Convincing clients that they need to SEO their site?

16 replies
This goes out to people doing contract work or things like that in regards to offline SEO work...and I guess is on the side of cold calling.

Basically, I usually do work for people that have contacted me for SEO, so they know they need work done. However, I have about 10 leads thru a webdesigner friend. He will forward my info to some of his clients for SEO.

While the sites he built are very clean and nice, in regards to SEO & in-links, they are a disaster!

The method I envision using is to do an analysis of their site; on-page SEO, keyword research and current in-bound links. And simply contact them with a nice looking report of my findings, all while explaining the benefits/importance of proper keywords, onpage SEO and my link building package.

Would any of you have tips, suggestions, comments on improving my pitch to them?

Thanks
GabeW
#cfients #clients #convincing #seo #site
  • Profile picture of the author Dexx
    Educate -> Relate -> Celebrate!

    ~Dexx
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  • Profile picture of the author Jimian
    Originally Posted by maxmyer View Post

    .

    While the sites he built are very clean and nice, in regards to SEO & in-links, they are a disaster!

    GabeW
    It's been my experience that about 80% of website 'designers' are 'artisits' and pride themselves as such.... and do little to zero SEO....

    Go to Craigslist in your area and check out 'services' for websites and then check their portfolio and look at their SEO, title tags, etc..... Most will say: "HOME" on the main page for their title tag. UGH.

    In fact, I got hooked up doing some SEO work by emailing these "web designers" and telling them to offer SEO as well to their clients and then I kinda go behind them and tell them what to add in the Title Tag, Meta Desc. Keywords...etc. (they're notorious for shielding their 'works of art')

    Jimian
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  • Profile picture of the author RaptorGabe
    All excellent advice, I love adding my SEO services to Web Designer Backend, but also simply sending a email report to a business outlining the weaknesses in their websites along with what their competitors have/don't have and how to beat them....you should be able to sign quite a few clients . You have the right idea, just go do it
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    • Agree with what everyone has said...also soliciting marketing agencies and other SEO's is a good way to get some overflow work. In a large city like Chicago, you could get a year's worth of work from a bigger agency.

      Work it, brother.

      Cheers,

      Mike
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      • Profile picture of the author JJOrana
        I will never ever work with client that requires convincing they need an SEO.

        That's uphill battle.

        Work with someone who's already aware of their SEO (or online marketing in general) needs and educate them. That's much easier to sell.

        Anyways, what I do to my prospect is to provide them a 10 point analysis.

        It's a simple scoring that tells them their website sucks!

        Better, provide also a 10 point analysis of their top 3 competitors that ranks well in Google.

        Obviously, the prospect's score is much lower than their competitors.

        Basically, what I'm saying to the client is..."You're sick! I'm a doctor and I can help you"
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  • Profile picture of the author jzmoore
    In my experience, there have been many SEO companies that have bombarded potential clients with offers of SEO, also speaking SEO terms turns many clients OFF. Also keep in mind, many fly by night SEO service companies in the past have burned your potential clients or collegues of theirs, leaving a bad taste in their mouth.

    When we talk: SEO, Google Places, Adwords, Keyword research, Citations, Optimizing your site -- All the potential client hears is BLAH, BLAH, BLAH, thinking (this guy is wasting my time, I don't have any budget for more marketing/advertising)

    We need to provide the answer to their main question of: "How can I get more customers in my business, so I can make more money"

    I always "stay away from selling", I create a conversation. I ask a question, [then I shut my mouth] and I let the potential client talk.

    Me: So how are you getting new clients these days?
    Them: blah, blah, blah {they will tell you how to "sell" to them, without selling to them}

    Me: What would you like to accomplish with an online marketing strategy?
    Them: blah, blah, blah {listen closely, the flood gates will open with this question}

    Me: With your permission, I'd like to share with you some amazing marketing solutions, that fit your needs exactly.
    Them: Sure, tell me more.

