The SEO industry, just like every other industry is filled with charlatans / people who don’t know what they are doing; and the truth is that they never last. However, if you are going to build a sustainable business, then you must prove your competence and a good way to do this is to know everything about SEO.
Search engines are geo-locating results more and more – not just the local results block but the core web results as well. This means you need to make your content as locally relevant as possible and to make it work great on mobile devices a ton of local searching is done).
Another obvious, but important, thing to mention is that if you are going to a meeting with a business person to ask for hundreds/thousands/tens of thousands of pounds/dollars per month, you really should be wearing a smart suit.
Great post. Most of my SEO clients come from referrals and they are converted from leads to clients by, as you say “giving away the farm” (I like to call it consultative selling). Once they see what can be done its a no brainer. I now need to get some bigger clients to turn my agency from 6 figure to a 7 figures.
My personal preference is to keep my team small and service a limited number of clients, well, because I want to work on more of my own stuff (and family stuff) rather than put more time into building a bigger team and managing them.
When it comes to search engine optimization for a new website, some businesses can be intimidated due to the amount of information out there. And often, if they don’t have the help of an experienced in-house SEO or consultant, they will do nothing.
I am pretty sure that if the person has the skills to optimize any website – he is also able to create his website and give the folks the prices for what he’s doing 🙂 I think You should focus on how to learn SEO. Thanks 🙂
In this business you’ll notice that there are many agencies who specialize in one area of digital marketing. That could be web design, mobile, social media, PPC, online PR, etc. Often times, their clients will ask them about SEO services which they don’t offer. You want to partner with these agencies. Offer them a standard 10% finders fee if they send you any business. In other words, if they send you a client that you sign for $20,000, send them a check within 5 days of signing the new client for $2,000.
NOTE: When I first started in this business, I had absolutely no experience of face to face selling. However, after landing only my second meeting using the techniques I’ve already explained in the guide so far, I managed to secure my first client in only my second meeting with a business owner… And it was a deal worth £2,000 (~US$3,200) per month!
Before offering anything, understand what you potential clients needs are. Make it a point to learn about his business to make sure that you can offer them help. There is no such thing as “one size fits all”. Making them feel that they are unique and important is what will help you gain their trust.
Dan Kennedy talks a bit about a preponderance of proof when you’re presenting yourself to your potential client. To build some credibility for yourself initially, evidence of sites you’ve ranked and results you’ve obtained will help a great deal when you’re selling SEO. You want to be able to show these to prospects, so they know you’re not, for lack of a better term, full of shit.
I personally set-up about 20 second-tier links that I continuously ping and pass on link juice to my own blogs. That way, I do not have to worry about negative rankings from low quality first tier links.
Now, at this point one of two things should happen. The gatekeeper will pass you through and you’ll be talking with the owner, or the owner won’t be in and you’ll have to call back. If they do say they are going to pass you through, always make sure to ask the owner/decision maker’s name before being transferred through.
It’s fine to want to do something and have the drive to do it but if it’s going to potentially create a financial hardship quickly then it is really the wrong decision. There are a few really good options for someone who is on the fence for financial reasons.
It ended up morphing into much more than simply addressing your Q! Namely, it mentions how any business can use local search to give website traffic a jumpstart — even those without any offline storefronts.
It can big a huge change for you, understood. It could be costly, also understood. It could also be the difference between you succeeding and failing in the not-to-distant future. Do you understand that?
Again, I agree that there are a lot of firms out there who are probably providing less than optimal optimisation for clients’ sites but RankPay (the company I refer to in the tutorial) have a good system in place for people to get a clear indication on pricing and also have a lot of decent testimonials regarding their results. On that basis I think there are definitely worse companies out there that someone new to the industry could outsource their client work to.
Mostly business plans may help you in getting investments for your projects or SEO business if required. As you may know, everyone may not have a potential to keep investment, some may run to banks and ask for loans, and some may run for investors. So it’s good to have business plans for primary requisites.
Now, this is the part where some of you may start thinking ‘Oh no! I actually have to talk to people!? Face to face!?’. A lot of people may feel they lack the confidence to go in to another person’s business and convince them to purchase a service but I promise you once you’ve done it a couple of times you won’t know what all the fuss was about.
Like the idea of outsourcing to scale once you become more established, I’m not sure at the start though. I think if you are to do things properly, you should have an understanding of what is currently working SEO wise, thus helping you to make a good decision on who you outsource to later on down the line.
Bolded Text – You don’t want to get too crazy with this one, but occasionally bolding a selection of text to get a reader’s attention can also help search engines distinguish other important information and keywords in the page’s content.
If the thought of coding freaks you out, you can also use Google’s Data Highlighter to mark up content with your mouse. (Note that your website will need to be set up with Google Search Console in order for this to work.)
Trends – This tool allows you to compare keywords and analyze how users are searching Google. Google Trends can be very helpful when comparing your business to competitors, or by finding the right search terms for your business.