1. This site uses cookies. By continuing to use this site, you are agreeing to our use of cookies. Learn More.

Best way to pitch to a company ?

Discussion in 'White Hat SEO' started by blackhatq, May 12, 2010.

  1. blackhatq

    blackhatq Power Member

    Joined:
    May 11, 2010
    Messages:
    611
    Likes Received:
    203
    Occupation:
    SEO/SEM/PPC
    Location:
    Worldwide
    Home Page:
    A friend and I are looking for finance to pitch white hat services(basically SEO/SEM/SMM).

    What would you whitehat experts like to see if someone was pitching a whitehat service to you ?

    Also, what kind of SEO visuals would you like to see, the visual representation of value has been the hardest aspect

    So far headers include

    1.what is search engine optimisation
    2.what services do we offer ?
    3.advantages of search engine optimization
    4.search engine optimization value proposition
    5.value of seo to your company
    6.conclusion
     
  2. gsmktg

    gsmktg Registered Member

    Joined:
    Mar 29, 2010
    Messages:
    52
    Likes Received:
    15
    Location:
    somewhere in Europe
    Hey man, think you are doing it in the wrong order. You should definitely start with the valueproposition to the company.

    Just say something like this (highly depends on the business you are presenting to):

    how would like to improve conversion rates and see a significant increase in earnings of your website. We can offer you this long term, sustainable increase in profitability by optimizing your website for the search engines and make them rank higher than ever.

    Not saying you should use this, but it is to show that you first want to get the attention of those in the room. Hearing this they will be interested from the start, whereas in your order the 'juicy' part comes at the end. When they are psyched in the beginning, they'll be more likely to try to understand your story, and where they don't understand just trust you. of course the rest of the story needs to be good so make sure it is understandable in laymens terms. Don't get to deep into SEO terms, just state:

    SEO basically is two things, on-site and off-site. We'll do the on-site for a fixed price/x amoun of keywords and can offer you a monthly package for off site SEO in order to get you consistent good rankings.

    blabla, just sell the whole thing. They could care less about high PR links, redirecting, keyword density, social bookmarking, article writing etc etc. All they need to know is what they will get form you (increase in earnings/whaterver) and some basic idea of what you are going to do (what they are paying for).

    Hope this kinda helped, anyway good luck, really like offline initiatives!
     
    • Thanks Thanks x 1
  3. inumel

    inumel Senior Member

    Joined:
    Sep 3, 2009
    Messages:
    917
    Likes Received:
    523
    Occupation:
    Every and Anything
    Location:
    Earth
    I agree with what gsmktg said. For me personally i start by having them address what they think their problem is, I then lead them into finding out way how they can solve this issue, I then show them what i can do and how i can help their company drive more traffic or increase their rankings. Rule of thumb don't automatically sell them anything, You wont be the first or the last person to do it. Build Rapport With the company is a must, Don't automatically throw out there your sales pitch it wont work, you will automatically be dismissed, You have to first have to make them see what their problems are, help them understand solutions and then you can sell your self. Also remember they are people treat they as people and not as a company and you will become more successful
     
  4. hireganesh

    hireganesh Regular Member

    Joined:
    Sep 19, 2009
    Messages:
    282
    Likes Received:
    473
    I generally use power words and sell dreams.
     
  5. oxonbeef

    oxonbeef BANNED BANNED

    Joined:
    Jan 4, 2009
    Messages:
    2,242
    Likes Received:
    7,872
    First thing to learn in selling " Sell the sizzle not the sausage". People want
    to taste the end results. They don't go out an buy an electric drill because
    they like loud spinning electric things, they buy a drill because the want a
    hole.
    I posted an audio of the one minute salesman on here some time ago, do
    a search and listen to it. Master the psycology of selling and you'll never
    look back.
    Attention
    Intrest
    Desire
    Action!
    You need to install the feeling in them that they will have after using your sevices.
    Once they have that they'll never let you go out the door without buying.
    Desire is the most important step in that sequence.
     
