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Idea on a way to sell SEO

by lmooney1028
9 replies
Hi Guys,

I'm just thinking out loud here with an idea that has just come to me.

I was thinking of more ways to sell SEO than i currently do (people always say never rely on just one method...) and i was thinking about all the times that better people than me have said things like "educate the prospect" or "teach them and they will come".

I totally understand the concept of educating someone how to do something will build trust and let them know that you know what you're doing. But the simple fact is that with SEO, people don't want to hear all the geek speak. They don't get as excited as we do about google updates and new features - its not their life and they are happy not knowing, so getting someone that wants to learn is difficult.

So i was thinking, why not find people who haven't got a website and give them a free guide on how to set it up themselves - a complete walkthrough of how to setup hosting to choosing a wordpress theme from the right place.

I'm thinking one of four things will happen:

1) They won't bother - This is always a risk with any prospecting method, and to behonest the guys that won't bother are the guys i don't want to work with.

2) They'll get part of the way through and get confused/won't want to spend time on it - This will be ideal, because you are the person that gave them the guide, they'll phone/email you to finish the job: easy money and a new client that trusts you.

3) They'll finish the job and be really happy with their new basic website and be VERY grateful to you for giving them the advice and saving them money - You now have someone who is fresh online, hasn't had any contact on SEO but is willing to learn and be educated - new client, money in the bank.

4) They'll look at the wordpress templates and decide that its "too basic" or "not unique" and want a custom website - and who do you think they're gonna call??? I've give you a clue - it ain't the ghostbusters....


This isn't rocket science and its prob been spoke about before or in use by several warriors, but its just occurred to me so i though i'd share.

Lee
#idea #sell #seo
  • Profile picture of the author lmooney1028
    Bump.

    No1 think this is any good then?? lol
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  • Profile picture of the author Eddie Spangler
    "So i was thinking, why not find people who haven't got a website and give them a free guide on how to set it up themselves."

    Let me fix your post -So i was thinking, why not find people who haven't got a website and sell them one and seo services to go along with.
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    • Profile picture of the author luke1213
      Originally Posted by Eddie Spangler View Post

      "So i was thinking, why not find people who haven't got a website and give them a free guide on how to set it up themselves."

      Let me fix your post -So i was thinking, why not find people who haven't got a website and sell them one and seo services to go along with.
      I agree with Eddie. If you give them something for free, that is all they will expect from you and more than likely, will never become a paying customer. You give them a guide to build a website, they will expect you to give them a guide on how to SEO.

      YOu need to find people who don't have a website and sell them on why they need a website. Then once you get them onboard with the website, upsell them with your SEO services. You need to give them the feeling of urgency, showing them that other competitors who have a website are making $XXXX amount of dollars than they are per month due to a website and proper SEO.
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      • Profile picture of the author lmooney1028
        yeah,

        I guess you are both right and i can see your points. The reason i was approaching it from this method was that if they are surviving without the website it is more difficult to prove the worth of the website when there are all of these extra costs.

        If i give them the means to make their own website, then surely it is creating the need for SEO?

        Again, still just thinking out loud and agree with what you're saying - just trying to play devils advocate.
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  • Profile picture of the author John Williamson
    You're exactly right, business owners don't want to hear the SEO talk, they want to hear how you can provide them more prospects, leads, conversions, sales, etc. - that's how you sell an SEO service. Make them an offer they can't refuse. Look at the thread in my sig about a technique I use which involves making them pay nothing up front.
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  • Profile picture of the author repstein
    Maybe this could work:

    1. Find an accountant and offer to do a free newsletter on SEO to send to his clients- he gets calls from clients he hasn't heard from in a while, you get lots of people looking at your letter. Those people consider you to be an expert because you wrote a newsletter.

    2. Reading about all the different things you do, people might say 'I don't have time for this, but the author knows what he's talking about. Maybe I can hire him.'
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  • Profile picture of the author techhelp247
    Wonderful details..... thank you very much.
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  • Profile picture of the author Chris Rivers
    Hey Lee,

    I'll pitch in and give you some input on my experience with the freebie model.

    Let's start here:

    Most leads can be broken down into at least 5 categories.

    Prospect Type #1: Motivated and ready to hire a expert to do it for them. Can't do it themselves for any number of reasons.

    Prospect Type #2: Motivated and will try to do it themselves.

    Prospect Type #3: Not motivated to do anything now, but maybe at some point in 6-12 months would hire a expert to do it for them.

    Prospect Type #4: Not motivated to do anything now, but maybe at some point in 6-12 months will try to do it themselves.

    Prospect Type #5: No intention of doing anything with anybody in the forseeable future, but grabs all the free stuff they can.

    When you're prospecting to generate leads, you don't really want to start by offering a free "do-it-yourself" report to the most motivated prospect in category #1 who is most likely to hire you right away.

    So, after you give your pitch and qualify the prospect by determining their level of interest as being motivated and ready to act, you're entire aura and focused energy should be on getting that client to hire you.

    The best prospects for the free guide are categories 2,3,4 because they need more time to try and do it themselves or at least understand the value you're offering.

    So, in my experience if you're actively prospecting - calling, mailing, dropping in etc. - then you should try to get the sale first. If they then put themselves in categories 2,3,4, then you pitch the free diy guide.

    At the end of the day, if I'm doing prospecting, then I've found that I need to pitch every prospect first and then offer the freebie. However, if I'm doing attraction marketing, then I start with some type of freebie to attract my target prosect.

    Hope this helps,

    Chris
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  • Profile picture of the author Sander Zaydman
    Create an opt in where you can give out a free report and then offer your services once you understand the business owner's challenges and needs. PM me if you are interested i have a process for this.
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    Now sure how much to charge for your local marketing services?
    Add me on Facebook and I'll give you access to my Local Marketing Consultant Group....

    www.facebook.com/sander.zaydman

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