How To Stop Relying On Referrals And Build a Machine That Generates Consistent High-Quality Inbound Opportunities Without Cold Outreach Or Advertising

A Guide For B2B Service Providers With Headcount 2-35

Written by David Ellis, content is copyright of Teranga Digital Marketing LTD - ? Teranga Digital Marketing LTD 2022. All rights reserved.

Schedule a call: https://calendly.com/davidterangadigital/teranga-seo-demo

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Avva Experience went from 10 inbound enquiries per month to 26 in just a few months, achieving a monthly ROI of 930%.

Figure 1: month-on-month growth in Google Search Console for Avva Experience

303 London, a marketing agency, has seen their landing pages move from the 3rd or 4th page of Google search results to page 1 for high-intent keywords, and a rise in inbound opportunities.

Figure 2&3: high-intent keywords climbing the rankings for 303 London

Alesco Property reached page 1 with their target keywords in just six months, skyrocketing their inbound leads. Here is an interview with their Marketing Director.

Who This Is For

This paper is designed to help boutique (defined as 2-35 internal headcount) B2B service providers - consultancies, IT service providers, marketing agencies, etc. - get to a place where they no longer have to worry about where their next deal is coming from. We’ll show you a way to consistently generate high-quality inbound opportunities and solve your lead generation problem for good.

According to Signpost, 82% of small businesses claim that referrals are their primary source of new business. If you’re in that 82%, then stick around.

You’ve probably been a business for at least a few years now. You know that you do amazing work and your customers love your service. You know in your gut that if you could just get in front of more relevant prospects, they’d be falling over themselves to start working with you!

If you’re running a boutique company, you’d prefer to not have to think too much about marketing/sales. You want to just focus on doing excellent work, building your small team of ninjas, and most importantly, not having work/business as something that spills over into your personal life - with the thought of running out of clients keeping you up at night.

You’re not a big fan of cold outreach, though you’ve probably tried it in the past. You just feel like it’s not really “you”.

Maybe you have tried “doing content” before, but none of it really seemed to make an impact, and you ended up giving up because it took so much time and energy

I’d guess you’ve worked with LinkedIn lead generation or advertising agencies in the past that sold you a dream but generated zero results and wasted a tonne of time and money (I know I have!).

So, if you’re looking for a proven system to grow your business and solve your lead generation problem for good, then stick around.

Note: this is not a “flash in the pan” solution. It will take some time to build up momentum. So, if you’re looking for a quick and easy fix, this is not for you.

My Background

I’ve got quite a strange background. After doing “just OK” at school and college, I studied Music at university and ended up with a First Class Degree.

I then took that knowledge and ended up where all grads who have no idea what they want to do find themselves: sales.

Flash forward 9 years and I’ve spent my career so far in sales and marketing in the B2B space.

I started in recruitment and was quickly a top performer in the agency I worked for. After a few years, I was headhunted by another firm to help grow one of their practices. I learned a lot about people and communication during this time.

After 5 years in recruitment, I moved into B2B sales, then finally ended up as Director of Business Development for a B2B service company called PGC. You can think of this as a Growth Lead role. I managed a small sales & marketing team and my responsibility was to grow revenue. I also acted as the public face of the company.

Figure 4: action shot from PGC

The 3 years I spent in this role would be invaluable to my growth. I was able to combine my creative background with the commercial experience I had gained in sales. We tried lots of different marketing strategies to bring growth to the business. Most didn’t work. Some did. I learned a lot.

I also spent plenty of time in the trenches, personally took thousands of sales calls, signed hundreds of clients, and was one of the top-performing sales reps in the history of the business.

A challenge that we needed to overcome during this time was that we had a niche solution to a problem that many companies were experiencing, but the solution was not well known.?

We also had no way of knowing who could be experiencing the problem since almost any company in the world could be a potential customer. For this reason, it was very difficult to determine who might be interested and proactively reach out to them!?

We needed a way for prospective customers to find us when they had the problem we knew we could solve.?

This is where I was introduced to SEO.

When we began, we never generated any business organically. Nobody ever found our website and made enquiries.?

We spoke with quite a few experts and SEO agencies at the time, but to be honest, it left me more confused than when I started, so I decided to figure it out on my own.

