Local SEO onboarding process

[Bread]

Hello,

I've drawn inspiration from @whiz journey obtaining SEO Clients.

I've been speaking with local services in my area (My barber, dentist...etc), and have gained interest from those I've spoken to.

My plan is similar to Whiz, in which I'll send a letter and aim to meet unless I can close on the phone (doubt).

What I'd appreciate some help with is how I demonstrate rankings/my plan in a meeting.

I have two sites at the moment (Non-Local SEO) that are performing quite well and have 20+ KW's in the top 5 according to GSC.

I could use these to show I can bring results, as well as a comprehensive plan that I'd use for their site - say if they sign a 6 months contract, I'm much more likely to build trust if I have a plan for those 6 months, so they can see what they're paying for.

For example if their site takes 20 seconds to load, I'd like to bring it down to 1 sec...etc.

My current prospects are people who I already have a good relationship with, however I'd like to use this as a dry run before moving into cold clients - so I'd like it to be as professional as possible.

What is the best way to demonstrate this?

Thanks for your time

 

[J0sh]

You already have the stats of the two sites that you've ranked, I'm not sure what you're asking here.. Just show what you've done already?

 

[Bread]

You already have the stats of the two sites that you've ranked, I'm not sure what you're asking here.. Just show what you've done already?

When I go into a meeting with my laptop - how should I show this? A simple Powerpoint?

I was wondering if anyone had a better method of presenting figures/plans to potential customers.

When I send them monthly reports, I'm not just going to email over a spreadsheet. I'll display it in a way that's professional and visually appealing - I was thinking along the same lines as this for client meetings.

 

[Deleted member 813988]

I prefer not to take a laptop to meetings as sometimes the presence of a computer can raise a bunch of additional questions that aren't related to clients business, but can affect his decision.

Though, I never saw 90% of my clients ever, even if we're in the same city.

 

[Bread]

I prefer not to take a laptop to meetings as sometimes the presence of a computer can raise a bunch of additional questions that aren't related to clients business, but can affect his decision.

Though, I never saw 90% of my clients ever, even if we're in the same city.

Okay interesting, my plan was going to be bring my laptop with things already logged in and on screen, and pretty much just talk my way through it. But if I didn't have Wi-Fi it could be a problem.

Did you print off what you throught was nescessary - then make it into a folder...etc?

I don't mind meeting clients, because I want to market this as more of a consultancy in the future rather than just a SEO Agency.

 

[The Curator]

Depends on how you open up: if you cold call, don't expect laydowns - and you'd be adding an extra step in the sales-cycle.

Ready for some sales training?​

You're better off walking in B2B asking for 5 minutes to show them the work you do and how you help other local businesses get free leads via their website. Don't talk about SEO - most businesses don't even have an accurate understanding of it.

I do a past, present future format:

• What have you done in the past marketing wise that brought in a decent amount of clients? (this gives me their experience with different types of marketing)
• Are you doing anything differently today? How is that working out - are you happy with the number of leads your website is creating for you? (this will let you know if there's any pain for you to solve with your solution)
• What would it mean for your business if your website was able to bring in (more) leads?

Then end by linking the previous discovery discussion to the closing so it shows you were listening and understand their priorities, "James, I just want to make sure I have everything correct. You used to do advertising in the yellow pages, spending 4k a month, and wasn't happy with the results. You have been approached by other digital marketers but never pulled the trigger because you weren't sure how many leads could be generated per month. And you confirmed your business would run smoother, and you could not be as stressed - if you had more clients per month coming to your office. Do I have all of that correct? Is there anything I missed?"

After the recap, move to your presentation, "Let me show you real quick, how I helped another small business similar to yours get more leads.

Move to your PPT that:

• Opens up by asking them an explicit need question (SPIN SELLING) like: "What would business look like for you if you had 20, 40 or more leads per month?"
• Shows examples of sites you've helped
• Next display who you are (accomplishments, qualifications etc.)
• Next display your process (months etc.)
• Next display your costs
• End PPT with another question, "Would would it feel like to you - if you're website brought in 20 or 40 (extra) leads per month?"

Then go for the close, "Does this sound like something you'd be open to - getting more leads from your website?
DONT FUCKING TALK! (first person who speaks loses). If they have objections, they will start to come in now. Objections are reasons that need to be addressed before they can buy - so welcome them.

If they aren't willing to sign up (remember 90% won't the first time) - ask for their email so you can "stay in touch and check in to see how they're doing in 3-6 months). Most prospects that say NO, will give you their email address because it helps them feel less guilty. This is called "building your pipeline," which will help you stay in touch and educate them via periodic emails until they're ready to pull the trigger.

Remember, people need to be exposed to your brand 8-12 times before they start to build trust

and

Some prospects will, most won't - so what (move to the next)...

Here's some more threads to read:

• https://www.blackhatworld.com/seo/my-cold-call-script.827197/#post-8710821
• https://www.blackhatworld.com/seo/any-ideas-to-collect-leads-for-local-clients.958694/#post-10257641
• https://www.blackhatworld.com/seo/help-me-with-cold-calls-please.823086/#post-8667206
• https://www.blackhatworld.com/seo/c...etting-local-seo-clients.911140/#post-9688432.

 

[Deleted member 813988]

Okay interesting, my plan was going to be bring my laptop with things already logged in and on screen, and pretty much just talk my way through it. But if I didn't have Wi-Fi it could be a problem.

Did you print off what you throught was nescessary - then make it into a folder...etc?

I don't mind meeting clients, because I want to market this as more of a consultancy in the future rather than just a SEO Agency.

If there's any comparison data that I think would help to convince the client I send it over email. I do not take a computer, printouts, or anything else with me.

I believe that in most cases, power-point presentations look silly and bringing laptop can raise a lot of unnecessary questions about the service that can distract the client from making a decision. I discuss the current situation, explain the service without going into very deep details, and tell what kind of result could be. We just talk.