Expert’s Guide to SEO Lead Generation: How to Generate Quality Leads that Close?

SEO lead generation can be a bit of a mystery for business owners who are just starting out. It’s hard to know where to begin, and even once you figure it out, it is not easy to maintain consistent success. We will walk you through the process of generating quality leads that close. We’ll start with an overview of SEO lead generation, then move on to some specific tactics that you can use to get started today!

What Are SEO Leads?

SEO leads are the potential buyers who discover and consider your brand through this organic attraction channel. They are actively searching for a solution to their problems and, even if not ready for conversion now, are starting to associate alternatives and brands with possible solutions.

The shorter version is to say that SEO leads are the ones that land on your pages after discovering you via search results. But it is a little more than that. They are people looking for guidance regarding a determined wish or want, which choose your content as useful for them. A lead who is more open and engaged in the buying process is more valuable to you as a business owner, but getting there can be tricky.

Overview of SEO Lead Generation

SEO lead generation is the process of generating leads through organic search engine traffic. This can be done in many ways, but typically it involves optimizing your website and content for keywords relevant to your business. When someone searches for those keywords on Google, your website will show up in the search results, and they may click through to your website. From there, it’s up to you to convert them into a lead!

Generating Quality SEO Leads

So, how do you go about generating quality SEO leads? There is no one-size-fits-all answer to this question, as your methods will vary depending on your industry and the competition.

However, here are a few proven ways to get you started:

SEO Leads on Your Own (DIY Method)

Generating quality SEO leads can be a challenge, but it’s definitely not impossible. You can use the following strategies to generate quality leads without needing any outside help. But before you do so, you must have a clear understanding of these things:

Knowing Your Target Market

Your target market: who are you trying to attract?

The keywords they are likely to use: what words or phrases are your potential customers most likely to type into Google?

Your offer: what can you offer potential unique and valuable customers?

How To Sort Your Target Market?

Once you understand who your target market is and what they are looking for, you can start to tailor your content and SEO strategies accordingly. For example, if you sell software that helps businesses manage their finances, you would want to focus on keywords like “accounting software” or “business financial management.”

Another way to target your market is by sorting them based on their pain points. For example, if you sell a product that helps businesses save money, you could target customers struggling with high costs or budgeting issues.

You can also target customers based on their revenue. For example, if you sell a product that helps businesses make money, you could target customers who have a high annual revenue or are in the market for a high-value purchase.

Sources to Find SEO Leads

Once you understand your target market well, it’s time to generate leads. The following are some of the best sources for SEO leads:

Online Directories

One great way to generate SEO leads is by listing your business in online directories. There are several different directories out there, and each one has its own set of criteria for inclusion. Some of the most popular directories include Google My Business, Yelp, and Bing Places for Business.


Google Maps is another great source for SEO leads. When someone searches for a business or service in your area, your business will appear in the map results. You can also add your business to Google Maps manually.

Search Engines

Google is the most popular search engine, but there are several other search engines that you can use to generate leads. For example, Bing and Yahoo both have their own search engines, and some smaller search engines may be relevant to your business.


LinkedIn is a great source for B2B leads. When you create a LinkedIn profile for your business, you can include keywords relevant to your industry. LinkedIn also has a number of features that allow you to target potential customers, such as searching for keywords and companies and seeing who has visited your profile.

Lead Generator/ Finder

If you don’t want to spend the time and effort required to generate SEO leads manually, you can use a lead generation or finder tool. These tools are designed to help you find potential customers who are already interested in what you offer.

Lead Generation Tools

Lead generation tools are software programs that help you find potential customers based on various criteria, such as their location, industry, or type of business.

Finder Tools

Finder tools are websites that allow you to search for potential customers based on specific keywords or phrases. Finder tools are a great way to find leads for your business quickly and easily.

The best way to generate SEO leads is by using a combination of methods. Try using online directories, maps, search engines, and LinkedIn to find leads. And don’t forget to use lead generation and finder tools to make the process even easier!

Expert Advice:

You can save time and money by using our free in-house Marketing Engine to find new leads and new opportunities for your business. It does not require any proxies, VPN, or any expensive service as it uses your own Google search. With this free and powerful tool, you can find businesses in any industry worldwide just by putting in your keyword and the target location.

With this free and powerful tool, you can:

  • Perform niche research and find businesses in any industry worldwide.
  • Search by any criteria and any location.
  • Develop lists of businesses without duplicates.
  • Create a message template that you can use to dynamically send to each site.
  • Develop custom profiles for submission to contact forms on websites.
  • Add in your custom lists from emails and other sources.
  • Input advanced Google search parameters for link-building or promotions.

You need to generate a custom Google search to find sites relevant to your agency. Once you have the search results, you will need to right-click on the browser to copy the source code. Just copy and paste this source code into the Website Extractor field in our Marketing Engine, and there you go. You will have a list of SEO leads that you can start contacting immediately.

Shortlisting SEO Leads

With details of SEO leads in your hands, the next step is to shortlist leads who may need your services. You can shortlist your SEO leads by:

Checking for Their Digital Presence:

You can shortlist your SEO leads by checking their digital presence. This includes looking at their website, SEO, Google Ads performance, and social media profile. You can also check their reputation to see if they need help preserving it.

The important question here is: What can you offer to help their businesses?

