Struggling to sell SEO services... HELP!

by WillST
47 replies
Hi guys,

I seem to be doing OK(ish) at generating leads via the message 'we can improve your hits/visitors/enquiries/sales through your website'.

Once I have a bite (mainly through email prospecting) I explain how we can get their website ranked on Google (through either google places listings or normal SEO for generic keywords).

The 2 main objections I'm getting are as follows:

1. Client not happy they have to pay X number of months before rankings are achieved.
2. Monthly fee seems expensive (I charge between £195 - £395 per month) for anywhere from 5-20 keywords, which I dont think is THAT expensive when large SEO firms are charging £1,000+.

Is my issue that I'm not attracting the right kinds of clients? The clients that have turned me down on the back of those 2 objections include hotels, dentists, pest control business (one national company), accountants, physiotherapists, etc, etc... So these guys have money (I think anyway!)

But they seem to lose interest FAST after those hurdles..

And yes I do go over the fact they will achieve a positive ROI - based on the number of people searching / how many clients they can expect to achieve / how much 1 client is worth to them, etc, etc...

Could really do with some advice on where I may be going wrong?

Appreciate all the advice guys!

Thanks!

JSTEF
#sell #seo #services #struggling
  • Profile picture of the author easygoingdude
    Why don't you offer some form of a guarantee? $300 per month with at least 2 leads each month guaranteed or your money back.

    Also, I don't understand why people here talk about ranking keywords. Businesses care about leads, not rankings.
    {{ DiscussionBoard.errors[4966322].message }}
    • Profile picture of the author Michael75065
      yes leads not ranking. Could not agree more
      Signature
      Visit my blog to receive helpful information, tips and techniques, plus get some quality products!

      Enjoy and learn and have fun: http://YourSuccessUnlimited.Net
      {{ DiscussionBoard.errors[7577760].message }}
  • Profile picture of the author Aaron Doud
    First can you show them results you have had? Loads of these companies here the same thing over and over again. Also did you show how it would benefits them.

    For example let's use the hotel. How much would they earn off of one extra customer? Let's say 50 profit. Now how many more customers would they get from your efforts if once it got going it was 10 or more they can see real value in what you bring. If they are only going to get 1 or 2 they would be stupid to invest the money. See how this works? It's not about the cost but the value you bring.

    I don't care if I am ranked number one on google. Is google where my customers find me? Do they buy? If the hotel gets most of their leads from hotels.com or something like that can you show they will get more and have it cost less from your service? Now when speaking to the hotel did you consider you were compeating against hotels.com and similar lead sites?

    You have to think about it this way. You potential clients have a marketing budget. To get your service they either have to add to it or take some from aother company to pay you? Can you show better ROI with your service? Or are you pitching what is in it for you vs what is in it for them?
    {{ DiscussionBoard.errors[4966353].message }}
    • Profile picture of the author wilder1047
      Originally Posted by Aaron Doud View Post

      First can you show them results you have had? Loads of these companies here the same thing over and over again. Also did you show how it would benefits them.

      For example let's use the hotel. How much would they earn off of one extra customer? Let's say 50 profit. Now how many more customers would they get from your efforts if once it got going it was 10 or more they can see real value in what you bring. If they are only going to get 1 or 2 they would be stupid to invest the money. See how this works? It's not about the cost but the value you bring.

      I don't care if I am ranked number one on google. Is google where my customers find me? Do they buy? If the hotel gets most of their leads from hotels.com or something like that can you show they will get more and have it cost less from your service? Now when speaking to the hotel did you consider you were compeating against hotels.com and similar lead sites?

      You have to think about it this way. You potential clients have a marketing budget. To get your service they either have to add to it or take some from aother company to pay you? Can you show better ROI with your service? Or are you pitching what is in it for you vs what is in it for them?
      Just to follow up with this.

      I work in a hotel, and hotels.com (which is another division of expedia) takes a pretty hefty chunk per room booked ($20 per room or 20% of the stay, whichever works out to be more).

      So, take a look at hotels on Expedia that you can rent for $69, and the chances are the hotel will be getting about $49 of that.

