SEO
The Essential Guide to Customer Acquisition
Customers are the lifeblood of any business.
Without new customers, businesses cannot survive, let alone grow.
In this guide, you’ll learn how to acquire more new customers for your business.
Here’s what we’ll cover:
Customer acquisition is the process of gaining new customers for a business.
Customer acquisition is not a “one-step” process. Most prospects don’t turn into customers instantly. Instead, they follow a journey:
- Awareness – The buyer realizes they have a problem. They want to understand more about it.
- Consideration – The buyer is looking for and comparing potential solutions to their problem.
- Decision – The buyer purchases a solution.
So, in order to acquire new customers, you need to align your marketing with these three stages.
- Awareness – You need to appear in the consciousness or awareness of your potential customers. You’ll also need to show them your product or service can help to solve their problem.
- Consideration – You need to convince these prospects that they should choose your product or service.
- Decision – You need to “tip” these prospects over the finishing line. Common tactics include discounts and free trials.
Customer acquisition isn’t about executing a variety of tactics and hoping one sticks. You need a strategy, i.e., your battle plan. This is how you’re going to attract new customers and choose the right acquisition tactics.
Here’s how to create a customer acquisition strategy.
1. Identify your customers and where they hang out
If you don’t know who your customers are, you can’t attract more of them to your business.
That’s why the first step of your customer acquisition strategy is to figure out who your ideal customers are.
If you’ve done your market research and created customer personas, then this should be easy. You’ll already know who you’re trying to reach.
For example, here’s a simplified version of our ideal customer at Ahrefs:
SEO professionals and website owners who want to drive more traffic to their websites.
If you’re still in the early stages and don’t have a customer statement like this yet, don’t worry. You can use this guide to create one for your business.
Knowing who your ideal customers are will also help you figure out which marketing channels you should use. For example, we know website owners who desire more traffic are often searching on Google and looking for helpful guides.
This is one of the main reasons why SEO-driven content marketing is our main marketing tactic.
Experienced SEOs tend to hang out a lot on Twitter too, and that’s why we have a heavy presence there.
2. Set your goals
For your strategy to work, you need to know your destination. That is your goal.
Ideally, you should have goals for each stage of the buyer’s journey. But in reality, most companies have limited manpower, time, budget, and resources. So attempting to achieve goals for each stage may prove to be difficult.
In that case, you’ll have to prioritize. I suggest focusing on the area where you’re lacking the most currently.
For example, perhaps you may have a lot of traffic coming to your website (awareness). Yet you aren’t seeing any substantial increase in your sales (purchase). As such, you may want to set a goal and tackle the “problem area.”
Once you’ve identified what you want to work on, you should set a SMART objective to make it clear what it is you want to achieve.
- Specific – It should clearly state the desired outcome.
- Measurable – It should be something you can track the success of.
- Achievable – It should be realistic.
- Relevant – It should align with your overall business objectives.
- Timely – It should have a time frame attached to it.
For example, this is a good objective aligned with the SMART criteria:
Increase the conversion rate of your free trial to a paid subscription from 1% to 3% in the next 12 months.
3. Choose your customer acquisition channels
Based on what you’ve designed so far in your strategy, you should have an idea of which channels may work best to acquire new customers.
Pick one to two of the most suitable ones and begin experimenting with them. (More about the different channels in the next section.)
Here are some of the most popular customer acquisition channels you can experiment with for your business.
1. Search engine optimization (SEO)
SEO is the practice of optimizing a website or webpage to increase the quantity and quality of its traffic from a search engine’s organic results.
Pros
- Passive, organic (almost free) traffic
- Evergreen and compounding effects; article written a few years ago can still generate traffic if it ranks high on the search engines
- Potential customers are automatically qualified by their search intents, e.g., someone searching “ahrefs vs moz” is closer to buying than someone searching “how to increase website traffic”
- SEO content can influence entire marketing funnel
Cons
- Ranking high on search engines takes time
- Popular terms can get competitive (i.e., lots of time and resources required)
- Return on investment (ROI) can be difficult to measure
- Slower effects for newcomers; website with smaller number of high-quality backlinks and low topical authority may find it tougher to rank higher in the beginning stages
2. Content marketing
Content marketing is the process of creating and distributing content to attract and retain customers.
Pros
- Educates potential customers
- Builds loyalty and retention
- Can go viral in the short term and create a lot of attention and awareness at once
- Builds credibility
- Can be the basis of other marketing channels (e.g., digital advertising)
Cons
- ROI can be difficult to measure
- Requires time to work
- Content needs to be promoted and distributed; otherwise, attention may be scarce
- Content must be high quality; otherwise, it can’t stand out from the tons of other published content
3. Digital advertising
Digital advertising is the process of paying a website or platform to reach its audience via ad space.
Pros
- Fast way to get traffic; just set up an ad and get it running in a matter of minutes
- Highly specific targeting (geography, age, gender, interests, etc)
- Easy to measure and scale
Cons
- Can be expensive (especially when scaling up)
- Learning curve exists; costs time and money to figure out what works for your exact business
- Suffers from symptoms like ad fatigue and banner blindness
- Increasing use of ad blockers and third-party cookies blocking by web browsers may affect measurement and effectiveness
4. Influencer marketing
Influencer marketing is the practice of working with influencers—people who have an active, sizable audience—to promote your brand’s message, products, or services.
Pros
- Good way to improve brand awareness
- Popular influencers can “bestow” a halo effect on your brand
- Can generate direct sales, e.g., via influencer-specific discount codes
Cons
- ROI can be difficult to measure
- No guaranteed returns when working with influencers
- Risk of unwanted brand associations if you work with the wrong person
- Limited control over creative or messaging
5. Email marketing
Email marketing lets you reach your prospects’ mailboxes with messages that either prompt direct action or aim to encourage prospects to create a long-term relationship with the brand.
