Telemarketing - selling SEO over the phone, rather than web design - is it possible?

Hi Jay,

Yes you can absolutely sell SEO over the phone.

The key, as with any form of sales, is to get the client to really understand the benefits. Where are you getting your leads from? Targeting clients on the second or third page can be effective; these guys clearly have at least a basic understanding as they are ranking, and are more likely to be receptive of your offer when you explain that you can move them from a second page to a first page etc.

Just always focus on selling them the benefits. If you can, do a bit of research on the niche you're targeting first. How many searches on average do you think a number one ranking would get? How much is a decent client worth to them? They should be able to see the value of all the extra targeted traffic, especially if you can quantify it for them.

You absolute gem! Cheers buddy, I noticed your from the UK too... have you had a go at this? Much success? My aim is to get a handful of appointments each week and then convert a handful (10-20 over the next six months) into paying clients on a monthly payment plan.

Sorry... the leads question... Im honestly not sure yet, will probably be doing as you suggest - searching on google on page 2/3 and giving them a call. Probably wont be able to call as many this way, but if Im consistent - 50-100 calls a day - Im sure with 250-500 calls a week should provide a handful of appointments...

Certainly you can set appointments with people who want more traffic to their websites, and yes I've had a go at it plenty of times... Its no different than setting an appointment for anything else, just ask people "Would you like to set up a time to sit down and discuss how we can make your internet marketing more effective"?

Some will say no,, and some will say yes... It always works the same. However, if no one calls them, no one can say yes.

Expect 95% of the people you talk to to say "No". Now Im not saying dont have high expectations... Im saying dont be disappointed if it takes you 100 calls to set an appointment and feel like you are failing and thus start self sabotaging... The important thing to know is that weeding through all of those prospects is a part of the success formula...

The discouragement is the only thing that makes it hard, (your mind not understanding or assimilating that you are processing your way to success), it hears the "no's" and thinks its failing so it starts self sabotaging. Next thing you know, you start "sounding" discouraged and that affects everything...

However if you KNOW ahead of time that going through all these numbers is the 'success" process... and hearing all of these 'Im not interested" is the the exact same success process that everyone who endeavors to do this goes through... then it isnt discouraging, its just simply "working the process". The other choice is to just NOT go through the process, and NOT have any business.

Even when you place an ad on google or in the paper... chances are 90% of the viewers are not going to be interested...and they are going to click (listen to your pitch) but not buy in the end.

No matter what route you take, elimination is the process, which can be improved with better targeting... but not usually much... You are probably never going to close 30% of the people who answer the phone... If that were not true, then you would get 30 appointments everytime you make 100 calls... and I dont know anyone who does that. If anyone had ever seen it done, believe me I would have seen it by now.

Thats not how it works, and as long as you know that, you dont mind dialing because you understand the process, you understand that "When I get real good I will close 5 appointments out of a hundred or two calls.

granted, sometimes we get a lucky streak or hot streak and do 3 in a row in 20 calls... That happens sometimes, but its not the rule, agin; if it were then everyone would be getting 30 appointments out of 100 calls.

Talent? Yes you want to develop that... but even the most talented telemarketer still has to stay in his booth dialing for 4 hours per day... He is better than everyone else, but he isnt so good that he can just look at a phone and make sales... Lol

In short, Treat yourself to learning this disciplin, sit down and try it...learn to set appointments...and you will never lack for opportunity again. I promise.

If I was broke tomorrow I could pick up a phone and land an appointment setting gig... or even stick an ad in my sig here on WF that I do appointment setting, and someone would buy... If you can use a phone you will never be desperate, you will always have options for making money!

Hope this helps.

Yes, you can set SEO appointments.

As far as "sales tactics".... Just be real, and tell people what you are about, be upfront, then all of your appointments will be based on people really being interested in your offer... Say "I'd like to give you a quote to see if you are a good candidate for getting a number one google placement...", and then go quote them, and while you are at it, point out about 20 reasons why they are lucky because they actually have a chance at the spot while others may not... and tell them they would be crazy not to take advantage of such market positioning... and close them.

On the other hand, if you dont feel they are positioned very well, or that their market is too competitive for them to get that spot, or that their site isnt up to par to make it weven worth trying... then you can sell them on ways to position themselves better to where that becomes a realistic option for them... One idea might be redesigning their website... or attacking a niche market (keywords) within their major market... "Move" them.

First you have to get the appointment though, and the prescription for that is the same for everyone. Start dialing 100 numbers a day till you fill your pipeline with appointments. If you do that , you WILL have appointments.

John - Wow, what an incredible reply. The advice and information you have just provided has left no doubt in my mind that this is what I'm now going to do. I'm going to refine my 'offer', get a basic script together and then hit the phones, and then stay consistent. Thank you for the words of advice and encouragement,

As you mentioned, Im sure there will be a handful of low points where I feel like throwing the towel in, but no longer - perseverance will see me through.

Again, thank you so much, that was a very thought provoking and motivational response which has put all my qualms to rest.

(PS - I actually left this message on your telemarketing forum, so please ignore it since you have adequately given me all the advice I need right here).

Always a treat to read a post from John! I am in the middle of a cold calling campaign as we speak and took a few minutes to clear my mind and jump on the forum.

It doesn't matter what mindset I am in at the beginning of the day, cold calling always wears on me after a few hours so reverting back to the principles John highlights in his post is KEY!

John, you just gave me the drive to hit the phones hard before the weekend begins....Thanks!

you can sell seo services over the phone the key is to make sure the business you prospect make enough per sale to afford your services.Example a florist average 30-40 per sale a dentist average 300-800 per sale.

John speaks tons of truth here. A few take-aways from his calling experience, and my experience with the large insurance co.
1. A strong system will carry you through the rough days and keep you successful
2. Once you have the power over your mind, not making the process personal, yet still showing passion, you will have success beyond your imagination.
3. Its a numbers game, know your numbers, know your expectations.

Show your value to your prospects. If you can give them an offer they cannot refuse, you will increase your chances of closing.

Know the lifetime value of your customers.

Its exponentially easier to sell services and products to people who have already done business with you.

You will succeed. Keep us posted on how the prospecting goes!

SEO is a pretty easy sale. But you have to offer it as a SOLUTION, not as the product. IE. Don't talk about it, don't mention the phrase SEO until the end of the conversation.

At first you need to find out if the prospect has any symptoms that better SEO results could solve. Like not enough customers.

Then get them to give you the numbers of how many new customers they could pick up with effective SEO, and how much that would be worth to them.

Then figure out your price.