      When you consider the cost of housekeeping and utilities having the room occupied that hotel is looking at very little profit when dealing with these 3rd party organizations.

      Also, you can make the point that through Expedia, they have very little control over the guest, and if the guest chooses to cancel the room, they cannot do so through the hotel, they must do it through Expedia, which many guests find as an inconvenience.

      So, even if they are essentially making the same amount of the room after your marketing costs, it is still beneficial to have gained the customer directly then through the 3rd party.

      Lastly, just recently a customer made a reservation through Expedia, and called the hotel an hour later to confirm the reservation, which actually never came in. I contacted Expedia to see what had happened... they had taken the reservation and then cancelled it without notifying us or the guest. So, the guest would had shown up with no reservation at all.

      This can be a major problem during busier times, a guest shows up without a reservation and there's no rooms available, they don't take it out on Expedia, they take it out on the hotel, and we all know how much damage a customer can do to any business online, but hotels are specially vulnerable.

      Actually, one more thing. I'm not sure if this is written into Expedias contracts, but they run Adwords for the hotels names, to snipe the searches that are seeking out the hotel directly, for keywords that the hotels website ranks for #1 organically for the most part. I think this will piss off many a hotel manager/owner when they see this, and I'm sure they're not aware of it.

      Trust me, a lot of hoteliers have a large dislike for these 3rd party guys, they just don't know what else they can do...
      {{ DiscussionBoard.errors[5911425].message }}
  • Profile picture of the author ClarkKent
    A couple suggestions.

    1) Don't emphasize to them the length of time it will take to get the initial ranking up X amount.

    Promise 1 dramatically improved keyword (if you've made no leeway on any keywords by the end of the month, which probably isn't going to happen, you can can show them ranking #1 for their own site name after optimization not marketing.)

    Let them know though that marketing really doesn't start organically taking effect until months 3-4-5.

    Most companies I've dealt with don't really like the idea of having an "indefinite" search engine marketing team on board.

    I usually go about saying marketing efforts take at least a couple months to take effect but there is a saturation point, a point where they're as good as they can possibly get in the SERPs.

    All you need to do is get ready in 12 months to present to them how you can continue to improve on their current ranking.
    By this point though you'll have a nice folder full of keywords and actual statistical analysis of site metrics and ROI to back up your claims though.

    2) From a cost perspective give them an introductory rate on the first month that covers costs + 5% or so.
    Improve their rank and give a detailed report + teleconference at the end of the month. Then insist on a 6 or 12 month contract at your regular rate.

    I usually go into my first sit down or teleconference with a FULL folder of analysis on the specific company before I pitch to them though.

    I also use SEO as an amendment to my web development services.

    Good luck!
    I hope you're not in the Toronto area :-P
    {{ DiscussionBoard.errors[4966365].message }}
  • Profile picture of the author WillST
    Thanks for the advice so far guys.

    I do guarantee rankings yes. I advise that if we don't achieve the rankings within X number of months, then we'll continue working on the campaign free of charge each month until the rankings are achieved.

    I would love to guarantee leads, but that would rely on the clients website to sell there own services, which is largely out of my control.

    The main objection being the time it takes to get ranked, so they are unhappy (or put off) that they will have to invest 6x195 before they can start to see a positive return on their investment... Any pointers how to justify / get round this?

    Thanks again :-)

    JSTEF
    {{ DiscussionBoard.errors[4966386].message }}
  • Profile picture of the author 36burrows
    Step 1

    Get paid upfront to SEO their website.

    Local keywords should NOT take months to rank, unless you're slacking off or don't know what you're doing.

    Step 2

    Show them the improved rankings and explain to them that they will drop without monthly maintenance.

