5 Things You Can Do Right Now to Sell More of Your SEO Service
You may currently be an internet marketing specialist or maybe you are an in house SEO looking to strike it out on your own. Here are a few tips I have learned over the years that really help in getting those clients to sign up for your service.
1. Make understanding your #1 goal.
There are many business owners who know that they need SEO, but they may not even know what it is. Explaining what link building, or Onpage SEO may be your ticket to closing the sale. So teach on!
Being able to answer the questions of your client will be paramount in selling your SEO. Now is NOT the time to try and out-smart your prospect (you can wait for the battlefield 3 tournament for that).
2. Sell what your prospect REALLY wants
Most SEO types think they are selling links, or rankings, or traffic, but in reality they are selling peace of mind. You should think more about what the client is getting in the end: money, and less about what YOU have to do to get there.
Prospects really only care about “what” you can do for them, not “how” you are going to do it. They want to know their money is going to be returned to them (think ROI).
3. Have a list of references or a portfolio.
Would you send your kid to a daycare without checking the companies background or at least checking them out on Yelp? No, of course not. For the business owner, their company IS their baby.
What do you do if you don’t have a portfolio? Character references are a start. Consider working for a non-profit for a while. Get your friends to let you work on their sites. If you can provide clients with this, you will busier than you ever thought possible.
4. Make sure your sales letters reflect you as a person/company
Sales letters will never go out of fashion, but the key is to be authentic. If you aren’t a pushy sales person than don’t be one in your sales letter. Sending a sales letter just to say hello is totally ok.
I like to incorporate SEO right into my own sales letters. I often send 30 page reports to prospects that I think will be interested, examining their site against their competitors. When they get a thick envelope like that they always open it AND I have added value before we even talked for the first time.
5. Create amazing systems and sell them
Explaining SEO in general is great, but clients want to know why they should pick you over the thousands of other SEO guys out there. The answer is in your systems. Explain what you do on a regular basis to make your service better and you win.
Take these five basic concepts and turn them into a goldmine. Just remember one thing: If you aren’t in this for your clients then get out now. Clients deserve the best service, and by providing that you will make them and yourself more wealthy than you ever thought possible.
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