An SEO powerhouse may rank well in search results, but that doesn’t mean the website gets the conversions it deserves. Finding a balance between form (user design, infographics, videos) and function (Google-friendly SEO, content length, authority) is difficult for small businesses and their marketers. It’s great to have an attention-grabbing, visually appealing site, but that doesn’t guarantee a local search presence for small, competitive companies.
At our web design and marketing agency, we work with businesses to improve their SEO, with one of these areas being content marketing. Placing a priority on using conversion-based content is one way to change visitors into conversions while staying within Google’s ever-changing guidelines.
The challenge is writing content that is informative, engaging, rankable and visually appealing enough that it convinces visitors to contact you or fill out a form. Here are five ways I recommend writing SEO-ready content that actually converts.
1. Hook Them Early
It’s high summer. Your air conditioner is busted. Discluding AdWord pages, do you want to waste time getting suckered into keyword-stuffed, high-ranking HVAC websites that repeat the same information over and over again? No. You want to open a page that says the company provides emergency air conditioning maintenance in your area and to call this number right now.
SEO can be a distraction. It takes away from conversion- and design-friendly elements on the top of a page. It’s smart to weave the SEO tactics in there, but always picture your mobile and desktop pages through a potential customer’s eyes. Use your big hitters early on. These include a straightforward headline, a nice banner image, testimonials, charts, bullet points, stats — leave the company history and technical rants for later on. If visitors scroll that far down, they’re likely interested enough to continue reading and will probably convert anyway.
2. Write Logical Content
The disgruntled homeowner wants to know if you are a reputable business that can fix his AC unit over the weekend. A good page will satisfy the homeowner’s concerns.
Conversion pages — or pages that lead to forms or phone numbers — need to flow in regards to design and content. Most visitors skim website content, but there still needs to be a sense of order. One paragraph leads to the next, each section transitions to the next logical point down the conversion rabbit hole.
An example of this top-to-bottom flow might include: who you are, the services you perform, evidence that you know what you’re doing, proof of it in the form of testimonials or reviews, and your contact information. A decent SEO writer has an abundance of opportunities to optimize those sections without slowing down a reader’s progression.
3. Trim The Fat
Remove superfluous information.
From an SEO standpoint, it’s easy to flood pages with internal and external hyperlinks in big blocks of content. This adds value, of course, but it can distract readers. The purpose of the page is two-fold: to show up in search results and to convert. When you start adding on third, fourth and fifth priorities — showcasing your new company video and slideshow widgets that have nothing to do with fixing someone’s air conditioner — you’re going to lose a potential customer to slower load times.
4. Keyword Variation And Low-Key Promotion
Most people have at least a slim understanding of how Google displays search engine results pages (SERPs). But the person reading about your “best HVAC repair” services, time after time, is going to know that “best HVAC repair” means nothing. It’s an empty phrase.
But guess what? Search engines are smart. They provide hundreds of millions of answers per day to questions asked by all sorts of people. You might search for “weekend HVAC repair,” but I might search for “AC tech nearby.” Smart content writers study key phrase variance and match what their ideal client base will likely search for.
There’s a complex science in this, fit for a different article. Long story short, overhaul the obvious, spammy keywords to keep your readers engaged in your content. You can look at promotion-heavy material the same way. Keep the “We’re the best, call us now!” talk to conversion areas. Let web visitors determine on their own that you’re the best through the well-written content you provide.
5. ‘Better’ Is More
Better content and user experience can lead to more website visitors, which will likely lead to more conversions and a higher ranking on Google due to improved authority.
The way search is going, it’s crucial for businesses to showcase themselves on sleek, mobile-friendly pages that get the job done. Overdoing SEO could backfire in later Google updates, and minimalist sites may have a tough time ranking them.
Taking your time to write straightforward content that reads well is the best way to get an edge. Pages that rank high are worthless if they have high bounce rates.
If your content is high ranking but your conversions are lacking, evaluate what pages your visitors go to next. Do visitors do background research on your business? Do they read reviews? Does the homeowner end up calling you for your emergency AC repair service? If they don’t, take another look at the actual value of your SEO and make sure you’re meeting these five standards for SEO-ready content that converts.