    Win
    {{ DiscussionBoard.errors[4966396].message }}
  • Profile picture of the author iAmNameLess
    I'm not sure that you are approaching the right businesses. If you can only bring a business 5 leads a month, and the average new customer spends $50, it doesn't make sense for them to be spending $300-500 to bring in $250 of new business. I like to package services together. With web design, I offer a web design and SEO package, which is just a one time fee and isn't designed to get them #1... but to experience a little bit of a boost to want to go monthly.
    {{ DiscussionBoard.errors[4966593].message }}
    • Profile picture of the author RedShifted
      Originally Posted by iAmNameLess View Post

      I'm not sure that you are approaching the right businesses. If you can only bring a business 5 leads a month, and the average new customer spends $50, it doesn't make sense for them to be spending $300-500 to bring in $250 of new business. I like to package services together. With web design, I offer a web design and SEO package, which is just a one time fee and isn't designed to get them #1... but to experience a little bit of a boost to want to go monthly.
      This is 100% spot on I just got a job doing SEO and only know the absolute basics. But I saw I could rank a company that makes $5,000-$10,000 commissions per job (think contractors, construction, basement, foundations, waterproofing, masonry or ANY large commission job)and got the job through my brother. Already getting testimony up from old customers on google places, making videos, and working on backlinks. I think if you target larger commission type business's you'll have a better chance.
      {{ DiscussionBoard.errors[5369667].message }}
  • Profile picture of the author Dexx
    Seems to me your problem is your positioning and lack of proper prospect qualification.

    Fix these two things and watch your results drastically improve.

    ~Dexx
    {{ DiscussionBoard.errors[4966664].message }}
    • Profile picture of the author iamchrisgreen
      Originally Posted by Dexx View Post

      Seems to me your problem is your positioning and lack of proper prospect qualification.

      Fix these two things and watch your results drastically improve.

      ~Dexx
      The first step in this is to stop telling people what you do and start asking them what they have a problem with.

      TELLING ISN'T SELLING !!!!
      {{ DiscussionBoard.errors[4966750].message }}
  • Profile picture of the author Voasi
    Dexx has it right - you need to qualify them.

    You say "I think they have money"... Don't think... KNOW! Because you're running into a situation where you're guessing and they don't have the money.

    Find companies that are making the kind of money to support marketing, along with narrowing down even further with companies that aren't FOREIGN to the concept of "internet marketing lead generation". If they are currently spending money online, and you know they make $2mil - $5mil a year in profits, they're a great candidate for a $1,000/mo. package.

    Don't waste your time and energy guessing, or else you'll get tired of all this prospecting and start posting on the WarriorForum (oops! ...too late)
    Signature
    Want $6,000/mo. SEO Clients? Watch My Free Video!
    We do WSO Designs TOO!!! Best on WF! - Click Here
    {{ DiscussionBoard.errors[4966708].message }}
  • Profile picture of the author Seantrepreneur
    I definately think it has to do with the businesses that you are going after. For example for a barber shop that only make $20-$30 per new client you bring it $300 a month might seem like a lot. On the flip side for a painter that is landing $500-$1,000 per job the $300 might not seem like very much.

    Also, keep in mind you need to keep telling them the benefits of your service. Not just the features. A feature is that you'll get them listed on the first page and benefit is because of this they'll make more money. You see what I'm saying?

    Hope that helps!

    Sean
    {{ DiscussionBoard.errors[4966752].message }}
    • Profile picture of the author David Miller
      I don't sell SEO and it's something that I outsource when the need arises, however, one thing that I see happening on a nearly consistent basis in these types of threads it a remark something like "how much is a client worth" in respect to what your offer may be.

      To most business owners that I know, that question is simply not appropriate and adding myself in the mix, I find it downright insulting.

      If you are going to walk into my office and tell me that you can increase my business, than you must be able to demonstrate that you know enough about my business to make such a claim. However, if you want to sell me leads or better my search results, just tell me how much.

      If you ask me what my profit margin is, than you are telling me that you do NOT know enough about my business to make something happen.

      To me, comments such as "how much is a client worth" or "what's your overhead" or "I know your overhead" only shows a prospect that you have little regard for their business.

      I don't think there is anything that you can do that is more harmful to YOUR business than to assume you understand a prospects business using simple arithmetic. The cost of business rarely ends with the cost of a lead or client aquisition.
      Signature
      The big lesson in life, baby, is never be scared of anyone or anything.
      -- FRANK SINATRA, quoted in The Way You Wear Your Hat
      {{ DiscussionBoard.errors[4967011].message }}
      • Profile picture of the author iamchrisgreen
        Originally Posted by David Miller View Post

        I don't sell SEO and it's something that I outsource when the need arises, however, one thing that I see happening on a nearly consistent basis in these types of threads it a remark something like "how much is a client worth" in respect to what your offer may be.