Pros
- Easily reach your prospects or customers directly (and at any time)
- Emails sent can be highly personalized and segmented
- Easy to measure
Cons
- Takes time to organically build a quality email list
- Overdoing it can cause you to break email marketing legislation (GDPR, CAN-SPAM, etc)
- Can be competitive (people’s inboxes are flooded with emails!)
6. Video marketing
Video marketing is the process of creating and distributing video content to attract and retain customers.
Pros
- Great for demonstrating how a product works
- Can be later repurposed into other content formats (e.g., your script can be turned into a blog post; main video can be turned into multiple, bite-sized versions)
- Engaging videos can capture and retain attention much more effectively than other formats
Cons
- Very resource-intensive to produce one high-quality video, let alone many
7. Social media
Social media drives traffic to your webpages and creates engagement with your brand by means of social media platforms.
Pros
- Organic, almost free traffic
- Massive audiences can be found on different social media platforms
- Can interact directly with your audience
Cons
- Not easy to build a following on social media
- Social media platforms may decrease your organic reach (to get more people to pay for ads)
- May be at “mercy” of these platforms; you can get banned or removed anytime, which means losing all your following
- May experience many negative comments and trolls
8. Referral programs
A referral program incentivizes existing customers to promote your brand to their family and friends.
Pros
- Can be a low-cost way to acquire new customers
- Builds customer loyalty
Cons
- No guarantees that a referral program will work
- Can’t “force” your customers to refer their friends
Here are some examples of how different businesses have acquired their customers.
1. Ahrefs – Content marketing
Ahrefs is an all-in-one SEO toolset that allows you to do keyword research, competitor analysis, website audits, content research, rank tracking, and more.
The main customer acquisition strategy we use at Ahrefs is SEO-driven content marketing. Here’s how we do it:
First, we find topics that our target customers are searching for on Google.
As mentioned earlier, our customers are often searching on Google for solutions to their problems. This makes SEO an ideal acquisition channel. Ranking high on Google also ensures that we get passive, organic traffic, as long as our content stays on top.
How do we find these topics?
- Go to Ahrefs’ Keywords Explorer
- Enter one or a few relevant keywords
- Go to the Matching terms report
- Switch to Questions
As you can see, there are over 180,000 topics to choose from. We’ll eyeball the list and note down those that are relevant to our customers.
Once we have a list of topics, we decide which topics to target first using business potential.
We start with topics that have a score of “3,” then “2,” and so on.
With a list of topics to work on, we create content based on this framework:
2. Circles.Life – Referral program
Circles.Life is a digital telco based in Singapore. Despite entrenched competition from the three existing major telcos in Singapore, Circles.Life has managed to succeed. (I, too, am one of its customers.)
One of the main ways it acquired its customers (at least in the early days) was via its referral program. In fact, according to HireDigital, over 40% of Circles.Life transactions come from referrals.
The success of a referral program depends on a few factors, but the main one is the incentive. An attractive incentive motivates customers to share; a bad one drives no action.
In this case, Circles.Life’s referral program succeeded because the prize was exactly what telco customers wanted: more data for low prices.
This is reminiscent of Dropbox’s referral program, which was also one of the main ways the cloud storage company acquired its first customers.
Recommended reading: How to Choose the Right Referral Incentives for Your Referral Program (With 20+ Examples!)
3. Luxy Hair – Video marketing
Luxy Hair is an online store that sells hair extensions and hair-related accessories. With over 3 million subscribers on YouTube, it’s killing it.
Luxy Hair makes videos that get thousands, if not millions, of views.
Each video features different ways of styling hair, taking care of it, and more. And each video—ding ding ding, you guessed it—features Luxy Hair’s own products.
The company then makes it easy for any viewer or subscriber to buy by including the relevant links in the video description.
Recommended reading: The Four-Part Formula That Got Luxy Hair 2.8 Million Subscribers on YouTube
Here are some frequently asked questions related to customer acquisition.
How do you calculate customer acquisition cost?
Customer acquisition cost (CAC) is the average amount of money you spend to acquire a single customer.
This is calculated by dividing your customer acquisition expenses by the number of acquired customers.
CAC = Total amount spent on marketing/Number of new customers acquired
For example, if you acquired 10 new customers after spending $1,000 on your marketing, your CAC would be $1000/10 = $100.
What is the average customer acquisition cost?
According to Shopify’s research, here are the average CACs by industry:
- Arts and entertainment: $21
- Business and industrial: $533
- Clothing, shoes, and/or accessories: $129
- Electronics and/or electronics accessories: $377
- Food, beverages, and tobacco products: $462
- Health and beauty: $127
- Home and garden: $129
Don’t take these benchmarks as gospel. These numbers are averages and can differ depending on your brand, exact market, average order value, and more. You should always relate your CAC to your own business.
Why is customer acquisition cost important?
Many businesses calculate the CAC because they want to lower it.
However, trying to reduce your CAC in isolation is not a good idea. Most of the time, reducing your CAC and being more effective in marketing don’t necessarily go hand in hand.
If your CAC is too low, you may actually be limiting your exposure and under-spending on your marketing activities. Your balance sheet may look good in the short term, but you may be missing out on substantial growth opportunities in the long term.
So, rather than strive to pay as little as possible, aim for marketing effectiveness.
To do this, you should use CAC in relation to your customer lifetime value (CLV). This is a metric that estimates how much money an individual customer will spend on your products or services.
Here’s how CLV is calculated:
Avg. order value x Avg. annual purchase frequency x Avg. customer lifespan
Take this into account, alongside your customer base growth and overall marketing effectiveness, when deciding if you should adjust your CAC.
Recommended reading: How to Use & Reduce Customer Acquisition Cost (CAC)
What is customer retention?
Customer retention happens after a customer is acquired. The goal of customer retention is to keep your customers with your brand for a long time.