    Last edited: May 12, 2010
  6. blackhatq

    blackhatq Power Member

    Joined:
    May 11, 2010
    Messages:
    611
    Likes Received:
    203
    Occupation:
    SEO/SEM/PPC
    Location:
    Worldwide
    Home Page:
    you guys are amazing, thank you. i will re adjust my presentations and brochures.

    i also saw this today which is helping me fine tune my offering

    [​IMG]

    if this goes well, i would look to find some people here to work with as guru.com has given me cheap and terrible labour
     
    • Thanks Thanks x 4
  7. waterhorse2

    waterhorse2 BANNED BANNED

    Joined:
    May 6, 2010
    Messages:
    3
    Likes Received:
    0
    thanks for the chart.
     
  8. MagicMike

    MagicMike Power Member

    Joined:
    Feb 3, 2010
    Messages:
    702
    Likes Received:
    1,446
    To me, this is the key: get them to agree that the yellow pages are declining, that less business is generated from yellowpages then years prior, and that the yellowpages will be dead in just a few years. I like to refer to the yellowpages as "horse and buggy" advertising to my prospects.

    Once you've got them to agree to that (which isn't difficult), then you can state the obvious: the only method that is gaining popularity and results in marketing is the internet!!!!

    The rest of the stuff (how I do it, techniques, on-site, off-site, etc) is just blah, blah, blah to them.

    Once I gain agreement to the basic premise, I want to be like the lawyer or the tax accountant and give them the overall strategy... but act like it is something very intricate and involved.

    This works for me, amazingly so. I close almost everyone I get to talk to with this method. Yes, I suppose there are more details to it... but this is the general outline.

    People want to buy magic, dreams and wishes... if they think they can do it, its not quite so sexy!
     
  9. kboxer7

    kboxer7 Jr. VIP Jr. VIP Premium Member

    Joined:
    Jan 25, 2010
    Messages:
    872
    Likes Received:
    700
    I agree. Forget the SEO terminology as it will most likely be a foreign language to them. Focus on what VALUE you can provide to them and offer SOLUTIONS to problems or avenues for OPPORTUNITIES. Decision makers of companies are BUSY and do not have time for details (at least not on the front end of things). Show them value and $ and then once you have some buy in go into more detail.
     
  10. gsmktg

    gsmktg Registered Member

    Joined:
    Mar 29, 2010
    Messages:
    52
    Likes Received:
    15
    Location:
    somewhere in Europe
    ah this can be a very valuab;le topic for us offline business SEO'ers i think. I am just starting my own 'consultancy firm'. I want to target people/companies that are on page 2/3 of google and help them get to number 1.

    A question: how do you do it with on site SEO? You just say you need the logins etc from the company, will they trust you with this ect.. also do you guys ask a fixed price or variable monthly fee or something?
     
  11. blackhatq

    blackhatq Power Member

    Joined:
    May 11, 2010
    Messages:
    611
    Likes Received:
    203
    Occupation:
    SEO/SEM/PPC
    Location:
    Worldwide
    Home Page:
    I am now an affiliate for a large twitter automation/marketing company with a 300k+ userbase.

    My goal is to signup 80 companies to my SEO Services(non existent at this point) off the strength of my other affiliations.

    My current objective is to design an SEO strategy/system that I can show these clients I can and will implement and the ROI/return they will receive.

    I am reading BHW and numerous other boards to see what systems people are using for SEO(whitehat long term, black hat short term).

    I'm currently registering my company and getting the website up
     
  12. gsmktg

    gsmktg Registered Member

    Joined:
    Mar 29, 2010
    Messages:
    52
    Likes Received:
    15
    Location:
    somewhere in Europe
    Nice to see you have set some goals and a plan for yourself! But i understand you are going to tell them what return they will receive. However, you cannot guarantee them things right? how will you manage their expectations?
     
  13. pmguru

    pmguru Registered Member

    Joined:
    Feb 21, 2010
    Messages:
    52
    Likes Received:
    2
    I have had great success. My signup rate is 100% over a number of large websites. I always go for the benefits, state my experience, give them proof, then give them some ideas right away that will influence their cash flow. I never get all technical and at the end they always ask for the business because I just focus on making them like me. Iv competed against up to 55 other companies for contracts and never have had to mention a single technical term or provide any sort of fancy pants diagrams.