It took nearly 12 months, but we went from zero to hero. From nobody ever finding us organically to generating hundreds of thousands of dollars worth of revenue every month through inbound enquires from Google.

It also helped us to open up new verticals within the business. Prospective customers were coming across us and reaching out asking if we could help them.

As a result, I’m proud to say that as a team we achieved record-breaking years back-to-back whilst I was in this role in 2020 and 2021. We broke records in client acquisition and also total revenue, and the business surpassed $100m in revenue, which had long been a goal of the leadership team.

I’d say it changed the trajectory of the business forever. It also explains why I’m such a big believer in SEO as a marketing channel. I know first-hand how powerful this can be for B2B businesses and it’s why I started an agency with a mission to help other businesses do the same.

If you’re interested in my “outside of work” life: I’m a massive coffee nerd. One of those people who likes to weigh their coffee beans and grind them by hand each morning. I’m also a dog-lover, especially our Spaniel, Freddie, and I love horology (watches).

A Comparison Of Different Marketing Channels

Note: for the purpose of this paper, we’re defining marketing as “getting attention for your business and filling your sales calendar”. Marketing is getting attention, and sales is turning that attention into revenue.

So, you’ve decided you want to grow your business. There are so many different marketing channels available to you. It can be incredibly confusing.

Cold calling? Facebook ads? LinkedIn content? Showing up at your clients' office unannounced?!

Let me start by letting you in on a secret: all marketing channels work. The key is selecting the ones that are right for your business, efficient (profitable), and sustainable long-term.

It’s much like a diet. Most health experts will say it’s better to pick something that you can stick to for the rest of your life, rather than “crash dieting”. It’s best to pick a marketing channel that your business can rely on in 2, 5, or even 10 years from now.

In this section, we’ll make a comparison between a few different channels, and take a look at the pros and cons of each, to help you decide which is right for you.

We’re going to use four main categories:

1. Cold Outreach - via phone, emails, or platforms like LinkedIn
2. PPC Advertising
3. Paid Advertising (LinkedIn, Facebook, YouTube, etc.)
4. SEO

These are the criteria we are accessing them on:

• Scalability: how efficient is the channel at scale? (5 = most scalable, 1 = least scalable)
• Lead quality: how good are the leads that we’re generating? Are they highly motivated and a good fit for your solution, or tire kickers? (5 = highest quality, 1= lowest quality)
• Cost: how expensive is the solution over 12-24 months? (5 = least expensive, 1 = most expensive)
• Time to results: how long does it take to start generating leads? (5= fastest, 1= slowest)
• Half-life: if you were to stop all activities in this channel today, how long would it continue to bring you leads? How much does the activity compound over time? (5 = long half-life, 1 = short half-life)

Cold Outreach

This could be cold calling, email outreach, or using platforms like LinkedIn.

There is no denying that this is an effective solution and can generate appointments very quickly. It’s also very cost-effective (can be basically zero cost) so tends to be a great marketing channel for businesses who are starting up and/or need to grow quickly.

However, the main challenge with cold outreach is that many people do not enjoy it - neither the outreacher nor the outreachee - and you have to be careful not to come across as spammy or a nuisance.

Lead quality can be a little low as you tend to generate appointments with tire kickers rather than real buyers.?

It also creates a power imbalance with the prospect - since you reached out to them - which doesn’t take effect with inbound marketing strategies.?

This typically requires more human input to scale - ie. more people cold calling, or prospecting on LinkedIn.

It’s also likely that this type of outreach will get harder over time as more and more regulation around data privacy is introduced, and platforms like LinkedIn and email providers are really cracking down on outreach at scale (Source: Expandi).

PPC Advertising

Pay-per-click advertising is common in search engines like Google (ie. paying to be ranked at the top of search results for specific terms).

The results are generated very quickly (if you do it right) and one big bonus is that “buying intent” is implied, meaning that people are searching for answers to their problems, and ready to buy the solution. This is a direct comparison with cold outreach or paid advertising, where you are trying to turn a stranger into a buyer, rather than letting the buyers come to you.

Common challenges with PPC are the poor quality of the leads (you tend to get a lot of tire kickers), scalability (tough to maintain efficiency at scale, tends to get more expensive over time as the keywords become more competitive - it’s an auction system), and the half-life is non-existent (if you turn the ads off today, you stop generating leads today).?

Interesting read: PPC Works, But it Does Not Invest in Long-Term Brand & Website Wealth

Paid Advertising

This applies to platforms like LinkedIn, Facebook, Google/YouTube, and others.

If you have the money, paid advertising is a powerful way to generate leads and appointments.?

Whereas in cold outreach, you have to reach out to relevant prospects, in paid advertising you’re simply paying for the attention. It means you can reach a lot of people very quickly and it scales well (if you want to reach more people, you just spend more money). The platforms are getting better and better over time at putting your ads in front of the right people.

It can be hard to get right in B2B - you need a unique product, offer, and ads in order to actually generate attention. This can make advertising an expensive exercise. You need to spend quite a bit of money to test things out and figure out the best angle to take which is why paid advertising is usually implemented by businesses who have funding and/or have large marketing budgets.

Half-life is short. You turn off the ads, you stop generating leads.

SEO

Search engine optimisation - improving your organic rankings in search engines like Google, Bing, and YouTube.

The main reason companies don’t focus on SEO lies in the fact that it takes some time to start generating results. Usually, it takes at least 3-6 months since you need to be on page one to generate leads (source: Backlinko), and can be even longer in competitive markets. Most companies just aren’t willing to be patient and wait that long.

This has knock-on effects since you don’t know if what you’re doing is working right away. You can waste a lot of time and money on SEO strategies that are not effective.?

The major benefits of SEO are the quality of the leads and the implied “buying intent” since they’re inbound. The majority (89%) of B2B researchers gather their information through Google (Source: Google / Backlinko).

Companies often report that leads generated from organic traffic tend to be of the highest quality, and have the highest sales conversion metrics. This is because when a prospect finds your business organically, they tend to trust your solution. They may have also read some of your content and by the time they’re speaking with you, they already know about your company and are motivated to buy.

It also scales very well over time as the activities compound, meaning growth is exponential rather than linear. If you’re looking 12-24 months in the future, it’s tough to compete with the exponential growth of SEO, and this is why we love it.

The chart below from Semrush shows a comparison between PPC, social content, and SEO:

Figure 6: chart showing comparison between PPC, Social Media, and Content/SEO. Source: Semrush.

Summary

As a business owner, you need to assess the marketing channels on offer and determine which is best for your business right now, taking into consideration the factors of scalability, speed to results, cost, lead quality, and half-life of the marketing activity.?

In this paper, we argue that:

Start-up or scale-up businesses without investment should focus on outbound prospecting or PPC in order to generate quick revenue, and think about organic channels like SEO in the future.

Businesses with a large marketing budget will invest in all channels, including cold prospecting, paid advertising, and SEO.

Businesses without the need for immediate cash, looking for sustainable, long-term results that will compound, should invest in SEO.

Central thesis: You can consistently and profitably grow a business without cold prospecting or paid advertising by building an SEO machine that generates high-quality inbound opportunities 24-7-365, and the results will compound year on year.

However, most businesses either?

a) Don’t know where to start or give up because they don’t have a clear roadmap to getting results and therefore follow a scatter-gun approach or lose patience?

b) Have been convinced that “SEO doesn’t work anymore” and they should focus their attention on other marketing channels

My agency, Teranga, is a small team of SEO nerds who are dedicated to solving this problem for B2B service providers.

How To Generate Results With SEO

If you’ve read this far and you’re bought into the benefits of SEO as a marketing tool, you’re probably wondering where to get started. In this section, we’ll outline in detail the SEO framework that we have used to consistently generate results on behalf of our clients. This framework will turn you into an SEO superstar!

It’s called “The Four Levers of SEO”. The premise is this: after you have completed your strategy build (steps outlined below), there are four key parts to the SEO campaign. Four levers that we can pull in order to generate results from the campaign. A good SEO campaign will probably have elements of all four of these.

The diagram below shows the four levers and phases of the campaign:

Figure 7: Teranga SEO methodology, “The Four Levers of SEO”

Building an SEO Strategy

SEO is a bit like steering a ship. You’ve got to decide where you would like to end up, determine the coordinates, set a course, and sometime later you’ll end up at your desired location. So, it makes it all the more important to have a clear strategy and roadmap. This first phase is all about gathering intel and setting your course.

