A survey conducted by HubSpot states that 64% of marketers actively invest time in SEO.
Based on this information, to say that maintaining an effective online presence through the use of search engine optimization (SEO) services has become an essential part of any business strategy wouldn’t be an exaggeration.
According to a BrightEdge study, 68% of all online experiences begin with a search engine. SEO services can not only help your business website improve its search engine ranking but also help you in driving more traffic to it and ultimately increasing revenue.
With the obvious need and benefits for SEO services in the market, the frequently asked question we get are, “how can I sell SEO services?” and “how do I pitch SEO services?”
Selling SEO services to clients can be a challenging task, especially when your clients are not so familiar with the concept. This is where having effective communication strategies to pitch and sell SEO services becomes necessary.
When it comes to pursuing prospective clients, it is important to communicate and help them understand why SEO services are important and how they can benefit their businesses. SEO is a long-term investment and provides a competitive advantage for businesses.
As the demand for SEO services continues to grow, businesses that are able to effectively sell and pitch these services can capitalize on this trend and build a successful business.
Read on to learn some of the effective communication strategies for selling SEO services to prospective clients so that you can make the best out of this amazing opportunity as well.
If you are looking for a white-label SEO services agency that can assist you in providing SEO services to your clients effectively and efficiently, reach out to Dintellects today and let us help you by providing top-quality services for your clients while you focus on the growth of your business.
Understanding Your Client’s Needs
The first step to knowing how to sell SEO services is to understand your clients wants as you prepare to reach out to them. Analyzing a client’s website, company, and existing online presence in-depth can help you to pinpoint the client’s needs.
To gain insight into their specific requirements and how SEO might assist them in achieving their objectives, you need to understand their industry, target audience, and current market strategies.
Examining a client’s website to determine what they are currently doing well, what may be improved, and what their competitors are doing is one approach to show that you are willing to go the extra mile for them. We cannot emphasize enough how vital it is to be aware of what their competitors are doing if you want to stay on top of the game. Before making your SEO sales presentation, carefully analyze both the website of your potential customer and their main competitors.
After determining your client’s requirements and objectives, you need to explain to them how SEO can assist in achieving their objectives. This involves demonstrating the advantages of SEO in simple terms: higher website traffic, better search rankings, and enhanced brand visibility. You can help the client understand the importance of SEO and how it might affect their business by outlining these benefits in a way that appeals to them.
Knowing your client’s existing understanding of the services you offer can help you prepare the client proposal. Ask yourself the following questions:
- Have they done SEO before?
- What kind of SEO would be best for their business?
- Will SEO help boost their website and business?
- What is their budget?
- Does the budget match up with your needs as a reseller?
- What are their goals (e.g., increased traffic, increased brand awareness, or immediate lead generation)?
- Do they have the resources to meet their goals?
- Do you have the resources to help them reach their goals?
Keep the following points in mind to build a stronger relationship with the client and increase the chances of closing the deal.
- It is important to tailor your pitch to address the client’s specific needs.
- Create a customized proposal that outlines how your SEO services will help them achieve their goals.
- Address pain points and offer solutions that align with their unique needs.
Communicating the Value of SEO
The importance of communicating the value of SEO to your client cannot be stressed enough. Selling and pitching SEO services to clients requires effectively communicating the benefits of SEO. It’s crucial to discuss the advantages of SEO in terms that the client can understand if you want to convey the value of SEO effectively. This calls for the use of language that is simple, direct, and devoid of technical jargon. You can help the client understand how SEO can benefit their business by describing the advantages of SEO in terms of greater website traffic, higher search ranks, and improved brand visibility.
Highlighting case studies or success stories from previous clients can also be an effective way to communicate the value of SEO. By showcasing real-world examples of how your SEO services have helped other businesses achieve their goals, you can build trust and credibility with a client.
Be honest and genuine, do your research well and provide your clients with clear and realistic time frames. Ask them the right questions and provide services according to their current needs. Avoid using technical jargon and explain your plans to them in layman’s terms so they can get a better understanding of the process, reducing the chances of miscommunication and misunderstandings.
