Tag Archives: SEO services

SEO Leads. How To Generate Leads For SEO Services

SEO Leads. The How to generate more Leads.

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Since writing my blog on how to sell SEO services (http://www.salesjumpstart.net/blog/2012/02/09/how-to-sell-seo-services/, and having one published on SEOmoz  http://www.seomoz.org/ugc/selling-seo-is-link-building-but-with-human-links, the number one question  I get is,… OK,  now how do I generate more leads.  So, with that in mind I will give a few sample systems that are so powerful you must promise never to tell anyone about.

But first, I have to say that you must be willing to spend either a good amount of your time, or pay someone a good amount of money to have a strong ongoing sales program. If you can’t do either of the above, this isn’t for you.

Quick recap.  Your best prospects fall into 1 of 4 categories.

  • They have no idea who you are
  • They know who you are
  • They trust you
  • They buy from you

So your job is to get, what is clearly the largest group, the “I have no idea who you are”, into the “they trust you” category.  Selling SEO is about trust.

Step One: (Tremendously Important) Your Target List.

Step one is like on site SEO, if you don’t do it, the rest of the program will not work.  I mean it. Define what type of company is most likely to trust you. We use what we call, a sales crystal ball system for this. Here is how that works.

Take your best customers over the last 2 years, and identify their common traits. Location, number of employees, age of company, industry, and associations they belong to. You should be able to see a clear pattern. We use 50 + possible areas of commonality, but if you have the basics above, and of course use your gut feeling about who trusts you, and you should have a good enough picture.

Now, let’s say in your research of your customers, you found that the most common areas are they belong to the BBB. They have 5-9 employees. They are in the Industrial Parks, and they have been in Business more than 6 years.

So your target customers will be members of the BBB, have an office in an industrial type building, have more than 5 employees and have been in business more than 6 years.

Español: Vista previa

Go develop this list, or hire a list broker to get the list for you.

Step Two:  Contact them.

Here’s the hard part for so many business. You have to contact them! Funny how this step stops about 90% of business from moving forward with a super powerful, gonna make you happy, sales campaign. Why?  The fear of rejection and it’s administratively outside of a SEO companies comfort zone. So here are two ways to make that first contact. One for the more courageous (or with the budget to hire a professional firm to do calls) and one for the more timid, who think of a cold call as a dip in a frozen lake.

Lion - Louisville Zoo

For the Lions (Courageous, or lot’s of marketing dollars to spend)

Call each company on the list and ask if it’s okay to send them an invitation to a webinar or seminar your company has produced specifically for their industry.  The actually script is important, so you may want professionally help on this, or hire a professional telemarketing firm to make these calls and log the results in a CRM for you. During the call you want the name of the person who makes the decisions on Internet marketing, as well as their email.  Promise to never spam them or sell the email.

Make sure you enter all of this in a CRM.

Let’s say you have a list of 500 businesses. You should call every one, and end up with about 100-150 approved emails to send invites too.  (You are well on your way at this point).  Your time frame will vary, but count on making 3 contacts an hour in this type campaign, so with 500 businesses someone will be calling for 167 hours. You can always start when you have 50 emails, and just continue the calling as you start your webinar/seminar program.

Step Three: Invite to your seminar/webinar.

The secret here is to have an absolutely killer name for your seminar/webinar. Something like: Learn the two simple and fast ways our ______ < industry> clients make more sales in a month than others do in a year using the Internet. Free.

 (YOU MUST BACK UP THIS CLAIM WITH PROOF)  

A well crafted email invitation with RSVP to your 30 minutes of powerful ways to attract new clients on line will start moving businesses on your list from they don’t know you to they do know you. This is a bigger step than you think.  And if nothing else happens, you now have a bunch of targeted companies that didn’t know you, who now do know you.

Use constant contact or a similar email system so you can track who opens the email, and have a RSVP  tracking. Offer three different days and times.  And have a well thought out- all about them, actually examples seminar/webinar ready to go.