This is because a loyal customer is more valuable to a business. Not only will they buy more (and buy more frequently), but new customers are also often more expensive to acquire.
Customer acquisition and customer retention are not mutually exclusive. Both are important to a business’s growth and survival and should exist at the same time.
Some marketers even argue that customer retention should actually take precedence over customer acquisition—after all, there’s no point filling a leaky bucket.
7. Focus on retention first, not acquisition.
Retention drives acquisition.
Retention gives you a competitive edge > Retention drives referral > referral drives word of mouth > word of mouth is a powerful acquisition channel.
Retention gives you MOAT to acquire more customers.
— Aazar Shad (@Aazarshad) July 12, 2021
Recommended reading: What Is Customer Retention? 11 Examples and Strategies to Retain Customers
How do you measure customer acquisition?
Besides CAC and CLV, which metrics should you measure?
This depends on the exact tactic you’re using. I recommend reading the guide below for a sample of the most important customer acquisition metrics you should be tracking.
Recommended reading: 25 Marketing Metrics You Should Consider Tracking
Final thoughts
If you want to acquire new customers on a consistent basis, you need a strategy. Create one and then execute only the tactics that move your business ahead.
Did I miss out on anything important about customer acquisition? Let me know on Twitter.
SEO
How to Manage Local SEO for Businesses with Multiple Locations
As your business grows, the idea of expanding to multiple locations and tapping into new markets eventually becomes a possibility. And getting to this point can be exciting for business owners– but it’s also a complex process that involves the application of different strategies, especially when it comes to your SEO.
Managing SEO for multiple locations is tricky. You will want each location to show up in local searches and catch the attention of potential customers in its specific area. And this is where optimizing local SEO for multiple locations comes into play.
Understanding the Importance of Multi-Location SEO
Beyond brand consistency and quality products and/or services (which are always important), you have to consider how your new business branches can be found by an increasingly digital consumer market.
As an SEO expert, I’ve seen firsthand how important a well-crafted multi-location SEO strategy is for businesses, becoming the key to making sure that each location can attract local customers through organic search.
Multi-location SEO is more than just search engine ranking improvements. It is about connecting with local audiences on a deeper level – ensuring that your business is visible to potential customers exactly when they are searching for services or products in their area.
- Improve local search visibility. Optimizing each business location individually with relevant keywords can guarantee that your stores appear at the top of local search results – making it easier for potential customers in specific areas to find and visit your locations.
- Target qualified local audiences. Customizing multi-location SEO strategies to meet the specific needs and search behaviors of local customers can help businesses attract highly relevant and engaged customers, which may then lead to higher engagement and better conversion rates.
- Improved search rankings. Earning backlinks from local websites enhances the authority and relevance of each location, boosting your search engine rankings.
- Competitive advantage. A well-optimized multi-location SEO strategy sets your business apart from your competitors who may not be as focused on local SEO, giving you an edge in attracting local customers.
- More in-store foot traffic. Increased local visibility translates to more people discovering your business’ physical locations, driving more foot traffic, which eventually convert into more sales.
Create Separate Pages for Each Location
Instead of putting together and stuffing all the necessary information of your business onto a single page, separate pages allow you to highlight specific details unique to each location – from local addresses, contact information, down to the services and offerings available at each site.
While creating separate pages, it is important to:
- Ensure that all these pages are hosted on a single domain to consolidate your SEO efforts and boost rankings as a whole.
- Embed a Google Map for each location to enhance local visibility, user convenience, and relevance for local searches.
- Target geotagged keywords and mention the specific city or area on each page to establish your business’ presence across multiple locations.
- Include complete contact details and create location-specific content to help each location rank well in search results and drive more local traffic and engagement.
- Make sure that each of the pages have unique, optimized content, and not identical copies. Avoid simply changing just the city and state names on each page to prevent duplicate content penalties, and ensure a more targeted user experience.
- Add photos and videos to give users a better feel for each location.
Precise and localized information for each of the pages you will be creating for multiple business locations can help potential customers quickly find what they need, creating a richer and more engaging user experience. This shall improve your chances of ranking highly in search results as well.
Optimize Google My Business Listings
Each location of your business should have their own Google Business Profiles complete with accurate details – from address details, business hours, contact information, to the correct website URLs for specific business locations. This helps control how your business is displayed on both Google and Google Maps.
By the time you have created variations of GMB profiles customized to each business location, optimizing each of them follows. This involves uploading high-quality photos and videos, creating posts and publishing updates consistently, and managing and responding to reviews actively.
Of course, it is important that you encourage satisfied customers to leave reviews – and respond to it. This not only resolves issues, but builds trust among users too. It can even help boost local rankings significantly.
Keeping Google My Business listings detailed, up-to-date, and packed with positive reviews, you promote your business not only for potential customers to find and choose you, but also signals Google that each location is active and trustworthy – which further leads to higher visibility and more exposure in the search results.
Ensure Consistency in NAP Across All Listings
Consistency is key—ensure your business name, address, and phone number (NAP) are uniform across all listings. With same business names, it may signal Google that these locations belong to the same business, while the address and phone number will let them know they are simply different branches.
The more accurate your information is across the web, the higher Google’s trust in its accuracy, making it more likely for you to earn a spot in the search results.
Create Local Business Schema
Local business schema, a type of structured data markup, is a powerful strategy for optimizing local SEO, particularly for businesses with multiple locations. Schema markup is a further addition to your location pages that allows you to describe your business more accurately to search engines as you provide them with detailed information.
This makes it easier for search engines to understand and display your business in relevant search results.
Gather Customer Reviews
Reviews are successful indicators of effective business strategies, providing potential customers with genuine, unbiased insights into your business. They influence customer perceptions while playing a role in how Google ranks your business in local search results. Reviews are also great social proof because people generally trust what other customers have to say about your business more than the information that we provide on the listings.