    YOU ARE IN.
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  • Profile picture of the author twmaffun
    Just play it off like you have tons of people lined up that want your service, and they see the true potential, and act like you don't need their business, and chances are they will see the light.
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  • Originally Posted by maxmyer View Post

    This goes out to people doing contract work or things like that in regards to offline SEO work...and I guess is on the side of cold calling.

    Basically, I usually do work for people that have contacted me for SEO, so they know they need work done. However, I have about 10 leads thru a webdesigner friend. He will forward my info to some of his clients for SEO.

    While the sites he built are very clean and nice, in regards to SEO & in-links, they are a disaster!

    The method I envision using is to do an analysis of their site; on-page SEO, keyword research and current in-bound links. And simply contact them with a nice looking report of my findings, all while explaining the benefits/importance of proper keywords, onpage SEO and my link building package.

    Would any of you have tips, suggestions, comments on improving my pitch to them?

    Thanks
    GabeW
    I have an SEO Bible (ebook) that explains WHY. You can use this as a free lead generation tool if you wish, when soliciting clients.

    PM me and I will provide you with the free SEO Bible!

    JMB
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    • Profile picture of the author Paul.Estcott
      Originally Posted by JMB Marketing Group View Post

      I have an SEO Bible (ebook) that explains WHY. You can use this as a free lead generation tool if you wish, when soliciting clients.

      PM me and I will provide you with the free SEO Bible!

      JMB
      I am using a book too. Exactly the same title. It explains SEO in details.
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  • Profile picture of the author tskailey
    SEO is a must for businesses in order to get heaps of traffic. This traffic means that a lot of internet users are viewing your webpage due to the result of search engine optimisation. SEO will help your website be on top pages of major search engines like google, yahoo or MSN. Thus, more users can actually visit your website and they will eventually become your buyer online.

    Tskailey
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  • Profile picture of the author juice
    Educating the client about the importance of having a SEO presence can be a challenge. I usually start by running their website through a third party trusted service such as grader.com. This gives them an actual grade comparing them to other sites online.

    Another site that I've found to be very helpful in the education process is Alexa.com. Take a few minutes and explain Alexa's traffic ranking and look at how their site ranks and how you can help increase the traffic to their site by properly applying your seo techniques.

    Once you have proof of first page rankings(screenshots) of clients, your own websites, etc., use them by printing them out and physically placing them out one by one in front of your client. This is Powerful and closes lots of SEO deals with an ongoing residual income.

    I ask the question, "what is the good will of being found on hundreds, if not thousands of first page Google rankings for your business or service"?

    It works.
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  • Profile picture of the author cbest
    Convincing them them isn't usually a good tactic..get them to talk to you about their business find out whats their needs are..a side effect of this will be finding out what keywords they will need to be ranked for.. they can then talk themselves into your services..
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    • Profile picture of the author netkid
      Don't forget that SEO is not only part of the online marketing mix...it is offline promotion too! Their site should already be keyword rich in their product or service and locale.

      My services deal with having several marketing channels at once in combination with keyword attraction methods. Since we are dealing with "local" only there is little need to spend way too much time on the SEO keyword search for their site other than custom selection of "localized" keywords (i.e. city,business or business, city) and get out and do opt in from the physical location of your customer or "fishbowl" drawings, flyer distribution, craigslist ad promotion, SMS marketing and so on. It is the combination of marketing that will make a solid difference to the client....

      Hope that helps,

      Bruce
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  • Profile picture of the author jsherloc
    Also, be sure to give them a short but informative overview of what their competitors are currently doing online. Sometimes, at least in my experience, this can inevitbaly lead to a closed deal.

    It takes you from the "YOU SHOULD BE DOING THIS" to the "THE PEOPLE IN YOUR INDUSTRY SEEM TO BE HAVING SUCCESS (POSITIVE ROI) DOING THIS, THINK IT IS WORTH A TRY?"

    Also, REALLY good call from Juice above about printing the rankings out and putting them all in front of them. I have used similar techniques in the past as well.

    These people already at one point in time valued a web presence (I'm sure most thought a website is the SAME as a web PRESENCE), now just show them how you can take them from halfway (the website) to the finish line (top rankings/local internet presence).

    Hope that helps a little,

    - Jim
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