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How to sell SEO to a prospective client

Discussion in 'White Hat SEO' started by davids355, Oct 1, 2011.

  1. davids355

    davids355 Jr. VIP Jr. VIP Premium Member

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    I have a couple of SEO clients at the moment, they were interested in Seo so I quoted them and went from there.

    Now I am looking to actively seek SEO clients and I am after some advise on how you lot promote SEO and how you attract clients - what I mean is do you sell Seo as a package, price per keyword, what do you guarantee if anything etc.

    I'm not expecting you to give away your whole strategies, but just wanted a few ideas from people who are doing this already...
     
  2. jon_xx_x

    jon_xx_x Jr. VIP Jr. VIP

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    You sell them on a monthly fee.
    You don't guarantee anything.
    You have to be a salesmen, it's not as simple as "I can do this for you". You have to make them think they need you.
     
  3. cash202

    cash202 Elite Member Premium Member

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    1. Find clients who desperately want SEO.
    2. Take their money.
    3. Do a good job delivering a service
    4. Rinse and repeat (keeping those customers you've already served of course).

    Here is the deal. There plenty of customers out there. More than you'll ever be able
    to serve. Why, why in a world would anyone want to go and "sell" the idea of SEO?

    You said "they were interested in SEO". BINGO! You clients are INTERESTED IN SEO!
    When the client is already interested, the sale is already made.
     
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  4. davids355

    davids355 Jr. VIP Jr. VIP Premium Member

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    Thanks cash, thats good advice.

    OK, there is one client though, its my dads firm, and I would like to get them on board, and although I agree 100% with your comments, this company I would like to sell SEO to, because I know it could benefit them, but as with lots of people, and especially big companies, they seem to have the opinion that they dont need SEO, and they dont think they will find the right clients/customers via the Internet (I think this is wrong) but thats the impression a lot of people seem to have..??

    I am thinking of just doing some keyword research targeting their prospective customers and then presenting to them how much of an audience there is on the Internet (by way of what people search for) for the services they are offering..??
     
  5. ardley216

    ardley216 Elite Member

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    Can you PLEASE(!!!) use correct grammar in your post title!

    "How to sell SEO to a prospective client"
    And
    "How to sell SEO to a prospective client?"
    Mean 2 completely different things; first is you are going to tell us how, the second is you are asking how.

    Thanks.
     
  6. jon_xx_x

    jon_xx_x Jr. VIP Jr. VIP

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    Hahah, well you gotta assume it's mostly noobs here looking for advice!
    I don't even notice it anymore.
     
  7. GrizzlyAdams

    GrizzlyAdams Regular Member

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    do business searches for any city and go back a few pages to the websites that aren't on page 1. basically dead in the water websites whose owners wasted a lot of money on a website that isn't performing for them.

    contact them, let them know what they did wrong, let them know many hundreds of thousands of business owners make the same mistakes. explain to them what your services can do for them, not how you do it. they're only interested in results.

    charge monthly, price depending on the competitiveness of the keyword and maintain their rankings. also if you really want to help them out turn their websites into lead generators. which you can charge even more for, for relatively easy work. once you get into this you start to see how much services you can really offer them. and youll get to the point where you'll be making $1000 monthly from a single client. email marketing, facebook marketing, twitter, updated blogs, video editing, PPC, etc., etc., etc.

    there is soooo much opportunity with these offline businesses, youre on the right track.
     
    Last edited: Oct 1, 2011
  8. davids355

    davids355 Jr. VIP Jr. VIP Premium Member

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    Sorry ardley, being from Cambridge I thought you'd work that one out:)

    Grizzly, thanks for the advice, makes sense.
     
  9. cash202

    cash202 Elite Member Premium Member

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    Well, if you really want to sell then go and talk to them and establish a
    need. Do they have a need? What they believe in is irrelevant. Using
    simple techniques you can install any believe in a person conversationally.

    If they have enough leads or they have some system that 100% meet their
    needs than let them go. Find another prospect.

    If they do have a need (say, they don't have enough leads) simply say
    you have a solution to get them tons of qualified leads off the Internet,
    this costs $XXXX per month, how would you like to pay?

    GIVE NO DETAILS ABOUT HOW YOU DO IT! This is where most people
    drop the ball. When you give details, graphs and other shit, you lost.
    You'll get sucked into irrelevant talks on how this system work, etc.

    People never buy on logic. So, you can show them all the graphs or
    present whatever logical reasons you service works but this is irrelevant
    to the process of making a buying decision. Period.

    You need to operate on "you have a need, I have solution" level. They
    will probably come up with some bullshit objection. You do the following.
    You IGNORE IT. Go back to need and say, "You need leads, I have a lead
    generation machine. How you'd like to pay"? This is where you need to be
    PUSHY. If you're pushy enough they either say NO (good stuff, dump them
    and move on to the next prospect) or come up with a real objection.

    The best answer to any objection is to show them the money with a social
    proof (like "I did it for Johnny down the road from your office and he's like
    making a million bucks a month. He also though it is not gonna work but
    he took the leap of faith and now he is rich like Rockfeller"). Make sure you
    have this social proof. NO DETAILS ABOUT KEYWORDS, RANKING AND SHIT
    LIKE THAT. ONLY PROOF THAT THEY WILL GET THEIR NEED MET.

    It is basically sales 101. Grab any good sales book (like "SPIN selling") and
    read it.
     
  10. goinviral

    goinviral BANNED BANNED

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    The best post on BHW about starting and running your SEO business was done by taktical, He even gives you the contract documents etc for your new clients to sign :) Read it and then give him a big REP.

    http://www.blackhatworld.com/blackhat-seo/offline-marketing/309903-how-i-built-my-offline-search-engine-optimization-social-media-empire-earning-15-000-month-three-months.html
     
  11. havingadabble

    havingadabble Regular Member

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    As soon as your current SEO customer's website starts to climb don't be afraid to squeeze them for some referrals as they're bound to have some decent suppliers and/or customers who could do with SEO services.

    The benefit to your current SEO customer is that if you're performing SEO for THEIR customers there will inevitably in increase in sales all along the supply change.

    Another benefit to you is that you're gaining experience from within a particular niche which over time will become invaluable as you develop your 'Guru' status.

    Good luck.
     
  12. davids355

    davids355 Jr. VIP Jr. VIP Premium Member

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    Cash thanks, just the advise I was looking for!

    Goinvital, thanks for the link, I will download that tomorrow when I'm on th Pc:)
     
  13. highrider778

    highrider778 Regular Member

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  14. nonetoomuch

    nonetoomuch Newbie

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    You guys are silly. Pushy sales tactics don't work on smart educated business people. Share your knowledge, be transparent, drive results and get paid.