It is then important that you make review collection part of your business practices in optimizing local SEO for multiple locations by encouraging satisfied customers to provide feedback, not just on your GMB profiles, but to other review platforms too.
How to Get Positive Customer Reviews
Getting positive feedback from customers may be tricky, but it is an effective strategy for boosting both your business’ reputation and local SEO performance. Reviews like these will ensure that you stand out in local search results while attracting a steady stream of new customers.
- Ask for reviews, especially right after a positive experience. Do not hesitate to ask satisfied customers to leave reviews by asking them directly after a purchase or service.
- Let customers know how easy leaving reviews is. Simplify the review process by providing direct links to your Google My Business, and other review sites that your business is in. QR codes on thank you pages, receipts, or in-store displays can also be effective.
- Respond to reviews. May they be positive or negative customer feedback, make sure to respond professionally. This will show that you value their insights and opinions as much, and may even establish relationships with them. When these customers see that you are taking the time to interact with them, they will feel valued and appreciated.
- Highlight positive reviews on your website. Showcase the customer reviews on your website, especially for each location. This can further boost your local SEO, and may even encourage other satisfied customers to share their experiences as well.
How to Deal with Negative Reviews
Negative reviews cannot be avoided. Yes, they can be challenging, but they also present opportunities to make improvements on your business, and even demonstrate responsiveness to customer feedback.
- Reply to negative reviews as quickly as possible. Engaging promptly demonstrates a proactive approach to customer feedback and highlights your commitment to resolving issues. This also plays a key role in preserving the reputation of your business, fostering trust with your customers, and signals to search engines that your business values and prioritizes customer relations.
- Maintain professionalism. Always respond to customer feedback in a calm, polite, and professional manner, regardless of the tone of the review. Avoid becoming defensive or confrontational, since it may discourage potential customers. Then, from here, address the issue raised by thinking and providing a solution.
- Acknowledge the issue. Always begin your response by acknowledging and recognizing the customer’s concern, and expressing genuine empathy. This helps validate their feelings and show them that you actually mind. Do not forget to offer a sincere apology for any inconvenience or difficulty they have encountered as well, regardless of who was at fault.
- Encourage positive reviews. Even with negative reviews, continue to encourage satisfied customers to share their positive experiences. Increasing the volume of this positive feedback can help in enhancing your overall rating. And the more positive reviews you get, the less impact any individual negative review will have.
Collect as many testimonials as you can, and respond to both positive and negative ones. Actively doing so shows that you value customer feedback, and are committed to excellent service – further strengthening your local SEO efforts too.
Earn Backlinks from Local Websites
Link building remains to be an important strategy for optimizing local SEO across multiple locations. Backlinks act as endorsements from reputable sources that boost business’ visibility, relevance, and authority in local search results – all of which are important ranking factors.
Focus on getting listed in local directories and citations. Create listings for each business location, keeping each information complete and accurate, to help establish your local presence within the area. You may also reach out to local bloggers for guest posting opportunities, sponsor community events, or engage with local publications by sharing newsworthy updates about your business.
Backlinks from local websites drive targeted traffic from potential customers who are geographically close to your locations, increasing the chances of conversions. This local relevance is particularly important for businesses in multiple locations, as it ensures each site gains visibility in its respective area.
Link Your Social Media
Aside from separate web pages, your different business locations also need their own social media profiles. Actively maintaining these pages can boost local SEO through location-specific content, engagement with local audiences. These profiles will also enable you to run location-targeted ads to reach potential customers in each area. Once you have this set up, remember to link your social profiles to your location pages to increase relevance.
Look at Local Competition
Want to know what’s working? Look at the top-ranking businesses in your area. Use tools like SE Ranking, Woorank, and the like to see what strategies they’re using to rank well in local search. This should give you things like content ideas, backlink profiles, citations, reviews, and other opportunities you can apply to your own location pages.
Key Takeaway
Optimizing local SEO for multiple locations really takes a lot of work – a demanding but rewarding process. If we take this approach with these strategies, it will not only ensure that each location ranks well in the appropriate searches but also build a strong digital footprint for your business. The result is a stronger connection with local customers, increased foot traffic, and ultimately, greater business success.
Implementing this multi-location SEO strategy may actually sound like a tricky approach to expand your customer base and drive growth to your business in the online market. But with these strategies that I have laid out, you can tailor your SEO efforts to suit the multiple locations of your business without spreading your resources too thin.
SEO
9 HTML Tags (& 11 Attributes) You Must Know for SEO
HTML is a markup language that forms the basis of most webpages.
It is arguably one of the most fundamental parts of technical SEO.
Using HTML elements, SEO professionals are able to communicate information about the page to users and search bots.
This can help to clarify the importance, nature, and order of content on a page, as well as its relationship to other webpages.
What Are HTML Attributes?
Attributes are additional information added to HTML elements. They sit within the element, such as:
They are values that are used to modify the element, giving additional context about it.
In the case of the HTML tag above, the attribute, rel=”canonical” modifies the link tag to say to the search bots that this URL should be considered the canonical of a set.
Format Of HTML Attributes
HTML attributes consist of a name and a value.
For example, when defining an image, the name “src” is used and the value is the file name of the image. The “alt” attribute specifies an alternative text to show if the image cannot be displayed.
Types Of HTML Attributes
Attributes are usually classified in four ways; required, optional, standard or event.
Required attributes are ones where their absence from a tag means that tag would not function correctly.
Optional ones are, as the name suggests, not required for the tag to work but can be used to specify additional information or behaviour for that tag.
There are attributes that can be used with most HTML elements, and some that are very specific.
For example, the “style” attribute can be used to define the look of an element like the colour or font size. These universal attributes are known as “standard” or “global” attributes.
