Method to sell local SEO service that works for every digital agency
Method to sell local SEO service is simple but still, we make it complex and feel that it’s tough to sell an SEO service.
Every start-up & small business owners never bother about google’s sweet spot though they have a website, it’s equally important to make them understand the digital market.
Every digital marketing agency try’s to capture big fish and ignores small & medium scale industry.
As an SEO agency, it makes difficult to sell your service to the local business owner. Now it’s quite difficult to rank locally due to tough competition.
Major reasons for local search getting harder
- Google shows only 3 results on local search then it was showing before (7 listings were shown before)
- 70% of people search for store locally and purchase a product within 5 miles of their location.
It’s tough to rank locally in current but it’s also impossible to ignore this business strategy.
Now that the internet has become the primary source consumers turn to for local business information, not showing up in local search is tantamount to professional suicide.
By- Jayson Demers, columnist at Search Engine Land.
Method to sell local SEO service to generate more leads
Stop behaving as an expert
We marketers think that we can simply explain our service and convert a client just like that, but no. It’s not the way we pitch someone the service.
Business owners won’t understand your service at one go, client get’s frustrated when you promote only your service without understanding client’s requirements.
This is were client turn’s off his mindset to take service from you.
If you want to impress a client then encourage your client to tell about their business, challenges, competitors & customers.
Keeping yourself quit and let your prospect to speak will let you understand your client quickly.
Observing their words will help you in understanding the level of expertise, pain points, and challenges faced by clients. Armed with knowledge you can pitch your service accordingly.
Don’t fool your prospect with fake promises
A common question asked by all business owner is “guarantee of ranking” as its the question of their returns they spend.
Yes. It’s common & to grab the project, marketers make fake commitment/guarantee for rankings.
There is no guarantee for SEO results!! and it’s time to adjust your sales strategy if you’re guaranteed the service. Check out the google guideline for hiring SEO agency.
Instead of assuring your clients on rankings, you can focus on delivery of work such as time spent on the campaign, monthly reports etc.
Google warns local business against engaging with agency that guarantee rankings
Use researched data in your sales strategy
There are much statistical data and experts quotes on the importance of SEO, data from authority site will make your pitch more trustworthy.
Make use of this HubSpot data while pitching local SEO service.
Show your expertise
As an SEO agency, use content related local SEO instead of convincing your prospects. Showcasing your expertise through your blog will help you build your lead process.
referring related post during your pitch can create a good bonding with the client.
Method to sell local SEO service for transparent business
Be sure you’re giving good examples while pitching local SEO, explaining the benefits of SEO will help prospects to understand the process of SEO easily.
Again! it’s common when a client expects good results from the spending. At the first process, it feels like cash is debiting from account fast but results are generating slowly.
Be clear enough when it comes to ranking a website. Explain the time taken to rank a website for the long-term run before signing a contract.
Provide solid analysis report
You might have come across few businesses that got cheated by other SEO agency in past. Providing a solid report will not only help your pitch but also swing the service in your favor.
To create a solid analysis report you can log into “Google Analytics” account and showcase the highlighted data.
Ensure your reports are stuffed with best insights you can offer.
Power of testimonials
All SEO agency is asked questions that make them trust you
- Previous work report
- experience in industry
You can prove your expertise by showing client testimonials. Businesses want to know what you have achieved for other firms.
Sharing testimonials of clients from same industry will make the prospects more comfortable dealing with you.
Make a competitor research before pitching a client. Explain what they are doing and how will you help in defeating their competitor.
Small business owners know their competitors and emotional satisfaction of beating them is a power intensive.
Following these steps will help you in building trust with your prospects and can get a long-term business.
Avoid giving the guarantee of results when it comes to SEO. Show transparent reporting and solid insight of your work.
Have any queries? comment below! or have a one on one discussion with a specialist.