        To most business owners that I know, that question is simply not appropriate and adding myself in the mix, I find it downright insulting.

        If you are going to walk into my office and tell me that you can increase my business, than you must be able to demonstrate that you know enough about my business to make such a claim. However, if you want to sell me leads or better my search results, just tell me how much.

        If you ask me what my profit margin is, than you are telling me that you do NOT know enough about my business to make something happen.

        To me, comments such as "how much is a client worth" or "what's your overhead" or "I know your overhead" only shows a prospect that you have little regard for their business.

        I don't think there is anything that you can do that is more harmful to YOUR business than to assume you understand a prospects business using simple arithmetic. The cost of business rarely ends with the cost of a lead or client aquisition.
        I keep banging on about this. We have to ask great questions.
        {{ DiscussionBoard.errors[4967028].message }}
        • Profile picture of the author Retep
          Originally Posted by iamchrisgreen View Post

          I keep banging on about this. We have to ask great questions.
          Exactly what I was thinking as I read that.
          Signature

          Ignite Your Online Presence with Free Internet Marketing Tutorials

          {{ DiscussionBoard.errors[7569009].message }}
        • Profile picture of the author davidbatchelor
          Originally Posted by iamchrisgreen View Post

          I keep banging on about this. We have to ask great questions.
          So what are some great questions to ask when approaching local business owners selling SEO?
          Signature
          {{ DiscussionBoard.errors[8262869].message }}
      • Profile picture of the author davidbatchelor
        Originally Posted by David Miller View Post

        I don't sell SEO and it's something that I outsource when the need arises, however, one thing that I see happening on a nearly consistent basis in these types of threads it a remark something like "how much is a client worth" in respect to what your offer may be.

        To most business owners that I know, that question is simply not appropriate and adding myself in the mix, I find it downright insulting.

        If you are going to walk into my office and tell me that you can increase my business, than you must be able to demonstrate that you know enough about my business to make such a claim. However, if you want to sell me leads or better my search results, just tell me how much.

        If you ask me what my profit margin is, than you are telling me that you do NOT know enough about my business to make something happen.

        To me, comments such as "how much is a client worth" or "what's your overhead" or "I know your overhead" only shows a prospect that you have little regard for their business.

        I don't think there is anything that you can do that is more harmful to YOUR business than to assume you understand a prospects business using simple arithmetic. The cost of business rarely ends with the cost of a lead or client aquisition.
        Hey David,

        How would one know the answers to these questions without asking you?
        Signature
        {{ DiscussionBoard.errors[8262873].message }}
  • Profile picture of the author AUKev
    Consider offering something unique. I am both an offline marketer and an offline business owner. My offline business gets prospected several times per week for SEO services. EVERYONE has a first page guarantee. You need to set yourself apart based on something other than price.

    I heard this over the weekend and the guy could not remember where he heard it, so definitely not my original thought. Think about your USP (Unique Selling Proposition). Or think of it as Unique Super Power. If I needed to hire a super hero, who would I hire. They all help stop bad guys, have super human strength, et al, but they all have UNIQUE powers. If I needed someone to stop a bullet, I would hire Superman. But unless Superman told me he can stop bullets, all the other super heroes look the same.

    But, as said above, if the business does not have the cash, it does not matter how great your USP is.

    One strategy I heard over the weekend was a marketer that charges one months fee up front, and then does not get paid again until certain keywords get to the first page (most often by 2nd month with local SEO). So if offering for $500 per month, get $500 down and then you do not get paid again until first page rankings are reached. Then paid monthly that fee while the keywords retain ranking.

    So both the marketer and the customer have skin in the game, but minimal risk. This same marketer did free SEO early on, with a commitment to pay once rankings were reached, but often got stiffed by the customer.