There are other attributes that can only be used with certain elements. Commonly, ones that are used for SEO will modify a link tag. These are elements like “rel” and “hreflang.”
Event attributes are added to an element to define how that element should behave in response to certain actions like a user mousing over a button. These attributes define how a function should be executed.
For example, an “onclick” attribute would define what a JavaScript function should do when a user clicks a button. These attributes allow developers to create more interactive pages from HTML tags.
Why HTML Attributes Are Important
HTML attributes are important because they allow developers to add additional context and functionality to websites.
They are particularly important for SEO because they give much-needed context to tags. They are critical in how we guide the search bots in crawling and serving webpages.
Attributes allow us to easily prevent the following of certain links, or denote which pages in a set should be served to users in different countries or using other languages.
They allow us to easily signify that a page should not be indexed. A lot of the fundamental elements of technical SEO are actually controlled through HTML attributes.
Common Attributes Used In SEO
1. Name Attribute
The name attribute is used with the tag.
It is essentially a way of specifying to any bots that may visit the page if the following information applies to them or not.
For example, including means that all bots should take notice of the “noindex” directive.
You will often hear this called the “meta robots tag.”
If the following were used , only Google’s bot would need to take notice of the “noindex” directive.
This is a good way of giving commands to some search bots that are not needed for all.
2. Noindex Attribute
The “noindex” attribute is one commonly used in SEO.
You will often hear it being called the “noindex tag,” but more accurately, it is an attribute of the tag.
It’s formulated:
This piece of code allows publishers to determine what content can be included in a search engine’s index.
By adding the “noindex” attribute, you are essentially telling a search engine it may not use this page within its index.
This is useful if there is sensitive content you want to not be available from an organic search. For instance, if you have areas on your site that should only be accessible to paid members, allowing this content into the search indices could make it accessible without logging in.
The “noindex” directive needs to be read to be followed. That is, the search bots need to be able to access the page to read the HTML code that contains the directive.
As such, be careful not to block the robots from accessing the page in the robots.txt.
3. Description Attribute
The description attribute, better known as the “meta description,” is used with the tag.
The content of this tag is used in the SERPs underneath the content of the
It allows publishers to summarise the content on the page in a way that will help searchers determine if the page meets their needs.
This does not affect the rankings of a page but can help encourage clicks through to the page from the SERPs.
It is important to realize that in many instances, Google will ignore the content of the description attribute in favor of using its own description in the SERPs.
You can read more here about how to optimize your description attributes.
4. Href Attribute
As SEO professionals, we spend a lot of time chasing links.
But do you know how a link is structured and, therefore, why some links are perceived to be worth more than others?
A standard hyperlink is essentially an tag.
Its format is as follows:
anchor text of link goes here.
The tag indicates it is a link.
The href= attribute dictates the destination of the link (i.e., what page it is linking to).
The text that sits between the opening tag and the closing tag is the anchor text.
This is the text that a user will see on the page that looks clickable.
This is used for clickable links that will appear in the
The tag is used to link a resource to another and appears in the
of the page.
These links are not hyperlinks, they are not clickable. They show the relationship between web documents.
5. Rel=”nofollow”, rel=”ugc” And rel=”sponsored attributes”
The rel=”nofollow” attribute tells bots that the URL within the href attribute is not one that can be followed by them.
Using the rel=”nofollow” attribute will not affect a human user’s ability to click on the link and be taken to another page. It only affects bots.
This is used within SEO to prevent search engines from visiting a page or from ascribing any benefit of one page linking to another.
This arguably renders a link useless from the traditional SEO link-building perspective, as link equity will not pass through the link.
There are arguments to say that it is still a beneficial link if it causes visitors to view the linked-to page, of course!
Publishers can use the “nofollow” attribute to help search engines determine when a linked-to page is the result of payment, such as an advert.
This can help prevent issues with link penalties, as the publisher is admitting that the link is the result of a legitimate deal and not an attempt to manipulate the rankings.
The rel=”nofollow” attribute can be used on an individual link basis like the following:
anchor text of link goes here
Or it can be used to render all links on a page as “nofollow” by using it in the
like a “noindex” attribute is used:
You can read more here about when to use the rel=”nofollow” attribute.
6. How Google Uses The Rel=”nofollow” Attribute
In 2019, Google announced some changes to the way it used the “nofollow” attribute.
This included introducing some additional attributes that could be used instead of the “nofollow” to better express the relationship of the link to its target page.
These newer attributes are the rel=”ugc” and rel=”sponsored.”
They are to be used to help Google understand when a publisher wishes for the target page to be discounted for ranking signal purposes.
The rel=”sponsored” attribute is to identify when a link is the result of a paid deal such as an advert or sponsorship. The rel=”ugc” attribute is to identify when a link has been added through user-generated content (UGC) such as a forum.
Google announced that these and the “nofollow” attribute would only be treated as hints.
Whereas previously, the “nofollow” attribute would result in Googlebot ignoring the specified link, it now takes that hint under advisement but may still treat it as if the “nofollow” is not present.
Read more here about this announcement and how it changes the implementation of the rel=”nofollow” attribute.
7. Hreflang Attribute
The purpose of the hreflang attribute is to help publishers whose sites show the same content in multiple languages.
It directs the search engines as to which version of the page should be shown to users so they can read it in their preferred language.
The hreflang attribute is used with the tag. This attribute specifies the language of the content on the URL linked to.
It’s used within the
of the page and is formatted as follows:
It’s broken down into several parts:
- The rel=”alternate,” which suggests the page has an alternative page relevant to it.
- The href= attribute denotes which URL is being linked to.
- The language code is a two-letter designation to tell the search bots what language the linked page is written in. The two letters are taken from a standardized list known as the ISO 639-1 codes
The hreflang attribute can also be used in the HTTP header for documents that aren’t in HTML (like a PDF) or in the website’s XML sitemap.
