"Why Should I use you for SEO?"

There are a ton of possible reasons prospects ask this question.

Sometimes I reply without a seconds hesitation...

Why shouldn't you use me? Then I just look them straight in the eye, smile very big and say not a damn word.

Their next words will either be, your right lets get this going.
or
They will proceed to tell you why they've asked you that question.

Rus, another good response.

You could also say, "I don't know--maybe you shouldn't," or "I don't know--you tell me." Contrarian. That's how I do it.

The idea of What Makes You Better is all in your prospect's mind. It's not what you say that will sway them--it's what they believe.

Chris, you and I have talked and I'm sure we discussed pain points...typical reasons people do business with you. These are the reasons that resonate with new prospects--that you've solved problems like those they are experiencing for businesses like theirs. These are what make you "better"...while your competition, if any, is blathering on about technical features and benefits prospects don't care about.

Ideally youd have answered that before they got anywhere near asking you it as this seems it would normally be asked near the end of the conversation .

Theyd already know what results you intend to deliver for them , if the price doesnt scare them off, and it shouldnt if the results will be good enough, then you've likely missed something along the line that resonated with them strongly that you should have picked up on and ran with as a major benefit.

Get them talking, they'll give you clues if you listen , and Im sure Chris does, grab the clues and work what you deliver around what they said to give you those clues .

Cryptic huh? Ok so yoyu're talking to someone wanting to get SEO working for them, get them telling you what the main issues are for them re SEO, maybe theyll say 'unsure on choice of keywords to run with' , whatever they tell you, challenge it to check its the main reason, if it sticks then build your delivery around that ie We show you the most beneficial choices of keywords , the stats for them and explain why we would recommend that we run with XYZ.

Now, why wouldnt you use us for SEO?

Chris,

I just did a quick search on:

How to Overcome Objections.

Here's a thread on one of the results that came up (which is a goldmine of a thread if you ask me):

http://www.warriorforum.com/main-int...ly-simple.html

I also purchased a WSO from Byran Kumar on this subject a few years back, which was EXTREMELY insightful.

Hope this information is helpful.

Cheers,

JMB

If you approach this in the right way, then this question should never come up.

Throughout the duration of your communications, you have to make your client feel as if they absolutely HAVE to work with you and no one else.

If you give them your knowledge on whatever the service you are offering and also let them know that this will boost their profits, they should be falling over themselves to offer you the contract.

If they ever ask 'why should we use you for our seo' then what that means is;

1. Your sales pitch was poor: you didn't convey to them the importance and benefits of having you on board.

2. They are considering hiring other "web guys", instead of you.

3. The probability of you closing the deal has fallen.

They need you more than they think, so it is your job to make them realise this.

In most cases, this question is only asked after the potential client knows that they need the service - they just don't know who to choose. So... My answer is 100% fear of loss.

It essentially goes like this...

"Because you don't want your competition to use me. Since I sign an exclusivity/non-compete contract within your target market, either you or XYZ (short list of primary competitors - I get this info either via casual "warming conversations" before the pitch or from market research) will benefit from my services. I know that I will be providing this service to one of you - it's up to you to decide which one.

Even if my service only bumps your traffic/conversions X% - since our meeting is before XYZ's, you are sitting in the unique situation to decide whether that bump benefits you or your competition. Either one is fine with me."

Of course it is always a little different based upon the situation, but that is the basic premise of it.

I never offer a product or service without an angle. People are approached by the same pitch and after awhile, they can sound the same. You need a message which sticks out from the rest. I know it takes more time and effort to do it this way but at the end, it is worth it.

One way to stick out is to give an impression you are a specialist. For example, if you are talking to a chiropractor, you can create a web page geared towards chiropractors before you meet the prospect. Think from their perspective. What keywords would a chiropractor want? or what buzzwords will stick in their mind?

If am asked a question, I would simply say we specialize in ranking keywords for chiropractors.

Here's another response,

Prospect: Why should I use you for SEO?

Me: You're right! Can you give me directions to, "name their closest direct competitor".

LOL

My response is usually if along the lines of I'm offering you more business. Why wouldn't you use me.