Do you have to complete the steps in this order?

Yes. You will be tempted to skip to the more exciting parts of the process (ie. content writing). Don’t. In order to achieve great results all four levers of your website must be optimised, and pulling each lever in order is key to success.

Website audit

Run a website audit using Ahrefs.??

Figure 8: ahrefs dashboard. Source: Ahrefs.

Review your traffic and performance with Google Analytics, Google Search Console, and the data you have in Ahrefs. Take a look at your organic traffic (if you have any) and see if you’re ranking for any keywords.

Speed analysis

Run the domain through Page Speed Insights and determine if you’re having any speed issues. If you are, this will likely be solved by resolving the technical issues that have been flagged up in the technical audit.

Competitor analysis

You’ll also analyse competitors' websites to see how much traffic they’re achieving, their DA (domain authority/ranking), which keywords they are ranking for, and which pages are performing well.?

This will include direct business competitors (businesses that compete with your service) and search competitors (businesses that may not directly compete with your service but compete for keywords in the search engine).

Keyword research

Use Ahrefs to run keyword research and search for keywords you could target. You’re looking for keywords that meet these three criteria:

1. Search volume (people actually searching for it)
2. Reasonable competition (KD in Ahrefs) (if too many other domains are ranking for this keyword it will be hard to compete)
3. Relevant to your business and the services you’re providing?

Figure 9: Ahrefs keyword research. Source: Ahrefs.

Just remember that keyword data is quite rough, so take it with a pinch of salt.

Tip: you can use Google search if you need inspiration and a starting point.

There are two main types of keywords:

1. Transactional with buying intent - which we’ll use for our core pages (home page, service pages, about page, etc.)
2. Informational which we’ll primarily use for content writing (guides, blogs, articles, etc.)

Make lists of keywords (that meet criteria 1-3 above) for each of your core pages, and a separate list for content writing which you’ll come back to later in the process.

Technical Optimisation (& Site Structure)

Site Structure & Pages

You want to make sure your website has a logical site structure and as many relevant pages as possible.

For most B2B service providers, you should aim to have the following core pages:

• Homepage
• About page
• Service page(s) for each of your service offerings. For example, if you are an IT service provider and you do manage services and also have a consultancy offering, you should have separate pages for each. You can also split these pages by solution or customer type, rather than service.
• Case studies/testimonials
• Blog - where you’ll hold the content that we’re writing later on in the process
• FAQ page (optional) - this is an easy way to add additional keywords and answer your customer questions
• Pricing (optional)

Remember why we’re doing this: we want to make it very obvious to Google’s crawlers what our website is about and who we serve. Each new page and keyword is like a signpost.?

Unfortunately, lots of B2B service providers shoot themselves in the foot by not having basic pages like service pages. How is Google (or your customer, for that matter) supposed to know what you actually do?!

If you don’t have all the pages above,? you should consider adding them.

Technical Optimisation

Go through the Ahrefs technical audit and action any “issues” that need to be resolved. The software will have instructions on how to solve the issue, and you may need to enlist a developer to make some of the more technical changes.?

Figure 10: Ahrefs site audit. Source: Ahrefs.

Tasks will include:

• Fixing any broken links, tags, or redirects
• Addressing site speed:
• Removing excess code/script from pages
• Removing unnecessary plugins
• Optimising image size
• Setting up robots.txt properly
• Addressing duplicate content
• URL optimisation
• Navigation structure

Set Up Tracking

Set up Google Analytics, Google Search Console, and Google Tag Manager on your website if you haven’t already done so.

Here are some helpful guides to setting these up:

Google Analytics Set Up

Google Search Console Set Up

Google Tag Manager Set Up

Once you’ve set up Google Tag Manager, you should decide what conversion metrics you are tracking (e.g. demo booked, contact form filled out, email newsletter sign up). Tracking conversions is incredibly important for assessing if the campaign is working properly or not.

Important: keep it as simple as possible. It’s very easy to get overwhelmed by tracking everything under the sun (agencies love to overcomplicate this). Just focus on the most important conversions - usually, this is demo bookings or contact forms for B2B service providers.?