    A bit rambling, but hope it helps.
    Signature
    Lifetime Access to Seattle Clouds and BiznessApps for 1 Payment
    Android App Profits - The Definitive WSO on Profiting from Android Apps
    {{ DiscussionBoard.errors[4966854].message }}
  • Profile picture of the author WillST
    Dexx and Voasi - thanks very much!

    Will be going back to the drawing board to learn about positioning and pre-qualifying leads.

    Will also write down my ideal client so Im not throwing darts at an invisible dart board.

    If anyone else has any other ideas I'd love to hear them (or even some pointers on the above!).

    Thanks :-)
    {{ DiscussionBoard.errors[4966888].message }}
  • Profile picture of the author WillST
    iamchrsigreen, seantrepreneur and aukev - thanks a bunch!

    I'm learning alot from you guys, so you're all giving me food for thought...!

    Definitely will have to change my approach, and I'm now starting to see the wood for the trees!
    {{ DiscussionBoard.errors[4966903].message }}
    • Profile picture of the author iamchrisgreen
      Originally Posted by JSTEF View Post

      iamchrsigreen, seantrepreneur and aukev - thanks a bunch!

      I'm learning alot from you guys, so you're all giving me food for thought...!

      Definitely will have to change my approach, and I'm now starting to see the wood for the trees!
      Don't beat yourself up tho, just keep going and going and going.

      Some of us have been at this for years and it can take time for the mindset to become concrete.
      {{ DiscussionBoard.errors[4966982].message }}
  • Profile picture of the author WillST
    Thanks chris, appreciate that. I've already committed to myself that I'm not quitting. I am earning enough from this on a monthly basis to cover the essentials bills. So there is no financial worry, just a burning drive to run a successful business.

    I'm not getting despondent, I'm just eager to learn from the hiccups and 'how to do it right'!

    You can never fail if you never give up, right? ;-)
    {{ DiscussionBoard.errors[4967001].message }}
    • Profile picture of the author iamchrisgreen
      Originally Posted by JSTEF View Post

      Thanks chris, appreciate that. I've already committed to myself that I'm not quitting. I am earning enough from this on a monthly basis to cover the essentials bills. So there is no financial worry, just a burning drive to run a successful business.

      I'm not getting despondent, I'm just eager to learn from the hiccups and 'how to do it right'!

      You can never fail if you never give up, right? ;-)
      Do you have a job at the moment?
      {{ DiscussionBoard.errors[4967022].message }}
  • Profile picture of the author RockstarBen
    I have to agree with what many have said here. What I'd like to add is this...

    Please get in the "results business" and out of the "SEO business" ASAP! No one cares about backlinks, on-page, off-page, articles, press releases, social book marks, link wheels, or any other tactic used to get RESULTS... They only care about the results. As soon as you can, with confidence, let your prospects/clients know that you are in the business of helping them get business, they will be much more eager to pay you. And the faster you deliver, the more eager they will be to keep paying you forever, and I promise you, you can easily double your rates from what you charge now if you do that!

    Keep Rockin!
    --Ben
    Signature

    {{ DiscussionBoard.errors[4967038].message }}
  • Profile picture of the author WillST
    Chris - nope this is my full time occupation now. Only one month in, 3 paying clients, a handful of partnerships with local web designers and a few other fingers in a few other pies...

    I'm still really learning the basics and how to sell the service to clients, but as you can see from my first entry in this post, I'm learning from experience and learning how/what to improve as I go along :-)
    {{ DiscussionBoard.errors[4967046].message }}
  • {{ DiscussionBoard.errors[5369380].message }}
  • Profile picture of the author localvseo
    Add YouTube ranking to your mix. If done right you will show some good, quality results to your client while you work on pushing the site up. Lots of posts on doing this. Would also suggest implementing true video seo (hosted video not YouTube embedding) to the site to help speed up rankings.
    Signature
    www.thirdarch.com
    Demand Generation for B2B Companies
    {{ DiscussionBoard.errors[5372442].message }}
  • Profile picture of the author Dylan Doyle
    YouTube is a great way of showing your potential customers just what you can do!
    {{ DiscussionBoard.errors[5372578].message }}
  • Profile picture of the author ryanmckinney
    What has worked for me, when it comes time to talk money:

