4 Strategies For Selling SEO Services
Selling SEO services is a critical component of running a successful digital marketing agency. In this article, we will cover four essential strategies that can help you sell more SEO services to your clients.
Cross-selling to existing SEO clients is a great way to increase your revenue. This strategy also helps you build a strong relationship with your client and shows that you care about their success.
Know Your Market
Search engine optimization (SEO) is one of the most effective marketing tactics to use to get your business seen and found online. But executing a successful selling seo services strategy requires a solid understanding of the people who are searching for what you’re selling.
To understand your audience, you need to conduct market research to identify your target SEO audience – also known as your ideal or purchasing audience. This is important because no matter how impactful your content or message is, it won’t resonate or produce results if you’re targeting the wrong audience.
To get a bird’s-eye view of your market, you can use market analysis tools like Semrush. You can see the overall market traffic, existing players, and potential opportunities. However, don’t dive too deep into the details at this stage. You’ll do that in the next step. Then you’ll be able to identify opportunities for your business. Those opportunities could be anything from new geographic markets to different ways you can reach your audience.
Know Your Competitors
It’s important to know your competitors in order to capitalize on their strengths. Understanding what makes them unique can help you make your products or services stand out and increase sales. You can also learn from their weaknesses and plan ways to address them. Performing competitor analysis can help you realistically assess the success level you’re capable of reaching.
You can find out about your competition by using online tools like SpyFu, which gives you a clear picture of the keywords your competitors are targeting, how many ads they have, and more. However, it’s essential to keep in mind that competitors are always changing, so you need to monitor their performance on a regular basis.
Another type of competitor is an indirect one, which sells similar products to the same audience but doesn’t directly compete with you. These can be valuable competitors to track because they could potentially become a threat in the future. Indirect competitors are often harder to identify than direct ones, but you can find them by searching for your industry and checking websites like Crunchbase or Product Hunt.
Know Your Value
A successful SEO strategy requires a comprehensive approach, so it’s important to understand the value of your services and how to capitalize on them. By highlighting the benefits of your SEO services, you can convince potential clients that they are worth the investment.
Clients can be receptive to cross-selling and upselling if you have built a rapport with them. This can be achieved through ongoing communication, sharing industry insights and providing reports. You can also establish loyalty programs that will make them feel valued and prioritized.
During the sales process, be sure to explain how SEO metrics will affect their bottom line. This will help them understand the value of your services and make it easier for them to choose you over other SEO agencies. Be sure to use language that is simple, direct and free of technical jargon. This will help them understand how you can improve their online visibility and business performance. It is also important to keep up with the latest SEO trends and research so that you can stay ahead of your competitors.
Know Your Pricing
The cost of SEO packages is based on many different factors. Some businesses may require more comprehensive services that have a higher price tag. The scale of the website also impacts pricing. For example, an ecommerce site with thousands of products will require a much different strategy than a service-based business with just a few hundred pages.
The experience and location of the SEO provider also impact price. Agencies and consultants with a proven track record and extensive expertise tend to charge higher fees than inexperienced freelancers.
Project-based pricing models are popular in the industry and provide clients with a clear breakdown of the costs involved for a specific scope of work. According to a survey by Ahrefs, the most common project-based pricing range is $2,501-$5,000 per month. However, some agencies offer a la carte projects as well. This can be beneficial for attracting clients who may not want to commit to a long-term contract.