Once you have thousands of demos being booked on your site, you can start tracking some of the more complicated stuff.

This is a good guide to setting up conversion tracking using Google Tag Manager.

On-Site Optimisation

You should now have a website that is technically optimised and has a sensible site layout, containing the core pages that you need. Don’t worry if you don’t have all the content on the pages yet, we’ll be building that out in this section.

Adjust your target pages (or build them from scratch, if necessary) using the keywords you’ve selected during the strategy-building process. A general rule of thumb is to focus on one primary keyword and include it in the H1 (page title) and use secondary (related) keywords in H2s, and H3s (subheadings).?

Sprinkle in the keywords as much as you can, whilst keeping the copy sounding natural.?

Important: don’t try to “stuff” keywords onto the pages, Google is really good at noticing this. If you read the copy and think “I wouldn’t speak like this” or it sounds unnatural, then you should re-write it.

How should pages be structured?

A basic page structure is as follows:

H1:? (headline with primary keyword, for example, “Accounting Services For Small Businesses”)

Paragraph: reinforce the headline and add some additional context

CTA: Book a call / contact us / learn more

H2: Subheading including secondary keyword (eg. “Why choose our specialist accounting services?”)

Paragraph: reinforce headline and add context

CTA: same as before

H2: Sub-heading including secondary keyword

Paragraph: reinforce headline and add context

CTA: same as before

H3 (features, benefits, or FAQs)

H3 (features, benefits, or FAQs)

H3 (features, benefits, or FAQs)

Optional extras: testimonials, logo wall, etc.

What about meta information?

Metadata is the information that appears in the SERP (Search Engine Results Page) and should be updated and include relevant keywords. Make sure your page title and description are an appropriate length (generally, 50-160 characters is recommended for descriptions), and contain information that will make users want to click through (Source: Moz).

Should I include schema mark-up on the pages?

Yes. Schema mark-up is code that you add to your website that will help the search engines bring back better information for the users. (Source Neilpatel.com).

Phase one completed

Now that you’ve got to this point, you have a fully optimised website. We consider this the end of phase one. It usually takes about 60-90 days to get to this point and - if it’s been done correctly - you’ll start seeing results within a few weeks of completing this phase.

Now the focus shifts to content writing and link building.

Content Writing

Now, the moment you’ve been waiting for - it’s finally time to start writing some content!?

Planning

Use your keyword research and competitor analysis to map out your content topic ideas and plans. Map out your topic ideas in a spreadsheet and for each content piece, include:

• Main goal of the content piece?
• Keywords targeted
• URL (including keywords)
• Meta information (including keywords)
• FAQs (including keywords)
• Target word count?
• Articles you are competing with (for reference)

How much content should I write?

So long as you can maintain quality and consistency, the more content the better. Write as much as you can.

The key to results with content is to be consistent. So, it’s better to write 2,000 words per month, rather than 10,000 one month, and then none for 3 months.

A good rule of thumb is to write at least 8,000-10,000 words per month.

How long should my content pieces be?

Try to write longer and more detailed pieces on similar topics. For example, if you’re an accountancy and your competitor has written a 1000-word piece on “Cashflow Planning For Small Businesses”, aim to write a minimum of 1000 words, and ideally exceed this.

Should the content sell my services?

No, you should aim to make the content purely educational. You can add links to your other pages and services if relevant, but you should not use blogs to sell the services.

Should I have links in my content pieces?

Yes, ideally you want to link to external websites and internal pages in your content. Make sure it’s natural and try to avoid linking to your competitors!?

Should I include images in my content?

Yes, this is a good idea to make the piece more engaging and keep users on the page longer.

Link Building & Promotion

A key ranking factor is Domain Authority/Domain Ranking. This is not publicly shared by Google, but most SEO tools have a way of measuring this. Generally, it boils down to the total number of backlinks (reference links on other websites) and the quality of the websites that the links are coming from. So, the more quality backlinks you can acquire, the better.

Here are some methods to build up backlinks to your website and increase your domain authority:?

Directories

Search for relevant directories that you can add your company to. Many of these directory websites have been around for a while and built up a decent domain authority and will provide you with a good quality link.