Constant Contact

I am not going into detail here about how to pull off a great webinar/seminar and get people to RSVP . If you do some research you will find a ton of good information and help on-line.

Step Four: Give the Webinar or Seminar (On different days and times).

Basics here. Make it valuable. Give them real information and examples.  Do not spend more than 90 seconds talking about you or your company. They don’t care at this point. Make it great tips on how to utilize the Internet to get more calls or prospects walking in the door.

At the end of the webinar, offer your help.  Something like, if this all sounds a little over whelming, we do have 10 spots open for clients that we can do this work for.  And as a thank you for being on our call, we want to make a special offer, you can have both the programs we just talked about for the price of one,  or we can through in an additional $$$$  for your new Google Ad words campaign if we start this week. Or the offer of your choice.

Many of you have been on webinars or in seminars where this exact process happened. I can tell you that they work if done correctly.

System for the more timid: Joint venture with a company that targets the same group of prospects. A web design company that doesn’t provide SEO services is a perfect joint venture. They have prospects that already trust them. Make a few calls and see who would be interested in hosting or promoting a webinar on the topic you developed.  If your content is good and valuable for their customers and prospects they may be very open to it. You save a ton of time and get a third party endorsement as well. Or find the associations these prospects are most likely to belong to, and make then an offer to provide this content at no charge.

And finally if you can not do either of the above.  Send a series of three letters (each with different content) to the target list spaced by two weeks.  Give then a web site to register for the webinar, and repeat the process every two months with new letters. The letters need to be well crafted, and here again, I would recommend you get professional help if you are not a pro at the copy writing thing.  If you’re sending to 500 businesses, your cost will be around $250.00 per mailing, and $750.00 for the three letters.

At the end of this process (and it never really ends) you should have about 200 businesses that now have moved from the “don’t know you”, to the “know you”.  With a good webinar series, you should see about 150 of that move to the trust you bucket!  And of those, you should see new sales of about 35 to 50 over a year.

This is just one of several successful sales programs we have developed for clients over the last 10 years. It’s not original, as many of the most successful companies in the world use this system, or one like it.   I’ll blog more on other systems in 2013 if we get enough requests.

Now if all of this seems a little too much, and you want some help, we can provide all of the above, or direct you to good vendors for the parts you need help with.  We have room for 4 new business development clients in the first quarter of 2013.  If you are interested in this, just send me an email. The Basic cost is $ 2800. a month for all of the development and calls (30 hours a month)  to your target list. We also will co-host your webinar the first time if you need that.  As each program is different, and we must have confidence in your commitment to succeed, we need to do an interview with you to determine if this is the right fit and the right program. We have other highly successful programs that may be a better fit both for your budget and your goals.

 

Have comments or want to discuss this post?

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Or, email me at mike@myonecall.com  and lets talk.  I

By Mike Bayes

Managing Partner of My One Call LLC


 

 

 

 

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Should SEO Firms Use Other Search Engine Optimization Companies?

Should SEO Firms Use Other Search Engine Optimization Companies?

We have had the opportunity to work with several other SEO firms over the last year. In each case we were brought in by a client to advance the local rankings and visibility, and the client was using another SEO firm over a period of time. In most cases the other SEO had done a decent job of improving organic rankings, and many were on the first page, but the program seemed to have hit a plateau. We recommended the client stay with the current SEO program, and we added our own services. DEnver SEO

Working with another SEO can be a bit of a challenge, but because our tactics and strategies are pretty unique, we didn’t bump into each other very often and in each case the results were excellent. Let’s face it, if you are a white hat professional SEO you shouldn’t worry much about working side by side with another competitor. We all have our unique processes.

I see many SEO’s who focus on content, and we love that strategy! Some focus on Social Media, and that’s a great tactic when done correctly. Some focus on on-site, which is absolutely essential, and some focus on directories, blog comments and other old fashion SEO.   Each has their unique understanding of what works, and how to accomplish it. We use a combination of all of the above, with a careful research into any tactic we use to increase a clients on-line visibility.