You can offer clients a customized proposal that outlines your SEO services and how they will help them achieve their goals. By offering a clear and detailed plan that addresses the client’s pain points and aligns with their goals, you can demonstrate the value of your services and increase the likelihood of a successful deal.
The way you handle objections or questions from clients impacts their trust and confidence in your services and you. Handling objections is an essential part of selling and pitching SEO services. Anticipating and addressing common objections is crucial in overcoming \ doubts or hesitations that potential clients may have. Common objections to SEO may include concerns about the cost or the time it takes to see results. By anticipating and addressing these objections upfront, you can help the client feel more confident in their decision to invest in SEO.
Communicating the ROI of SEO services is another method of handling objections. This involves demonstrating the tangible benefits and value that the client can expect to receive from their investment in SEO. You can communicate the potential returns on investment, such as increased website traffic, higher search rankings, and improved brand visibility, and help the client understand the potential long-term benefits of their investment.
At Dintellects, we understand the need for effective communication and promote transparent communication with our clients so that they always know what we are working on and how it is going to benefit them.
Maintaining transparent and consistent communication and providing evidence to support the effectiveness of SEO plays an important role in handling objections. This can involve citing industry research and statistics that support the value of SEO or sharing case studies or success stories from previous clients. By providing concrete evidence that demonstrates the effectiveness of SEO, you can build trust and credibility with potential clients and overcome any objections they may have.
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Ongoing Communication and Reporting
Keeping your communication channels always open for your clients is a practice that we promote at Dintellects. Ongoing communication and reporting are crucial in maintaining a successful and long-lasting relationship with clients who have invested in SEO services.
Providing regular progress reports to clients allows them to stay informed about the progress of their SEO campaign and track the success of their investment. By tracking important metrics like website traffic, keyword rankings, and conversion rates, you can demonstrate the effectiveness of your SEO services and justify the value of your ongoing work.
Continuously monitoring and adjusting your SEO strategy as needed is also crucial to the success of your campaigns. By staying up to date with the latest trends and algorithm updates, you can adapt your strategy to ensure clients’ websites continue to rank well and drive traffic and conversions. This ongoing optimization can help maintain the value of the client’s investment and keep them satisfied with your services.
Keeping your client informed about any changes or updates in the ongoing SEO plan is also important. By communicating the changes in the strategy or updates in the client’s website, you can show your expertise and commitment to their success. This ongoing communication helps you build credibility and trust with clients and strengthens relationships, including the chances of future business.
What to Avoid While Pitching SEO Services
Avoiding common mistakes helps you to build better client relations and increase the chances of getting successful and long-term business from your client.
- Do not say that SEO is a one-time service
SEO is an ongoing process which requires constant optimization and maintenance. SEO requires ongoing work and maintenance, so it’s important to make sure that the client understands this.
- Do not promise fast results
While there are some strategies that deliver relatively fast results, SEO is a long-term strategy, and it takes time to see results. It takes time for SEO strategies to generate organic traffic and help client websites perform well.
- Do not over-promise and under-deliver
Over-promising and under-delivering can damage your reputation and hurt your chances of getting future clients. Always set realistic expectations, be it for results, deliverables or communication frequency. It is always better to under-promise and over-deliver than to over-promise and under-deliver.
- Do not fake an answer to questions you do not know
It’s also important to avoid faking answers to questions you do not know. Admitting that you do not know the answer shows honesty and integrity, which can help build trust with your client.
Lying can do you more harm than good when it comes to gaining trust. If you are caught lying, even if it’s not malicious, it can affect the trust between you and your client.
Instead of faking an answer, you can admit that you do not know the answer but will do the necessary research and get back to them about it ASAP.
Effective communication is the key to selling SEO services to prospective clients. By understanding client’s needs, communicating the value of SEO, handling objections, and providing ongoing communication and reporting, you can increase your chances of closing a sale.
It’s important to avoid common mistakes such as claiming that SEO is a one-time service, promising fast results, over-promising and under-delivering, and faking answers to questions you do not know. Remember, honesty and transparency are crucial when selling SEO services, and building trust with your clients is essential for long-term success.
With the right communication strategies and support, you can grow your agency and help your clients achieve their SEO goals.
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