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This article was provided by Boostability.
A dollar invested in search engine optimization doesn’t turn into new customers and new revenue overnight. It’s a process that takes time. But if you stick with it, your investment will pay off. In fact, if you sign up through Boostability, we can have you selling a high revenue product within a week. With that tool in your belt, offering SEO will bring in new customers and revenue that will elevate your business.
Step 1: Build a Relationship with Your Partner Growth Manager
When you sign up with Boostability, you’ll have a Partner Growth Manager (PGM) to walk you through everything from onboarding to sales training. Like their name suggests, Partner Growth Managers are here to help you grow your business. When you win, they win. They are your biggest supporter, advocate, and cheerleader. Ready with marketing collateral and sales plans built just for you, they’ll guide you through your first sale all the way up to your hundredth and beyond.
Step 2: Nail Your Pitch
Our VP of Business Development and Partners, Matt Tennison, says, “The key to selling SEO effectively is keeping it simple, relevant, and valuable.”
SEO is made up a complex set of tasks, but your explanation of it doesn’t need to be. Rather than using industry jargon or stuffing as many technical terms into a sentence as possible, keep it simple. For example, “SEO is the work that goes into your website so you rank on the first page of Google.” See? Simple. When customers are curious about the SEO process or have questions, that’s when you can dig in deeper and show off your mad SEO skills.
With the COVID-19 pandemic still affecting how we do business, SEO is more important than ever. In times of uncertainty, many businesses feel pressure to step back from the market in order to regroup and prepare for the short-term consequences affecting their industry. But SEO isn’t an area that benefits from retreat.
Now is a key time for your customers to invest in SEO so they can set themselves up for success in the future. If your customer drops the ball on their SEO, their competition can pick it up and run with it. With so many competitors stepping out of the arena, use this time to encourage your customers to grow their business and position it strongly when the market recovers. Competitors who stay strong during this time have the perfect opportunity to outrank your customers if they cancel their SEO.
People don’t scroll to page 2 on Google. If your customer is not on page 1, they don’t exist to 90% of searchers. SEO is crucial to being found online. After all, there’s more than 2.3 trillion Google Searches every year, and climbing.
People are online looking to buy. With 81% of people researching online before buying and organic inbound SEO leads converting 8X higher than outbound leads, there’s no better way for your customers to spend their money online.
And SEO isn’t just about being found online; it will also improve the user experience on your customer’s website. Site speed, clear headings, and easy navigation are important to keep people on your customer’s site. The longer people stick around, the more likely they are to make a purchase.
Step 3: Stick with It
Don’t be discouraged if it takes a month or two to find your SEO-sellin’ groove. Stay the course. Your PGM will be with you every step of the way as you get more comfortable with selling SEO.
Remember to set realistic goals for your sales team. You want goals to be challenging, but also achievable. And don’t be afraid to fail.
In the 1910 book entitled, “Edison: His Life and Inventions,” Thomas Edison’s associate recalls asking his mentor the following question. ‘Isn’t it a shame that with the tremendous amount of work you have done you haven’t been able to get any results?’ Edison turned on me like a flash, and with a smile replied,‘Results! Why, man, I have gotten a lot of results! I know several thousand things that won’t work.’
A sale can take anywhere from five minutes to five weeks to close. Power through and treat sales that don’t close as learning opportunities to make you a stronger, more confident salesperson for the next sale.
Step 4: Use Sales Support
Boostability has a whole team dedicated solely to helping you sell SEO.
Need a website audit or an SEO proposal to help you woo a potential customer? Call Sales Support. Got a technical SEO question you haven’t heard before and don’t know how to answer it? Call Sales Support.
No matter where you are in the sales process, we have your back. You can call and have us on the line before you dial a customer or you can merge us into your call later. We’ll keep your white label status and ensure it’s YOUR brand being sold.
Sales Support is FREE as part of your partnership. That means you get to keep your commission where it belongs: in your own pocket. Our Sales Support team has a 30% close rate when you call with your client on the phone. Give us a call and you’ll never have to pitch SEO alone again.
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