You may be required to pay a small fee in order to be added to the directory.?

Sharing content

You should have some amazing content now that is providing value to your marketplace. To help build domain authority, you can share this with other relevant blogs and publications, asking them to share on their website and post a link back to your site. You could also do a content/link exchange with a relevant blog.

Digital PR

The best case scenario is to work with a digital PR firm that can get you named in loads of amazing, high-quality publications, but budget is a consideration here.

Outreach

You can outreach to relevant publications in your space, and ask them to include links to your website in relevant content. They may ask for a fee in order to do this.

Should I pay for backlinks?

Paying for backlinks is technically against Google’s terms of service and should be avoided if possible.

Analyse Results and Course-correct as Necessary

By this point, your campaign will be in full-swing, and it’s time to start measuring the results.

Track your SERP performance using Google Search Console

You should see your impressions (how often your pages appear in search results) and clicks (how often people see your page in SERP and click through) improving over time. This is one of the first signs that your SEO campaign is working!?

Figure 11: Google Search Console example. Source: www.google.com.

Track your keyword rankings in a tool like Ahrefs?

You want to see improvements on your target keywords.

Track KPIs & measure ROI

There are so many vanity metrics in SEO. Try to focus on the main thing - traffic and conversions. The data will be shown in Google Analytics and you can use a simple KPI dashboard to track your KPIs month by month and measure ROI.

When should I expect to start seeing results?

There are a lot of variables - competitors, algorithm updates, market size, how quick you get through the work, or even world events - that affect when you’ll see results. Some people see significant improvements in just a few weeks and others need months to see results.

Based on our experience of working on thousands of websites, a general rule of thumb would be that you’ll see some results in 1-3 months (generally increases in impressions and clicks in GSC), then some more tangible returns in months 3-6 (more traffic, additional conversions), and things get more exciting from month 6 onwards (significant numbers of conversions, page 1 rankings, etc.).

What should I do if I’m not seeing improvements in my keywords?

Go back to our keyword criteria (1-3) and make sure the keywords you’re targeting have enough search volume and are not too competitive. You may need to adjust your keywords and make some changes.?

Summary

So, all you need to do is:

1. Build your SEO strategy
2. Technical optimisation of your website
3. On-site optimisation and core page building?
4. Content writing
5. Linking building & promotion
6. Analyse results & measure performance?

If you’ve followed the steps correctly, and you stick with it long enough, you’ll have a machine that consistently generates high-quality inbound opportunities for your business without any paid advertising or cold outreach.

Next Steps

So, at this point you have two options.?

The first is to find a way to implement this solution yourself - either with the existing team or by hiring new talent in order to follow the strategy I’ve laid out. This comes with challenges:

1. Although the strategy and action plan are thorough, if you or your team don’t have the necessary experience in the field of SEO (even 99% of marketers don’t really understand SEO), you will likely waste time and energy, and incur inefficiencies. You may be able to start generating some results yourself, but it will likely take longer than necessary, which comes with a huge opportunity cost.
2. Hiring good marketers is expensive. Like, really expensive, because it’s such a high-value skill. Sure you could find a marketing graduate for ￡25-40k salary, but they don’t really know much about marketing in the real world. A skilled and experienced marketer is likely to require a minimum of ￡70k-100k, and even then, they probably won’t have the necessary breadth of skills across SEO, web development, and content writing that is required.

Or you can work directly with my agency and we’ll build the machine for you in half the time, at a fraction of the cost, and with minimal effort from your side. We’ll also guarantee that you generate a great ROI and remove all your downside risk (more on this later).

A quick reminder of who this paper is for: this is for B2B service providers with a 2-35 internal headcount, who are looking for a way to generate high-quality inbound opportunities without having to do cold prospecting or paying for advertising. It’s for businesses who want to build an SEO machine and never have to worry about where their next deal is coming from.?

Our Track Record

Alesco Property went from nowhere to ranking on page one with their target keywords within 6 months.

Before working with us, they were overly reliant on PPC to generate new leads, and were worried this might not be a sustainable long-term strategy. We’ve built out an organic channel with SEO that is now generating consistent inbound leads 24-7-365.

Here’s a quote from their Marketing Director:?

