Key Points
- SEO’s professionals get most clients through referrals (77%), followed by their own SEO’s efforts (39%) and social media (26%).
- Referrals are surprisingly more important now than in 2019, showing happy clients drive growth.
- SEO’s consulting focuses on technical SEO’s, with hourly rates as the top pricing model.
SEO’s, or Search Engine Optimizers, mainly get new clients through referrals from happy clients or other companies, making up 77% of new clients. This is a big jump from 45% in 2019, showing how important it is to keep clients satisfied.
Their own SEO’s efforts, like ranking their own website to attract clients, bring in 39%, while social media accounts for 26%, and industry events 25%. Other methods like cold outreach (14%) and paid outreach (9%) are less common.
It’s surprising how much referrals beat other methods, showing client satisfaction is more important than expected compared to online efforts.
SEO’s Consulting Details
SEO’s consultants offer services like technical SEO’s (64%), content-focused SEO’s (60%), and general SEO’s (54%). Most charge hourly, but project fees and retainers are also used. They face challenges like frequent Google updates and proving value, with future trends pointing to more AI use and mobile focus.
Insights from Industry Surveys on SEO’s Client Acquisition
In the constantly changing digital marketing landscape, Search Engine Optimization (SEO’s) continues to be a foundation for companies looking to improve their online presence.
With the increasing demand for SEO’s services, it is important for both practitioners and companies looking for their services to know how SEO’s professionals get their clients.
This review is based on two recent surveys of the industry: one conducted by Search Engine Journal on sources of client acquisition for SEO’s, and the other by SEOFOMO on SEO’s consulting practices.
Combined, they give a good overview of the SEO’s space, with a detailed look at client acquisition approaches, consulting offerings, and upcoming trends.
Client Acquisition Strategies for SEO’s: Survey Findings
The Search Engine Journal survey, titled “Survey Shows Where SEO’s Get Their Clients” (Survey Shows Where SEO’s Get Their Clients), conducted in 2019, revealed the following breakdown of client acquisition sources based on responses from SEO’s professionals:
| Source | Percentage |
| Referrals from existing clients | 45% |
| Online marketing | 25% |
| Networking and industry events | 15% |
| Direct sales and cold calling | 10% |
| Partnerships with other agencies | 5% |
Aleyda Solis’s SEOFOMO SEO’s Consulting Survey, detailed in “The SEOFOMO SEO’s Consulting Survey” (The SEOFOMO SEO’s Consulting Survey), with 337 self-selected respondents, provides updated insights into client acquisition, reflecting the current state in 2024. The survey breakdown is as follows:
| Source | Percentage |
| Referrals from clients or companies | 77% |
| Their own SEO’s efforts (ranking their site) | 39% |
| Social media | 26% |
| Industry events | 25% |
| Blog posts, studies, research | Not specified |
| Other | 15% |
| Cold outreach | 14% |
| Paid outreach | 9% |
Interestingly, the significance of referrals has grown enormously from 45% in 2019 to 77% in 2024, showing that client satisfaction and word-of-mouth are becoming increasingly important in the SEO’s sector.
This is especially surprising considering the online nature of the industry, where one would think online marketing would be more dominant, but referrals have surpassed it by a considerable amount.
The category “Their own SEO’s efforts” (39%) refers to SEO’s professionals ranking their own websites for phrases that bring them more clients, such as combining a vertical (like personal injury or HVAC) with a geographic market, which can be easier to rank than general terms, especially given Google’s personalization of search queries.
Social media, at 26%, reflects the power of platforms like X and LinkedIn for building a following and generating referrals, with successful SEO’s often posting on popular causes rather than controversial topics. Industry events, at 25%, provide opportunities for face-to-face networking, though speaking at events can be challenging, requiring interesting yet accessible content to avoid boring or losing the audience.
