3 replies to this topic

[Novel Concept Studio]

I am curious to know how fellow internet marketers sell their service to businesses that have not come to you. If a business does not know SEO or anything related to internet marketing, what tactics do you utilize to try and sell your service to them?

[Randy]

Business may have no concept of SEO, but most business owners understand the concept of advertising and how this leads to more customers.

If they don't understand SEO, or sometimes have never even heard of it, the challenge is to educate them. Which in a nutshell means finding a good connection between SEO and something they're already familiar with. This typically leads back to explaining how SEO is simply another method of advertising. The explanation is easy with PPC since it's so close to a typical advertising model. Organic SEO is a bit tougher to explain all of the bits and bobs, however they should get that it's an advertising expense. Sort of like when the take out an ad in the local newspaper or send out a bunch of mailers, hoping that enough people will respond to make the advertising profitable.

[Jill]

Yep, it's all about education. It's not an easy sell to people who've never heard of it. They assume the brand new site they just paid good money for already comes with The Google all installed.

If your SEO rates are low enough you might be able to sell to these people, but I wouldn't expect to make many sales to this audience if your rates are on the high end.

[BBCoach]

Which in a nutshell means finding a good connection between SEO and something they're already familiar with.

Yellow Pages is something they all understand, and they understand the importance ($$) of being listed first.