Increase SEO Sales by Teaching Clients about SEO Truths
Increase SEO Sales by Teaching Clients about SEO Truths
By teaching your prospective clients the truth about the SEO process actually will:
* Enhance your reputation as a professional
* Diffuse those competitors who ONLY sell hype
* Increase new sales
* Generate increased referral business
* Establish long term client relationships
* Establish tremendous client loyalty
* Firmly establish YOUR CREDIBILITY in both the community as well as the industry as a professional who knows how to get results.
In other words, teach people the TRUTH about the process and you'll already gain some immediate advantages because you are educating the prospect by offering them some facts but even more important, something that is EASY to believe. Something that blows away old misconceptions.
Most people are tired of hearing a lot of sales hype.
Try de-mystifying the SEO process and help your prospects to understand what search engine optimization (SEO) can do for their business. It's really just a simple, old-fashioned principle.
-------------------------------------------------------------------------------------------
More SE visibility = more success for the client
More client success = more referral business for you
-------------------------------------------------------------------------------------------
Most of the time, your clients will sell your services better than you can ever sell yourself.
Every time you help someone achieve success, it is literally impossible for your business not to benefit as well. Okay, here are some real simple tips:
A. Educate your prospect by telling them the truth.
Try using some of the following points when speaking to your
prospects:
* Explain to your prospect, that your job is not just
building a web site. Designing a web site is relatively
easy, but this is only 50% of the job. Explain that your
effort continues long after the launch of the site.
* Teach them about a few of the ways your service differs
from the traditional Web developer. Your true objective
entails more than just concept or design.
* Your skill is positioning their web site squarely in front
of their ideal target audience. Once you get them positioned
for maximum exposure, it's your aim to keep them there, right
in the limelight.
* If you're presenting to a group of 2 or more, ask them the
name of their favorite search engine. Don't be surprised
by their reply but 98% of the time, they'll name one of
the MAJOR search engines. This is a great way to begin
teaching them something they may have never heard before.
* Since there are only a "handful" of search engines that everyone
uses (the major ones), this is where we place our best
promotional efforts. You can demonstrate where their traffic
will come from if other clients give you permission to use
a couple of their reports as samples.
Ask your prospect, "Did you know that "HITS" are irrelevant?
"That's right, hits do not matter because a HIT is NOT
a visitor." You can then explain that each HIT is really
an action from the server. In other words, a hit occurs
for each and every element downloaded. The number of HITS
to a site, are nearly always larger numbers, but this does
NOT mean you had any great number of visitors. Teach them
about the importance of unique visitor sessions.
Why is this important?
In explaining this difference between a HIT and a VISITOR,
you have taught your prospect a truth that could work against
the next competitor who comes along behind you and only talks
about HITS (which is what many do).
Why do so many competitors talk all about HITS?
Simply because they are BIG numbers which sound impressive
particularly if you have no intention of providing the
customer with detailed reporting. Teach your prospect the
truth, that the important numbers to watch are the actual
visitor session counts, not just hits.
Help your client to understand what it is you do.
Does your prospect see your "behind the scenes" service as VITAL? If not, they need some understanding! Explain, "the reason" that business owners hire you, is to ensure their
web site is built and launched properly the very first time".
Explain that "Business owners are usually too busy running their business, to worry about all of the requirements of publishing and positioning a web site for targeted traffic
and monitoring the results." Help them to understand that you ARE their watchdog for online success. You have come to realize that the more success you bring to them, the more
your business grows. You are in this for the long term!
B. Talk to them about the components of success:
Let them know that when you work with their web content, you need some freedom to work with them and provide input. Explain that the best success formula is often a cross between re-writing their content especially for high search engine placement COMBINED with copywriting that is written
for the human brain.
It's a combination of having a highly visible web site that also employs techniques that compel their visitors to respond. Explain why this second aspect is so important by saying something like, "Your business does not really begin, until we get your visitor to take action and respond to what they see."
Talk to them about your ability to research their keyword phrases from real time results. Explain to them that you must determine which search phrases will genuinely pull the most targeted traffic into their pages. Tell them you will be asking them for a list of suggested keywords to start. Explain that ultimately you will be analyzing those words and through research, you'll actually find the highest
performing phrases with the lowest competition.
You can let them know that the reason your pages score well with major search engines is because you build honest, content-rich pages without the use of any types of tricks, gimmicks or spam.
The strategies you employ are based on using phrases that are first researched and then proven to be currently in usage by consumers within their specific market.
C. Stop trying so hard to sell SEO and learn to dialogue.
Learn to "dialogue" with your prospects in a two-way communication. This is most often successful if you are the one asking the questions. Remember that whoever is asking the questions, is really the one who is controlling and directing the conversation.
