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I need a better sales pitch

Discussion in 'White Hat SEO' started by janstastny, Jun 12, 2012.

  1. janstastny

    janstastny Junior Member

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    Hi,

    I have had a few folks tell me to send them or asked me for a list of my products and services. I am trying to start some local business SEO services.

    How do you guys handle this because they want or are interested in some kind of SEO and how do I convert this?

    I can send 60 page SEO reports that detail how to get good rankings which i have done in the past and then I outline some basic link building packages that I highlight benefits of but i have not been able to close anyone yet?

    How do you guys convert an interested inquirer?

    How many steps does it take you guys to convert?
    How do you do it?
    How do you plant the seed that they need MY service?

    I am struggling to convert and I really need this any help suggestion or coaching/mentoring will be greatly appreciated

    Thanks bros
     
  2. hawgbert

    hawgbert Jr. VIP Jr. VIP Premium Member

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    I'm not going to be much help on the technical aspects of your questions, but I may be able to give some insight as a business owner that has worked with many SEO service providers in the past. I've also thought about the subject quite a bit for a few MBA classes.

    You probably already know this, but you've got to concentrate on targeting businesses that can benefit financially from higher SEO placement. Keep in mind that the business owners may not be interested in "looking under the hood" at detailed SEO reports that they may not even understand. I'd recommend a 1-page Executive Summary for them that outlines what kind of boost they can expect, and what that boost might mean for them in terms of new customers. For example, instead of "I can get you on Page 1 for these search terms...", help them understand how the better placement translates to more page views, and eventually more customers. Consider giving them a review of their site to help their conversion percentage. It'll start a dialogue with them and help build trust. Basically, just work backwards from their end goal (more $$$) and identify how your efforts will make that happen.

    As far as getting them to choose you specifically, just speaking to them in terms that they understand will go a long way. I've had SEO providers spend a hour going over complex details on a project when I zoned out after 10 minutes. Flat-out ask potential clients what they hope to achieve in SEO strategy. Be a "Business Growth" expert rather than a "SEO Service Provider".

     
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  3. janstastny

    janstastny Junior Member

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    thank you for your insight hawgbert i will try to implement something like that
     
  4. kboxer7

    kboxer7 Jr. VIP Jr. VIP Premium Member

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    Sales is sales....no matter what the industry/product. Sure you need some industry knowhow and some terminology. But the basics remain the same, and most of it is psychological. I was a top regional sales manager for a fortune 500 company for a number of years and I've seen it all.

    Your job is simply (though not so simple) to do this:

    Find out where the prospect's business is today, and where they want it to be in the future. Once you know that, you simply need to frame your services in such a way that they will bridge the gap between that businesses' current state of affairs and the desired end goal.

    Take a conversational approach and be a "solutions provider." If you think like a consultant and not a sales agent you will see a dramatic difference. A sales agent simply tries to "sell." They typically take what I would consider a "transactional" approach. Meaning make the sale and move on.

    You need to take on the role of a "partner." Build a relationship and always speak from the perspective of how you can work "together" "with" them to help reach their goals. If you get objections, don't go into the old "but we offer this and this and this and it's so wonderful" speech. Instead, let them know that you are here to help.

    Your goal is to make sure they have a solid plan in place to reach goals xyz. Let them know that from what you've discussed it seems like your companies plan "A" will help them get to where they NEED to be. Ask them, "if not solution xyz, what other options do you have in place to help you obtain x?" What can I do to help?

    Hope that helps you get in the right frame of mind when approaching businesses or anyone for that matter. The consultative sales approach is the golden egg of the sales industry and will allow you to establish stronger relationships and get more referrals even from people who have never bought from you before.

    Regards,
     
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  5. B. Friendly

    B. Friendly BANNED BANNED

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    What, in your own words, are you selling? And why, in your own words, would someone want to pay you for that service?
    This thread is about talking about what you talk about, when instead it should be what you talk about.
     
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  6. englandrm

    englandrm Senior Member

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    What's worked for me. Don't sell.

    Find people who are looking for your services, and convince them you're the right person. Think about creating a reputable site, and showing them that you're an expert on the subject.

    Hope that helps. ~englandrm
     
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