Are you planning to start an SEO business? Still confused how to balance profit and expenses? If you are going through this dilemma, consider yourself in the right place at the right time!
This guide is for you, as we are going to take you through a success-journey that can earn your business the tag – Best SEO Company.
If you have just started an SEO business, you may be planning to outsource a few SEO responsibilities to US-based experts or re-sellers to meet your client deadlines? However, hiring local SEO experts will cost you an average $100-$180 per hour. Spending so much on external resources will eat up your returns. This guide will help you navigate through this catch 22 situation and provide you valuable tips to save precious dollars.
In this guide, we will provide you with all the information you need for starting an SEO business and for taking it to the winning path in the minimum time frame.
We will give valuable tips that can help you attract clients. Once you are done reading, you will be all fastened up to sell SEO services like hot cakes. We will also give you a glimpse of the do’s and don’ts while interacting with clients and a sneak peek at closing SEO deals.
Our objective is to enable you to build an amazing B2C relationship with your clients. We hope to transform you as a magnet that attracts clients naturally through inbound marketing tactics.
This blog post is not an all-comprising e-guide of SEO knowledge, but we will touch upon a few SEO factors that you can’t skip on the road to become the best SEO company.
What are the common misunderstandings among SEO companies?
First of all, you cannot be a master of all trades in the field of SEO. If you are running an SEO company or thinking of starting an SEO business, it is ideal to have experienced people by your side. If you think a one-man-show is going to bring the sales and revenue, the results could be disappointing.
So, this guide is written with the belief that you already have a strong team offering SEO services to clients, or you have connected to one of the White Label SEO service providers who can fulfill the client requirements on your behalf.
Misunderstanding #1: You don’t have to be an SEO Pundit to earn the title “the best SEO company”
SEO managers and consultants assume that they have to know every aspect of SEO before selling it. This is a common misconception as it is not an inevitable requirement as you think.
On the contrary, all you need to know are a few core SEO business ideas. This will enable you to explain about the basics of SEO to your clients without any hiccups. Always remember, clients are seeking your SEO services because they are not experts in it. Your role is to show them results and not teach them about SEO or give them an in-depth information of how you are going to implement it.
Misunderstanding #2: You don’t need 100% in-house SEO team to become the best SEO Company
Are you running a reasonably new SEO agency? Did you get a challenging SEO project that needs more effort and workforce? Don’t go on a hiring spree! You may end up spending thousands of dollars every month. Moreover, there is a possibility that the new employees might turn unused assets after the completion of the project.
In such cases, the alternative to render SEO services to your clients is by choosing one of the best White Label SEO service providers in the SEO industry.
Who is a white label SEO service provider?
A white label SEO service provider is an SEO agency that fulfills the requirements of other SEO companies. They provide unbranded reports so that you can present the same to your clients with your custom branding.
If you are starting an SEO business from scratch, its success depends on the effectiveness of the search engine optimization services you provide to the clients. Always try to include leverageable solutions so that you do not have to worry about your in-house strengths. This enables you to accept SEO projects from clients regularly without the fear of missing deadlines. White Label SEO providers will give you the advantage to offer 360-degree SEO solutions to the clients without going through the hassles of hiring in-house SEO practitioners.
Have more queries about running SEO projects simultaneously? Get an expert opinion from Stan before your confusion gets confounded.
As we come to the end of common misunderstandings among SEO agencies and companies, let’s dig a little deeper into the important SEO knowledge that is required to sell your products and services like a pro.
Who are ideal clients of best SEO companies?
The ideal client for any SEO company would be someone who understands the concept of SEO. You can have your next-door pizzeria as a client. They may be seeking immediate results and there is a possibility that they are total alien to the whole concept of SEO. It could be difficult for you to convince them why SEO efforts take time. Your ideal customer should be somebody with a basic knowledge about the search industry.
Clients select SEO agencies according to the SEO packages that are offered. If you intend to start your basic package for $250 or above, make sure that your brand is well established. Only top-tier companies/people who have heard about your SEO business via offline or online sources will choose your services.
If you are just starting an SEO business, make sure that your SEO packages are not priced cheap. If your SEO services fall under $80, you may probably end up getting a lot of inquiries and customers, but the quality of the clients will vary, and as we mentioned earlier, you might have to spend time making them understand how the whole SEO process work. Additionally, you will also face time constraint issues dealing with many clients who don’t generate revenue that is on par with the efforts you put in.