Read more here about using the hreflang attribute correctly.
8. Canonical Attribute
The rel=”canonical” attribute of the link tag enables SEO professionals to specify which other page on a website or another domain should be counted as the canonical.
A page being the canonical essentially means it is the main page, of which others may be copies.
For search engine purposes, this is an indication of the page a publisher wants to be considered the main one to be ranked, the copies should not be ranked.
The canonical attribute looks like this:
The code should sit in the
of the page. The web page stated after the “href=” should be the page you want the search bots to consider the canonical page.
This tag is useful in situations where two or more pages may have identical or near-identical content on them.
9. Uses Of The Canonical Attribute
The website might be set up in such a way that this is useful for users, such as a product listing page on an ecommerce site.
For instance, the main category page for a set of products, such as “shoes”, may have copy, headers, and a page title that have been written about “shoes.”
If a user were to click on a filter to show only brown, size 8 shoes, the URL might change but the copy, headers, and page title might remain the same as the “shoes” page.
This would result in two pages that are identical apart from the list of products that are shown.
In this instance, the website owner might wish to put a canonical tag on the “brown, size 8 shoes” page pointing to the “shoes” page.
This would help the search engines to understand that the “brown, size 8 shoes” page does not need to be ranked, whereas the “shoes” page is the more important of the two and should be ranked.
Issues With The Canonical Attribute
It’s important to realize that the search engines only use the canonical attribute as a guide, it is not something that has to be followed.
There are many instances where the canonical attribute is ignored and another page selected as the canonical of the set.
Read more about how to use the canonical attribute correctly.
10. Src Attribute
The src= attribute is used to reference the location of the image that is being displayed on the page.
If the image is located on the same domain as the container it will appear in, a relative URL (just the end part of the URL, not the domain) can be used.
If the image is to be pulled from another website, the absolute (whole) URL needs to be used.
Although this attribute doesn’t serve any SEO purpose as such, it is needed for the image tag to work.
11. Alt Attribute
The above image tag example also contains a second attribute, the alt= attribute.
This attribute is used to specify what alternate text should be shown if the image can’t be rendered.
The alt= attribute is a required element of the tag, it has to be present, but can be left blank if no alternative text is wanted.
There is some benefit to considering the use of keywords within an image alt= attribute. Search engines cannot determine with precision what an image is of.
Great strides have been made in the major search engines’ ability to identify what is in a picture. However, that technology is far from perfect.
As such, search engines will use the text in the alt= attribute to better understand what the image is of.
Use language that helps to reinforce the image’s relevance to the topic the page is about.
This can aid the search engines in identifying the relevance of that page for search queries.
It is crucial to remember that this is not the primary reason for the alt= attribute.
This text is used by screen readers and assistive technology to enable those who use this technology to understand the contents of the image.
The alt= attribute should be considered first and foremost to make websites accessible to those using this technology. This should not be sacrificed for SEO purposes.
Read more about how to optimize images.
The More You Know About How Webpages Are Constructed, The Better
This guide is an introduction to the core HTML tag attributes you may hear about in SEO.
There are many more that go into making a functioning, crawlable, and indexable webpage, however.
The crossover between SEO and development skill sets is vast.
As an SEO professional, the more you know about how webpages are constructed, the better.
If you want to learn more about HTML and the tag attributes that are available with it, you might enjoy a resource like W3Schools.
More resources:
Featured Image: BestForBest/Shutterstock
SEO
How To Create High-Quality Content
SEO success depends on providing high-quality content to your audiences. The big question is: What exactly does “high quality” mean?
Content has many meanings. In digital marketing, it simply means the information a website displays to users.
But don’t forget: In a different context with a different emphasis on the word (content as opposed to content), content is a synonym for happy and satisfied. The meaning is different, but the letters are the same.
If you want to understand content quality online, keep these two different definitions in mind.
Every webpage has content. “High-quality” content depends on contexts like:
- What the needs of your audience are.
- What users expect to find.
- How the content is presented and how easy it is to pull critical information out of it quickly.
- How appropriate the medium of the content is for users’ needs.
What Makes Content High Quality?
This is a complex question that we hope to answer in full during this article. But let’s start with a simple statement:
High-quality content is whatever the user needs at the time they’re looking for it.
This might not be helpful in a specific sense but note this somewhere because it’s a guiding light that has far-reaching implications for your website and audience strategy.
We use this definition because the quality of your content isn’t static. Google and other search engines know this and frequently update search engine results pages (SERPs) and algorithms to adjust for changing user priorities.
You need to bake this idea into your understanding of content and audiences. You can have the most beautifully written, best-formatted content, but if your target audience doesn’t need that information in that format, it’s not “high-quality” for SEO.
If you provide a story when the user is looking for a two-sentence answer, then you’re not serving their interests.
This is especially pertinent with the introduction of generative AI features into search platforms. This is a continuation of a “zero click” phenomenon for certain types of searches and why Google doesn’t send a user to a website for these searches.
Defining & Meeting Audience Needs
SEO professionals have many different ways of conceptualizing these ideas. One of the most common is “the funnel,” which categorizes content into broad categories based on its position in a marketing journey.
The funnel is usually categorized something like this:
- Top of the funnel: Informational intent and awareness-building content.
- Middle of the funnel: Consideration intent and product/service-focused content.
- Bottom of the funnel: Purchase intent and conversion content.
While it’s helpful to categorize types of content by their purpose in your marketing strategy, this can be an overly limiting view of user intent and encourages linear thinking when you conceptualize user journeys.
As Google gets more specific about intent, such broad categorization becomes less helpful in determining whether content meets users’ needs.
Build a list of verbs that describe the specific needs of your audience while they’re searching. Ideally, you should base this on audience research and data you have about them and their online activity.
