Talk to them in terms of investment and return
Posted: Sun Dec 22, 2024 8:27 am
On that investment. Quantify everything you can in terms of dollars. Rule 3: Discover (with your ears). Like any good salesperson, get accustomed to asking open-ended questions. Listening and asking questions will greatly benefit you later on in the course of the SEO process. Don’t bowl them over with lengthy dialogues full of technical jargon. Ask them about their business. Get them talking.
Good discovery is an identification of busin israel email list ess goals, purposes, and needs. Find out where the business is hurting. You can attach SEO activities to each of their “pain points” as they come up in conversation. When you deliver an SEO proposal, each element can be easily tied to an identified need. This also helps them see how the money they’re about to spend is directly related to eliminating their problems. A spoon full of sugar helps the medicine go down, yes? Rule 4: Get everyone involved.
Think that nice guy you’re talking to is the final decision maker? Chances are, the business is actually owned by his parents, but the office manager holds the purse strings to the entire marketing budget. One should never fail to ask “who else should be in on this conversation, just so I know that I’m talking to all the right people.” Rule 5: Offer solutions (that’s plural for a reason). In the small business market, a cut-and-dried, pre-packaged SEO service offering may not work.
Good discovery is an identification of busin israel email list ess goals, purposes, and needs. Find out where the business is hurting. You can attach SEO activities to each of their “pain points” as they come up in conversation. When you deliver an SEO proposal, each element can be easily tied to an identified need. This also helps them see how the money they’re about to spend is directly related to eliminating their problems. A spoon full of sugar helps the medicine go down, yes? Rule 4: Get everyone involved.
Think that nice guy you’re talking to is the final decision maker? Chances are, the business is actually owned by his parents, but the office manager holds the purse strings to the entire marketing budget. One should never fail to ask “who else should be in on this conversation, just so I know that I’m talking to all the right people.” Rule 5: Offer solutions (that’s plural for a reason). In the small business market, a cut-and-dried, pre-packaged SEO service offering may not work.