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  • Just two years ago, I was running an agency.

  • And our client base was pretty widespread.

  • Everyone from lawyers to banks to world renowned DJs.

  • Now, you want to know the craziest part of this all?

  • We didn't even have a website.

  • So how were we able to get SEO clients and how can you get them for your business?

  • Keep watching because I've got some pretty cool tactics to share with you today.

  • Stay tuned.

  • [music]

  • What's up SEOs?

  • Sam Oh here with Ahrefs, the SEO tool that helps you grow your search traffic, research

  • your competitors, and dominate your niche.

  • Now, when I first started looking for client work, manit was tough.

  • But after focusing on just a few strategies,

  • things started to click and getting clients became actually really fun.

  • In fact, the very reason I'm working at Ahrefs today is because I tried to convert them into a client,

  • which worked and didn't work at the same time.

  • More on this later because right now I want to get into some strategies that worked for me

  • and others in my network.

  • And I hope they'll work for you too.

  • Let's get to it.

  • Now serious sidenote:

  • This isn't a tutorial about getting clients then trying to figure out if you can actually help them.

  • I hate those kinds of courses and tutorials.

  • You should have a history of producing results and be able to help any client you choose to take on.

  • So if you're just looking to make a quick buck, I recommend mastering your craft first

  • so that the tips and strategies you learn today will be 10X more effective.

  • Alright, so the first way to get SEO clients is to get involved in partnerships.

  • Now, there are two types of partnerships I want to talk about.

  • You might have heard of the first one and that's to team up with non-competing agencies and freelancers.

  • For example, if SEO is the service you sell, then look for like-minded agencies that specialize

  • in other digital marketing channels like PPC, web design or social media.

  • Assuming your businesses are somewhat at an equal stage, then referring clients

  • is a free and passive way to grow together.

  • There's no need to get greedy.

  • The SEO industry is approaching 80 billion dollars.

  • And chances are, if you're watching this video, you probably don't own very much of that market.

  • A great place to meet like-minded people is marketing conferences because they attract

  • marketers from all lines of work.

  • For example, if you're a freelancer that focuses on SEO, you might want to go to a general marketing conference

  • to meet web design, social media and PPC freelancers.

  • You probably wouldn't want to go to an SEO conference for this purpose because everyone

  • will be selling the exact same services as you.

  • Now, if you don't have an "equal" number of leads to pass back and forth,

  • then a common structure is to offer a 10-20% kickback for any referrals that turn into clients.

  • The second partnership model is probably my favorite and that's to partner with companies

  • who have your audiences, but are in completely unrelated industries.

  • An awesome example of this is to team up with business bankers and private lenders.

  • Everyday, they have tons of leads coming in and if you're dealing with one of the bigger banks,

  • they can send you more clients than you can handle.

  • A model that I've seen work really well is to have the lender sell a high-level SEO strategy.

  • Reason being, the barrier to entry is pretty low.

  • They can essentially upsell your services for a one-time fee and take around 15-25%.

  • You then have the opportunity to give your presentation,

  • showcase your value, and bring them onto a retainer agreement.

  • Alternatively, you can approach other professionals like accountants and corporate lawyers

  • where you can refer clients to each other.

  • Partnerships don't always come easy, but if you're able to execute and systematize, your revenue will grow fast.

  • Another way to find SEO clients is to speak at conferences.

  • I actually didn't attend or speak at conferences until I was out of the agency world.

  • And I think it was a huge opportunity I missed out on.

  • For example, I spoke at a conference earlier this year where I gave a talk on link building.

  • Afterwards, a handful of people came up to me.

  • But they weren't there to ask me questions about the strategies I shared.

  • They were there to hire me.

  • And these weren't your average mom and pop shops.

  • They were decision makers from companies doing 1-20 million dollars in ARR or backed by VC money.

  • I strongly recommend applying to speak at conferences where your target audience would be

  • and deliver as much value as you can.

  • Next up is inbound marketing.

  • And this is likely the most valuable for your business

  • because your results are your strongest selling point.

  • For example, Ahrefs isn't an agency.

  • We provide a suite of SEO tools.

  • But a lot of the content we create is targeted around keywords that potential SEO clients

  • might be searching for.

  • And they're finding us through marketing mediums like Google and YouTube.

