using seo to drive mqls and sqls

Using SEO to Drive MQLs and SQLs

Contact: [email protected] | Digital Reach 2

We are a B2B Digital Marketing Agency focusing on demand generation.

Companies work with us to:• Increase qualified leads• Track SEO and SEM to ROI• Marketing Automation Support

About Us

• Search Engine Optimization• Paid Search & Display• Website Redesign• Marketing Automation

3Contact: [email protected] | Digital Reach

1 What’s a marketing funnel, anyway?

2 How can SEO impact my business?

3 Live site analyses

On the Agenda

4

What’s a marketing funnel, anyway?

Contact: [email protected] | Digital Reach

Marketing Funnel Diagram

Closed Won

Sales Qualified Lead

Marketing Qualified Lead

Raw Lead

6

How can SEO impact my business?


Factors to consider:• Monthly traffic volume• Analytics data• Competitor rankings• Conversion rate

First, identify your primary keywordsMake sure to include a mix of high-volume as well as high-conversion


Next, determine the average CTR of Page 1 Results Page 1 averages range from 2-35%, based on position. Let’s use a conservative 7%.


1,024,700 monthly searches

x 7% average CTR___________________________

= 71,729 new website visitors

Now, multiply total monthly searches by CTR to get potential monthly visitors

71,729 new website visitors



71,729 monthly visitors

x 3% conversion rate________________________

= 1,793 new leads

1,793 new leads

* For a more accurate number, insert your conversion rate.

Calculate the number of potential monthly leadsUsing the Google B2B average visitor-to-lead conversion rate of 3%.



1,793 new leadsx 15% qualification rate

___________________________

= 269 new leads

1,793 new leads

269 new qualified leads

* For a more accurate number, insert your qualification rate.

Calculate the number of potential qualified leadsLead-to-qualified-lead percentage varies, but in our example, we’ll use 15%.




x 10% close rate________________________

=27 new deals

1,793 new leads

* For a more accurate number, insert your close rate.


27 new deals

Calculate the number of potential closed dealsQualified lead to closed deal percentage varies business to business. We’ll use 10%



27 new dealsx 100,000 avg. sales price ___________________________

= $2,700,000

1,793 new leads


27 new deals

2,700,000 monthly revenue

Calculate the number of potential monthly revenueFor this client, the average value of a new customer is $100,000.



1,793 new leads


27 new deals

2,700,000 monthly revenue32,400,000 annual revenue

2.7 million monthly revenuex 12 months ___________________________

= $32,400,000

Calculate the number of potential monthly revenueFor this client, the average value of a new customer is $100,000.


You only have 7 seconds to answer

these 3 critical questions:

1 Where am I?

2 What can I do here?

Why should I do it?3

Treat Each Page As an Entry Point


What Am I Supposed to Do?


Easy Not Easy“Sticky” Calls to Action stay with the browser window.

Have seen 2X increases in conversion rates!

“Sticky” vs Regular Calls to Action


Choose keywords carefully. Consider what prospects will search at each stage of the funnel.

Identify Keyword Opportunities


Identify Keyword Opportunities

Choose keywords carefully. Consider what prospects will search at each stage of the funnel.


Master closed loop reportingJustify your SEO investment by tying search to your CRM


Sample Analysis ReportGain actionable insights into which campaigns generate revenue

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LIVE Site Analyses

Get a second opinion on your SEO & Demand Generation Approach

In a 30 minute consultation, learn: Where you rank in relation to competitors Measure revenue opportunity from Search What you can do to accelerate results from SEO now

Mike TurnerHead of New Business

Thanks for watching!

Email [email protected] or call (925) 750-8550 for more information