The Top Lead Generation SEO Strategies That Never Fail To Boost Your Business
The Top Lead Generation SEO Strategies That Never Fail To Boost Your Business
Can SEO strategies help in lead generation? What are some of the best SEO strategies to generate leads?
Many businesses and startups battle with these two questions. Search Engine Optimization or SEO is probably one of the most popular, yet seldom understood and mastered marketing channels.
A lot of businesses, both B2B and B2C, start some SEO lead generation efforts along their growth journey and decide to stop it shortly afterward, probably because of the lack of clarity on how you can use SEO for lead generation?
What Is A Lead Generation?
A lead is a potential customer who has shown interest in your business by taking at least some action, such as spending considerable time on your website, subscribing to your newsletter, downloading an ebook, engaging with a blog, and so on.
In any marketing organization, be it B2B or B2C, lead generation is the initiation of customer interest or inquiry into products or services that are provided by your business.
What Is SEO Lead Generation?
SEO lead generation is the process of gaining potential customers for products and services by getting website visitors from online search engines such as Google and Bing.
What Is A SEO Lead Generation Strategy?
A lead generation strategy includes tactics that attract interested potential customers and convert them into leads. When talking about lead generation, in both B2B and B2C marketing, there are four components involved in lead generation strategy.
- Collection of information from a lead
- Information such as lead’s name, contact information, and business details (e.g. name of business, position, and the number of employees, etc.)
- Drive the prospect to become lead
- Offering an incentive, discount, or free trial
- Using lead’s information to determine how likely they are to buy
- Segmenting leads based on their information, habits, and activities
- Job title, the lead magnet that attracted them, pages they visited on your website, are some of the parameters of segmentation
In order to fulfill each of these lead generation components, you need to consider following the top lead generation SEO strategies to generate leads for your business.
Top 10 SEO Strategies For Lead Generation
1. Optimize Your Homepage
For most businesses, their homepage receives the most visits. If you’ve been actively promoting your website, your homepage will be getting visitors from referring sites, social media sites, search engines, and other sources. Now if you want to generate leads, the next important thing is to make sure that your website visitors can easily find your lead magnet.
How do you make sure that your website visitors find your lead magnet easily?
On-site funnels can help you segment your audience according to their needs and interests, and can drive them towards the lead magnets they’re most likely to resonate with. If you want to accomplish this, you can promote lead magnets around your website.
- Highlight your lead magnet as the primary homepage call to action
- Promote relevant lead magnets at the end of blog posts and pages
- Use lead generation pop-ups on your website
- Add gated content in a resource library on your website
- Promote your lead magnet in the sidebar
2. Target TOFU Keywords
Keyword research is one of the most popular and important SEO strategies out there.
How can you attract potential customers and generate more leads?
In order to answer this question, it is important to understand user behavior before they make a final decision. A prospect will generally go through three phases before making a decision.
It is this awareness phase that brings in the large potential leads by attracting relevant traffic without conversion. The awareness phase is comparable to the top of the funnel (TOFU), which includes content like blogs and articles, with a relevant call to action. This gives your prospect a conversion opportunity, but the primary goal here is to educate the audience on a specific question, address them and lure them in. This is where the concept of TOFU keywords comes into play.
Keyword research will help you discover phrases your prospects search for at the top of the purchase funnel. Then, target those keywords in various ways.
- Create evergreen content optimized for the target terms.
- Develop an on-site blog strategy around the target keywords.
- Target the terms in PPC (pay-per-click) marketing.
- Guest post on sites that have a high share of voice for the target terms.
3. Long-Tail KeywordsLong-Tail Keywords
A long-tail keyword has three or more words and is very specific. Usually, they get very low search volumes but targeting the right long-tail keyword, and can help you to trade-off search volume for extremely high purchase intent that increases sales with very little SEO effort.
4. Gated Content
Unlike blog posts and articles, gated content is material available online which can only be accessed once the prospect fills out a form. It is used as a lead generation tool to help businesses gather helpful data about their prospects. Your audience must complete the lead capture form to access the content on your website.
Why is gated content an effective lead generation strategy?
Because you’re not only attracting high-quality leads that your business is offering but are also offering your prospects some value in return for free.
What kind of gated content can you offer?
- White papers
- Online tools
For example, HubSpot, a content marketing software suite, has a dedicated resource library offering a huge number of free gated content to its users. If you want to access their free resources you will have to fill out their lead generation form.
5. Hosting Event
They say engagement is the sole purpose of hosting a webinar.
When it comes to lead generation, one of the best lead generation strategies is to host an in-person or online event to attract and serve your prospects while capturing their contact details through event registration. You can use both recorded sessions or host live webinars to connect with your potential leads in real-time and provide them value by answering questions, responding to objections, and learning about them and their experiences. This will help you actively lead them to the sales funnel.
What other events can you host apart from webinars?
For example, Content Marketing Institute regularly hosts both live and pre-recorded content marketing webinars to generate leads from their ideal prospects.
6. Link Event To Your Content
Linking your event to your content is one of the best lead generation strategies that you can apply.
Let’s say your business is hosting a webinar. Then it’s a good SEO strategy to link to it directly in your content. This way your leads will take you more seriously because, unlike webinar landing pages, you’ve provided value before asking them to register.
How will linking events to your SEO content strategy benefit your brand?
According to a survey, 4 out of 10 webinar attendees are turned into leads. Bringing the right people together in a virtual platform is a good way to increase trust, leads, and sales. No matter what your industry may be, you have to recognize that people want to belong.
7. Optimize Social Media Profile
If you have a valuable lead magnet, it would mean nothing if no one knew about it. Here where you can leverage your social media followers and let them know that you have an amazing offer, discount, or valuable content for them. If you want to let your followers know of what you’re offering, make sure you highlight them and engage with them.
You can promote your lead magnet as the hero image on your website or profile page. Another important SEO strategy is to leverage call-to-action buttons by adding the links to your lead magnet, instead of just driving them to your homepage.
8. Promote Business On Social Media profile
Apart from organic lead generation, paid social ads are one of your most popular lead generation strategies. Instagram and Facebook have powerful targeting options that show ads to your dedicated audience, who is most likely to be interested in your products and services.
You have options to target people on the basis of demographic segmentation (macro-level) as well as use online behavior and psychographic segmentation (micro-level). This gives you an opportunity to connect with a very specific audience.
9. Leverage Chatbot
Engagement plays a key role in lead generation. If you want to give your users an enhanced customer experience, it is important to have streamlined interaction. But as a busy marketer, you wouldn’t always have the time to dedicate to engagement. That’s where you can get the help of ChatBots.
A chatbot is excellent for building connections with prospects because they are available 24/7. You can set them up to match your brand personality so they function as automated extensions of your marketing and sales team.
10. Value Packed Newsletters
The last one on our list of top 10 SEO strategies is to create a must-read newsletter. No, not those spam emails that you get on a weekly basis, but actual value-packed newsletter that can encourage your prospects to connect with your brand.
How do newsletters benefit lead generation?
Newsletters let you stay top of mind with customers as well as share promotions for your products and services that can drive prospects further down the sales funnel.
Once you’re notified of the same, make sure you retarget them as they have already once engaged with your business.
Driving quality leads and engagement to your business will take time. Optimizing your social media presence, crafting a solid value-packed newsletter, diligently working on creating and producing quality content–all of these SEO strategies require a considerable amount of time and effort.
The trick is to use the right amount, at the right time, and for the right audience. And you can thus use the top 10 SEO strategies to acquire new leads for your business and convert them into customers.