By Greg Gifford
We all know it – selling local SEO to clients is tough. After my “simple math” post back in October, I’ve gotten a ton of questions asking for more details about our sales process.
As we all know, small business owners assume that their site is the best and that they should always rank at the top of searches. The simple math is great for a “why you need to do SEO” demonstration, but if you want to sell them on your services, what’s next?
Once you have a potential client understanding the general need for local SEO, you’ve got to show them how the services you provide will improve their local visibility. Depending on how large your staff is and how many prospects you have in your funnel, you might not have the time to jump in and do an in-depth local SEO audit for every sales call you make.
Several years ago, we tried to work up a full audit for every potential client, but we quickly found that the time spent wasn’t worth it. Some businesses were just shopping around, others were fishing for tips on how they could do their own SEO, and others would get sticker shock at the price.
We developed a “quick audit” process that allowed us to spot major local optimization issues with only a few minutes of effort. In fact, this process was so quick, we realized that we could perform the audit while actually on a sales call.
Once you get the flow of the audit, you can pull the information up as you’re talking to a prospect, discussing each point as it comes up. Since the process is so speedy, you can even pull up competitor info on the fly. If you find an area where a prospect is lacking, you can …read more