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How I get More SEO Clients Calculating Missed Revenue

by SEOvet
4 replies
  • SEO
    • |
Hi everyone,

I just wanted to share a strategy I've been implementing into my sales process to help me get more SEO clients. I've been doing SEO for almost 6 years now. I'm sure anyone else here who's been in the game awhile knows that many SEO's focus on rankings and traffic numbers alone. Hey, I am guilty of this also, but I quickly learned businesses could care less about my knowledge of the search engines or how much traffic I could potentially generate.

I then switched my sales pitch from increasing rankings and traffic to increasing revenue. One of the most successful ways I did this was to calculate how much potential revenue my potential client was missing by not ranking for particular keywords. This has proved to be a powerful sales pitch.

To calculate missed revenue I start by researching relevant keywords for my client. I do this in 3 phases:
  1. Organic Keywords Already Converting
  2. Paid Keywords Already Converting
  3. New Keywords Likely to Convert

Once I have sufficient keyword data. I determine how much monthly traffic my client is likely to receive by ranking in the first position of Google. Then based off their conversion data, I can calculate how much revenue they are missing. This has been a vital part of my SEO strategy. Not only has it landed me more clients but has helped me prioritize my work flow by making sure my actions and strategies will actually have an impact on my clients revenue. Making me look like a rockstar


Here is an example:
#calculating #clients #missed #profit #revenue #seo #seo strategy
  • Profile picture of the author Vizkii
    When you shove statistics and numbers (money) in any possible clients face you generally boost the chance of a new client by a rocket soar. It's a great way to build a Resume when you apply for Job's. Its nice to show your skills and what not, but when you show you can do more like how cost efficient you can be, most people by nature cant look away.

    Really effective. I'd say the best method out there in my opinion.
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    • Profile picture of the author SEOvet
      Hi Vizkii,

      Thanks for your response.

      What I recently started doing also is doing Free consultations where I not only show them missed revenue but also have a strategy outlined on winning back some of that lost revenue. So far it has had a really high conversion rate.
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  • Profile picture of the author Moneymaker2012
    You applied a very different tactic pitching for conversions instead of rankings, and it sounds new and appealing too. In the end it's revenue, the companies are most concerned about.
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    • Profile picture of the author SEOvet
      Your right Moneymaker2012. I have my clients see SEO as a revenue driver instead of an overhead cost that has no real impact on the bottom line. Approaching SEO in this fashion will not only help you achieve better results, but your clients will use your services longer and pay more.
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