How to Get More Local SEO Clients

How many times have you heard, “SEO didn’t work for us,” or “We’re focusing on more effective digital marketing strategies for lead generation”?

It’s frustrating when you know the real problem isn’t SEO, it’s who they trusted to handle it.

Business owners don’t care about relevant keywords, powerful tools, or search rankings. They care about phone calls, foot traffic, and revenue.

If you’re tired of chasing clients, spending hours on pitches, and constantly hearing, “we’ll think about it,” it’s time to change the way you approach client acquisition.

So, how can you position yourself as the go-to local SEO agency and start attracting clients who are ready to work with you? Here are six simple steps on how to get local SEO clients.

1. Be a Specialist

Many agencies start by offering SEO to anyone willing to listen.

A broad approach like “helping all businesses rank higher on Google” may seem appealing, but it often attracts skeptical prospects who see SEO agencies as just another generic service provider.

Businesses don’t want a jack-of-all-trades. They want someone who understands the challenges specific to their industry.

Choosing a niche can change everything. Specializing in a particular industry builds credibility and makes it easier to showcase expertise.

For example, if you’ve had past successes in boosting foot traffic for local restaurants, use those results as a foundation to attract similar businesses.

You can start by creating case studies that highlight how SEO efforts increased lunchtime reservations or improved visibility in organic search results. This can help establish authority.

Instead of pitching to everyone, target prospecting clients in the restaurant industry and address their specific challenges, such as empty tables or low reservation rates, to generate better results.

Also, share valuable insights in industry-specific groups, online forums, and LinkedIn communities to help get you in front of ideal clients.

Instead of writing generic blogs like “Best SEO Tools,” create valuable content tailored to your target audience, like “How Local Restaurants Can Rank #1 on Google Maps” or “5 SEO Mistakes That Keep Restaurant Owners Off Page One.”

2. Become a Thought Leader

If you’re not positioning yourself as an authority, showcasing your SEO expertise, and building a strong online presence, you’re missing out on potential customers.

Thought leadership is about showing that you know what you’re talking about and that you can back it up with results.

Social media is the easiest place to start. You can share actionable tips on your social media platforms about how local businesses can improve their visibility.

Joy Hawkins is a great example of a local SEO expert who shares regular insights on social media and has become a trusted authority in this space.

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Don’t just post general SEO advice, talk about what’s actually working for your clients. Post Google Business Profile optimization results, or break down local SEO strategies that helped your clients drive more organic traffic.

Beyond social media, build credibility through longer-form content. Publish pillar content like in-depth blog posts and LinkedIn newsletters that answer the biggest questions your target audience is asking.

When potential SEO clients consistently see your name attached to valuable content, they start seeing you as the go-to person for solving their SEO problems.

3. Network

You can’t land local SEO clients if they don’t know you exist. The best agencies don’t rely on cold outreach alone. They leverage their online presence and build genuine relationships both online and offline.

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The image illustrates where sales professionals get their high-quality leads from, highlighting the importance of networking in client acquisition.

Offline, start by getting involved in your local business community. Attend industry events and local trade shows where you can connect with business owners and marketing managers.

Instead of pitching your SEO business right away, ask about their business challenges. If they mention struggling to get customers, that’s your opening to offer insights. You can suggest optimizing their Google Business Profile to enhance local search results.

If they need to improve search rankings, recommend a range of tools tied to keyword optimization or tactics like guest posting on high-authority sites to boost visibility. You can also point them to relevant resources that address their pain points, helping them see immediate value before they even become a client.

You can enhance your networking efforts by creating a digital business card. These cards are easier to share, harder to lose, and leave a lasting impression. Plus, you can track how potential clients interact with your business card.

Online networking is just as powerful, especially when you leverage your social media presence and online platforms to build genuine connections.

LinkedIn isn’t just for job hunting. It’s where business owners share their wins, struggles, and everyday challenges.

Engaging with their posts, staying active in industry-specific groups, and sharing real-life examples that offer practical value can give you a competitive edge.

Don’t limit your content to SEO tips; focus on how local businesses can attract more customers, grow their customer base, and increase their conversion rates.

The more visible and helpful you are, the more likely you are to attract local SEO leads.