Learn who they follow, what questions they ask, when a solution seems to satisfy them, what content they engage with, etc.
Then, create verb categories to apply to search terms during your keyword research. For example:
- Purchase.
- Compare.
- Discover.
- Learn.
- Achieve.
- Check.
User Intends To Purchase
If the user is looking for something to buy, then high quality probably looks like a clean landing or product page that’s easy to navigate. Be sure to include plenty of detail so search engines can match your page to specific parameters the user might enter or have in their search history.
Product photos and videos, reviews and testimonials, and Schema markup can all help these pages serve a better experience and convert. Pay particular attention to technical performance and speed.
Remember that you’re highly likely to go up against ads on the SERPs for these queries, and driving traffic to landing pages can be difficult.
User Intends To Compare
This could take a couple of different forms. Users might come to you for reviews and comparisons on other things or to compare your benefits to those of another company.
For this content to be successful, you need to be dialed into what problems a user is trying to solve, what pain points they have, and how specific differences impact their outcomes.
This is the old “features vs. benefits” marketing argument, but the answer is “both.” Users could want to see all the features listed, but don’t forget to contextualize how those features solve specific problems.
User Intends To Discover
This intent could describe a user looking for industry news, data to support their research, or new influencers to follow.
Prioritize the experience they’re seeking and ensure that the discovery happens quickly.
This could look like adding text summaries or videos to the top of posts, tables of contents to assist with navigation, or page design elements that highlight the most critical information.
User Intends To Learn
If a user intends to learn about a topic, a long, well-organized post, video, or series of either may serve them best. This content should be in-depth, well-organized, and written by genuine topic experts. You may need to demonstrate the author’s qualifications to build trust with readers.
You must consider the existing knowledge level of your target audience. Advanced content will not satisfy the needs of inexperienced users, while basic content will bore advanced users.
Don’t try to satisfy both audiences in a single experience. It’s tempting to include basic questions in this type of content to target more SEO keywords, but think about whether you’re trading keywords for user experience.
For example, if you write a post about “how to use a straight razor” and your subheadings look like the ones below, you’re probably not serving the correct intent.
- What is a straight razor?
- Are straight razors dangerous?
- Should I use a straight razor?
The chances are high that someone landing on your page “how to use a straight razor” doesn’t need answers to these basic questions. In other words, you’re wasting their time.
User Intends To Achieve
A slightly different intent from learning. In this instance, a user has a specific goal for an action they want to perform. Like learning content, it should be written by subject matter experts.
If the person creating this content doesn’t have sufficient first-hand experience, they won’t effectively guide users and predict their real-world needs. This results in unsatisfying content and a failure point of many SEO content strategies.
In SEJ’s SEO Trends 2024 ebook, Mordy Oberstein, Head of SEO Brand at Wix, said:
“One trend I would get ahead of that aligns with Google’s focus on expertise and experience is what I’m coining “situational content.” Situational content attempts to predict the various outcomes of any advice or the like offered within the content to present the next logical steps. If, for example, a piece of content provides advice about how to get a baby to sleep through the night, it would then offer the next steps if that advice didn’t work.
This is “situational” – if X doesn’t work, you might want to try Y. Situational content creates a compelling form of content I see more frequently. It does a few things for the reader:
- It addresses them and their needs directly.
- It’s more conversational than standard content (an emerging content
trend itself).- To predict various outcomes and situations, you have to actually know what
you’re talking about.That latter point directly addresses E-E-A-T. You can only predict and address secondary situations with expertise and experience. Most of all, situational content indicates to the user that a real person, not a large language model (LLM), wrote it.”
The difference between “learn” and “achieve” intents can be difficult to see. Sometimes, you might need to satisfy both. Pay careful attention to these types of content.
User Intends To Check
Misunderstanding when a user just wants to “check” something can cause you to waste resources on content doomed not to perform, and another failure point of SEO strategies. If what a user needs can be solved in a few sentences, you’re in zero-click territory.
For example, ‘How to tie a bowtie’.
That is, Google will serve users an answer on the SERP, and they may not click a link at all. You may want to target these types of queries as part of longform content for other search intents using good content organization and Schema markup.
That way, you can give your authoritative and in-depth content opportunities to show up in rich results on SERPs, and users might click through if they see more information available or have follow-up questions.
You should consider these intents part of your SEO strategy, but think of them as awareness and branding tactics. AI features such as AI Overviews in Google seek to surface quick answers to queries. It will be much harder to acquire clicks on SERPs where features like this are activated.
If you struggle to understand why well-written content is losing traffic, you should assess whether you wrote hundreds of words to answer a query that only needed 30.
More intents exist, and to complicate matters further, they are not exclusive to each other in a single piece of content. Comparison and discovery intents, for example, often combine in listicles, product comparisons, and titles like “X alternatives to X.”
More reading about user intent:
Continue reading this article 👇
Content Quality Signifiers
While there’s no quantifiable answer to what good content means, there are many ways to evaluate it to ensure it contains key signs of quality.
Google’s content guidelines provide some questions you can ask yourself to objectively assess your content’s quality.
The SEO content mantra is E-E-A-T: Experience, Expertise, Authoritativeness, and Trustworthiness.
Google uses many signals to approximate these concepts and apply these signals to ranking algorithms. To be clear, E-E-A-T are not ranking factors themselves. But they are the concepts that ranking systems attempt to emulate via other signals.
These concepts apply to individual pages and to websites as a whole.
Experience: Are the people creating content directly knowledgeable about the subject matter, and do you demonstrate credible experience?
Expertise: Does your content demonstrate genuine expertise through depth, accuracy, and relevance?
Authoritativeness: Is your website an authoritative source about the topic?
Trust: Is your website trustworthy, considering the information or purposes at hand?