    "I take a $797 set up fee, includes changing the way "google reads your website" , not how it "looks", and then starting on the "off-page" SEO process. Once I have ranked at least 1 keyword, we start a recurring monthly payment of $500 for the 5 keywords. This maintains the rankings, and is sort of a retainer..so I do not work with your competitor"

    Before I got to that point -

    If they backed off the set-up fee, I dropped down the setup fee and said something along the lines of "I understand you have been burned in the past, and your current SEO company hasn't ranked you, how about $147, I'll rank you for a keyword, to show you I know what I am doing? Once I rank you for that keyword, we can talk a larger amount of work?"

    Then I just take the $147 from the $797, for the set up fee , I give them 1 month "free", and start the monthly 30 days out from the set up fee in this case. Now to date, I have had some good luck with the client being "impressed/happy" and it turning into something more, but it doesn't mean if I keep these up I will keep retaining them, if they are looking for "cheap" SEO work.

    The dropping my price, was so that I could get those first couple under my belt, it gave me references, and turned into larger contracts. I have also been the direct reason some other "seo companies" were fired.

    Also, I pre-qualified every potential one: paying a lot of advertising elsewhere. The only 1 I did not pre-qualify was my first, simply because it was a friend who reached out to me.. not really much to pre-qualify there lol.

    Mind you I am still "new" to offline and running my own business. I would say keep pluggin away, you got some really good advice on here from people who are doing this everyday, and are much more successful than my self. It took me a few phone calls to get the hang of it, and I still learn with every lead I talk to. In the beginning I just rambled on about what I did... I didn't know how to ask a question.

    One last note, the set-up fee / monthly isn't "set in stone" , it is based on the amount of work to be done really.

    Ryan
    {{ DiscussionBoard.errors[5372710].message }}
  • Profile picture of the author Rus Sells
    Consider this,

    Stop selling Google Rankings and stop selling SEO. This is what every one else who calls them says.

    Do however start selling...

    Market positioning, authority, and branding. The rankings are the side benefit so to speak.
    Signature
    {{ DiscussionBoard.errors[5372743].message }}
  • Profile picture of the author Fernando Veloso
    After all of the above, add these two factors:

    Bad economy
    Lack of knowledge

    Even selling a #1 website for a query like "gardening companies" people will tell you pretty weird stuff like:

    Why do I need a site if we already have a website (although at page 44...)
    The economy is bad, so, no investments (even a low one to get 10x the investment in 2 months...).

    In fact some companies are refusing to do advertising in some of our TOP 5 sites in high ticket markets like gardening, building, pools, golf, etc etc. They just breath "bad economy" and that's all.

    Hard times.
    Signature
    People make good money selling to the rich. But the rich got rich selling to the masses.
    {{ DiscussionBoard.errors[5372819].message }}
  • Profile picture of the author savyeman
    Originally Posted by JSTEF View Post

    Hi guys,

    I seem to be doing OK(ish) at generating leads via the message 'we can improve your hits/visitors/enquiries/sales through your website'.

    Once I have a bite (mainly through email prospecting) I explain how we can get their website ranked on Google (through either google places listings or normal SEO for generic keywords).

    The 2 main objections I'm getting are as follows:

    1. Client not happy they have to pay X number of months before rankings are achieved.
    2. Monthly fee seems expensive (I charge between £195 - £395 per month) for anywhere from 5-20 keywords, which I dont think is THAT expensive when large SEO firms are charging £1,000+.

    Is my issue that I'm not attracting the right kinds of clients? The clients that have turned me down on the back of those 2 objections include hotels, dentists, pest control business (one national company), accountants, physiotherapists, etc, etc... So these guys have money (I think anyway!)

    But they seem to lose interest FAST after those hurdles..

    And yes I do go over the fact they will achieve a positive ROI - based on the number of people searching / how many clients they can expect to achieve / how much 1 client is worth to them, etc, etc...

    Could really do with some advice on where I may be going wrong?

    Appreciate all the advice guys!

    Thanks!