So if you are an SEO firm, or a business looking at SEO, don’t be timid in teaming up.  It may be one of the best strategies to get results quickly.  Hey… there are like 10,000 SEO firms out there, and I would say 500 are really good, and 250 are great.

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If you were a football coach and the rules allowed you to play as many good players as you could fit on the field and the other team only used the standard 11… you are going to win. So consider teaming up.  For SEO firms we have a very good supplement program for your local clients, and for businesses looking at SEO. We can recommend a second SEO to work with us or directly for you.

I’m not joking. This works really well if managed correctly. Give me a call if you want to discuss this system.

Mike Bayes 303 500 3053 Ext 1

 

 

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How To Sell SEO and Business Services Using Linked In

How to Sell SEO Services Using Linked In.

In the continuing series of how to sell SEO services, and based on our premise that relationships are what really sell, I wanted to give you a great tool and process to sell more SEO services (or any business service for that matter).

Linked In is the world’s largest business social network. Chances are the vast majority of your clients have a Linked In profile. On that profile is a list of their connections.  Doesn’t it make sense to take a look at all of your clients connections, making a note of the industry and position each connected person is in, and then ask your client for an introduction?

Step One

The first step is to request to be added to each of your clients linked in account.  All you need to do is search Linked In for their names, and then request they add you as a connection.

We encourage our sales coaching clients and any businesses that sell b2b, to actively, and prolifically ask for referrals from clients.  The big challenge most of your clients/customers will have giving you a referral (and I find this true time after time) is trying to figure out who to refer you to.  The process of knowing who their connections are on Linked In, and asking directly for a referral to that very person, will increase your referrals a ton.

Social-network

Give it a few weeks if needed

You may need to give it a few weeks before many of your clients respond to your request to be connected, as they may not check their account all that often.  For those you don’t hear back from, send them an email and ask that they add you to their Linked In connections.

Search their connections

Now that you are connected… go search those clients’ connections!  Make a note of the people you think will benefit from your service, and then …   write a template email that you can give to your client that recommends a business speak to you about your service.

Send a request for an introduction

Send your client a request for a referral to the identified prospect, and add the email template to the bottom of your email.   End your email with something like….

Mike, I wanted to make this as easy as possible for you so I have included a brief introduction of my company for_____________ (Name of prospect) below. Please feel free to just copy and paste it into an email to _______.

You have now eliminated almost all the reasons you don’t get referrals from Clients.  You have identified the person(s) they can refer, you have written the copy they need to send.  You will be surprised how many of your clients will happily refer you to non competing businesses.

Click on the link see more tips on How to Sell SEO Services?

We have been helping businesses grow revenues through proven systems for 13 years. Our process and systems have developed over 100 million dollars in sales, and our average Small business client will increase sales over $500.000  a year. Call us for a free consultation and discussion on how to jump start your business sales.

303 500 3053 Ext 1

 

 

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Denver SEO Success Story

Search Engine Optimisation. Search Engine Opti...
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Denver SEO Success Story

I just got off the phone with one of our Denver SEO clients.  It’s  a business coach who we have been working on their Denver SEO for about a month.

She shared with me that she had just signed up a new client based solely on her ranking under Denver Business Coach on Google. That was the keyword phrase we started with to get her company more visible.

That one client will pay for the optimization program 10 times over. And that’s just the start.

We did Denver SEO for a linen rental company late last year (2010)  and the owner told me he gets about two new clients a month from the Google listing.

Each client bills over $12,000  a year.  So, at that rate he would have an additional 24 clients a year billing $288,000.00  in annual gross billing just based on his SEO program.  I may have to go to a percentage of sales on these Denver SEO programs!  😉

That’s why I really love SEO.  When done correctly, it’s the best R.O.I. a company can have in advertising.

See more on our site

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