Have you ever been frustrated enough to ask yourself, How can I better sell my company’s SEO services to potential clients?
Let’s face it, without clients, we would not exist. The advertising and marketing industry thrives on being the middle man. Essentially, we make our money as a “finder’s fee” for finding potential customers (leads) for our clients.
So how do you sell your lead generation services to a potential client?
- You must understand your industry, whether you’re selling SEO services or running shoes. We received an email from a client last week which had been forwarded to us. The email was from a competing online advertising company claiming they could offer the client better services and ROIs than us. The salesman told the client that our AdWords ads were taking customers to a 404 page (which it obviously was not). The salesman saw the Display URL of the ad, which is the last line of a Google AdWords ad. Even an entry-level marketer should know that the display URL is not necessarily the landing page URL, it is merely another strategic method of advertising your message to a potential customer.
Of course, we informed our client of just how clueless this salesman was. We also decided to send him a quick explanation of the basics of Google AdWords, which hopefully served to educate (embarrass) him a bit.
- Be a salesman! This may sound obvious, but make clients feel that they need your services to help them grow. This is often the truth, so explain it, and explain it well. But don’t throw industry statistics at them. If you use stats, use YOUR stats. Explain case studies from YOUR company, and tell them of your past success stories. Explain how experience with previous clients, and your high level of industry understanding, will lead them to succeed as well.
- Try different methods of communication. Certain potentials may respond to telemarketer-like phone calls, while others will quickly hang up in your face. So how can you reach those hardheaded others? How about through your current clients? Perhaps offer a referrals incentive.
You could also try reaching clients through online communication lines such as emails, inquiry forms, or company advertising (TriMark Solutions invests in Google AdWords ads to gain potential SEO & Internet Marketing Clients leads).
Long story short, in order to sell your product to your customer, you must understand it completely. This concept can be applied to any industry, from Search Engine Optimization Services to used cars. Keep it in mind when selling yourself and your internet marketing services.
What specific strategies do you find works best for selling your company’s SEO & Internet Marketing Services to your potential clients? Please comment below, and let’s discuss!