    JSTEF
    YOu can actually sell seo services on EBay. This great WSO teaches you how:

    http://www.warriorforum.com/warrior-...imization.html
    {{ DiscussionBoard.errors[5891591].message }}
  • Profile picture of the author Michael Nguyen
    How are you building up your relationship? Is it just through the phone and email?

    If yes then that is probably the reason why they are not biting. Get a meeting with them

    People buy from people, they want to see who they are dealing with?

    I have 3 clients I work with and I don't think I would have gotten the business
    if it wasn't for the meeting.

    Ask yourself this, would you buy anything from someone via an email / cold call? It works for some but why make it difficult. Just get in front of them. If you get the meeting, they are 75% sold. You just need the remaining 25% to close it.

    Michael
    {{ DiscussionBoard.errors[5893268].message }}
  • Profile picture of the author savyeman
    Originally Posted by JSTEF View Post

    Hi guys,

    I seem to be doing OK(ish) at generating leads via the message 'we can improve your hits/visitors/enquiries/sales through your website'.

    Once I have a bite (mainly through email prospecting) I explain how we can get their website ranked on Google (through either google places listings or normal SEO for generic keywords).

    The 2 main objections I'm getting are as follows:

    1. Client not happy they have to pay X number of months before rankings are achieved.
    2. Monthly fee seems expensive (I charge between £195 - £395 per month) for anywhere from 5-20 keywords, which I dont think is THAT expensive when large SEO firms are charging £1,000+.

    Is my issue that I'm not attracting the right kinds of clients? The clients that have turned me down on the back of those 2 objections include hotels, dentists, pest control business (one national company), accountants, physiotherapists, etc, etc... So these guys have money (I think anyway!)

    But they seem to lose interest FAST after those hurdles..

    And yes I do go over the fact they will achieve a positive ROI - based on the number of people searching / how many clients they can expect to achieve / how much 1 client is worth to them, etc, etc...

    Could really do with some advice on where I may be going wrong?

    Appreciate all the advice guys!

    Thanks!

    JSTEF
    YOu can actually offer your seo services on eBay. You can use those seo services help you land bigger seo clients.

    This guide in my signature will show you how..
    {{ DiscussionBoard.errors[5911152].message }}
  • Profile picture of the author mattlaclear
    What we're doing to grab offline SEO clients is simple. We joined several Chamber of Commerce memberships and BNI Groups. Then we let folks know we drive local businesses to page one for free.

    Then we upsell them on maintenance links, additional keywords, Google Places Listings, blog creation, ongoing content for their blogs, name reputation and even appointment setting.

    The idea is to network your way to new prospects. Takes time and effort but it will pay huge dividends if you actually do it.

    Offering the free page one ranking for a locqal keyword is great giveaway
    Signature

    Free Webinar - 5 Steps to Getting Targeted Traffic
    Unlocking Your Website's Profit Potential: Quick and Easy Steps to Generating More Traffic and Sales - Learn More By Clicking Here

    {{ DiscussionBoard.errors[5915545].message }}
  • Profile picture of the author koz
    Some good advice here.

    Something that is important is to change positioning. I was coaching a friend the other day and made it clear how technical and business people take things differently.

    Rankings isn't of interest to a business, but leads is, results is, quantifiable numbers they understand.

    Think about it for a min... I offer you 1 thousand leaflets or flyers... I offer you 50 clients who will spend $500 with you... Which sounds more interesting to you? Likewise to a business the clients, the people is what matters.

    Numbers games are important but qualified numbers are better! Send out 1 million leaflets hoping to find CEO's or qualify and have a list of 100 CEO's... I know which is more important!
    Signature
    500 Word Articles - www.ArticlesOnline.xyz

    Bliss++ Timer Software - Plan SEO - Manage Clients, Build Websites, Do affiliate marketing, manage 1 or 10,000 people!