"Teranga have provided us with an exceptional service from the ground up. They've supported us in the development and implementation of an SEO strategy that's set to support our business growth and achieve our current goals for lead generation and wider exposure... I would definitely recommend them to any business that's looking for an SEO specialist that can deliver."

You can watch the full interview here: www.terangadigitalmarketing.com/testimonials

Avva Experience, went from 10 inbound enquires per month to 26 in just a few months, achieving a monthly ROI of 930%.

For every ￡1 they put into SEO, they were generating ￡9.30 in additional lead value into their business.

Figure 12: Avva Experience Google Search Console?

Another example is No Boundaries, who saw a 60% increase in impressions, and a 58% increase in clicks onto their website in just 3 months of working with us.

Figure 13: No Boundaries last 3 months / previous 3 months comparison

Testimonials:

??????????“The Teranga team has been both a joy to work with and incredibly effective… their organised and thoughtful workflow has given us clarity around what we’re doing and the results we achieved. It’s easy to recommend Teranga because they’re truly excellent.” - Marketing Manager at Allo

?????????? “The Teranga team is very professional and knowledgeable about SEO. They presented a detailed audit report and an action plan, everything was very well prepared. We are really happy with the work they do! Highly recommended!” - Marketing Manager at Vivoo

What Will Happen When You Work With Us

Key outcome: solve inbound marketing for good. Within 180-365 days, we’ll build you a machine (or build upon your existing machine) that consistently generates you high-quality inbound opportunities 24-7-365.

The best bit is that the results will compound year-on-year.

It means you can stop wasting your money on paid ads campaigns that aren’t working, or wasting your time sliding into strangers dms on LinkedIn.

You’ll no longer have to rely on referrals and you’ll always know where your next deal is coming from.

Here’s What You Get

• Me and my team of SEO experts will run a detailed audit of your website, analyse your competitors, map out the market, and leverage all our experience to build you an SEO strategy tailored to your business right now, so that you don’t have to do it yourself.
• Your website will be fully-optimised and bulletproof. We’ll make sure it’s running at 100%, laid out in a good structure, and each and every page is optimised and targeting high-value keywords. We’ll even deploy our web dev to make the necessary changes to your website to save time!
• We’ll install your conversion tracking system so we can start tracking all the new leads we’ll be generating together.
• We’ll work with you to plan and execute a killer SEO content plan, written by our in-house team of expert SEO writers. You’ll get a huge library of SEO-optimised content written by our team - usually, we target at least 10,000 words per month.
• We’ll also audit your existing link profile, and put together a link-building strategy that is suitable for your business, as well as help you execute it.
• You’ll get a dedicated channel in our slack workspace and have access to me and my team 24/7 - if you have questions, you’ll get a response within hours!
• We’ll also meet regularly (weekly, at first, then monthly later on in the campaign) to make sure we’re maintaining momentum and provide you with campaign updates.
• You’ll have access to our bespoke Trello dashboard where you’ll be able to track the campaign progress and collaborate on tasks.
• We operate an “open book” reporting system. You’ll have access to KPI tracking and regular progress reports.

Demo

If you’re interested in applying to work with us, please schedule a demo call with our team, and make sure you complete the screening questions in as much detail as possible.

We only have capacity to work with 20-25 companies at any given time, so we are extremely selective and only take on customers that we’re 100% sure we’re a good fit to help.?

If you’re interested in applying to work with us, I’d recommend you register your interest sooner rather than later since our roster may fill up.

How The ROI Guarantee Works

I’m very aware that lots of companies have been burned by useless marketing agencies and we don’t want fear to stop you from taking action. So, we remove all of your risk with our ROI guarantee:

We guarantee that you’ll get a minimum of 200% return on the service fees that we’re paid over the course of the campaign.

The best part is that this is just a minimum, many of our clients achieve 500%, 800%, 1000% ROI or more on the service fees that they pay us. We don’t charge any additional performance fees in these cases. We remove all the risk, and you get to keep all the upside. It doesn’t even take into account the fact that the machine we’re building will hold its value and continue to generate high-quality leads long after we’re gone!?

How is the threshold calculated?

It’s determined by calculating the value of a new SEO lead to your business (based on average contract value / closing percentage). Once we know this, we can calculate how many leads we need to bring you in order to meet our minimum threshold.

