Search engine optimization or SEO and lead generation work together to provide your business with potential clients in the hopes that they’ll visit your website and become paying customers. Lead generation is the practice of identifying prospects for your products and services. This data can be used for list-building like for sending newsletters via email or sales leads, depending on the level of interest that these users show for your merchandise.

Here are some tips on how to become an SEO lead generation marketer:

1 – Know the Basics

As with any industry, you must learn the fundamental principles and skills needed to start an SEO lead generation campaign. There are lots of reliable resources and blogs online such as HubSpot, Moz, and webmarketing123 that teaches you about the terms, processes, and other necessary information you need to know before launching your career as a digital marketer

2 – Pick a Niche

After researching and studying the basics, you must select an industry that has a high demand for leads. Ideally, niches that cater to a broader audience are more profitable since it’s easier to capture potential customers. Auto finance, real estate, insurance, and movers are a few of the fields that need lots of leads.

3 – Identify Your Marketing Strategy

You will need to choose a marketing strategy that will allow you to reach your target audience and capture their interest enough to give you their information, such as full name and email address.

There are two primary marketing strategies: paid and unpaid. Paid advertising is when you pay Google to have your banner shown on search engine results and some blogs, while unpaid is mainly through SEO where you direct potential customers to your site by optimizing your pages with keywords.

These are a few lead generation strategies you can use for your campaign:

    • Email Marketing
      This strategy starts as an initial outreach to prospects. You create a targeted list and contact them personally through email in the hopes of piquing their interest and starting a conversation.
    • Content Marketing
      Blogging utilizes SEO to reach specific audiences through search results. By taking advantage of the right keywords, both short and long tail, you boost your visibility online and establish your authority as a credible source for your niche.
    • Social Media Marketing
      Social media is a potent tool for generating leads. Platforms like Facebook, Twitter, Instagram, YouTube, and LinkedIn allow you to connect with potential customers and engage them with conversations about your products and services.
    • Networking
      Aside from increasing your visibility online, you can also join conferences and other networking avenues to create relationships with authorities in your niche and peers from other industries who may be interested in the merchandise you’re promoting. With this, you gain more knowledge on lead generation while getting data on prospective clients.

4 – Determine the Price of Your Leads

In this business, you have total control over the pricing of your leads. However, it’s sensible to research on how much to charge per contact since pricing varies per industry. Generally, you can put a substantial price tag if there’s a high demand for leads or you were able to obtain more data from one subscriber.

The factors that affect the calculation of the cost per lead are:

  • Price of Product or Service Sales – This is the average price that your customers pay for one transaction to acquire your product or service.
  • Gross Profit per Merchandise – The gross profit per merchandise is the compensation you receive for each product sold or service completed with the deduction of the cost of goods.
  • Lead Conversion Percentage – This factor is the number of qualified leads that became paying customers.

A general formula to calculate leads is to multiply the amount a business owner is willing to pay for a sale and the lead conversion percentage. If they can spend 200 USD for the purchase of a single product or service and the lead conversion rate is at 30 percent, you get 60 USD as the cost per lead.

A primary advantage for you is that new customers generate residual value for companies over time so the initial cost can serve as an investment on that client.


Lead generation is a prolific digital marketing business, but you will need to invest time and effort in cultivating it. Nonetheless, once you’re website and content are all set with your processes automated through a customer relationship management or CRM system, you reap considerable rewards. Equip yourself with the knowledge and skills you need to run a successful campaign by reading online resources and learning from experts in this niche.