Ask questions about from where the prospect would like to take business. Try asking questions like, "Would you be willing to take business from a specific location?" Ask lots of specific questions. If they are only interested in a regional presence, then begin painting a picture in their mind of where
they could be getting new business from.
Remember to ask questions about your prospect's distribution of product and services. Demonstrate that you are not just interested in building, positioning and monitoring the site.you
are also interested in all aspects of the business such as how they intend to handle distribution. Such conversations not only lead to enhancing client rapport, but will end up triggering new
optimization strategies in your mind.
D. Make the most of your newest successes.
Your prospects become your customers and in a short time, they begin telling stories about their success on the web. Don't forget to make the most of these opportunities, after all you've made the effort and promoted your client well, you deserve the credit.
You have demonstrated that your SEO strategies not only work, but in many cases, your efforts will have delivered a dramatic increase in business. Always ask your client's
permission first, but they're usually more than happy to distribute your brochure or business cards. This is usually the start to a wonderful trend in ongoing referral business. Always remember to thank your clients for every new referral they send your way.
Ask your clients if they would mind taking the occasional reference call. All you really need are just a few of your client's names and numbers. A list of these satisfied names and numbers can be offered to new prospects. You can be sure this is just one more thing that not a lot of your competitors
will be doing.
Search Engine Optimization is one of the biggest missing links in this whole web development industry. It's safe to say that building a web site without a plan for search engine optimization, is the single most expensive lesson that any dot com business has ever had to learn in the last few years. It's only good
wisdom that you teach both your prospects and your clients these things up front and early. The results will be a long lasting client relationship where your client wins, your
client's customer wins and YOU win too!
E. Enjoy the tremendous lift of knowing that you really are making a difference for your clients.
For thousands of business owners, the investment in solid SEO strategies, are the single missing link to their success. Take action today by employing SEO strategies for your clients and give them the outstanding results they deserve. Remember that success breeds success and when you do an extraordinary job for your client, it was YOUR SEO skills that made the difference. There is tremendous satisfaction in that too!
Increase SEO Sales by Teaching Clients about SEO Truths - To learn more about this author, visit John Alexander's Website.
Like this article? Share it with your friends
Selling hype or setting unrealistic expectations is one of the LEAST intelligent things you can do to build long term client relationships. Instead of scrambling to outdo the next self proclaimed SEO guy's claims, why not try something more in the nature of a soft sell.
By teaching your prospective clients the truth about the SEO process actually will:
* Enhance your reputation as a professional
* Diffuse those competitors who ONLY sell hype
* Increase new sales
* Generate increased referral business
* Establish long term client relationships
* Establish tremendous client loyalty
* Firmly establish YOUR CREDIBILITY in both the community as well as the industry as a professional who knows how to get results.
In other words, teach people the TRUTH about the process and you'll already gain some immediate advantages because you are educating the prospect by offering them some facts but even more important, something that is EASY to believe. Something that blows away old misconceptions.
Most people are tired of hearing a lot of sales hype.
Try de-mystifying the SEO process and help your prospects to understand what search engine optimization (SEO) can do for their business. It's really just a simple, old-fashioned principle.
-------------------------------------------------------------------------------------------
More SE visibility = more success for the client
More client success = more referral business for you
-------------------------------------------------------------------------------------------
Most of the time, your clients will sell your services better than you can ever sell yourself.
Every time you help someone achieve success, it is literally impossible for your business not to benefit as well. Okay, here are some real simple tips:
A. Educate your prospect by telling them the truth.
Try using some of the following points when speaking to your
prospects:
* Explain to your prospect, that your job is not just
building a web site. Designing a web site is relatively
easy, but this is only 50% of the job. Explain that your
effort continues long after the launch of the site.
* Teach them about a few of the ways your service differs
from the traditional Web developer. Your true objective
entails more than just concept or design.
* Your skill is positioning their web site squarely in front
of their ideal target audience. Once you get them positioned
for maximum exposure, it's your aim to keep them there, right
in the limelight.
* If you're presenting to a group of 2 or more, ask them the
name of their favorite search engine. Don't be surprised
by their reply but 98% of the time, they'll name one of
the MAJOR search engines. This is a great way to begin
teaching them something they may have never heard before.
* Since there are only a "handful" of search engines that everyone
uses (the major ones), this is where we place our best
promotional efforts. You can demonstrate where their traffic
will come from if other clients give you permission to use
a couple of their reports as samples.
Ask your prospect, "Did you know that "HITS" are irrelevant?
