How to Face 3 Fundamental Challenges Standing Between SEOs and Clients/Bosses

How to Face 3 Fundamental Challenges Standing Between SEOs and Clients/Bosses

Every other year, the good people at Moz conduct a survey with one goal in mind: understand what we (SEOs) want to read more of. My client doesn’t understand how SEO works and I always have to justify my actions. In fact, I would enjoy starting a conversation around these challenges with any of you so please grab me at SearchLove (plug: our San Diego conference is selling out quickly and is my favorite) or MozCon to bounce off more ideas! My client doesn’t understand the value of SEO and it’s difficult to prove ROI The value of SEO is its influence on organic search, which is extremely valuable. In other words, more people are searching for things than ever before, which results in more potential to grow organic traffic. My client doesn’t understand how SEO works and I always have to justify my actions Does your client actually not understand how SEO works? I’ve been there — constantly needing to justify why you’re working on a project or why SEO should be a focus. Also, it means that your client is interested in your work! My client and I disagree about whether link building is the right answer The topic of whether links (and by extension, link building) are important is perhaps the most talked about topic in SEO. Are there specific challenges you face within the topics of ROI, educating on SEO, getting sign-off, or link building?

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Every other year, the good people at Moz conduct a survey with one goal in mind: understand what we (SEOs) want to read more of. If you haven’t seen the results from 2017, you can view them here.

The results contain many great questions, challenges, and roadblocks that SEOs face today. As I was reading the 2017 Moz Blog readership survey, a common thread stood out to me: there are disconnects on fundamental topics between SEOs and clients and/or bosses. Since I work at an agency, I’ll use “client” through the rest of this article; if you work in-house, replace that with “boss.”

Check out this list:

I can definitely relate to these challenges. I’ve been at Distilled for a few years now, and worked in other firms before — these challenges are real, and they’re tough. Through sharing my experience dealing with these challenges, I hope to help other consultants and SEOs to overcome them.

In particular, I want to discuss three points of disconnect that happen between SEOs and clients.

  1. My client doesn’t understand the value of SEO and it’s difficult to prove ROI.
  2. My client doesn’t understand how SEO works and I always have to justify my actions.
  3. My client and I disagree about whether link building is the right answer.

Keep in mind, these are purely my own experiences. This doesn’t mean these answers are the end-all-be-all. In fact, I would enjoy starting a conversation around these challenges with any of you so please grab me at SearchLove (plug: our San Diego conference is selling out quickly and is my favorite) or MozCon to bounce off more ideas!

1. My client doesn’t understand the value of SEO and it’s difficult to prove ROI

The value of SEO is its influence on organic search, which is extremely valuable. In fact, SEO is more prominent in 2018 than it has ever been. To illustrate this, I borrowed some figures from Rand’s write up on the state of organic search at the end of 2017.

  • Year over year, the period of January–October 2017 has 13% more search volume than the same months in 2016.
  • That 13% represents 54 billion more queries, which is just about the total number of searches Google did, worldwide, in 2003.

Organic search brings in the most qualified visitors (at a more consistent rate) than any other digital marketing channel. In other words, more people are searching for things than ever before, which results in more potential to grow organic traffic. How do we grow organic traffic? By making sure our sites are discoverable by Google and clearly answer user queries with good content.

When I first started out in SEO, I used to think I was making all my clients all the moneys. “Yes, Bill, if you hire me and we do this SEO thing I will increase rankings and sessions, and you will make an extra x dollars!” I used to send estimates on ROI with every single project I pitched (even if it wasn’t asked of me).

After a few years in the industry I began questioning the value of providing estimates on ROI. Specifically, I was having trouble determining ift I was doing the right thing by providing a number that was at best an educated guess. It would stress me out and I would feel like I was tied to that number. It also turns out, not worrying about things that are out of our control helps control stress levels.

I’m at a point now where I’ve realized the purpose of providing an estimated ROI. Our job as consultants is to effect change. We need to get people to take action. If what it takes to get sign-off is to predict an uplift, that’s totally fine. In fact, it’s expected. Here’s how that conversation might look.

In terms of a formula for forecasting uplifts in SEO,…

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