How to Sell SEO Services to Local Businesses

Selling in general is tough, but selling SEO services to local businesses is even tougher. Here’s a brief overview of how to do it.

It seems like it should be an easy sale. Almost every business across the planet needs search engine optimization services, but the problem is that most people don’t understand the degree to which they can literally skyrocket their profits. There’s a couple of reasons for this and I’ll just skim over those so we can jump right into how to sell services to these people.

Reason #1: Business owners feel like all SEO companies are the same.

If you’ve been doing search engine optimization in some degree or another for any length of time. You know that this is completely false. Just think about how much you knew a couple of months into it versus now. Night and day, right? Well, local business owners don’t understand the varying degrees of expertise from one agency to another.

Reason #2: Business owners get spammed every week.

It’s true. If you’ve ever built a site, whether it be part of your private network or otherwise, you’ve undoubtedly gotten people emailing you to rank your website for you. They shoot off cheap prices and promise the world. Most of the time these emails are in broken English. Every business owner who has access to company email has gotten these as well.

How to SELL Your SEO to Local Businesses

With the two biggest reasons listed above on why selling SEO services is tough, all that’s left to do is figure out how to break down these common perceptions without going up against them head-on. In other words, we have to prove that we are different from these other companies without saying “We’re different than the other SEO companies.”

Believe it or not, it’s pretty easy to do this. However, it will make you very uncomfortable. But the good news is, most people aren’t going to do it. They are going to continue to look for an easy way out. I learned this by looking at what Force Boost, Inc is doing in Atlanta. They are marketing their SEO services a little bit differently than other companies. They literally have staff walking into businesses and talking about search engine optimization services. The conversations are non-confrontational and are just to open up lines of communication.

If you’re willing to do that, than you’re on the fast track. Just get out there and try to get your foot in the door. Don’t say that you’re going to get them to page one of Google in a month’s time. Don’t pretend to be a huge agency if you are a one-man show. People can see through the B.S. and you’ll find that you gain much more traction by keeping things truthful.

How much is one customer worth do you? $20,000 in most cases. So, what are you willing to do to get that money? Of course you want to help people get their businesses more profitable, but if they don’t know about you, then you can’t do that. You have to go out and tell people about it. If you cold call people on the phone, you’re going to have to make about 100 phone calls to get 10 people to answer. Out of that, you’re going to close one or two.

No matter your methods of calling on businesses, you have to do it. You can spend money on leads and get the name of the decision maker, the phone number, address, etc. You can then call these people up…OR…you can simply walk into businesses and make a formal introduction. Just think about it, who else is selling SEO services to local business owners like that? Don’t you think that would set you apart from the spammers? Of course it would. Now, go get to work.

Need more guidance? Watch this basic sales training video.

How Natural Treatments for Varicose Veins Are Marketed

It’s sort of crazy how many so-called natural treatments there are these days for varicose veins. I mean, there’s horse chestnut, apple cider vinegar, creams, stockings, pastes, exercises, diets, and the list goes on and on. It isn’t my job to figure out which one of these home remedies for spider veins works or doesn’t work. It’s my job to inform you how they are marketed to the general public, of which 60% will develop varicose veins at some point in their lives.

See, here’s the thing with home remedies…you only need to find a few people to use as testimonials in order to get the psychological effect of “keeping up with the Jones'” going. In the field of marketing, we call this the Jones Effect. People believe so much of what they read online from other people who they can relate too, that they often make their purchasing decisions based off of them. Isn’t that crazy? People take online reviews as they would take their close friend’s recommendation.

As far as some of the home remedies go, there are actual sites and forums for apple cider vinegar and varicose veins treatments on the internet as we speak. There are hundreds of these sites. A majority of the people who chime in under the comments section say that this natural homeopathic remedy works wonders and that nature heals all – including varicose veins. I wonder if people think about the science part of it all.

Actually, no I don’t. I know for a fact that only a small few will look at the issue intelligently enough to know that apple cider vinegar will not cure spider veins. Nothing will. There is no cure. There are only treatments. But what about all of the varicose veins treatment cream products out on the market? Do they have any legitimate benefit to the consumers?

Who knows for sure, but if you show some compelling before and after pictures on a website, you’ll definitely sell some varicose veins cream. Again, people want to believe. They desperately want to believe that there is some sort of a magic pill. Even if it goes against every fiber of logic, they want to think that someone will help with their problem.

This, my friends, is how natural remedies of all sorts are being peddled online, especially for varicose veins and other minor irritations. Just be aware of the psychology of marketing before you buy anything in the varicose veins treatment – cream variety or otherwise.

