As a marketing agency, attracting new clients is necessary to ensure your business continues to grow. However, pitching and selling SEO (search engine optimization) services can be challenging. How can you convince potential clients that your services will benefit their business?
While challenging, this is not an impossible task. Here, you will find tips and information to improve your ability to attract and land new SEO clients.
Offer Free SEO Audits
One of the most effective strategies for selling SEO services to new clients is to offer a free SEO audit. In an industry teeming with jargon and complex methodologies, an SEO audit is a transparent, easy-to-understand evaluation of a potential client’s current search engine performance.
But it does more than just provide a snapshot. It offers a compelling narrative of what could be, including how their website could:
- Rank higher
- Attract more traffic
- Drive more revenue
When you offer a free SEO audit, you’re doing more than just presenting a list of problems. You give a potential client a roadmap for success. This showcases the value of your SEO services. It also shows what you have to offer.
Specialize in a Niche
You must compete against many other marketing agencies. Because of this, you must find a way to stand out.
One surefire way to differentiate your agency and add value to your proposals is by specializing in a niche. When you become an expert in a specific industry—be it healthcare, law, e-commerce, or any other sector—you offer something that generalist agencies cannot. This is a deep, nuanced understanding of your client’s unique challenges and opportunities.
Clients are far more likely to trust and engage with an agency that speaks their language and understands their field. By focusing on a niche, you position your agency as the go-to authority for SEO services within that industry.
This can be particularly beneficial when dealing with other marketing companies. While they may have generalist SEO capabilities, they lack the specialized knowledge you have. This means they are unable to tackle industry-specific issues effectively.
Additionally, specialization often leads to higher-quality service. By concentrating your efforts on a specific industry, you can continuously refine your strategies. You will also be aware of how the following impacts the sector:
- Latest trends
- Consumer behaviors
- Search engine algorithms
This makes your SEO services not just a ‘nice-to-have’ but a ‘must-have’ for clients within your chosen niche.
Build Industry Partnerships
Building industry partnerships can be invaluable when selling SEO services to new clients. When you collaborate with non-competitive businesses that complement your offerings, you open up a new channel for customer acquisition: referrals.
These aren’t just any leads; they’re warm leads. These leads also come from a trusted source and are already halfway down the path to conversion.
However, the benefits of such partnerships extend beyond mere referrals. In collaborating with industry partners, you can:
- Co-create valuable content
- Host joint webinars
- Offer package deals including both services
These joint ventures provide added value to the client and allow you to tap into your partner’s audience. You get to double your marketing reach without doubling your budget.
Network at Marketing Conferences
Are you serious about selling your SEO services to new clients? If so, a strategy you cannot overlook is networking at marketing conferences.
These events serve as fertile ground for:
- Making connections
- Gaining visibility
- Showcasing your expertise
The audience at these conferences often includes business owners, marketing directors, and agency representatives. All of these people are potential clients.
Networking is about more than just collecting business cards. It is also about establishing relationships that could lead to lucrative business partnerships.
When you engage with attendees, don’t just sell—listen. Understand their unique challenges. Offer thoughtful insights that demonstrate your expertise in SEO. This turns a casual conversation into a consultation. It also transforms you from a mere vendor into a potential strategic partner.
Create Quality SEO Content
In a world saturated with content, quality reigns supreme. This is especially true when it comes to selling SEO services.
Regularly publishing insightful, authoritative articles or whitepapers on SEO techniques, trends, and case studies can be a powerful magnet for potential clients. When your content resonates and offers actionable value, you establish your agency as a thought leader.
Creating high-quality SEO content is also a practical demonstration of your skills. It’s one thing to say you can improve a client’s SEO; it’s another to prove it with your own well-ranked, highly engaging content.
This kind of ‘show, don’t tell’ approach can be incredibly persuasive. Remember, the content you create isn’t just a one-off interaction. Instead, it is a lasting resource that can continue to attract and educate potential clients long after it’s been published. It serves as both a marketing tool and a portfolio.
Have a Strong Unique Value Proposition
As mentioned above, you must stand out in the crowded digital marketing space. This is where your Unique Value Proposition (UVP) comes in. The UVP you create is often a deciding factor for a new client.
Remember, the UVP is not a tagline or a list of your services. Instead, it tells what sets you apart and provides tangible benefits.
Craft your UVP carefully to reflect not just what you do but how you do it differently and better. For example, if your agency specializes in e-commerce SEO, your UVP could focus on how your tailored strategies have consistently delivered measurable ROI in that sector. This will resonate strongly with potential clients looking for expertise in e-commerce SEO.
Send Personalized Cold Emails
The art of the cold email is often underestimated. However, when executed correctly, it can be a powerful tool for grabbing the attention of prospective clients. The key to a successful cold email isn’t just the content but the personalization. A generic, one-size-fits-all message is easy to ignore. A personalized, targeted email demands attention.
Before hitting send, do your research. Understand the specific challenges or gaps the prospective client may have in their SEO strategy. Tailor your message to address these points directly. The email should be concise yet comprehensive enough to provide value. Consider offering a quick tip or insight that establishes your expertise.
Showcase Success Stories
One of the most potent tools in your arsenal for selling SEO services is showcasing success stories through case studies. A well-crafted case study provides more than just statistics. It tells a compelling story of how your agency helped clients:
- Overcome challenges
- Achieve goals
- Boost SEO performance
This real-world proof acts as social proof. It also provides a concrete example of the results you can deliver.
When presenting case studies, focus on the client’s initial challenges, the strategies you employed, and the results achieved. Use hard data to substantiate your claims. This includes increased traffic, better conversion rates, and improved search engine rankings. This helps to demystify the often complex world of SEO. It also presents it in a way that’s both relatable and easy to understand.
Collect and Share Client Testimonials
Online reviews can make or break a business. Because of this, client testimonials are more important than ever for building trust. Potential clients want reassurance that your SEO services are as good as you claim they are. What better way to provide this assurance than through the words of satisfied customers?
Collecting and displaying client testimonials on your website, in your proposals, and your marketing materials can serve as a powerful endorsement for your services. These testimonials should be specific. This means they focus on particular challenges that were overcome or goals that were achieved with your help. The more targeted the praise, the more impactful it will be.
Utilize Social Media
If you want new clients to choose your SEO services, you must be present on social media.
Regularly posting insightful content on platforms like LinkedIn, Twitter, and Instagram can significantly enhance your agency’s visibility and credibility. But it’s not just about posting. It is about engaging in meaningful conversations about SEO topics. Be sure these are topics that matter to your potential clients.
Use social media to share your own articles and case studies and curated content from trusted sources. By doing so, you position your agency as a go-to resource for valuable information. Over time, you can attract followers who will likely be interested in your services. Engage with comments, answer queries, and invite dialogue to create a community around your brand.
Selling SEO Services Successfully
Are you ready to sell your SEO services and get more clients? If so, start with the tips here.
It is also possible to use the services of a white-label marketing company to ensure you are putting your best foot forward. With professionals handling your processes, you can feel confident new clients will come in.