You may currently be an internet marketing specialist or maybe you are an in house SEO looking to strike it out on your own. Here are a few tips I have learned over the years that really help in getting those clients to sign up for your service.
1. Help People Understand What SEO is.
It may be 2012, but hardly anybody outside of the SEO and internet marketing community really has any idea what SEO is. Plenty of businesses know that they need it, but they may not be able to explain what it entails.
Don't be afraid to take the time and energy it requires to answer the questions that your prospect might have. Take this time to build a relationship with the client. Now is not the time to try and be smarter than the prospect. Nobody wants to feel belittled.
2. Sell what your prospect REALLY wants
Are you selling links? No. Are you selling rank? No. Are you selling traffic? No. You are selling growth, prosperity and business security via an online model.
Prospects don't care how many links you get. Prospects don't care if you can get 5,000 unique hits a month. They care if you make them money and if their investment is worth it.
3. Have a list of references or a portfolio.
How many times have you been burned by a contractor only to realize that they had almost no references or portfolio to speak of? Established businesses and freelancers ALWAYS do better than newbies.
What do you do if you don't have a portfolio? Character references are a start. Consider working for a non-profit for a while. Get your friends to let you work on their sites. If you can provide clients with this, you will busier than you ever thought possible.
4. Create good sales letters.
Sales letters will never go out of fashion, but the key is to be authentic. If you aren't a pushy sales person than don't be one in your sales letter. Sending a sales letter just to say hello is totally ok.
For example, I like to incorporate as much SEO related info into my sales letters as possible. I even show prospects where they currently rank for industry specific keywords and how I could help them.
5. Create amazing systems and sell them
More importantly than being able to explain SEO in general is being able to explain YOUR style of SEO to the potential client. It is critical that you have your systems already set up for this otherwise you can start making promises that your client could call you on later.
Take these five basic concepts and turn them into a goldmine. Just remember one thing: If you aren't in this for your clients then get out now. Clients deserve the best service, and by providing that you will make them and yourself more wealthy than you ever thought possible.
1. Help People Understand What SEO is.
It may be 2012, but hardly anybody outside of the SEO and internet marketing community really has any idea what SEO is. Plenty of businesses know that they need it, but they may not be able to explain what it entails.
Don't be afraid to take the time and energy it requires to answer the questions that your prospect might have. Take this time to build a relationship with the client. Now is not the time to try and be smarter than the prospect. Nobody wants to feel belittled.
2. Sell what your prospect REALLY wants
Are you selling links? No. Are you selling rank? No. Are you selling traffic? No. You are selling growth, prosperity and business security via an online model.
Prospects don't care how many links you get. Prospects don't care if you can get 5,000 unique hits a month. They care if you make them money and if their investment is worth it.
3. Have a list of references or a portfolio.
How many times have you been burned by a contractor only to realize that they had almost no references or portfolio to speak of? Established businesses and freelancers ALWAYS do better than newbies.
What do you do if you don't have a portfolio? Character references are a start. Consider working for a non-profit for a while. Get your friends to let you work on their sites. If you can provide clients with this, you will busier than you ever thought possible.
4. Create good sales letters.
Sales letters will never go out of fashion, but the key is to be authentic. If you aren't a pushy sales person than don't be one in your sales letter. Sending a sales letter just to say hello is totally ok.
For example, I like to incorporate as much SEO related info into my sales letters as possible. I even show prospects where they currently rank for industry specific keywords and how I could help them.
5. Create amazing systems and sell them
More importantly than being able to explain SEO in general is being able to explain YOUR style of SEO to the potential client. It is critical that you have your systems already set up for this otherwise you can start making promises that your client could call you on later.
Take these five basic concepts and turn them into a goldmine. Just remember one thing: If you aren't in this for your clients then get out now. Clients deserve the best service, and by providing that you will make them and yourself more wealthy than you ever thought possible.
About the Author:
Before you go wasting another penny on Search Engine Optimization try Pay for Performance Search Engine Optimization. You ONLY pay for rankings.
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