HOW TO SELL SEO TO LOCAL BUSINESSES

Matthew Carter
Hello friends, my name is Matthew Carter. I’m a professional link builder for a large SEO agency in New York City.

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Cold emailing can be bothersome for many businesses. And with time being the most valuable commodity for most companies, many sales emails end up being deleted and ignored. So it’s important to perfect your email template and refine your process.

Remember to personalize your communication when pursuing cold calls and email campaigns.

The idea here is to allocate your resources, knowledge, and time to a field that you are knowledgeable in for maximum productivity.

3. Use Case Studies.

As there are hardly any articles that provide tested tips on selling SEO services, we decided to question two of the top SEO experts and ask them – How to sell SEO services?

Many business owners are realizing the need to involve experts in implementing the latest SEO strategies.

Choose the conventional methods that will work for your business and niche. Other lead generation strategies that work include cold calls and direct mail campaigns.

You can easily lose clients by offering the same plan based on your well-researched problems that affect all organizations.

Testimonials are something that potential customers can relate to. And the vision of success will really help you sell. Testimonials can be as valuable as word of mouth so be sure to ask your clients for written feedback whenever you get the chance.

Remember that satisfied clients are the best ambassadors for your business. Here are some strategies on how to deliver outstanding performance in local SEO services .

How to Deliver Outstanding Performance.

Remember that the people behind the businesses you target are not stagnant. People move around, change jobs and start new companies all the time. So you never know when obsolete leads can become potentials again.

Setting up an SEO blog on your business website will provide you with a platform to attract new and return traffic, and will also set you up as a key contributor in the sphere of online content.

SEO tactics change every day because of changes in consumer behavior and search engine regulations.

Consider all of the Ps when creating the WHY and HOW of your offering.

2. Partner with Other Professionals.

If you do a good job with clients, most of them are more than happy to back you with a quote about your services.

You cannot deliver outstanding performance to all clients on your own. You need help from other professionals to solve all your clients’ problems.

Your clients expect you to know everything and apply it to businesses.

One way to improve your success in selling your SEO services is by defining your Unique Value Proposition (UVP).

Avoid the hard-sell and put more energy into building your brand and online reputation over time. Becoming an SEO thought-leader really will help your services sell themselves. It just takes a lot of time and perseverance.

Hi! I’m looking for.

Successfully closing a client doesn’t mean the end of the sales. Seasoned digital marketers who know how to sell SEO packages are those who go to great lengths to maintain a smooth post-sales experience.

There are different techniques to build rapport with your SEO clients, and these are:

2. Develop a Smooth SEO Sales Experience.

Here are some of the most common objections you might encounter when you start selling SEO:

4. Key Takeaways: Ready to Sell SEO?

At this point, you have to think of two things: selling additional value and getting clients to stay.

When you have a strong rapport with your prospects, you’re in a better position to influence them in their purchasing decision. This shows that you’re both focused on what the other is trying to say. This is called the “Liking Bias”, and if you believe sales guru Jeffrey Gitomer – “All things being equal, we are most likely to buy from our friends.”

This approach assumes the close, with the closing line talking about the next scheduled conversation. An example of this is: “I’ve booked your work and sent the invoice. Will you be available to discuss the intake next Monday?”

It’s rare for a salesperson to meet no resistance when they’re selling SEO to a business. But, if you encounter any objections during your pitch, it probably means a portion of your sales process was weak up to this point.

1. Selling the Benefit.

This is you assuming the close, but ending it with a question that offers a limited choice. An example of this is: “I can book the work for you now. Would you like me to send the invoice to your personal Gmail account or work email?”

That’s where qualifying comes in. As you qualify SEO leads, there are four factors you need to keep in mind: Budget , Authority , Need , and Timeframe .

If you meet a prospect with a half-baked pitch, you’re diminishing your chances of closing the sale by (ill) design. The more you study your lead and their industry, the easier it will be for you to talk them through their pain points and why they need your complete SEO services.

Note : Calls requiring a commitment are best done during mornings, ideally around 10 AM to 11 AM.

Rapport Building Techniques and How to Use These in Selling SEO.

(Proceed to probing questions again)

To win prospects, you need a great looking proposal. But, what should be in the proposal? The SEO proposal should include information about the client, details about your SEO process, the proposed solution, the timelines, and deliverables.

As part of your prep, you need to have a set of SEO intake questions (probing) that will help you unearth the needs of your prospects.

Rebuttal : “I understand, and I’ve also heard a few horror stories from some of our clients. We have worked with businesses that had been burned by their previous SEO agencies, but we have a 100% batting average in cleaning it up. Here’s what we did to help them recover…”

Objection 2 : “I don’t see the potential of SEO for our business’ ROI.”

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