4 replies
I am offering site design and marketing services (SEO PPC etc)

When I get through to someone very often they already have company that is doing it and they are working on their website and SEO. This is often accompanied by a "short answer" personality where further questioning is shot down with YES/NO type answers and they keep their cards close to their chest.

Assuming this isn't a lie to get me off the phone (is there a way to find out?) then what kind of rebuttal or line of questioning will keep me in the game?

Too often I end up with just an email address out of this situation. Is there a killer question that would help me open them up?
#needed #rebuttal
  • Profile picture of the author iAmNameLess
    I don't really think rebuttals are even necessary until there is some kind of interest generated. Ask them if the results they are getting online are ideal or if they feel it can be better.
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  • Profile picture of the author Jason Kanigan
    If the prospect is already working with another company, your job is to find out if they have any reason to change.

    Begin by doing the exact opposite of what they'd expect, and what everyone else does. Don't try to change them at all. Don't try to get them interested in you.

    "Mr. Prospect, I appreciate you sharing with me that you're already working with XYZ SEO Company. Can I ask you a question? (Yes) Is there any reason for us to keep talking? Do you have any reason at all that you'd not want to keep working with them?"

    Or if they say, "Why should I switch to you?", your response is, "I don't know; you tell me!"

    If there's something they're disappointed about concerning their existing service, they'll tell you. And that's what you work with.

    Otherwise, they qualify Out. Call them back in 6 months.

    Sounds to me like you're still trying to convert everyone you talk to into a client. I know it's hard to break this habit.
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    • Profile picture of the author AndrewCavanagh
      Shifting your mindset here could help you enormously.

      Instead of trying so hard to convince someone to do something they don't want to do why not shift the goal posts?

      Talking to businesses on the phone is hard work and your conversion rate is unlikely to be high although you will almost certainly make a great return on investment for your effort.

      Here's a tip though.

      The easiest prospects to turn into paying clients are those who are referred to you from another business...especially from one business owner to another.

      So instead of trying to turn every prospect into a paying client why not think of trying to get a referral from every prospect.

      Ask them who they know.

      Kindest regards,
      Andrew Cavanagh
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  • Profile picture of the author JamieSEO
    Originally Posted by theemperor View Post

    I am offering site design and marketing services (SEO PPC etc)

    When I get through to someone very often they already have company that is doing it and they are working on their website and SEO. This is often accompanied by a "short answer" personality where further questioning is shot down with YES/NO type answers and they keep their cards close to their chest.

    Assuming this isn't a lie to get me off the phone (is there a way to find out?) then what kind of rebuttal or line of questioning will keep me in the game?

    Too often I end up with just an email address out of this situation. Is there a killer question that would help me open them up?
    I actually love it when someone tells me they already have a company doing their SEO - it means that half my work is already done, since they obviously realize that they NEED to use SEO

    My response when they say that is:

    "Oh that's great - how long have you been with them?"

    Then

    "And are you happy that they are providing you with excellent results and that you get good value for your money?"

    If the answer is Yes, then I say "Fantastic, well I'm really happy that you are well taken care of. Do you mind if I grab your email address to catch up with you again in a few months?" Then I end the call, put a note in my calendar to call again 3 months later, and essentially go through the same process then.

    If their answer is No, you will usually find that they will be almost tripping over themselves to say why they are not happy (eg. poor service, poor results, too expensive, etc). Use active listening to take note of their concerns and commiserate with them. Subtly work in that you often get customers that feel they got "ripped off" by their previous SEO company and explain why your service is better (customer service, results, etc). Instead of then moving in for the hard sell, just ask the person if they would mind giving you their email address so you can send them some more information.

    3-5 days after you sent the email, call them again, this time pushing more for the sale

    Advantages to this method
    • You don't waste time on accounts you were unlikely to get anyway
    • You build a relationship with a potential customer
    • You essentially pre-sell your potential customer in the first call, which makes it easier to close the deal in the 2nd call
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