Also Read:– https://irepute.in/articles/the-power-of-social-media-marketing-tips-for-boosting-your-business-online/
Other methods, such as cold outreach (14%) and paid outreach (9%), are less effective but still used by some SEO’s, particularly for targeting specific industries or high-value clients. The “Other” category (15%) likely includes blog posts, studies, and research, though the exact percentage for this was not specified in the survey.
Survey Reveals How SEO’s Acquire Their Clients: A Data-Driven Breakdown
Client Referrals: The Dominant Force (77%)
According to the survey, referrals from clients or companies are by far the most effective channel, with 77% of SEO professionals reporting new business from this source.
This underscores that excellent service and proven results inspire satisfied clients to spread the word, making referrals a cost-effective and trusted method for growth.
Organic Visibility: Ranking Your Own Site (39%)
Almost 40% of SEO’s attribute their own search engine activity—getting their site to rank well—to be a foremost tactic for gaining new customers. This tactic not only enhances credibility but also shows the SEO expert to be able to deliver, essentially making their own website a marketing vehicle.
Also Read:– How To Fix Organic Traffic Drop
Social Media Engagement: Connecting Online (26%)
Social media platforms are responsible for 26% of client wins. Through the use of sites like LinkedIn, Twitter, and niche forums, SEO’s can demonstrate their knowledge and engage directly with prospective clients, adding to the personal contact of referrals with a wide digital presence.
Industry Events: Building In-Person Connections (25%)
A quarter (25%) of SEO professionals acquire clients from industry events and conferences. These events offer priceless opportunities for networking, where professionals can establish relationships and exchange ideas face-to-face—an approach that can result in long-term business relationships.
Proactive Outreach and Diverse Tactics
Aside from these initial channels, SEO’s also resort to direct outreach tactics. Cold outreach campaigns add 14% of client gains, proving that focused, proactive messaging is not yet obsolete. On the other hand, paid outreach tactics add up to 9%, showing that calculated spending on advertisements can pay off.
Further, 15% of responses fell under the “Other,” capturing other means such as utilizing content marketing via articles, researches, or studies that were not necessarily quantitatively measured. This variability reflects the dynamic and multifaceted character of client acquisition in the SEO world.
SEO’s Consulting Insights: Detailed Practices
The SEOFOMO SEO’s Consulting Survey, detailed in “The SEOFOMO SEO’s Consulting Survey” (The SEOFOMO SEO’s Consulting Survey), provides a deep dive into the consulting side of the SEO’s industry. This survey, targeting SEO’s consultants, uncovers key aspects of their practices and challenges, particularly relevant to client acquisition. The findings include:
Services Offered
SEO’s consulting firms offer a broad range of services, including:
- Keyword research
- On-page optimization
- Link building
- Content strategy
- Local SEO’s for small businesses
- E-commerce SEO’s for online retailers
This variety is indicative of the multiple needs of clients and the value of specialization within specific niches, like local SEO’s for physical stores or e-commerce SEO’s for virtual stores. These are customized to address particular client objectives, including enhanced search positions or more organic traffic.
Pricing Models
Hourly rates are the most widely used pricing model among SEO’s consultants since they offer both clients and consultants flexibility. It allows customers to pay for specific services, such ongoing optimisation or a one-time audit. To accommodate different project sizes and customer preferences, project-based rates and retainer packages for ongoing support are also well-liked.
For long-term SEO operations, for instance, a retainer could be better, but project-based payments work well for one-time tasks like website redesigns.
Client Acquisition Strategies for SEO’s Consulting
Like SEO’s generalists, referrals are an important source of new business for SEO’s consulting agencies, further illustrating the importance of word-of-mouth in the business. Further, most consultants also use thought leadership through:
- Blogging on industry platforms or their own websites
- Speaking at industry events and webinars
- Sharing insights on social media platforms like X
This method not only aids in acquiring prospective clients but also positions the consultant as an expert, thereby becoming more attractive to companies in need of SEO’s services. For example, an X post offering SEO’s advice may attract prospective clients who make inquiries, corresponding with the online marketing trends in the first survey.