If you are aiming at quality customers, the ideal price for each package should be made affordable, rather than keeping it cheap or overpriced. That is precisely why we at Stan Ventures have assembled all our packages as affordable. We offer packages that are 50% less than some of our peers in the US.
Stan balances quality and pricing by merging the expertise of our technical SEO specialists in India and the experience of our US-based content producers. This USP of Stan enables us to deliver top-notch SEO services as per US standards at affordable prices without compromising quality.
Why well performing SEO businesses offer SEO services to niche industries?
There are thousands of SEO companies scattered across the US. Why should prospective clients reach out to you to fulfill their SEO requirements? Rather than shooting without a target, try to bring down your services to a few specific industries. This will filter your company from the crowd and give you a unique identity.
If you can identify yourselves as the best SEO provider for the healthcare, real estate, or any other high yielding industry, you can add more value to the services and scale it. This will also give you the added advantage of understanding the industry like no other. Being an authority figure in the niche will help you with troubleshooting the common SEO issues faced by clients and cater to their specific needs without much research and calculations.
If you are not focused on serving a niche audience, it is always better to find the clients who are currently seeking a change from their existing SEO service provider. This is easy if you do a thorough check of your competitor reviews on Google, Facebook, and other channels.
Here is the list of different types of clients who seek optimization services from SEO agencies
1. Clients with Local SEO Needs
Since Google is offering local search results, more companies are coming up with Local SEO requirements. In our experience, a majority of these clients have a physical business with tangible products or services to offer.
Your job as an SEO executor is to make their business appear at the top of Google for keywords that are related to their business and locality.
The best ways to fulfill their requirements is by ranking in Google My Business, which is relatively easy to set up. Even if the client asks only for local listings on Google try to convince them how making relevant changes on their website can result in top rankings on SERP. Also, tell them the benefit of submitting their business details to local business directories. Importantly, it would help if you strived to get local reviews through both Google and other websites such as Glassdoor, Yelp, and Facebook.
2. E-commerce Clients
Entrepreneurs who have tangible products to offer are now joining a long line of people who seek an online presence. It doesn’t matter what the outcome is; they want people to access it online and of course, buy them without going to their brick and mortar stores. This is an excellent opportunity for SEO companies like yours. Since the competition in the e-commerce industry is high, the business owners need your help in increasing sales.
E-commerce clients are the best targets in the current search industry scenario as bringing their product pages on Google first page can lead to increased ROI and long-term client relationship.
If you are approaching an e-commerce client, there are a hand full of SEO services that you can offer them. Here is the list of a few of them:
With the proliferation of the internet, major print publications have made a transition to the web. This was because they found it as monetizable as regular papers. These publishers earn revenue from the internet through their ad campaigns – both exclusive ad inventories and Google. In addition to this, some publishers also offer paid services through subscription.
Since publications have content pushed online every day, they tend to seek the help of professional SEO companies. A publication that does a good job producing unique, high-quality content may be ranking well on Google, what they might require from you is some technical SEO help or recommendations regarding improving their ad revenue or subscribers.
4. Small Businesses
Many companies offer services online. Stan is one such company; we provide SEO services to clients using our web platform. These companies require quality content and landing pages that can lure customers into signing up. They seek professional SEO assistance to create the best content strategy, manage blog content and build links through outreach programs.
In addition to this, some companies sell software online. They too fall under the category of potential customers, as these firms require an SEO expert to increase the number of downloads, subscribers and signed up users.
5. Other Businesses
With the rapid growth of the Internet, businesses across the world now want to extend their presence online. As a result of this growing trend, SEO Agencies are often approached by business owners who want to rank in their specific niche.If you are an SEO company already targeting the businesses mentioned above, you should have a separate strategy for each industry and individual brands. This is because clients have different expectations and your SEO agency should be able to offer them a customized solution so that they get better RIO.
How top SEO companies win & retain clients through inbound marketing?
A majority of clients who reach out to SEO agencies think an excellent website alone can bring traffic and sales.
When this popular belief prove them wrong they seek the help of SEO professionals. They seek assistance to troubleshoot issues related to generating leads through the website.
This is the pain point at which your SEO agency will meet the client, and naturally, they are worried.
Usually, the questions that they want you to answer are:
1) How can you help them to generate more leads through proper implementation of SEO?
2) How can the SEO efforts make their target users contact them often?
3) How to convince users to signup/register, or simply fill-up forms?
