| |
| |
|
|
|
Increase SEO Sales by Teaching Clients about SEO Truths
In private consultations with some Search Engine Optimizers I am always amazed at how many people feel it's necessary to hype things up in order to sell their search engine placement services. Selling hype or setting unrealistic expectations is one of the LEAST intelligent things you can do to build long term client relationships. Instead of scrambling to outdo the next self proclaimed SEO guy's claims, why not try something more in the nature of a soft sell. By teaching your prospective clients the truth about the SEO process actually will:
In other words, teach people the TRUTH about the process and you'll already gain some immediate advantages because you are educating the prospect by offering them some facts but even more important, something that is EASY to believe. Something that blows away old misconceptions. Most people are tired of hearing a lot of sales hype. Try de-mystifying the SEO process and help your prospects to understand what search engine optimization (SEO) can do for their business. It's really just a simple, old-fashioned principle. More SE visibility = more success for the client More client success = more referral business for you Most of the time, your clients will sell your services better than you can ever sell yourself. Every time you help someone achieve success, it is literally impossible for your business not to benefit as well. Okay, here are some real simple tips: A. Educate your prospect by telling them the truth. Try using some of the following points when speaking to your prospects:
Ask your prospect, "Did you know that "HITS" are irrelevant? "That's right, hits do not matter because a HIT is NOT a visitor." You can then explain that each HIT is really an action from the server. In other words, a hit occurs for each and every element downloaded. The number of HITS to a site, are nearly always larger numbers, but this does NOT mean you had any great number of visitors. Teach them about the importance of unique visitor sessions. Why is this important? In explaining this difference between a HIT and a VISITOR, you have taught your prospect a truth that could work against the next competitor who comes along behind you and only talks about HITS (which is what many do). Why do so many competitors talk all about HITS? Simply because they are BIG numbers which sound impressive particularly if you have no intention of providing the customer with detailed reporting. Teach your prospect the truth, that the important numbers to watch are the actual visitor session counts, not just hits. Help your client to understand what it is you do. Does your prospect see your "behind the scenes" service as VITAL? If not, they need some understanding! Explain, "the reason" that business owners hire you, is to ensure their web site is built and launched properly the very first time". Explain that "Business owners are usually too busy running their business, to worry about all of the requirements of publishing and positioning a web site for targeted traffic and monitoring the results." Help them to understand that you ARE their watchdog for online success. You have come to realize that the more success you bring to them, the more your business grows. You are in this for the long term! B. Talk to them about the components of success: Let them know that when you work with their web content, you need some freedom to work with them and provide input. Explain that the best success formula is often a cross between re-writing their content especially for high search engine placement COMBINED with copywriting that is written for the human brain. It's a combination of having a highly visible web site that also employs techniques that compel their visitors to respond. Explain why this second aspect is so important by saying something like, "Your business does not really begin, until we get your visitor to take action and respond to what they see. Talk to them about your ability to research their keyword phrases from real time results. Explain to them that you must determine which search phrases will genuinely pull the most targeted traffic into their pages. Tell them you will be asking them for a list of suggested keywords to start. Explain that ultimately you will be analyzing those words and through research, you'll actually find the highest performing phrases with the lowest competition. You can let them know that the reason your pages score well with major search engines is because you build honest, content-rich pages without the use of any types of tricks, gimmicks or spam. The strategies you employ are based on using phrases that are first researched and then proven to be currently in usage by consumers within their specific market. C. Stop trying so hard to sell SEO and learn to dialogue. Learn to "dialogue" with your prospects in a two-way communication. This is most often successful if you are the one asking the questions. Remember that whoever is asking the questions, is really the one who is controlling and directing the conversation. Ask questions about from where the prospect would like to take business. Try asking questions like, "Would you be willing to take business from a specific location?" Ask lots of specific questions. If they are only interested in a regional presence, then begin painting a picture in their mind of where they could be getting new business from. Remember to ask questions about your prospect's distribution of product and services. Demonstrate that you are not just interested in building, positioning and monitoring the site.you are also interested in all aspects of the business such as how they intend to handle distribution. Such conversations not only lead to enhancing client rapport, but will end up triggering new optimization strategies in your mind. D. Make the most of your newest successes. Your prospects become your customers and in a short time, they begin telling stories about their success on the web. Don't forget to make the most of these opportunities, after all you've made the effort and promoted your client well, you deserve the credit. You have demonstrated that your SEO strategies not only work, but in many cases, your efforts will have delivered a dramatic increase in business. Always ask your client's permission first, but they're usually more than happy to distribute your brochure or business cards. This is usually the start to a wonderful trend in ongoing referral business. Always remember to thank your clients for every new referral they send your way. Ask your clients if they would mind taking the occasional reference call. All you really need are just a few of your client's names and numbers. A list of these satisfied names and numbers can be offered to new prospects. You can be sure this is just one more thing that not a lot of your competitors will be doing. Search Engine Optimization is one of the biggest missing links in this whole web development industry. It's safe to say that building a web site without a plan for search engine optimization, is the single most expensive lesson that any dot com business has ever had to learn in the last few years. It's only good wisdom that you teach both your prospects and your clients these things up front and early. The results will be a long lasting client relationship where your client wins, your client's customer wins and YOU win too! E. Enjoy the tremendous lift of knowing that you really are making a difference for your clients. For thousands of business owners, the investment in solid SEO strategies, are the single missing link to their success. Take action today by employing SEO strategies for your clients and give them the outstanding results they deserve. Remember that success breeds success and when you do an extraordinary job for your client, it was YOUR SEO skills that made the difference. There is tremendous satisfaction in that too! Best regards, About The Author John Alexander is the Co-Director of Training of Search Engine Workshops with Robin Nobles. Together, they teach 2-day beginner, 3-day advanced, and 5-day all-inclusive "hands on" search engine marketing workshops (http://www.searchengineworkshops.com) in locations across the globe. John also teaches online search engine marketing courses through http://www.onlinewebtraining.com, and he's a member of Wordtracker's official question support team. John is author of the e-book Wordtracker Magic (http://www.wordtracker-magic.com)
MORE RESOURCES: Buy Website Internet Traffic. Website online advertising. Buy full page popunder advertising and increase website traffic to your sites. Bad Credit Loans - Loans for people with bad credit. Access online government grants and financial credit services instantly online. Digital Streaming Radio On Your Mobile Phone - La Vella Mobile Radio. La Vella Mobile Radio Gives You Access To Over One Hundred Of The Hottest Streaming Radio Stations From Around The World And Brings Them To The Palm Of Your Hand, Right On Your Mobile Phone. Get Streaming Radio On Your Cell Phone! Audio And Video Streaming For Multimedia Purposes. This Is A Complete Step By Step Guide To The Beginners Who Want To Install And Setup Audio And Video Streaming For Multimedia Purposes On The Internet.