  • And by teaching how to do SEO, not only do we get customers for our tools, but we also

  • get numerous requests for consultations.

  • Not to mention the individual emails we get from great companies.

  • By creating content that demonstrates your expertise and ranks, you're building trust

  • with prospective clients through proof of concept.

  • And in my opinion, trust is the most valuable commodity when it comes to winning new clients

  • because it instills confidence.

  • Now, if you're still relatively new to the game, it might be advantageous to focus on one specific niche.

  • For example, if you wanted to do SEO for realtors,

  • you can find some topics by going to Ahrefs' Keywords Explorer and searching for broad keywords like "SEO,"

  • "keyword research," and "link building."

  • Next, go to the Phrase match report to see keyword ideas that contain your seed keywords.

  • From here, I'll click on the Include search filter,

  • and type in words related to the profession like "realtor" and "real estate."

  • And I'll choose the "Any" option to show all keywords that contain any of these words.

  • And as you can see, search volumes may not be massive compared to the head terms,

  • but they're lower competition, and seem to have a good amount of commercial value based on

  • the CPC values of these terms.

  • We have a full tutorial on doing keyword research, so feel free to check that out for more great ideas.

  • The next strategy is actually the last one I tested before giving up agency work,

  • and that's to apply for jobs.

  • As an agency or freelancer, you want clients.

  • And when a company posts a job listing, they likely want to hire someone in-house.

  • Now, while these two things might seem vastly different,

  • there's a more powerful factor that comes into play.

  • And that's intent.

  • So nearly two years ago, I decided to run a lead generation experiment on Ahrefs.

  • They had a job listing for a "funnel hacker," so I applied for the job with the intent to turn Ahrefs into a client.

  • Tim, on the other hand, was the one handling interviews.

  • And he was looking to hire someone in-house.

  • Long story short, we were able to come to some kind of agreement where I was able to

  • work full-time for Ahrefs, but I was still able to be involved with my agency.

  • And after a year of doing work for Ahrefs, I decided to give up agency work.

  • Now, my point is that with job postings, you and the lead have the same overall intention.

  • In my opinion, if you can sell them as an individual candidate, then converting them to an agency client

  • is the easiest part of the battle.

  • If you want to learn more about this little experiment,

  • I've added a timestamped link in the description

  • which goes through the story from my end as well as Tim on the hiring the side.

  • Finally is the most common approach to getting SEO leads and that's cold outreach.

  • Now, when you're doing cold outreach, you want to provide as much value as possible

  • and you definitely don't want to be too pushy in your first email.

  • Here's a sample template that Daryl Rosser wrote on our blog about getting SEO leads.

  • I'll break it down as we go through it.

  • "Hi Ricky, I came across your website today when searching for "Roofing in London,"

  • and noticed that you don't show up in the maps section and are #33 in the organic listings.

  • That's a lot of calls you're missing out on."

  • So he told Ricky how he found him and addressed a pain point that I'm sure Ricky already knew about.

  • He goes on to say:

  • "So I made a video showing you why your top 3 competitors are out-ranking you:

  • Site 1, Site 2, and Site 3."

  • This is a super-simple way to differentiate yourself

  • from all of the other emails these people are getting.

  • Most people won't go through the trouble to create a video and it also gives a more personalized feel.

  • Best of all, he's mentioning competitors that Ricky should be well aware of.

  • Finally, he says:

  • "Are you the right person to send this video?

  • If you are, please reply to this email, and I'll send it over.

  • Otherwise, just let me know."

  • The final part is a simple conversation starter.

  • Do you want the video, yes or no?

  • Or if I contacted the wrong person, then can you point me in the right direction?

  • Then after they respond, you make a video,

  • send it to them, and have your CTA in the video, which would be to jump on a call.

  • Super-simple and I can imagine it converts really well.

  • Now, for you agency owners and freelancers out there,

  • I'd love to know what you do to get more SEO clients.

  • Leave a comment and if you enjoyed this video, make sure to like, share and subscribe for more

  • actionable SEO and marketing tutorials.

  • So keep grinding away, find creative ways to find prospects, and I'll see you in the next tutorial.

Just two years ago, I was running an agency.

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如何在沒有網站的情況下獲得SEO客戶? (How to Get SEO Clients Even if You Dont Have a Website)

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