Handling SEO clients ?

Hi Friends,

I was pondering how do the pros (SEO experts) handle SEO clients who aren't satisfied?

How long will it take to get them to page 1 on search terms?

What the hell do you tell them when it doesn't happen in 60-90 days?

FOR EXAMPLE: an aquaintance was trying to pitch a Dentist for services...and the Dentist said to his $500/mth SEO fee

DENTIST:
So basically, i am going to give you $1500 before i can show up on page one. Why wouldn't i just do a PPC campaign and get leads that way?

MY FRIEND:
Well Dr. you can do that too. I can manage your ppc CAMPAIGN for 20% of the gross.

DENTIST:
I can get my girl at the front desk to do that...what else you got for me?

MY FRIEND:
...nothing. Looks like you got it covered. Let me know if you want orgainic search results. Here's my card.

SUMMARY
Basically, he's having a hard time on pitching SEO services...and i know little to nothing about it. Looking for some input on this common problem from the pros.

Thanks!

should have told him that organic search provides a higher quality lead... do a google search to find research that backs up that claim.
Then you should have told him that SEO provides a lower lead cost and he doesn't have to worry about bid price fluctuations.
Im just throwing out a few ideas, I personally do not sell SEO services because I can not guarantee results in a specified time frame and dont feel comfortable taking someones money for that service.

I'm not a SEO Pro, but to your friend's weak comeback...

"So Mr. Dentist, your receptionists know how to start and manage a profitable PPC Campaign? If she does something as simple as targeting the wrong keywords, the campaign can easily become a cash incinerator. I know how to ... and ... which will ... and increase ROI... blah blah"

I'm pretty sure your friend thought to say that, but so many people are not aggressive enough, including myself. I wanted to redesign a website for a potential client. It looked like shit and they just moved to a new location. The address was old and when I tried to get a face to face meeting, the map direction to the new location were off (by 10+ miles, I figured that out AFTER the drive). I finally got to her store to pitch her my service. She told me that she didn't want to risk loosing her domain. She actually said it kinda weird and complicated, but in the end, I understood what she meant and I just shortened it up for you guys.

Like your friend, I just tucked my tail between my legs and said "ok" and wrapped up the conversation. I knew in my head that it wouldn't take me no more than 5 mins to swap sites and keep the same domain, and I could have easily said that, but I didn't.

When selling you service you have to explain how it will benefit them and be ready to shoot down any of their excuses. That day was the day I decided to never waste my time and put up that poor of a performance. I (and your friend) ARE the professionals and know whats best and how it can get done.

You ever take your car to the shop? Mechanics find a way to separate you from your money. He tells you what can go wrong, he tells you why you cant do it yourself or "why do it yourself when we have the tools to do it now correctly", and he tells you how much more money you will have to pay in the future if you don't spend money now.

And I wouldn't just "agree" with the Dr. so easily like that!

"Why wouldn't i just do a PPC campaign and get leads that way?"
"OK"

Again you have to explain the pros/cons of PPC -vs- Organic! They asked a question, a professional in the industry would have have an answer, not just said, "well ok, I can get 20% from you that way as well"

I also understand that this may not be the exact way the conversation went, but it was a weak little conversation the way you worded it!

Hope some of the SEO Pros can chime in to help you with your other questions and I wish you and your friend the best!

thanks guys.

yeah he's new to it and so am i. Hoping to hear some rebutTals from some pros on selling SEO.

This isn't about selling SEO, it's about selling. Every objection is an opportunity. The doctor was listening and engaging. You had a fish on the line, just need to learn how to reel him in. Check out everything Joe Girard and Zig Ziglar have ever written.

BHopkins said:

This isn't about selling SEO, it's about selling. Every objection is an opportunity. The doctor was listening and engaging. You had a fish on the line, just need to learn how to reel him in. Check out everything Joe Girard and Zig Ziglar have ever written.

Click to expand...

thanks Hop,

I've read just about every sales book. HOWEVER, SALES is product specific and YOU NEED REBUTTALS for your specific product. You can't rebut someone if you've been selling cars and now are selling SEO.


You need a specific Rebuttals for your product.

Hey Spider, I've sold a lot of different products in my life. Fish, cars, computers, SEO, website design, reputation management. One thing I've noticed is that sales is almost always the same.

The objections are different, but very similar. If you clearly define the features and benefits you leave the client wanting to buy and trying to figure out how to get the money.

The conversation should have gone like this:

DENTIST:
So basically, i am going to give you $1500 before i can show up on page one. Why wouldn't i just do a PPC campaign and get leads that way?


MY FRIEND:
PPC is a valid option. The main difference in PPC is that once you stop paying, you get nothing. Literally nothing. What I can do for you is get you a sustainable strategy of being #1 in the rankings and you will continue to get traffic long after you stop paying me.

You're thinking about the short term, but I consider SEO and investment. Assuming that you're going to be in business tomorrow, the $1500 upfront is about 2 months of PPC. What are you going to do the other 10 months? If you spend $300 on PPC per month, you're paying $3600 per year. I'm offering you the same traffic for only $1500. You'll save $2100 this year alone. You can go on vacation, or we can continue to grow your business by focusing on different keywords. Either way the best long term solution is to go with SEO. Is there anything else stopping us from getting started now?

You've neutralized his objection and turned it around. You close the deal, but remember, ABC - Always Be Closing. Your whole conversation is about the close.

@BHop,

There ya go...that's a guy who's sold SEO!

See...he knows how to sell "VALUE" and that is the only way (or logical way) that ppl will part with there money. Create Value then sell it. BUT, you gotta know how to sell it.

thanks BHop!

Perfectly articulated, BHopkins. In most cases money/cost isn't the BIGGEST issue when people are thinking about buying SEO services; it's results that they're most fixated on. Highlighting that valuable growth that you are able to achieve on a regular, sustainable basis is possibly the number one selling point that you need to highlight. PPC and other methods, in this particular instance at least, can be shown to be the 'short-term' or 'quick-fix' solutions with the alternative, your friends SEO services, representing the true, ongoing value. It's once you've established this mindset that I'd begin to mention the cold, hard facts and stats about PPC verses organic leads and search results if you haven't already closed the deal.