make follow-ups and be persistent.
Most marketers and sales representatives forget to make follow-ups. Do not learn to forget how to make follow-ups! Here is why.
Follow-up e-mails usually gets better response rates than the initial reach-out e-mail. But should you spend more time (than the time spent with the initial e-mails, because follow-ups could take more time for sure) in making the necessary follow-ups? No need. You can simply automate them, and even schedule them, using add-on tools to your Gmail. But, remember that follow-ups are only necessary when your leads do not respond to your initial e-mails. If they do respond quickly, however, you can simply take it from there.