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| HOW TO GET NEW SEO CLIENTS ON BOARD |

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My presentation for the Digital Olympus Online Conference, 6th february 2017.

http://digitalolympus.net/

Published in: Internet
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| HOW TO GET NEW SEO CLIENTS ON BOARD |

  1. 1. HOW TO GET NEW SEO CLIENTS ON BOARD. DIGITAL OLYMPUS FEBRUARY 6TH 2017 SARA BORGHI
  2. 2. DIGITAL OLYMPUS 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" approach). AGENDA
  3. 3. DIGITAL OLYMPUS 1 WHO 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 medium enterprises). Before you get down to the outreach, you have to segment your prospects and refine your list.
  4. 4. DIGITAL OLYMPUS 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. 1 WHO
  5. 5. DIGITAL OLYMPUS 2WHERE Business database + LinkedIn Yahoo Answers, Quora, and Google Product Forums Freelancing websites (handle with care...) Chambers of commerce Your own website!
  6. 6. DIGITAL OLYMPUS 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.
  7. 7. DIGITAL OLYMPUS 3DEFINE CLIENT' S OBJECTIVES 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.
  8. 8. DIGITAL OLYMPUS 4 WHAT 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 marketing.
  9. 9. DIGITAL OLYMPUS Nurture Educate Analyse Relate THE " NEAR" APPROACH
  10. 10. MAGNETMARKETING 1NURTURE 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 they share Learn their internal processes and buyer personas. Become enablers! Send them a brochure of the business with a voucher for an online competitor analysis 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.
  11. 11. DIGITAL OLYMPUS 2 EDUCATE 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.
  12. 12. DIGITAL OLYMPUS 3ANALYSE 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.
  13. 13. DIGITAL OLYMPUS 4 RELATE 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.
  14. 14. CHOOSE THE CLIENTS WISELY AND UNDERSTAND THEIR REAL BUSINESS CHALLENGES 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 SAVVY DEVELOP A STRONG RELATIONSHIP WITH THE CLIENTS AND LEARN EVERYTHING YOU CAN ABOUT THEIR CUSTOMERS AND PROCESSES. DIGITAL OLYMPUS FINAL THOUGHTS. . .
  15. 15. THANKS! : ) IF YOU HAVE QUESTIONS, GET IN TOUCH! SARA@ BYTEKMARKETING. IT WWW. BYTEKMARKETING. IT

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