4. Partner with Marketing Agencies

Teaming up with other marketing agencies is one of the fastest ways to land more long-term SEO clients without relying on cold outreach. It works because you’re not competing, you’re collaborating.

Digital marketing agencies that offer web design, PPC, or content marketing often have clients who need local SEO but don’t have the in-house SEO specialists to provide it.

Instead of letting those SEO leads slip away, they can bring you in to fill the gap.

Reach out with a clear value proposition: you create and implement technical SEO strategies for their clients while they focus on what they do best.

For instance, if a client is running Google Ads but struggling with organic visibility, your SEO services can complement their efforts by improving search engine rankings and driving long-term organic traffic.

You can even offer white-label SEO services where they take credit for the work or set up a referral partnership with a revenue share.

When they see that you’re helping their clients get more online visibility, more organic traffic, and more leads, it makes them look good. That’s the kind of partnership they’ll want to keep.

5. Create Different Pricing Packages

Local business owners often hesitate to invest in SEO because they’re unsure if it’s worth it. If you’re wondering how to get local SEO clients, you need to restructure your pricing packages to address their biggest hesitation—cost.

When clients can choose a plan that fits their budget and goals, they’re more likely to give you a shot.

But don’t just have a “basic, standard, and premium” model. Structure your packages based on the specific needs of local businesses.

For smaller businesses just starting, you can offer a Basic Package that focuses on quick visibility boosters. Things like Google Business Profile optimization, directory listings, and basic on-page tweaks. It’s affordable, gets results fast, and gives them a taste of what you can do.

For businesses looking to scale, you can create a Growth Package that adds content creation, review management, and regular performance reports.

Then you can have an Advanced Package for bigger players with full-site audits, aggressive link building, and advanced analytics. These clients want to dominate local search, so assure them that you can get them there.

You can even offer a free local SEO audit or competitor analysis to show them exactly what they’re missing. When they see gaps like inconsistent citations or poor mobile performance, it’s easier for them to justify the investment.

6. Collect and Share Positive Reviews

Nothing sells your SEO business better than satisfied clients doing the talking for you.

We’ve seen it firsthand. The moment we started actively collecting and sharing client testimonials, the number of inbound inquiries shot up.

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The above image, based on a Globe Newswire survey, highlights the importance of positive reviews in influencing buyer decisions.

Local businesses are tired of pouring money into vague promises and confusing reports that never translate into more customers. With only 30% of clients willing to recommend their current SEO provider, most agencies are clearly missing the mark. That’s why you need to show potential customers that you are the right agency for them. What better way to do that than to show positive results delivered to similar clients?

But good reviews don’t just happen; you have to ask for them.

If we’ve just helped a local dentist rank #1 on Google Maps or boosted a restaurant’s reservations by 35%, we strike while the iron is hot. We send a quick, personalized message: “We’re thrilled with the results we’ve achieved together. If you’re happy too, could you share a few words about your experience?”

Happy clients are usually more than willing to help, they just need a little nudge.

Once we get positive reviews, we make sure they’re not just sitting on Google. We embed them on our website, feature them in proposal decks, and highlight them in social media posts.

When potential clients see real local business owners talking about how we helped increase their foot traffic or triple their calls, it feels more credible than any sales pitch ever could.

Conclusion

Landing more local SEO clients isn’t about convincing businesses that they need SEO. It’s about showing them why they need you.

The surest way to attract high-ticket SEO clients is to stand out from the competition. Demonstrate your SEO expertise and focus on a specific niche to differentiate yourself.

Positioning yourself as a thought leader builds credibility, while networking and partnerships create valuable connections. Together, these strategies make you more than just another service provider. They establish you as a trusted expert in SEO services.

Don’t forget to share client testimonials and highlight positive reviews. When potential clients see how you’ve helped businesses like theirs grow, they’ll want to be next.

We hope this guide has given you valuable insights on how to get local SEO clients and position yourself as the go-to expert in your niche.

Author Bio

David Pagotto is the Founder and Managing Director of SIXGUN, a digital marketing agency based in Melbourne. He has been involved in digital marketing for over 10 years, helping organizations get more customers, more reach, and more impact.