Above all, the most critical answer that they want to hear from you is, how your SEO services will bring in more customers and sales?
Your first sales pitch to the potential customers should be answers to these questions. Once you understand the requirements of the client, your response should framed as a solution to their queries.
As an SEO agency, you already know that proper implementation of SEO can boost traffic and sales. Even though this requires using technical expertise, you can explain the process to clients without bombarding them with SEO jargon. Simply put, the whole pitch should be about your efforts to bring the client website on Google’s first page for selected keywords.
SEO resellers and agencies are everywhere. So how can you make the prospective clients choose your SEO products and services instead of your competitors’? If you are starting an SEO business, here are 10 ways to find new clients and grow SEO business.
1. Free Site Audit
Give visitors an option to do a free site audit of their website. You don’t want to lose the user after the examination, do you? So, make sure you collect the user details before giving them the result. These details collected over time can be used as resource for contacting potential clients. Once the audit is complete, give them details about the changes required in the site and appreciate the things they have optimized on their website. If you think the user is a good prospect, try to contact them and build confidence in your product.
This will also help you to identify sites that have been impacted by Google penalty due to implementing black hat SEO techniques. These sites will need a humongous amount of time and effort to regain traffic. On the other hand, websites that have duplicate content issues, over-optimization of keywords can be fixed with less effort. Understanding the weakness of the client will help you assess the project longevity and cost.
If you feel that the issues with the site cannot be rectified despite your concentrated SEO efforts, it is better to back out from undertaking the project.
It’s highly advised to buy an API from a third party company to integrate on your website. Here are some of the most commonly sued APIs for site audit:
2. Offer Free Trials
If the visitor is interested in your products and services, try giving them a short trial. Let them use the essential features. Please make sure they get enough data during the trial period. Ask them to sign up for a paid package for an in-depth analytical report. If you are about to start an SEO business, try offering the first few clients a free add-on package. This will bring more value to your SEO services.
3. Promise with care
Don’t follow the done and dusted SEO practice of over-promising. This practice can lead to clients considering you spammy and will never return to you. So ensure that you under-promise and over-deliver. The SEO industry is highly volatile, so promising first position on Google within days is not a readily achievable target considering the complexity of the current search algorithms.
4. Write Compelling blog posts
Make sure you have a well-maintained blog for the site. This is one place that can highly benefit you regarding achieving traffic from the target audience. Grow your blog by posting articles based on the services that you offer. This way you can get a link to the service pages of your website and then direct users to buy one of your packages. Keep in mind to share the same on social media channels. If your blog post is unique, it will most likely go viral. Using social media campaigns can result in more like-minded people visiting your site and then become your customers.
5. A nose to smell opportunities
Always have a team for checking the SEO issues faced by your prospective clients. Do a regular site audit and see where they are falling behind. Let them know the SEO issues that are currently hampering their ranking within the search engine. Offer them a solution through your agency. This is a job that has to be done smartly, as the clients may feel you are an opportunist.
5. Publish first and gain authority
One of the successful tactics for building the authenticity of your SEO agency is by publishing the latest updates in the search industry through your blog. This will give the users a signal that you are a serious contender. Above all, once your blog is established as a resource for authentic information, more people are likely to subscribe and visit it. Always keep in mind that some of these visitors are your future customers. So make sure you have enough CTAs for your blog posts.
7. White Label SEO
As we discussed earlier, many companies are looking for White Label SEO solutions. Offer them your resources for completing SEO projects and provide them with a completely customizable report.
8. Case Studies and Success Stories
If you’re a new SEO agency, a majority of clients come to you with a skeptical mind. It is your responsibility to make them feel confident about the services that you offer. Case studies and Success Stories are the best way to instill confidence in them. Tell them how your agency met the expectations of clients. If you are offering it in the form of PDF, make use of the analytical data and charts. This is a very successful formula for winning customers.
Testimonials have remained effective, confident boosters for clients for so many years. This trend continues unchanged, but the difference is with the medium. Earlier, most of the testimonials were in the form of written text, but now, text-based testimonials are at times considered fake. So the way out is by having a video testimonial. This will increase the credibility, and your visitors will feel assured. Try to have an influential company CEO to speak for your service to gain more advantage.