    Hot New Release For 2016 - Earn $23.50 Per Sale TODAY!
    {{ DiscussionBoard.errors[5918296].message }}
  • Profile picture of the author Usmile
    Does this situation happen to all your clients? I guess it has something to do with your introduction upon meeting them. Sometimes you have to keep things by yourself especially when it talks about strategy .
    {{ DiscussionBoard.errors[5920818].message }}
  • Profile picture of the author club20coaching
    Yea you need to bundle!! I offer flyer distribution and use web design, video production, and much more. So when I go to sell a $500.00 flyer job I will add 5 page website and lead capture page for $1200.00 you need to bundle!!
    Signature
    Lead Generation Is My Calling!
    How Much Do You Need For Your Business?

    I Need 100 Leads
    I Need 500 Leads
    I Need 1,000+ Sales Leads!!!
    {{ DiscussionBoard.errors[7577578].message }}
  • Profile picture of the author Joel33020
    Hi Guys & Gals,

    My hat is off to you selling websites.

    Last year I got a list of hundreds of brand new business owners in S Florida emailed to me every morning and gave forty leads out to 30 different real sales people (not slackers).

    They where selling websites for $395. I had a website with 2 dozen sample sites to show potential clients.

    We didn't sell 1 site in 30 days so, I gave up.
    {{ DiscussionBoard.errors[7578340].message }}
  • Sorry to say , but this kind of service is quite hard to perform when Google is changing their algorithm almost all of the time. You don't have the control , but Google has the power

    My humble suggestion is target local selling keyword as a bonus for your web design service or other service ( Social Media Campaign perhaps ). This a lot easier I think
    {{ DiscussionBoard.errors[7584467].message }}
  • Profile picture of the author oliver23
    You need to find SEO clients online.
    There are many sites that offer you to sell your SEO services.
    Check buysellseo.com, odesk, freelance
    Only problem is they pay you per hour and at first you have to lower your price a bit
    {{ DiscussionBoard.errors[8734788].message }}
  • Profile picture of the author Michael Nguyen
    I'm done with actively trying to sell SEO. It's unreliable and clients run a mile when they don't understand it. Sell leads and other measurable services instead.
    {{ DiscussionBoard.errors[8735606].message }}
    • Profile picture of the author 9999
      There is some great advice in here.
      {{ DiscussionBoard.errors[8736237].message }}
  • Profile picture of the author KevMason
    Hey mate,

    Personally I feel you are charging to little for your services, and maybe you should do 2-3 companies for FREE or at your low rate just for Testimonial reasons to sell higher ticket later.

    I feel the simplest way to move forward with this is:

    A- Show your potential offline customers the price they would pay for the traffic on a CPC basis in search. This will justify your price straight away, and allow you to potentially get more than a 1% CTR that most PPC guys aim for if ranked on first page.

    B- Look at how the paid guys set up landing pages and create something similar, based on clients objectives. Only look at PPC guys that have over 90days worth of data using a paid tool like iSpionage or KeywordSpy.
    *(YES seo/ppc traffic converts differently but PPC or paid guys have to convert for an ROI very quickly so you know have some winning intel)

    C- Try to implement Content Generation into Business Model, this will ensure you are not held to Search Engines algo mood swings.

    Lastly aim to at least have another package to business such as FREE Website audit, if they like your work here then the sale to SEO services become easier!

    Hope this helps.
    Signature

    =================================
    Online Marketing Tips & Training Check Out >>TheOnlineTrapstar.com

    {{ DiscussionBoard.errors[8740593].message }}
    • Profile picture of the author Jay Levine
      It sounds like you understand the business and sales process pretty well. I know every business these days is being hit up by people selling SEO. So you have a lot of competition. Kudos for getting viable leads. But keep in mind (I think you know this already), your business is not really SEO. SEO has evolved. It's results. It's visibility, leads, and sales your clients want. Not just rankings.

      Maybe for your prospects you could guarantee a certain amount of visitors to their site while you're working on the rankings. You don't have to go into details about how your going to do it, but you'll take a hundred or so dollars a month out of the budget and buy them Google AdWords. Phase that out as the SEO kicks in, or charge them an additional management fee if it works well for them. Track it all with Google analytics. As long as their ROI is positive from day one, they should be happy.

      I've been selling SEO for years, and have not had to use this method. But if I understand your problem correctly, this sounds like a solution to consider.
      {{ DiscussionBoard.errors[8740763].message }}

Trending Topics