I may have chosen the wrong target market for my SEO tool

I recently built Clariola, a tool that helps businesses run SEO audits. I initially targeted small and medium-sized businesses, but I’m finding it difficult to reach and convert them.

This made me realize that many business owners may not actively look for SEO tools or fully understand the problem they solve. I’m now considering targeting agencies and freelancers who manage SEO or marketing for multiple clients.

For those building SaaS products: how did you validate your target market before building? Do agencies and freelancers usually pay for tools like this, or would they expect a different workflow?

I’d appreciate any advice from people who have faced a similar challenge.