10. Weekly Newsletters
Do you already have an excellent database of people who have either opted for your SEO service or prefer to download one of the free pdf, via registration? These are people who are interested in the SEO products that you offer which makes them highly probable clients. So, send them a weekly or a monthly newsletter giving a sneak peek into what has happened in the world of SEO. Also, include some of the details of the discounts and benefits offered by your company from time to time. This will keep their interest in your SEO agency. Please make sure you don’t spam the subscribers with unnecessary emails, as they might mark you spam and never return.
Going out in the search industry and finding clients is a daunting task. Stan as an Indo-American SEO agency knows that such an exercise is like finding a needle in a haystack. However, clients are our bread and butter so quality effort should be put in to attract and most importantly, retain them.
If you want to know more, read our blog on how to win and retain clients for SEO agencies.
How best SEO companies convert users into clients?
Since you have got to know about the significant techniques needed to drive people to your SEO agency website, let’s now see how you can convert these prospective buyers into customers.
Now that you have implemented the various techniques to attract prospective customers, the next step is reaching out to them with your sales pitch. There are many ways to contact customers. Here are a few tried and tested ones.
1. Over the phone
The best way to connect with your future customer is through face-to-face interaction. However, many times, this is not practical due to many reasons. So, the second-best alternative is to reach out to them via phone.
Calling a client doesn’t mean that you have to start the conversation like a typical sales pitch. Instead of pulling out the catalog of packages and pricing, provide the client with insightful information. Tell them about their current SEO status and also detail a few things that they are doing right. Pointing out mistake after mistake will create a negative impression, and since this is your first ever interaction with the client, you don’t want to mess it up.
Here are a few tips that you can use while talking to your clients:
Begin asking them questions about their business, market, and the target audience they want to focus on.
Understanding the business and the requirement of the client is essential before putting up your pitch. This is one way of getting to know what they lack, their target audience, what packages they need and importantly their competitors.
Ideal questions should be:
- Can you brief me about your business?
The answers to this question will provide you with the essential details about the focus of the client, the troubles faced and the terms used in their specific search market, which will come handy at the time of keyword research.
- Have you sought the help of other SEO companies?
This is an important question as they will specify their expectation and gauge their SEO knowledge. This will be crucial for your future communication. Also, you can scrutinize whether their previous SEO support indulged in spammy stuff.
- What is your current conversion rate?
If your client is focused on selling products online or signing up for services, it’s necessary to ask this question. This will provide you with details about their expectation and how to scale their ROI.
- What are the keywords you are targeting?
If your client has SEO knowledge, they might have already found the keywords that their competitors are ranking for. This is highly beneficial as you can create a list of keywords before researching other tools.
- Where do you think you are lacking?
Some clients might be producing excellent SEO content but struggling with backlinks or vice versa. Get to know from them what search engine optimization business plan they look forward to achieving by partnering with you.
2. Over Emails
The second best means to contact a prospective client is by sending a personalized email. If you find a customer leaving your website without completing payment, this usually is because of lack of trust.
In such cases, an email written with well thought out content can bring trust in your buyer, and he may convert as a customer. Here are a few elements that should be present in a business email of an SEO agency:
Your target audience is already receiving tons of business emails, so why should they read your pitch? Unless the first few words of the email catch the attention, your email will also end up in the list of unread ones.
To make a client read your email, you should have high attention seeking subject line. Since we are offering them an SEO service, the subject should speak more about the solution to their problem.
Once the prospective client decides to open your email, the first few words should address their problem and introduce your solution. Always include the USPs of your SEO services and tell them how your services are a standout among the SEO crowd.
Nowadays, most of the emails are read on smartphones, which means, the first few words of the sentence should be crisp and offer some value to the client. It doesn’t matter if you address the client by name, all that matter is convincing them about the benefits that they get. So, make sure your first sentence speaks about how the SEO solution can assist them achieving success.
Consider that one of your signed-up users visited the store and selected a package. He/she left the page without completing the payment. This scenario is quite common within the funnels of SEO agencies. The best way to do re-marketing is by sending them a mail listing the benefits of your service and if possible offer them a discount. This way you can reconnect with a broken lead and turn them into customers.
These are some of the secrets most successful SEO agencies hesitate to reveal. Now you are left with one thing: Implementing it.
In the beginning, it may seem a herculean task; but remember, if you execute it right, you’ll start earning big-figure returns within no time.
I know it sounds like a sky-high promise, but it’s achievable.
Shoot your queries out, and if you have any, I will respond to you as quickly as possible with detailed answers. I hope this was helpful for you. Keep visiting the Stan Ventures blog, as I will be updating this post with new secrets on successful SEO agencies.