Value of SEO Rankings (Use to Close More Deals!)

by Voasi
17 replies
One of the questions I use to hate answering was:

"What can I expect to make when I get to Page 1 in Google?"

I never really had an answer and would always just kinda sidestep the question, like a politician during a live debate. It never stopped me from closing the deal, but I still hated the question.

Optify, Chitika and AOL data (that was stolen) all had reports on average click-through-rates (CTR) for ranking in different locations in Google. For instance, in Optify's study, they said the #1 Google ranking received 36.4% of the traffic for a given keyword.

After that data came out, I put together a spreadsheet that I used to help close more deals, which answered the question above. It was a great visual demonstration of what the client could expect to make with the SEO I was providing and also helped with my pricing. The prospect saw the potential of ranking in certain positions and what they could ultimately make, which made my monthly fee seem small. Win-win.

Here's a video of me describing how to use this spreadsheet:


Here's where you can download the Excelsheet and use in your presentations to clients!

http://www.offlinemarketingclass.com..._Rankings.xlsx

And if you'd really like some offline marketing MEAT... you can check out my "Generate $6k/mo SEO Clients" video: https://www.facebook.com/pages/Offli...27089034046612

Feel free to give me a "Thanks" and give this thread 4-5 stars... I won't mind!
#close #deals #excelsheet #free #rankings #seo
  • Profile picture of the author abelamorales
    I am actually following your Fan Page on Facebook and saw this earlier. I must say, it is very clever and definitely a simple way for clients to see how the numbers will work in their favor.

    I do have a couple of questions though:

    For a small business like a mechanic, plumber, or carpet cleaner, would you base their client's value on 12 months or their actual lifetime value? (Some businesses are clueless towards this)

    Some clients want some type of guarantee if they are going to invest $800+ month, how do you address this concern with them?

    I remember a while back, a plumbing company I worked for while in college, decided to begin a PPC campaign of $1500.00 per month using Reach Local to manage their campaign. They did a good job as far as being able to track every phone call and lead, however the plumbing company never did work for any of the leads that called so they ended up losing $9,000 over the course of 6 months.
    {{ DiscussionBoard.errors[8316653].message }}
    • Profile picture of the author Brenda Trott
      Originally Posted by abelamorales View Post


      I remember a while back, a plumbing company I worked for while in college, decided to begin a PPC campaign of $1500.00 per month using Reach Local to manage their campaign. They did a good job as far as being able to track every phone call and lead, however the plumbing company never did work for any of the leads that called so they ended up losing $9,000 over the course of 6 months.
      Seems to me like they need some training in closing the sale.
      {{ DiscussionBoard.errors[8317546].message }}
    • Profile picture of the author Voasi
      Originally Posted by abelamorales View Post

      I am actually following your Fan Page on Facebook and saw this earlier. I must say, it is very clever and definitely a simple way for clients to see how the numbers will work in their favor.

      I do have a couple of questions though:

      For a small business like a mechanic, plumber, or carpet cleaner, would you base their client's value on 12 months or their actual lifetime value? (Some businesses are clueless towards this)

      Some clients want some type of guarantee if they are going to invest $800+ month, how do you address this concern with them?

      I remember a while back, a plumbing company I worked for while in college, decided to begin a PPC campaign of $1500.00 per month using Reach Local to manage their campaign. They did a good job as far as being able to track every phone call and lead, however the plumbing company never did work for any of the leads that called so they ended up losing $9,000 over the course of 6 months.
      Client's value is up to you to put in the spreadsheet. Obviously, the Lifetime Value (LTV) is going to show more money for rankings - and they should be looking at it from that angle, but I understand that a lot of small business (like the ones you have above) don't have that information.

      So what I'll do is show both scenario's with the client. Walk them through the spreadsheet and changing the numbers. Be completely open and transparent. By doing so, you're building rapport, which is a secondary mechanism for closing the sale. This is just another tool to get the owners TALKING with you, and it gets you to show the owner you know more about business then just SEO.

      As for the plumbing company... I don't feel sorry for them one bit. Once they engage in marketing efforts, it's there job to start performing on the leads you're providing.
      Signature
      Want $6,000/mo. SEO Clients? Watch My Free Video!
      We do WSO Designs TOO!!! Best on WF! - Click Here
      {{ DiscussionBoard.errors[8318929].message }}
    • Profile picture of the author longrobnc
      Originally Posted by abelamorales View Post

      I am actually following your Fan Page on Facebook and saw this earlier. I must say, it is very clever and definitely a simple way for clients to see how the numbers will work in their favor.

      I do have a couple of questions though:

      For a small business like a mechanic, plumber, or carpet cleaner, would you base their client's value on 12 months or their actual lifetime value? (Some businesses are clueless towards this)

      Some clients want some type of guarantee if they are going to invest $800+ month, how do you address this concern with them?

