Keep it short ask them whether they would
admin | August 9, 2008
Assuming youre putting in all the hard work of keeping up with the forums and blogs and attending conferences when you can, how do you use your in depth knowledge to convince this business person that your services are worth more? Keep it short, ask them whether they would mind or typical disasters occurring that can be associated with unprofessional SEO work. They just think that they want to shop around still, insulate them against going across state.
Keep it short, ask them whether they would mind or typical disasters occurring that can be associated with unprofessional SEO work. Assuming youre putting in all the hard work of keeping up with the forums and blogs and attending conferences when you can, how do you use your in depth knowledge to convince this business person that your services are worth more? They just think that they want to shop around still, insulate them against going across state.
So write down the core areas of your competitive advantage over your competition, and mention them briefly in relaxed manner. use humour to lighten the atmosphere and show further confidence.They also ask you why they shouldnt go with India. Big thanks to Calum for taking the time to write nice piece that should help those that want to better clients or are considering doing SEO consulting as full time job. Managing client expectations is such critical component of SEO consulting, that it should be considered throughout the entire process including sales.
So by your pushing them in the direction that they think they should move in, they usually dont do any more homework and will go with youinstead. Trying to imaging using Reverse Selling on Cold Calls SEO Hello, why do you think you need SEO services? Prospect SEwhat?!?SEO Why are you talking with me and not my competition? Prospect Because you called me, who are you? SEO The question isnt who am, its whats motivating you to talk with me!
use humour to lighten the atmosphere and show further confidence.They also ask you why they shouldnt go with India. folk dont want to undo your good work here by selling to them. After all, we are naturally GEEKS, and generally only forced into sales by default. You want to talk about the final result, not hold class persuading them that you know what youre doing, that others who guarantee them no1 spot in the SERPs are liars and cheats. Theyll feel comfortable if you guide the conversation with intelligent questions.So ithelps to have written down your top questions beforehand.
