In the digital marketing industry, closing a deal with an SEO client means doing a good amount of research about their business, getting them in front, and offering your SEO services to them. Because, let’s be honest, in the real world great customers don’t just walk up to you and ask you to provide your services to them.
There are two kinds of salespeople in this world. The one who waits for customers to come to them and responds to customer inquiries (referred to as “reactive”) and the one who goes out and takes the initiative to bring in new clients (referred to as “proactive”).
Now, picture this: While prospecting online, you see your potential client, who perfectly matches your ideal client profile. So, in this case, would you wait for them to call the shots, or would you rather take the initiative?
Of course, you’d take the initiative. Taking initiative means taking actions proactively (it means taking actions even before you’re told or asked). And in sales, if you fail to be proactive, it could result in losing the best opportunity that was right in front of you knocking at the door.
This is why in this article, you’ll learn how to sell your SEO services proactively. Let’s start.
Crafting a Sales Pitch for Your SEO Services
Example 1: Pitching Your SEO Services to a Zumba Studio (Wrong Approach)
You call up Mr. Mike and after a quick intro, you dive into your sales pitch with full confidence.
Salesperson: Hey Mike, I found your business through (name of the source), and I would like to discuss how our company’s SEO services can benefit your business. So, would you be interested in hearing more?
Mr. Mike: Umm, no I don’t think we need any SEO services.
Salesperson: Yeah but, you’ll have a 20-50% boost in traffic and leads with our SEO services. Are you interested in that?
Mr. Mike: No, I don’t think we’re interested in that.
Salesperson: Yeah, but what if we help you increase your Return On Investment?
And just like that, the salesperson goes on and on with no clear strategy, with no understanding about where to go and what to do next. It’s like throwing darts aimlessly.
Any successful cold calling script requires 3 things:
- Doing your homework in regard to your client
- A well-thought-out process
- A level-headed attitude—because you’ll hear “no” a lot.
To successfully pitch SEO services, you need to know your target market. You also need to know the competition in your industry. After you know the industry, you need to figure out the needs of your target market and you should be able to come up with a good solution for them.
You should make sure that your pitch isn’t generic. It’s important to talk about things that your prospect is most likely to respond to. You should also use the right tools for selling. Make sure that you are using the right equipment and you are also making use of the right technology.
If you don’t, you will have a hard time selling. When you pitch SEO services, you need to remember that you’re pitching to a person and not a company. You should also make sure that you have done your research about your client. You should know how much they spend on advertising.
How to Work for “Yes”
Kids are really good at getting the right information. We are all familiar with the fact that every 5-6 years old kid’s favorite word is “why,” right? They say it like a thousand times a day. That’s called digging.
And that’s exactly what you need to do—ask questions. If you’ve someone on the phone, you’ve to ask as many questions as you can. There’s no limit, ask until you lead the conversation in the direction to where you can smoothly introduce your SEO solutions.
Example 2: Pitching Your SEO Services to a Zumba Studio (Right Approach)
You call up Mr. Mike and after a quick intro, you start the conversation like this:
Salesperson: Hey Mr. Mike, what is the biggest challenge that you are currently facing with your Zumba studio, especially while managing, members, revenue, marketing budget?
Now, whatever they tell you, it’s going to be the highest-level thing because they’ll never really get down to the root of what they really care about.
Mr. Mike: Well, members. It’s a big deal figuring out the ways to increase
your membership. It’s a very big deal for me. I know it’s a big deal for you. Mr. Mike has problems figuring out the ways to increase his members. He wants to increase the number of members to the highest level. It’s his first goal. It’s a very big deal.
Salesperson: Right, but if I understand correctly, you don’t want to change your approach to your business. So, what we can do is to help you make this happen. You can come up with ideas to increase your members, right? Mr.
Mike: No, I don’t want to change my approach. I just want to figure out how to increase my members. Salesperson: That’s not a problem. I think that you are already doing things the right way.
I just wanted to ask you if we can help you make your goal happen. Mr. Mike: Well, I don’t know. I mean, I’m happy with my current situation. But, I don’t want to change anything. Salesperson:
Of course, if you don’t want to change anything, that’s okay with us. It’s really up to you. You are the boss. I just want to give you some suggestions. Mr. Mike: Okay, go ahead. I want to hear it. Salesperson:
How To Give The Best SEO Sales Pitch Presentation
To get your client to consider your SEO proposal, you need a compelling sales pitch. The key to delivering a successful pitch is to keep the focus on your client’s specific pain points, rather than presenting a pre-packaged solution. In this article, we’ll explore how you can achieve this and deliver a pitch that resonates with your potential clients.
1. Customer Situation Analysis
In this segment of your SEO sales pitch, you’ll examine the current state of your client’s SEO model. You can use the SWOT (Strengths, Weaknesses, Opportunities, and Threats) analysis to present your findings.
You will discuss everything that is currently working well for them, the challenges and limitations of their current approach, areas where they excel and can expand, and areas where they should focus more time and effort (where they are being outperformed by their competitors).
This will demonstrate your grasp of their situation and persuade them that you comprehend their challenges. To begin, you will want to talk about their strengths and weaknesses. You can start by asking, “What is your company’s greatest strength?”
