How to Use Local SEO to Generate Leads for Your Small Business.

SEO-generated leads are typically less expensive than leads obtained through other marketing channels. As such, it makes sense to utilize SEO as much as possible since leads are essential to the success of any business.

Why SEO Is Important for Your Business.

SEO, or search engine optimization, is the practice of optimizing web pages to improve their ranking on search engine results pages (SERPs). A higher ranking increases the likelihood that Google and other search engines will display your pages to users for relevant search queries.

In essence, SEO encompasses everything you can do to increase your site’s visibility and promote its content online. This includes embedding keywords on your website, building links, and utilizing social media marketing, among other strategies.

Effective SEO is crucial for businesses as it boosts online visibility, drives organic traffic to your website, and generates leads and customers, ultimately leading to more sales and business growth. It also helps your website stand out from your competitors online by ranking well and getting found by your target audience.

By implementing the proper SEO tactics, you can create a consistent stream of qualified traffic to your website from search engines on a daily basis. You can capitalize on this traffic if you know how to convert website traffic to potential customers.

What Is Lead Generation?

Lead generation involves generating consumer interest in a product or service with the ultimate goal of converting that interest into a sale. In the realm of online marketing, this typically entails collecting a visitor’s contact information (known as a “lead”) via a web form.

For many B2B companies, lead generation is a crucial component of the sales funnel, as their products can cost thousands of dollars, and web visitors are less likely to make a direct purchase from the website.

Collecting new leads enables these businesses to educate and nurture potential customers via email marketing, before ultimately reaching out to qualified leads directly through salespeople.

Lead generation is also vital for e-commerce and other businesses, as email marketing remains one of the most effective channels for online marketing.

Gathering a prospective customer’s contact information allows the business to market to them later, even if they do not make an immediate purchase.

How Does SEO Impact Lead Generation?

As stated previously, SEO and lead generation are two distinct strategies. SEO involves adjusting and optimizing various aspects of your website to improve its search engine ranking and drive more web traffic, while lead generation focuses on increasing the number of customers and prospects for your business.

The link between them lies in the impact that SEO has on lead generation. SEO can complement a business’s lead-generation efforts by increasing company awareness through organic traffic to the website. The higher your website ranks on Google’s first page, the easier it is for your target customers to find you and learn more about your business solutions.

According to most marketers, SEO is better than other marketing strategies, including PPC, for generating leads.

There are many effective ways to use SEO to boost lead generation, such as auditing your website, conducting keyword research, updating existing on-page content, benchmarking your competitors’ performance, creating an ongoing content marketing strategy, and developing a backlink strategy.

Effective SEO allows you to please both search engines and website visitors by optimizing your website for search algorithms without sacrificing the experience of your readers.

This ensures that your website is well-prepared to generate as many leads as possible organically.

The Best Way to Use SEO for Lead Generation.

Generating leads through SEO is a straightforward idea: regularly post informative and unique content that centers around transactional keywords, ideally twice a week, and watch as a consistent flow of new leads comes your way.

However, putting this concept into practice is much more challenging.

To effectively execute an SEO lead generation strategy, a team of professionals such as writers, editors, web developers, SEO strategists, and graphic designers is required.

These experts will work together to select the appropriate keywords, assess their search intent, and produce top-notch content for each one.

Commercial and Transactional Keywords.

The initial aspect of an effective SEO strategy is quite straightforward: ensure that your website visitors have the potential to become paying customers or clients.

This is achieved by targeting transactional keywords that indicate a searcher’s intention to spend money on your product or service.

These keywords can vary in terms of their degree of transactionality, with some being fully transactional such as “buy” or “services,” while others are more research-oriented, such as “benefits” or “costs.”

It’s important to note that searchers who are closer to the buying end of the scale are the most valuable, and it’s the job of your website’s SEO content to guide them through the purchasing process.

Once you have mastered the art of targeting transactional keywords, the next crucial step in driving customers to your website through SEO is to regularly publish high-quality content that aligns with the search intent behind those keywords.

Understanding and Satisfying User Search Intent.

The power of the user cannot be underestimated, even though the content is often touted as king. No matter how great our content is, if we’re not targeting the right keywords that align with the user’s intent, it’s all for naught. Attracting unqualified traffic is counterproductive and a waste of our resources.

To avoid this, we need to conduct thorough keyword and competitive research before creating our content.

By doing so, we can gain insights into who else is vying for our target keywords and whether we have a chance of ranking on Page 1.

Additionally, competitive research can reveal semantically related keywords that we can incorporate into our content. These aren’t necessarily synonyms, but rather words that are closely related in meaning.

Including semantically related keywords in our content enables search engines to better understand what our content is about, while also making it easier for users searching for similar things (but using different keywords) to find our content.

One approach to content creation that prioritizes search intent is the hub and spoke content marketing model.

This model enables us to focus on transactional keywords on hub pages and informational keywords on spoke pages. By doing so, we can ensure that we have content that aligns with where our users are in their journey.

Keyword research is the foundation of any content strategy, and it’s critical for understanding search intent.

While high-volume keywords may be enticing, they can often be too broad or ambiguous. It’s important to consider the user’s perspective and continuously evaluate what’s already ranking on Google.

To illustrate, consider a hypothetical scenario in which we’re selling reading glasses. We’d want to target the highest volume keywords on our homepage or category pages while reserving lower volume keywords for sub-categories, product pages, or blog articles. By mapping out our keyword targets visually, we can gain a better understanding of the amount and type of content we need to create.

The Impact of Fresh Content on Lead Generation.

Regularly publishing new content not only provides an opportunity to incorporate important keywords into your titles but also allows you to gain authority in your industry.

If you publish content on one specific topic regularly, Google will recognize you as an authority on that topic.

Additionally, SEO can indirectly generate leads by enabling you to use the content created for your campaign on other marketing channels.

This content can establish your company as a thought leader in your industry while simultaneously creating more brand impressions by appearing in prospects’ email inboxes or social media feeds.

How to Improve Your Lead Generation.

In addition to driving more traffic to your website, there are numerous ways to optimize your site to generate more leads.

Content is a crucial incentive for lead generation, so it is important to experiment with different types of content, call-to-action placement, and lead magnets to identify the content that performs best.

This process involves identifying your key buyer personas and developing compelling and valuable content that is tailored to drive high-quality leads.

Aside from incentives, optimizing the lead form is another critical aspect of the conversion funnel. While it is desirable to collect as much information as possible about a prospect, lengthy forms can lead to reduced form submissions.

Therefore, it is beneficial to experiment with different form lengths to determine the optimal balance between lead capture and lead information.

Other site elements can also be optimized, such as having a clear call-to-action and creating a distraction-free, user-friendly design that allows visitors to easily access your desired content. Analyzing data in an analytics platform can be helpful in visualizing how potential leads navigate your site.

Denis Cherkasov is the founder and CEO of Hot Local Spot, a boutique local SEO marketing agency for small businesses. | LinkedIn

We value your feedback and would love to hear your thoughts on our articles. Send us your comments and suggestions to help us improve, so we could provide you with the best content possible. Here’s our email: [email protected].

Follow Hot Local Spot on LinkedIn, Facebook, and Twitter (@HotLocalSpot).


Once a month newsletter.

Get the marketing edge you need to succeed in the small business world.

By signing up, you agree to our Terms of Service and Privacy Policy.

+1 (917) 310 3687
[email protected]

450 Lexington Ave
New York, NY 10017

© Hot Local Spot, 2023.