Easy SEO Tips for Atlanta Companies

When trying to understand all of the nuances of search engine optimization, one can easily get confused and stuck in paralysis by analysis. Throughout this post, I’ll explain exactly what you need to do to optimize your website, both on-page and off, to overtake your competition in the search engines. In this example, I’ll be using Atlanta’s metropolitan area as a point of reference.

Keep in mind that every city throughout the United States is different. Finding quality information is great, but doing your own testing and putting forth the work required is really what your going to need to do before you see any results at all.

The Basics of Atlanta SEO

If you were to search for any local service in Atlanta, you’re going to find out that all of the companies whose websites show up on page one of the search results have had those sites worked over by an Atlanta SEO company. A lot of them have utilized the services of a company called “Force Boost” as this company is deemed the best in the market. However, many players are in the game and a lot of them have some great insight.

Here’s some of the basics.

First of all, you need to make sure that during your keyword research, you find out all of the possible phrases that people are searching for online. Then put those in a spreadsheet and be sure to note the search volume of each of those terms.

According to one Atlanta SEO company, you should then try to separate them into specific categories. These are going to correspond to separate pages on your website. You aren’t going to try and rank one page for all of them. It just doesn’t work that way.

Once you have your website planned out, be  sure that your biggest keywords are in the title of the page, the url structure itself, and in the body of the text. The text should read naturally and you shouldn’t try to ‘game’ the system. All of the search engines know if someone is trying to push out keyword stuffed content. They don’t reward you for that. Keep your keyword density to below 3%.

Another thing that Atlanta business owners need to keep in mind in regards to proper SEO, is to figure out what your viewers are looking for and speak to him or her directly. Ultimately, utilizing search engine optimization techniques is all about getting more sales. It’s about getting your products or services in front of consumers. If you’re able to do that, then you’re only half the way there. Your website has to convert viewers into actual buyers.

Conversion can take a lot of split testing to really get right, but just keep the idea of this in mind when building out your website, doing social media marketing, keyword research, and anything SEO related. If you do, you’ll find a lot more success than other business owners who are trying to take shortcuts. There are no shortcuts in search engine optimization. There’s only proper planning and hard work ahead. You can do it!

 

Echo Business Solutions Charleston, SC Marketing Review

Echo Business Solutions Inc out of Charleston, South Carolina is making waves in the sales and marketing industry. It turns out that there are several things that have contributed to the company’s growth, but what’s even more important, is all of the great information that you can emulate in your own business. Just think about it. If you want to get more customers into your business, what better business to copy than one that does it for a living and produces millions in revenue every single year? I can’t think of one.

There are several lessons that I’ll go over with you here. Namely because they come from one of the best marketing companies in Charleston that I have ever had the pleasure to work with, but also because they are getting results for their clients year after year. Here’s why Echo Business Solutions is getting the results they are.

Mimic Echo Business Solutions Inc

First of all, the company hires only the best of the best people in the market. Granted, they only hire people for their entry level account manager position, but there are certain characteristics that make a person stand out in the interview process. This is especially important for the hiring managers because they interview hundreds of people in a month.

Another thing that the company is really great at is training. They train everything in a way that anyone can understand it. In fact, it doesn’t even matter if a person understands the “why’s” behind what they are doing to get it right. They could simply just do exactly like the trainers are instructing them to do and get great results. A thorough understanding of everything going into these concepts is not necessarily important, but will give a person a slightly greater advantage over someone who doesn’t have experience.

One of the BEST things about Echo Business Solutions Inc is the team environment. The company hires a bunch of young professionals looking to get their start in the sales and marketing industry. Therefore, everyone is in their 20’s and 30’s. Most people who are in that age range tend to have similar interests. This makes for a great environment. Another thing that adds to this environment is the positive attitude of all of the account managers. A great salary doesn’t always provide people with great attitudes. It takes a great attitude first to be able to earn higher pay. Since these people get paid pretty well though, it helps add to the morale. So, I guess it is sort of cyclical.

Overall, if you are trying to get good at developing people in your company to do sales and marketing, I highly suggest that you mimic what Echo Business Solutions in Charleston, SC is doing. They have been in the game for years and they keep getting the best results, year after year, over every other marketing company in the business. Some people think that marketing companies are pyramid schemes or scams or something to that effect. I think those people just don’t like to work very hard. Again, that’s my personal opinion, but I’m sure if you asked any successful person about those people’s opinions, they wouldn’t pay any mind. Successful people don’t get bothered by petty people who will never amount to much. :)

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