I have worked in SEO for a few years, and have just set up my own company. I'm finding my website is attracting lots of emails but I only convert very few of these to actual contracts.
I think the problem is I am losing clients to companies who promise "top ten rankings" straight away. I can't seem to make potential clients understand that:
a) It can take a long time to rank for competitive keywords (especially in Google)
Rankings don't really mean anything - traffic does. It is easy to rank highly for an obscure keyword that nobody searches for!
Clients seem to want to be "in the top ten in Google", without even specifying keywords, lots of companies seem to promise they can do this pretty much instantly. I'm not going to lie and tell them I can do this, I will tell them I will undertake research to find out which keywords are being searched for and optimise the site for the most popular ones - but they seem to think this is not as good as ranking in the top ten for as many terms as possible!
I also would like some general advice as to how I should approach a client who has emailed me asking what I can do for them. I'm torn between being too technical and too general - I don't want to just tell them what they want to hear about "top ten! etc".
I normally show them a few popular keywords in their area, the estimated search volume, and their current rankings. I then say what the process would involve - i.e. setting up an analytics system, kw research, page optimisation (titles/copy/site structure), and link building work. Is this too much detail?
I am quite confident in my ability in SEO and have had a lot of success with past projects, yet I am finding it very hard to "sell myself". Would appreciate any advice.
Edited by projectphp, 23 August 2006 - 09:34 AM.