Selling SEO services is a promising but challenging part of digital marketing. To succeed, agencies must show their skills and explain the real-world benefits of good SEO. However, with so many competitors, it's crucial to have clear strategies for standing out and connecting with clients.
This guide provides easy-to-follow steps to improve your sales approach and grow your client list. It covers everything from knowing your services well to setting the correct prices and finding smart ways to offer more to your customers. Perfect for beginners or experienced agencies, this article features a few different ways in which your agency can begin a solid impact in the SEO sales field.
- Know Your Products:
- Product Clarity: Start by clearly defining what you’re offering. Whether it's DIY SEO, done-with-you collaborative approaches, or more comprehensive done-for-you services, outline what your SEO products entail. Detail the specific services included, such as on-site optimization, content creation or backlink strategies.
- Scope of Work: Establish the extent of your services based on deliverables or hours dedicated per client. Ensure your team can explain the workload, providing transparency and setting client expectations.
- Smart Pricing Strategies:
- Hourly vs. Keyword Pricing: While charging based on keywords targeted is a strategy, we recommend pricing based on hours due to the fluid nature of SEO work. It helps justify the work done behind the scenes, giving clients a clearer insight into what they are paying for.
- 'Free Until Ranking' Offers: While enticing, these promises can be risky and unsustainable. The unpredictable nature of SEO doesn't guarantee rankings, and such models could compromise your revenue.
- Mastering Upsells and Bundles:
- Leverage Existing Relationships: It's often easier to upsell SEO services to your current clients. They already understand the quality of your work and trust your business, making them more likely to invest in additional services.
- Bundled SEO Services: Create packages that combine various SEO activities, making it easier for clients to understand what they're getting. This approach often feels more comprehensive and can encourage clients to opt for higher-value packages.
- Tailored Upsell Packages: Offer supplementary packages focusing on areas like content creation, technical optimization, or even extensive plans that include Google Business Profile optimization and backlink strategies.
Selling SEO isn't just about pitching services; it's about showcasing value, understanding client needs, and providing comprehensive solutions. By clearly defining your SEO products, implementing smart pricing, and strategically upselling, your agency can maximize its success in the competitive SEO marketplace. Remember, trusted client relationships are your ace card - use them to fortify your agency's growth and reputation in the SEO sector.