This is a question that you must be prepared to answer. It’s a good idea to know the answer to this question before you start selling your services. It is much easier to sell a service if you know what your client is already doing well.
Now, you can ask the next question, “What are your biggest weaknesses?” You should be able to answer this question, too. Next, you’ll want to discuss their opportunities. These can be the things that they want to do but are not doing now. It’s also possible to discuss the changes that you think they need to make in order to improve their position.
Finally, you’ll want to talk about the threats they face. These are the things that could damage their success. It’s a good idea to be prepared to discuss these, too. You should know which of the things you’ve discussed so far are important to your client. You can use that information to prepare yourself for the next step of your conversation.
2. Propose A Solution
Directly state how your solutions will solve the problems and concerns found in the situation analysis. This way you can address the pain points that your service can relieve.
You can tell them that by implementing your tactics they can improve their online exposure on multiple platforms throughout the web (i.e., search engines, local directories, social media, etc.). But while doing so, just remember that the sales pitch is all about giving the main idea and is not a declaration of details.
Pitching SEO services is like selling a product to another business. You need to make sure that you sell them the benefits of your solution. You need to highlight the benefits and explain how they will help the company to increase its business.
Before you start pitching your SEO services to the client, ask them if they have a plan or an idea. If you want to sell them something, it’s up to you to show them how they can use it to achieve their goals.
Pitching SEO services to clients involves telling them how to improve their website so that it ranks better in search results. Most people think that SEO is just about making their content better. But in reality, it’s about making their content rank well in search results.
When you sell SEO services to clients, you will tell them what they need to do to improve their websites and how they will benefit from your services. You will need to clearly explain how your service will help them to rank high.
Tell them that they will rank higher if you can optimize their websites for keywords that are relevant to their products or services. Explain how you will optimize their websites for keywords that they are currently ranking low for.
You will need to emphasize on the benefits that they can expect if they implement your services. Your job is to convince them that your service is worth their investment.
3. Don’t Get Too Technical
Using technical jargon and complex language in your pitch is likely to confuse your audience, which can lead to them losing interest in your services. Instead, it’s important to communicate with your potential clients in a way that is clear and easy to understand.
By focusing on their needs and providing straightforward information, you can build trust and increase your chances of closing the deal. When you are pitching SEO services, you will have to talk about how you can help your clients succeed in business.
When you have a website, it is the only way for your clients to get in touch with you. However, most clients don’t know that they can get a lot of help from a reputable SEO company.
SEO companies know that they need to offer what their customers want. They make sure that their customers know about the services they can provide. They know that it is possible to make their customers successful if they can get the right services.
If you want to be successful in selling SEO services, you need to focus on your customers. Your job is to provide them with good value for money. Don’t talk about yourself, your skills and your company. Instead, try to understand what they need and how they can get the most out of SEO.
You can pitch SEO services by talking about the benefits that your clients can get from having a good SEO campaign. Let them know what they can expect from you. Then, tell them why they should choose you for their SEO project.
If you have done your research, you will know what you need to do to succeed. You should also know what you can do to make your clients happy. Tell them what you can do to help them.
4. Don’t Lose Sight Of The Goal
Are you in this meeting to make a sale? Of course, you are. So why would you waste precious time discussing irrelevant topics with your potential customer? Ensure that you are mindful of time and convey your message efficiently since people have a limited attention span.
If you have additional time, you may discuss mutual interests with your prospect to establish a rapport, but only after you have communicated your main points and have the person engaged.
When you meet someone for the first time, it is always good to introduce yourself and explain what you are about. You should take a look at their business card. You can ask them for a card or you can write down the information on your own.
It is important to look at their business card and see what their company does. If you are interested in doing business with them, you should ask them if they have any brochures and other information.
Then you can read through the information. Make sure that you are familiar with all the information that they are sharing with you. If you do not understand anything, you should ask questions. You should also ask them about their goals. If you share common goals, you can discuss how you can help them.
If you want to pitch SEO services, you need to prepare well. The better prepared you are, the more effective you will be. It is important to know how to pitch SEO services to potential customers. You need to be efficient, confident, and patient. If you pitch the wrong service, you might lose your reputation.
5. Don’t Make Them Feel Like a Salesman
If your goal is to sell something, you don’t want to make them feel like a salesman. When you’re talking to someone, you are not selling anything. You are talking with them. When you make people feel like you are trying to sell them something, it can turn them off.
You should make sure that you are confident about what you are talking about. You should know your topic thoroughly. You should practice talking to people about what you are talking about. P
ractice talking to people about the topic that you are talking about until you are completely confident. Don’t use too much slang. Try to talk like an educated person. If you do, people will appreciate it.
It is very important that you avoid slang and other colloquial expressions. If you do, people will think that you are immature and that you aren’t smart enough to speak properly. It is important that you know how to talk to people. It will help you to connect with others and build your relationships.
If you can’t connect with people, it is going to be hard for you to sell something. It’s going to be hard for you to close business deals. It is important to have confidence in what you are talking about. It is important to know that you have knowledge in the field. When you pitch SEO services, you should make sure that you know all the details about the topic that you are going to talk about.
Conclusion
In this post, we provide a step by step guide on how to pitch SEO services. We cover the key points that you need to consider before pitching to any client.
