Thursday, June 12, 2014

Latest seo tips

In SEO, it's no different. In order to be successful, you must be able to consultatively sell. You must be able to bind your head around the really important "pain points" and goals of a prospect, and speak toward that.

On the flip side, it's very challenging to sell to someone who doesn't have a clue about what SEO really is.

Here are a few tips that you might use to help cut through the techno-babble, relate to a prospect, and close some business.

Tip 1: Listen, With extremely Big Ears
I was told once that "the person who speaks the most, loses". If you're one of those guys who tries to out-talk the next guy, you maybe won't find a lot of success.
You must get a view to share with you their experiences:

•    What's vital in their business (how do they make money)?
•    How are they currently staffed?
•    What marketing efforts currently exist?
•    Do they measure their marketing efforts to an effective cost-per-lead/cost-per-sale?

Then, you can start to ask some SEO questions such as:

•    When did they last restore their site?
•    Are they happy with current conversion rates?
•    Have they ever hired an SEO firm before and, if so, what did they do and why aren't they still working with them?
Often times, there is so much information that wants to be gathered that I will ask if the prospect has developed an RFP (request for proposal) for the effort, so that the scope can be defined.

Tip 2: appreciate Their Business genuinely
Recently, I met with a prospect that spends $19 million per year on marketing, but not a penny on SEO. Then they proceeded to tell me that usual search is their second most important lead generating source, behind direct traffic to the website.

After gaining access to their Google Analytics, I was able to see that they had lost important traffic, year over year. Part of this was due to the fact that they redesigned their website and had to address this "quickly", so no thought was put into SEO for the newly designed website.
Tip 3: Speak in Terms They Understand

When you can tell a CEO that you feel very confident in churning out ROI, and you can share with them the numbers as to why you feel that way, you're making the difficult process of SEO selection much simpler.

Most clients don't understand "robots.txt" or "404s" or any of that stuff. They know "money in, money out". They want to speak in terms of ROI.

You might pull keywords that you know are related for their business, and the search volume, and the client's current ranking, so that you can "show them" why you feel justified in asking them to invest $15,000 per month in SEO. Of course, you have to be able to back that up and really have a project plan in mind that you feel will equate to this success.


SEO isn't for everyone. So – if in your research you find it doesn't compute – please walk away. Let them know that SEO may not be where they need to spend their income. But, for many, it's a gold mine of chance that has been neglected for far too long.

1 comment:

  1. On the flip side, it's very challenging to sell to someone who doesn't have a clue about what SEO really is SEO link building.