In its content guidelines, Google says this about E-E-A-T:
“Of these aspects, trust is most important. The others contribute to trust, but content doesn’t necessarily have to demonstrate all of them. For example, some content might be helpful based on the experience it demonstrates, while other content might be helpful because of the expertise it shares.”
Understanding these concepts is critical for building a content strategy because publishing content with poor E-E-A-T signals could impact your website as a whole. Google’s language downplays this potential impact, but it’s critical to know that it’s possible. It’s tempting to assume that because a website has high “authority” in a general sense or in one particular area, anything it publishes is considered authoritative. This may not be true.
If you chase traffic by creating content outside your core areas of authority and expertise, that content may perform poorly and drag the rest of your site down.
More reading about E-E-A-T:
Continue reading this article 👇
Creating Effective SEO Content
This article focuses on written content, but don’t neglect multimedia in your content strategy.
The thought process behind content should go a little bit like this:
Audience > Query (Keywords) > Intent > Brief / Outline > Create
You can also express it as a series of questions:
- Audience: Who is our audience?
- Query: What are they searching for?
- Intent: Why?
- Brief: How can we best assist them?
- Create: What does exceptional user experience look like?
Keyword Research For Content
Keyword research is a massive topic on its own, so here are some key pieces of advice and a few additional resources:
- Look at the SERPs for the keywords you target to understand what Google prioritizes, what your competitors are doing, what success looks like, and whether there are gaps you can fill.
- Cluster related keywords together and develop a content strategy that covers multiple branching areas of a topic deeply.
- High search volume often means high competition. Allocate your resources carefully between acquiring lower competition positions and fighting for a slice of competitive traffic.
- Building a robust catalog of content focused on long-tail keywords can help you acquire the authority to compete in more competitive SERPs for related topics.
More reading about keyword research:
Continue reading this article 👇
Briefing SEO Content
Once you have performed your research and identified the intents you must target, it’s time to plan the content.
SEO professionals may not have the required knowledge to create content that demonstrates experience and expertise – unless they’re writing about SEO.
They’re SEO specialists, so if your website is about finance or razor blades, someone else will need to provide the knowledge.
Briefing is critical because it allows the SEO team to communicate all that hard work and research to the person or team creating the content. A successful brief should inform the content creators:
- The target keyword strategy, with suggestions or a template for the title and subheadings.
- The purpose of the content for the user: What the user should learn or be able to accomplish.
- The purpose of the content for the business: Where it falls into the marketing strategy and relevant KPIs.
- Details such as length, style guide or voice notes, and key pieces of information to be included.
Creating SEO Content
Your research should guide the format of your writing.
Remember, intent impacts the usability of different types of content. Prioritize the information most likely to solve the user’s intent.
You can do this by providing summaries, tables of contents, videos, pictures, skip links, and, most importantly, headings.
Use The Title & Headings To Target Keywords & Organize Information
The title of a page is your primary keyword opportunity. It’s also the first thing users will see on a SERP, which impacts CTR. Match the title to your target query and think about effectively describing the content to entice a click. But don’t misrepresent your page for clicks.
Your primary responsibility in SEO content is to set expectations and then deliver on them. Don’t set if you can’t deliver.
HTML heading formats help users navigate the page by breaking up blocks of text and indicating where certain topics are covered. They’re critical to your on-page SEO, so use your keywords.
Expectations are as true for headings as for titles. Headings should be descriptive and useful. Prioritize setting an expectation for what the user will find on that part of the page and then delivering on that expectation.
More reading about headings:
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Get To The Point
Whether content should be long or short is subjective to its purpose. All SEO content should be as short as possible while achieving its goals. “As short as possible” could mean 4,000 words.
If you need 4,000 words to achieve your goal, then use them. But don’t add any more than you need.
This is a call to avoid rambling, especially in introductions. Do you really need to cite the projected growth of an industry just to prove it’s worth talking about?
Not unless you’re writing a news story about that growth. Cut that sentence and the link to Statista from your introduction. (No shade, Statista, you rock.)
Features like skip links can also help with this. Give users the option to skim and skip directly to what they need.
Use Internal Links To Connect Your Pages Together & Provide Further Reading
Internal links are the bedrock of SEO content strategies. They are how you organize related pages and guide users around your website. They also spread the SEO value of your pages to the pages they’re connected to.
In the keyword research section, we suggested that you create clusters of keywords and topics to write about – this is why. You build authority by covering a topic in-depth and creating multiple pages exploring it and all its subtopics.
You should link between pages related to one another at contextually important points in the content. You can use this tactic to direct the SEO power of multiple pages to one important page for your strategy or your business.
Contextually relevant links that properly set expectations for what the user will find also contribute to a good site experience.
More reading about internal linking:
Continue reading this article 👇
Use Personal Experiences And Unique Expertise To Stand Out
AI presents numerous challenges for SEOs. Anyone can quickly create content at scale using generative AI tools.
The tools can replicate competitors, synthesize content together from myriad sources, and enable breakneck publishing paces. This poses two core problems:
- How do you stand out with so much AI content out there?
- How do you build trust in audiences looking for legitimate experts?
For now, the best answer is to lean into the E-E-A-T principles that Google prioritizes.
- Tell human stories with your content that demonstrate your experience and expertise.
- Use Oberstein’s “situational content” principle, mentioned earlier in this article, to connect with your audience’s experiences and needs.
- Ensure that content is created by verifiable experts, especially if that content involves topics that can impact the audience’s well-being (YMYL.)
SEO Content Is Both A Strategy & An Individual Interaction
It’s easy to focus on what you need from users: what keyword you want to rank for, what you want users to click, and what actions you want them to take.
But all of that falls apart if you don’t honor the individual interaction between your website and a user who needs something.
Audience-first content is SEO content. Content is a core function of SEO because it’s the basis of how humans and algorithms understand your website.
More resources:
Featured Image: Art_Photo/Shutterstock
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