      I remember a while back, a plumbing company I worked for while in college, decided to begin a PPC campaign of $1500.00 per month using Reach Local to manage their campaign. They did a good job as far as being able to track every phone call and lead, however the plumbing company never did work for any of the leads that called so they ended up losing $9,000 over the course of 6 months.
      I've dealt with Reach Local. Their team is completely incompetent. They prey on stupid people. Before I took them to task they were selling me clicks all over the country. They knew full well of my geographic limitations. I had to go to the BBB to get my money back.

      It's the companies fault it they can't convert leads that are in their area, but knowing Reach local I'd bet that most of those leads were questionable.


      Note: When I was on my Yahoo Local Page I saw listings from California based local brick and mortar companies in my niche. I called them all and let them know the score. All were using Reach Local.
      {{ DiscussionBoard.errors[9590406].message }}
  • Profile picture of the author Birlamedisoft
    Email Camping is good job to increase the site rank. It also helps in increase the targeted visitors.
    {{ DiscussionBoard.errors[8317374].message }}
    • Profile picture of the author Digi Maniak
      Hi...

      SEO Ranking Plays a major role in Digital Marketing because SERP(Search Engine Result Pages) Plays a major role to get traffic into our website and get business too...bcz of the top listings we can get more relevant traffic to our website if any visitor is searching for online markeitng business into our business if he he will find our website in top listing of his web search the chances are there if he is came to our office and make business deals like getting some services etc..
      {{ DiscussionBoard.errors[8317434].message }}
  • Profile picture of the author Jeremiah2911
    Excellent data in this video, just thanked
    {{ DiscussionBoard.errors[8319557].message }}
  • Profile picture of the author Ethan F.
    Really cool chart dude, I've been closing clients with this exact method for quite a while, and it works awesome. This chart will allow me to do it visually and with them at the same time, making it an even more easy/powerful close I assume. I have a meeting tonight and I'll be trying it out for the first time. Thanks for this.
    Signature

    "Money grows on the tree of persistence"

    {{ DiscussionBoard.errors[8338870].message }}
    • Profile picture of the author Voasi
      Originally Posted by Ethan F. View Post

      Really cool chart dude, I've been closing clients with this exact method for quite a while, and it works awesome. This chart will allow me to do it visually and with them at the same time, making it an even more easy/powerful close I assume. I have a meeting tonight and I'll be trying it out for the first time. Thanks for this.
      Glad you like it!! Let me know how well it worked out for you. It really has a great way for clients to "SEE" how much success they can have with a high ranking website, in dollars and cents.
      Signature
      Want $6,000/mo. SEO Clients? Watch My Free Video!
      We do WSO Designs TOO!!! Best on WF! - Click Here
      {{ DiscussionBoard.errors[8350519].message }}
  • Hey Voasi,

    Little trick I used before to get website re-designs while selling SEO was this:

    Whenever they would ask the question about what they will get out of their rankings, I would side step it just like you. But instead of just rambling off statistics or anything, I would mention that it all depends on how clearly their website displays their marketing message and how powerful this message actually is. Also, let them know it depends on if the site is converting traffic into calls or not, if not... They could get 500 hits a month and get one call just because the phone number wasn't in a good spot.

    I hope you see where I am going with this. Once you get them on the SEO, you can upsell them on doing a website re-design and re-write even and use that as your way of leveraging that their SEO campaign will be a success. Then you have both angles to play ball from and can keep him on board for a longer period of time!

    Hope this helps!

    John
    Signature
    Get Access To OVER 300 Hard-Core Marketing And Sales Training Modules For FREE!

    "All Of The Best Kept Secrets Are Found HERE!"

    Come and join us over at The Marketing Vault TODAY!
    {{ DiscussionBoard.errors[8350954].message }}
  • Profile picture of the author dlberger
    So, for local businesses such as roofers who do not generate lifetime income do they figure the average amount they charge for installing a roof and then multiply that amount by the expected number of customers to be generated by SEO? This would be how they would determine their increase in income? Not sure I'm making myself clear.
    {{ DiscussionBoard.errors[9586347].message }}
  • Profile picture of the author Brandboyz
    Banned
    SEO to be a valuable pursuit two things must be true. There must be a benefit to possessing high search engine rankings, and you must be able to manipulate the web environment to achieve those rankings.
    {{ DiscussionBoard.errors[9587452].message }}
  • Profile picture of the author PaulMeyer
    It seems like they need some training
    {{ DiscussionBoard.errors[9587478].message }}
  • Profile picture of the author Matt Lee
    Already downloaded the excel file & watching the video now - talk about a VALUE bomb, thanks Voasi!
    Signature
    "One of the Most Successful Offline WSO's Ever!
    Get More High $$$ Clients with this Small Business Marketing PLR Magazine
    {{ DiscussionBoard.errors[9589332].message }}
  • Profile picture of the author smartren25
    Nice - would be great if you can give some examples to achieve no one & therefore manage customers expectations. But none the less great tool!
    {{ DiscussionBoard.errors[9592823].message }}

Trending Topics