"That's right, hits do not matter because a HIT is NOT
a visitor." You can then explain that each HIT is really
an action from the server. In other words, a hit occurs
for each and every element downloaded. The number of HITS
to a site, are nearly always larger numbers, but this does
NOT mean you had any great number of visitors. Teach them
about the importance of unique visitor sessions.
Why is this important?
In explaining this difference between a HIT and a VISITOR,
you have taught your prospect a truth that could work against
the next competitor who comes along behind you and only talks
about HITS (which is what many do).
Why do so many competitors talk all about HITS?
Simply because they are BIG numbers which sound impressive
particularly if you have no intention of providing the
customer with detailed reporting. Teach your prospect the
truth, that the important numbers to watch are the actual
visitor session counts, not just hits.
Help your client to understand what it is you do.
Does your prospect see your "behind the scenes" service as VITAL? If not, they need some understanding! Explain, "the reason" that business owners hire you, is to ensure their
web site is built and launched properly the very first time".
Explain that "Business owners are usually too busy running their business, to worry about all of the requirements of publishing and positioning a web site for targeted traffic
and monitoring the results." Help them to understand that you ARE their watchdog for online success. You have come to realize that the more success you bring to them, the more
your business grows. You are in this for the long term!
B. Talk to them about the components of success:
Let them know that when you work with their web content, you need some freedom to work with them and provide input. Explain that the best success formula is often a cross between re-writing their content especially for high search engine placement COMBINED with copywriting that is written
for the human brain.
It's a combination of having a highly visible web site that also employs techniques that compel their visitors to respond. Explain why this second aspect is so important by saying something like, "Your business does not really begin, until we get your visitor to take action and respond to what they see."
Talk to them about your ability to research their keyword phrases from real time results. Explain to them that you must determine which search phrases will genuinely pull the most targeted traffic into their pages. Tell them you will be asking them for a list of suggested keywords to start. Explain that ultimately you will be analyzing those words and through research, you'll actually find the highest
performing phrases with the lowest competition.
You can let them know that the reason your pages score well with major search engines is because you build honest, content-rich pages without the use of any types of tricks, gimmicks or spam.
The strategies you employ are based on using phrases that are first researched and then proven to be currently in usage by consumers within their specific market.
C. Stop trying so hard to sell SEO and learn to dialogue.
Learn to "dialogue" with your prospects in a two-way communication. This is most often successful if you are the one asking the questions. Remember that whoever is asking the questions, is really the one who is controlling and directing the conversation.
Ask questions about from where the prospect would like to take business. Try asking questions like, "Would you be willing to take business from a specific location?" Ask lots of specific questions. If they are only interested in a regional presence, then begin painting a picture in their mind of where
they could be getting new business from.
Remember to ask questions about your prospect's distribution of product and services. Demonstrate that you are not just interested in building, positioning and monitoring the site.you
are also interested in all aspects of the business such as how they intend to handle distribution. Such conversations not only lead to enhancing client rapport, but will end up triggering new
optimization strategies in your mind.
D. Make the most of your newest successes.
Your prospects become your customers and in a short time, they begin telling stories about their success on the web. Don't forget to make the most of these opportunities, after all you've made the effort and promoted your client well, you deserve the credit.
You have demonstrated that your SEO strategies not only work, but in many cases, your efforts will have delivered a dramatic increase in business. Always ask your client's
permission first, but they're usually more than happy to distribute your brochure or business cards. This is usually the start to a wonderful trend in ongoing referral business. Always remember to thank your clients for every new referral they send your way.
Ask your clients if they would mind taking the occasional reference call. All you really need are just a few of your client's names and numbers. A list of these satisfied names and numbers can be offered to new prospects. You can be sure this is just one more thing that not a lot of your competitors
will be doing.
Search Engine Optimization is one of the biggest missing links in this whole web development industry. It's safe to say that building a web site without a plan for search engine optimization, is the single most expensive lesson that any dot com business has ever had to learn in the last few years. It's only good
wisdom that you teach both your prospects and your clients these things up front and early. The results will be a long lasting client relationship where your client wins, your
client's customer wins and YOU win too!
E. Enjoy the tremendous lift of knowing that you really are making a difference for your clients.
For thousands of business owners, the investment in solid SEO strategies, are the single missing link to their success. Take action today by employing SEO strategies for your clients and give them the outstanding results they deserve. Remember that success breeds success and when you do an extraordinary job for your client, it was YOUR SEO skills that made the difference. There is tremendous satisfaction in that too!
Increase SEO Sales by Teaching Clients about SEO Truths - To learn more about this author, visit John Alexander's Website.
Like this article? Share it with your friends
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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