HOW TO GET NEW
FEBRUARY 6TH 2017
How and where to find new SEO clients to
get on board
Why agencies/consultants fail when they
look for new clients
What you can do to give value to prospects
right from the first touchpoints ("NEAR"
SEO agencies setting themselves up for nothing more than failure by taking on
projects and clients which, for one reason or another, simply aren’t a good fit.
Establish whether you're pitching your services to Big Brands or SMEs (small to
Before you get down to the outreach, you have to segment your prospects and
refine your list.
If you are trying to connect with Corporate Brands: Digital Marketing
Director, SEO Manager, Head of SEO, Marketing Director, Marketing
Manager, Digital Marketing Manager, etc.
If you are trying to connect with SMEs: Founder, Co-Founder, CEO,
Owner, Co-owner, Managing Director, etc.
Define your market as tightly as possible.
Business database + LinkedIn
Yahoo Answers, Quora, and Google Product Forums
Freelancing websites (handle with care...)
Chambers of commerce
Your own website!
3 WHY AGENCIES FAIL
Don't pre-qualify clients
Fail to analyze the competitive landscape
Set or agree on unrealistic expectations
Expectations aren’t managed from the start.
They take on projects they do not have the experience
know-how and/or resources for
They fail to confirm/establish client’s objectives.
3DEFINE CLIENT' S
Understand the business objectives is critical because...
It helps us understand internal budget/resource allocation and focus,
meaning you're able to adjust your projects and/or forecasting when top
business priorities override SEO tasks.
The more you're aware of overall business objectives, the more you may be
able to contribute.
Care about the business
If you don't care about the product or service of the brand
you're working with, trying to market it is a losing battle, or
at least not a fun one
Deeply understand and appreciate whatever it is you're
THE " NEAR"
Check the Linkedin profiles of decision makers: not only to find their direct
contact details but also to understand what they care about, what posts
Learn their internal processes and buyer personas. Become enablers!
Send them a brochure of the business with a voucher for an online
Send a postcard picture of your team or brand to a potential client and tell
them where they rank for their most relevant keyword. If they are
interested in ranking higher, you may get back a handful of enquiries.
Stay active on social media profiles, especially Facebook and LinkedIn
Put together a great case study related to their industry
Offer to write a free piece of content for the potential client's blog and
explain the benefits of blogging and how content creation can have a
positive impact on their SEO efforts and Brand. Links, brand awareness,
thought leader in their industry, social interaction etc etc, sell these
benefits and then let them know you can handle all of that for them
Organise monthly webinars on SEO related topics.
Prepare a free SEO analysis (missed links opportunities, 404 errors, meta
data, out of date content, duplicate content, poor mobile experience): best
way to start a dialogue with potential clients about what you can do to fix
issues affecting SEO, visibility, and performance on the web
Analyse the competitors: dive into how they are presenting their
product/services, in addition to understanding what they're ranking for and
what's driving traffic to their website.
Marketing automation: segment users based on their on-site behaviour,
send out a email newsletters with content that is relevant to their interest
and services that they bought from you
Don’t just attend the SEO events: think out the box a little, most ‘business
conferences’ about start-ups or specific to a sector are all places where you
can network with your target audience.
CHOOSE THE CLIENTS WISELY AND
UNDERSTAND THEIR REAL BUSINESS
HIRE THE BEST SPECIALISTS IN THE MARKET
AND TRAIN THE TEAM TO BECOME " SEO
ENABLERS" FOR THE CLIENTS THEY SERVE
BE CREATIVE, EMPATHIC AND TECHNICALLY
DEVELOP A STRONG RELATIONSHIP WITH THE
CLIENTS AND LEARN EVERYTHING YOU CAN
ABOUT THEIR CUSTOMERS AND PROCESSES.
FINAL THOUGHTS. . .
THANKS! : )
IF YOU HAVE
GET IN TOUCH!
SARA@ BYTEKMARKETING. IT
WWW. BYTEKMARKETING. IT