|
|
|
|
RELATED ARTICLES
6 Easy Ways to Increase Your Adsense Revenue How much revenue do you generate from Google Adsense?Recently there has been a lot of discussion about people who earn over $10,000 a month just from Adsense. Furthermore, there are rumors of a few individuals who earn over $1 million a year just from using the power of Google advertisements. Google Adsense - A Website Income Many of us have websites and as a matter of course join the Google Adsense plan and place the appropriate script code on our web pages. Taking for granted that visitors will come to our web pages and quite happily click on these Google Adsense ads and consequentially we will make money. Regarding the AdSense Update... If you haven't yet got a Google AdSense account for your site, now may be time to do so. AdSense is becoming increasingly popular with small and middle-sized websites who wish to cash in on their site popularity. Why Paid Inclusion is Better than PPC Advertising When search engines pay website owners a percentage of the bid cost, you're just looking for trouble. This is the problem with Pay Per Click (PPC) advertising, especially with smaller named search engines. 10 Ways To Indirectly Get To The Top Of Search Engines There are millions of web sites trying to get listed in the top 20 spots of the major search engines. That amounts to a lot of competition! I say if you can't get listed at the top, indirectly get to the top. 5 Tips to Pay-Per-Clicking Hi, my name is Darryl Power and I have been using the internet for about 3 years. I used every way possible to generate traffic. Profit from Adsense with Adwords Here's a feisty trick where you can profit from Adsense with the use of Adwords. First you need to find a high paying keyword. How to Waste Money and Annoy Potential Customers Why do some companies bid on keywords for products they don't even sell? Or fail to provide the basic information people need to make the decision to buy? Here's a cautionary tale-- with a happy ending.HAS THIS EVER HAPPENED TO YOU?I'm looking online for lamp shades. The Truth About Why People Search! Why do people search on search engines? Let's confess this seems like a basic question, right? People search because they are looking for something. Complicating that question are these questions. Pay Per Click Search Engines - A Fundamental Overview Forbes magazine reported that pay per click ads accounted for $1.4 billion in 2002 and are expected to increase to $8 billion by 2008. What Should You Know About Search Engines and Pay-Per-Click? Here's a fact for you, 85 to 95% of Websites are found through a search engine. You may have the most incredible Website on the Internet, but it will receive little or no traffic without search engine visibility and ranking. 5 Critical Pay-Per-Click Tips Pay-Per-Click (PPC) advertising is a good supplement to natural search engine optimization, IF you keep a few tactics straight.1. Local Business Advertising & Google Adwords "I don't need the Internet to advertise - I'm a local business!"Okay.. Who Else Wants To Maximize Their Google Adwords Success? Who Else Wants To Maximize Their Google Adwords Success? Discover Three Simple But Incredibly Powerful Strategies That You Can Implement Right Now About The One Thing You Must Do To Ensure An Awesome Adwords ROI! By Mark Meyers If you are not familiar with Using Google Adwords, please check out my getting started article here:http://www.Internet-Income-Advisor. Independent Search Engine & Directory Network (ISEDN) - Breaking News! Watch out for a shift in the pay-per-click (PPC) industry, happening right now! This shift is finally going to give smaller search engines and directories the ability to tap into the PPC market, currently monopolized by the big guns online (Google, Yahoo & MSN). They will attain this lofty goal by banding together and delivering paid ad placements on a mass community scale for a fraction of the cost. Improved PPC Marketing Performance from Time-Tested 80/20 Principle As marketers and business owners, we're always looking for "the next big idea or strategy" to maximize our business performance. Yet, the application of time-tested principles consistently achieve greater results over efforts to create newer ideas and strategies. The New Google Ad Links You know about Google Adsense, now it's Google Ad Links for Google Adsense publishers.[ For who do not yet know what Google Adsense is : "Google AdSense is a fast and easy way for website publishers of all sizes to display relevant, unobtrusive Google ads on their website's content pages and earn money," - says Google. Yahoo! Publisher Network - The Next AdSense? Yahoo announced that their Publisher Network, formerly available in the US for large websites, will be extended to small and medium-sized websites.As stated by Yahoo representatives, this will allow the whole publishing community to take advantage of Yahoo's products and services through what they have described as an "easy-to-use self-serve platform". Affiliate Strategies Of Pay Per Click Search Engines Where are your ads being displayed?The Untold Secret Of Pay Per Click Advertising:An often misunderstood reality of Pay-Per-Click advertising is that many times you can't determine where you ad will be displayed once you sign-up with one of the PPC Search Engines. In the incestuous world of online advertising, companies are often simultaneously competitors and partners. When Adsense Makes No Sense: Knowing When Not To Use The Google Adsense Pay-Per-Click Program Google's AdSense program is a proven money-maker that has enriched the pockets of many website owners. Unlike many pay-per-click systems, the AdSense program has a large pool of advertisements to draw from -- the ads come from Google's AdWords program, which you can think of as the flipside of AdSense -- which almost guarantees that AdSense can find relevant advertisements to display alongside a site's content.
|