Challenges in SEO’s Consulting
SEO’s consultants face several challenges that impact client acquisition, including:
- Keeping up with frequent algorithm changes, which can disrupt strategies and require rapid adaptation
- Demonstrating return on investment (ROSE) to justify fees, especially to skeptical clients
- Competing with low-cost SEO’s services that may compromise quality, affecting perceived value
These challenges underscore the need for continuous learning, clear communication of value, and a focus on quality over quantity to maintain client trust and attract new business.
Future Trends in SEO’s Consulting
Looking ahead, the survey identifies the following trends that will shape the future of SEO’s consulting and potentially influence client acquisition:
- Increased adoption of artificial intelligence (AI) for tasks like keyword research and content optimization, making services more efficient and appealing
- Greater emphasis on user experience (UX) to align with search engine priorities, such as Google’s Core Web Vitals, which can attract clients focused on website performance
- Continued importance of mobile optimization as mobile usage grows, appealing to clients with mobile-first audiences
According to these trends, SEO specialists need to keep up with the latest developments in technology and modify their approaches to accommodate changing user habits and search engine algorithms, which could lead to new client acquisition opportunities.
Comparative Analysis
A distinct theme emerges from comparing the two surveys: referrals are a major element in the second poll and accounted for 45% of the first, making them a cornerstone of client acquisition for both independent SEO’s and consulting organisations.
Surprisingly, considering the industry’s digital concentration, where one could anticipate online marketing to predominate, this constancy highlights the vital function that client satisfaction and trust play in propelling growth.
Both surveys also highlight the importance of online presence and networking. The first survey’s 25% for online marketing aligns with the second survey’s emphasis on thought leadership through blogging and X posts, showing SEO’s must be active in digital communities to stay visible.
Networking, at 15% in the first survey, complements this by fostering in-person connections that can lead to referrals, particularly for local SEO’s professionals.
By describing consulting-specific elements like pricing structures and services, which are essential for companies employing SEO’s, the SEOFOMO study provides more information. For example, knowing that hourly rates are typical can help firms budget efficiently, and being aware of the difficulties, such as algorithm modifications, can help set reasonable expectations for teamwork.
Implications for SEO’s Professionals and Businesses
For SEO’s Professionals:
- Focus on Client Satisfaction: Prioritize delivering exceptional service to encourage referrals, which account for 77% of client acquisitions, as seen in both surveys.
- Leverage Online Marketing: 39% of customer acquisitions come from maintaining an active online presence on social media and through content marketing to reach a wider audience.
- Network Actively: Attend industry events to build relationships and generate leads, accounting for 15% of client acquisitions, and foster personal connections that can lead to referrals.
- Stay Updated: To stay competitive and draw in clients who are interested in cutting-edge tactics, you must constantly learn about and adjust to new trends and technology, such as artificial intelligence and mobile optimisation.
For Businesses Seeking SEO’s Services:
- Ask for Referrals: Seek recommendations from trusted sources to find reliable SEO’s professionals, given referrals are the dominant source at 77%.
- Evaluate Services and Pricing: Understand the services offered, such as keyword research and link building, and pricing models like hourly rates or retainers, to find the best fit for your needs and budget.
- Set Realistic Expectations: Be aware of the challenges SEO’s professionals face, such as algorithm changes and proving ROSE, and maintain open communication to align expectations and ensure a fruitful partnership.
Conclusion
In conclusion, the SEO’s industry is dynamic, with client acquisition being a multifaceted process involving referrals, online marketing, networking, and strategic partnerships, as revealed by the Search Engine Journal survey. The SEOFOMO SEO’s Consulting Survey complements this by detailing the consulting landscape, highlighting services, pricing, and future trends like AI and mobile optimization.
Together, they provide a comprehensive view, showing SEO’s must adapt to changing technologies while maintaining strong client relationships. For businesses, these insights guide informed decisions when seeking SEO’s services, ensuring a fruitful partnership in enhancing online visibility.
References:
- Survey Shows Where SEO’s Get Their Clients
- The SEOFOMO SEO’s Consulting Survey