There are a few things to consider when making this decision. First, you need to determine whether or not the business is in a location where you offer services. If they’re not in your service area, you can’t offer them anything even if they want it.

Second, take a look at their website. Is it well-optimized for search engines? If not, then they likely don’t know much about SEO and would benefit from your services.

Third, review their contact information. Are they easy to contact? Do they have a good response rate? If not, then it’s likely that they’re not interested in working with you.

Fourth, look at their website traffic. Is it high or low? If it’s low, they could use your help to get more visitors to their site.

Finally, consider how much competition you’ll have if you offer them your services. If several SEO firms are already in their area, it may be difficult for them to switch to a new provider.

Once you’ve weighed all of these factors, you can decide whether or not to pursue the lead further. Not every lead will be a good fit for your business, but using these criteria will help you narrow it down to the best ones.

Auditing Their Website:

The next step is to audit their website. This will include looking at their website design, on-page optimization, backlinks, and social media followers.

You can also look at how they’re currently using SEO and Google Ads to generate traffic. If they’re not doing well with either of these methods, then you can offer your services to help improve their results.

Things to keep in mind while running SEO audits:

Make sure that you have the right tools for the job. You can use various software programs and online tools to help you with your audit.

Always start with a baseline report. This will give you an idea of where the business is currently and where they need to improve.

Be sure to set realistic goals for the audit. You don’t want to overwhelm the business with too many changes at once.

Expert Advice: You can use our in-house audit tool to get comprehensive audit reports for your clients. This tool will help you identify areas of improvement and provide expert advice on fixing them.

Adding Leads to Your CRM

Once you’ve shortlisted your SEO leads, the next step is to add them to your CRM. This will help you manage, track, and identify your customers. The goal is to convert these quality leads into clients.

There are a few things to keep in mind when adding leads to your CRM:

Ensure that you have the right fields for each lead type—this will help you track their progress and see which ones are most likely to convert.

Organize your leads by location—this will help you focus your marketing efforts in the right areas.

Track your lead’s engagement levels—this will help you determine which ones are most interested in your services.

Use tags to identify specific lead types—this will help you target your marketing efforts more effectively.

Contacting SEO Leads

Now that you have all of the information you need, it’s time to contact your SEO leads. This will be the most important part of the process, as you’ll need to convince them that they need your services.

Contacting SEO Leads via Email (Cold Email)

Cold emailing is challenging as there’s no relationship between you and your SEO leads. It also lacks feedback that you can use to improvise your approach in real time. And that’s why cold emailing has a high failure rate.

You can follow these tips to increase your chances of success:

Start with their name—this will show that you’ve taken the time to learn about them and their business.

Mention their website—this will show that you’ve done your research and are interested in helping them improve their online presence.

Include a link to your website—this will give them more information about your business and how you can help them.

Make it easy for them to contact you. Include your email address, phone number, or social media profile so that they can get in touch with you.

Contacting SEO Leads via Phone

Phone contact is more personal than email and allows you to build a relationship with your SEO leads. It also gives you the opportunity to get feedback that you can use to improve your approach.

But, like cold emailing, phone contact also has a high failure rate because it takes more time and effort than simply sending an email.

You can increase your chances of success by following these tips:

Send an Introductory Email Before You Make the Call: this will help you build rapport with your SEO lead and make them more receptive to your call.

Reach Out to Your Leads On Their Social Media: this will help you connect with them more personally.

Be Prepared: don’t go in with a predetermined pitch. Be prepared to adjust your approach based on their feedback.

While on the call, make sure that you sound confident and show empathy while discussing the pain points.

Listen Carefully and Take Notes: this will help you get the most out of the conversation.

Don’t try to close them on the very first call; just make your pitch and offer your commitment.

Following Up With SEO Leads

Follow-up is important, as it gives you a chance to convince them that they need your services.

Use your CRM to follow up on your SEO leads basis of their status: Hot, Cold or Warm.

Here are a few more things you can do to increase your chances of success:

Send Them Emails: this is the most common way to follow up with leads. It allows you to provide them with more information about your business and how you can help them.

Send Them Valuable Content: this will show that you’re interested in helping them improve their online presence, even if they don’t end up purchasing your services.

Follow-up With Calls: this allows you to build a relationship with them and get feedback that you can use to improve your approach.

Closing SEO Leads

Closing SEO leads is the final step of the process, and it’s important to make sure that you do it correctly.

Here are a few things that you can do to increase your chances of success:

Make a Good Pitch: this will be the most important part of the process, as you’ll need to convince them that they need your services.

Be Professional: this is the last chance that you’ll have to make a good impression, so make sure that you’re professional and courteous at all times.

Be Persistent: don’t give up if they don’t seem interested in your services. Keep trying until they either say yes or no.

Don’t Rush Them: give them time to make a decision, and don’t pressure them into making a decision.

SEO leads can be a great source of business, but they can also be difficult to contact and convert. But with the right strategy, they can work well. We hope this guide helps you in generating SEO leads that add to your revenue.

Jeannie Brouts

by Jeannie Brouts

Jeannie Brouts is a Marketing Manager at SEO Vendor. She has 10 years of experience in White Label SEO and online marketing. Jeannie loves writing about the latest ways to help businesses market and produce results.

One comment

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    Michel Reilly

    November 2, 2022 at 1:44 pm

    I loved how you indicated expert guides and advice in this article and learned so much from it on generating SEO leads.

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