    The key is how valuable they perceive what you have written or said and that they think your honest and can work with you.
     
  14. specpro

    specpro Newbie

    Joined:
    Dec 17, 2009
    Messages:
    22
    Likes Received:
    7
    Location:
    California
    .

    Amazing that you can achieve 100% closing rate! How could you do that? Can you elaborate? I am offering Local promotion for merchants in my socal area, I prepare in advance my presentation, show them what the market searches, the market volume, and show them the profits, my closing rate is less than 50%, Id like to improve it, can you PM me, possibly we can JV or quote me your rate. I am desparately needing help quick. Thanks in advance.
     
  15. pmguru

    pmguru Registered Member

    Joined:
    Feb 21, 2010
    Messages:
    52
    Likes Received:
    2
    Yea sure, the clients that I have got though have all been in the range to visit which is ofcourse a big advantage.

    The way I have gotten clients has been mixed, some I have seen an opportunity and picked up the phone, next thing I know where sitting down and their asking me my rate. Others have been word of mouth then when they talk to me I size up what they are like, whether I want to work with them and then how much I think I can bring to their business and what it's worth to them.

    What also helps now is I have clients with proven results which they let me take thier analytics for proof. Iv increased a couple of leading companies turnover by 40 - 50% and when they see those figures then I mention some ideas which they havnt heard of which are instantly going to change their website and it's an easy sell.

    I would have to say, that I am pretty picky with who I deal with, I need to know that we will get along and I can change there website. I think because i'm very picky it makes it alot easier to build a relationship with them and get things happening. Also unless a client has a decent budget then I will turn them down.

    What is your approach so far? How are you getting in touch with these people? Email? Phone? or rocking up to their door step?
     
  16. specpro

    specpro Newbie

    Joined:
    Dec 17, 2009
    Messages:
    22
    Likes Received:
    7
    Location:
    California
    @pmguru:
    For B2B most owners always push for time, therefore I set appointment before meeeting them, this will cut down no show. (waste of time).
    so pmguru can acheive perfect closing rates because you screen your prospects well, offer good solutions and also you create an urgency and position yourself being selective. That makes prospects want more about your service. Also it helps if you have a strong porfolio of sastified clients. For newer SEO business like mine it would help if we network or JV with someone have stronger porfolio/experience. There're enough money going around for everybody in this type of service, you can also offer ala cart service upfront for cash flow and build up continuity as backend...More money than Adsense program for sure (for most of us).
    Thanks for your post pmguru.
    @blackhatq:
    To sum up dicussion o far, here's format :
    1. Create interrest (more profits for client)
    2. Presentation (your solutions, your proposal will help clients achieve profits)
    3. Close sale (client sign agreement 3,6,9, 12 months)
    you'll pocket the money...dream come true..hehe..
     
  17. CenTex Hosting

    CenTex Hosting Jr. VIP Jr. VIP Premium Member

    Joined:
    Nov 8, 2009
    Messages:
    1,518
    Likes Received:
    576
    Gender:
    Male
    Occupation:
    Admin
    Location:
    Austin, TX
    Home Page:
    I always lead in as a consultant. My first question is do you know how your marketing money is spent. Then say that's great. how many leads is that bringing in.

    Doing this I find it knocks down walls they may have up. My next step is to have them set up a meeting after they gather all the info on where they are spending money. My pitch is I am here to help them save money by showing them a better way to market.

    They are now open to what you have to say. 9 times out of 10 they have a big yellow book ad plus they are doing PPC. Right there you can save them money.

    Then you start going in with your pitch by showing on norm this is how many clicks that you should get if you are on the first page of this and that keywords.

    Just an idea
     
  18. blackhatq

    blackhatq Power Member

    Joined:
    May 11, 2010
    Messages:
    611
    Likes Received:
    203
    Occupation:
    SEO/SEM/PPC
    Location:
    Worldwide
    Home Page:
    just got testimonials from the TED conference.

    thank you for all suggestions.