More questions??

If you have more questions, please schedule a demo call with our team, and we’d be happy to walk you through the specifics.

Summary

Here’s exactly what you get:

• A fully done-for-you SEO campaign to build a machine and solve inbound marketing for good. Consistent, high-quality inbound opportunities. All day, every day.
• A huge library of SEO-optimised content written by our team of experts
• An optimised and bulletproof website?
• We’ll hold your hand through the whole process, and keep you updated with KPI dashboards, reports, project plans, and regular contact

We only have the capacity to work with a handful of companies at a time, so act now if you’re interested in applying to work with us.

We remove all of your risk with our ROI guarantee, and you get all the upside.

All you need to do is schedule a demo with our team.

Frequently Asked Questions

What if we’re not a B2B service business??

Although we specialise in working with B2B service providers, we’ve worked with companies in lots of different industries and verticals and the methodology and process will work just as well.

The only real difference may be the conversion we’re optimising for. For example, if you’re a SaaS business, typically, you’ll want sign-ups rather than contact forms filled.

How long does it take to start seeing results?

Every customer is different, but generally, you’ll start to see some results in the first 1-3 months (increases in impressions and clicks).?

After 3-6 months, you should start getting some great page rankings and maybe a few conversions.

Typically, the 6th month onwards is where things start to get really exciting. This is where you should start generating a significant number of inbound leads and see the momentum building up.

We want to write our own content, does that work?

This is a great question since some industries have very technical subject matter, and although our SEO writers are very skilled and have written about lots of different topics, we may not be able to write to the desired level of detail.?

In these cases, we usually help our customers to plan their content, and we’ll work with them to write it, rather than writing it for them. We will make sure it’s SEO optimised after it’s been written.

I’m not sure that I’m ready to get started.?

If you’re interested but not sure if the timing is right, we recommend booking a demo with us anyway. It’s not a high-pressure call where we will try to force you into working with us. It’s about you - your business, your current situation and growth plans. We want to see if you are a good fit to work with us, and if the timing seems right.

If the timing isn’t right for you and you won’t see the value of what we’re doing, we’ll be honest and let you know.

We’re too busy and don’t have time for something like this.

This is very common in small businesses. I’d argue that building lead generation/marketing channels is one of the highest leverage activities a business can do and you should make time for it! Chances are, if you’re too busy, you’re exactly the type of company that needs to build out organic channels and start working with better and better clients.

The good news is that working with a specialist agency like ours means the input from you and your team is minimal.

Do you work with customers in my country?

We worked with companies from all over the world - UK, US, Canada, Australia, Europe, Asia. We have a global team based in multiple timezones and can work with companies from anywhere.

We don’t need more clients right now.

What a great situation to be in! However, if this is you, I’d argue you’re exactly the type of company who needs to build up organic lead channels.?

Use this as a way to future-proof your company, and make sure you’re working with better and better clients all the time.

I’ve worked with a marketing agency before and not achieved any results at all. How can I be sure this won’t happen again?

Trust me, I’ve been there.

There is nothing more frustrating than finding a marketing agency that you like the look of, paying them a retainer for 6-12 months, and achieving zero results.

What makes it worse is that the agency will typically just shrug their shoulders and go onto the next client!

This is why we have our ROI guarantee. We guarantee results, or you get a full refund.

What if it’s too expensive for us?

Our service fees are not expensive, especially when compared to the alternatives, or the cost of not acting.

If you’re worried about whether you can afford it, you’re exactly the type of customer we can help! Let’s build up your inbound channels and get you to a place where you don’t need to worry about this.

Can we repurpose content and use it in our other marketing efforts (e.g. social media)?

This is a great idea and highly recommended. You should use the blogs and guides we’re writing and repurpose them on social media and in your other marketing activities.

I’m not sure my customers are searching for my solution using Google. Will this work?

This is a really great question - what if my customers don’t really use Google to search for companies like ours?

In our experience, you can bet they are!?

Even if they are not aware of your solution, they’ll be searching for answers to their questions and problems. All we have to do is make sure your company is visible and ready when your customers are searching.

Schedule a demo: https://calendly.com/davidterangadigital/teranga-seo-demo-sysc