As the world-wide leaders in white label SEO for small businesses, we get asked a lot of questions. One of the most common is, “I know other companies can do it, but can I sell SEO?” We completely understand why this may be a common question asked. SEO can be a bit complicated, and the idea of selling SEO services can be even more so. In this article, we’ll share our decade of SEO selling expertise with you and prove that anyone can sell SEO—even you!
Selling SEO Services to Clients
Why should I offer SEO in my product lineup?
Selling SEO is our digital bread and butter. It all starts with showing the value of the product. It’s important to understand SEO before including it in your product lineup and before you start selling it to clients. At Boostability, our ultimate goal in every customer relationship we form is to help small businesses get found online. We believe SEO is the best way to make it happen. There are three main reasons as to why you should offer SEO in your product lineup.
1) SEO is Necessary
More than 80% of people start their search for a product online. If you are not helping customers find your business when they do an online search, you’re not finding your customers. Making sure your website shows up at the top of the search results for your most important keywords is no longer a luxury; it’s a necessity. Noting these consumer habits is critical in selling SEO services.
As we’ve learned from the COVID-19 pandemic, having an online digital presence is crucial now more than ever for your business. If you didn’t have one, now’s the perfect time to start your digital marketing strategy that should include SEO. Paid ads is one way for individuals to find your business through search queries, but organic traffic is the best solution to focus your efforts towards. Adding a way to selling SEO services into your product lineup helps give your customers a leg up against their competitors. Working on organic traffic can take some time, but will ultimately bring the most necessary results for your business.
2) SEO Brings in Revenue
Every business is concerned about their ROI, and that means you as a salesperson should be too. While SEO doesn’t bring immediate results for your business, it does bring in revenue over time. Because the market and search engine algorithms change all the time, no one can ever be absolutely certain about what kind of increased value a customer will get. But the numbers, while a bit mysterious, also don’t lie.
Having a frequent stream of revenue through SEO is more beneficial to your business than wasting money on the same paid ads over and over again. Overwhelmingly, SEO increases traffic to a site, which in turn can increase revenue. You’ll need to connect these dots for your customers so you’re both seeing value in the same light. Offering and selling this in your product lineup increases your business’ value to your customers.
3) SEO is Affordable
Lots of tech products and services seem unattainable for the little guys. Selling SEO services to your customers is more affordable than you may think. Here at Boostability, we don’t think that should be the case. We find that it’s important to be transparent and make SEO affordable to all businesses (especially small businesses). With our unique, scalable model, Boostability can perform top-notch SEO work at almost any budget. There shouldn’t be one set price for a variety of services and businesses. Working out a customized pricing plan can make SEO an affordable feature to your digital marketing strategy. You can have onsite and offsite SEO tasks that can work with different budgets. Even if a company isn’t able to make a huge investment, they can still see indicative growth by starting small.
What’s White Labeling and What Does It Have To Do With Selling SEO?
While the term “white labeling” may be a bit confusing at first, it’s actually fairly common. White labeling is a business practice where one company produced a product and another sells it under their own label.
Here’s a quick example to help better understand white labeling. Think of your local grocery store. They no doubt offer basic products under their own brand, like Walmart’s Great Value or Target’s Up & Up. The products they sell under this label are usually produced in the same factories as the name-brand products but are sold at a discounted rate to the merchant, and therefore, the consumer. The product is the same, but the label isn’t. Because of this arrangement, both the reseller and the customer save money while still getting what they want.
White labeling is an excellent resource for businesses who know they need to fulfill a customer need but don’t necessarily have the time or expertise to do so. Good business strategy requires knowing when to delegate, and allowing another reputable company to provide a good or service when you can’t is a great option. This type of partnership makes it possible for businesses to expand their service offerings and revenue channels without dedicating the resources and expertise required to fulfill the strategy. And at Boostability, we are here to help guide you as you’re selling SEO to local businesses or small and medium-sized companies.
If you’re considering adding SEO to your list of service offerings, you may worry that you don’t know enough about it or have the time to really market it to your customers. But with Boostability’s white labeling services, you don’t have to worry about any of that. Our in-house fulfillment team helps complete the implementation process that makes a campaign successful. We’ve also got customer support and sales support teams on hand to help you through the entire customer journey, from offering demos to closing the sale.
5 Tips for How to Sell SEO
1) Ask and Answer the Right Questions
Selling SEO services can be a loaded topic to unlock and talk about for your clients. The first takeaway when learning how to sell SEO is to start by controlling the conversation from the very beginning. Coming in with a set, strong game plan helps improve the value of what you are offering and how it’s going to grow their business. One way of improving this is by having a list of bullet points. Bullet points can help guide the conversation and show you’re not wasting time on other topics of discussion. Using this format helps drive momentum in asking and answering the right questions to reach a better understanding of the business’s end goals.
2) Know your Prospects
Selling SEO is applicable to all business types and formats. However, every business is different and unique. One way to help make a better connection with them is by getting on their level and understanding their business model or point of view. If they’re a smaller business, don’t put them on the same level as a corporate company. You can start by finding the current state of their digital presence and write down ideas or ways your SEO services can help improve it. Getting to know their business before going straight into selling the service helps build understanding and trust with your clients.
3) There’s Never a One-Size-Fits-All Approach
Every business needs to follow the same guidelines and standards, but selling SEO services should never follow a one-size-fits-all approach. Along with getting to know your prospects, being patient to learn about their business helps them to feel encouraged. Other ways to help encourage this includes targeting customers, competitors, or challenges that occur while establishing their brand online. From there, you can take advantage of this knowledge and tailor your services to fit their demands.
Along with being flexible with different approaches in selling SEO to local or small businesses, it’s important to keep in mind how you want to do this – in person or over the phone. While the phone may be convenient, it’s easier to establish a relationship in person and can create easier opportunities to sell. Compared to over the phone, you have to use different methods to gain that immediate relationship and establish how you want to help them and set expectations. Overall, know that every business is different and to never sell with the mindset of having a one-size-fits-all approach.
As you learn how to sell SEO, it’s important to remember that search engine optimization is a specific and detailed process that should be analyzed continuously. As you qualify for SEO leads, budget is important to keep in mind for your clients. When budget comes into the conversation, that’s when everything becomes real for the client. When they ask questions or have comments, make sure to write them down or keep track of them. A great sales tactic is to address objections before they are brought up. Keeping track of this establishes trust, value, and a sense of transparency about what SEO services you’re selling.
Customers are very educated today and want an excellent sales process on how to sell SEO. A good sales agent will have outlined the journey for the customer. Always be honest when you’re selling, set clear expectations, and outline what to expect next. To be successful in sales you have to be confident. Role-playing scenarios prepare you for that. Never underestimate the power of being blunt. The strength of your pitch closes the sale for you. Sales is about doing enough of the right things, building enough of the value that the customer feels confident moving forward. These factors help your business in selling SEO to local businesses or small to medium-sized companies.
To learn more insightful SEO sales techniques, visit our Search Session about The Top 2 Sales Techniques Every Business Owner Needs to Know.
We Can Help You Learn How to Sell SEO With Confidence
If you’re still hesitant about starting right away, we can help you! Boostability houses a robust sales support team that’s able to step in at any point of the customer journey. Our SEO sales experts quickly determine your client’s needs and provide a white-glove experience from start to finish during the sale. We are passionate about ensuring that your businesses clients have a smooth, positive transition from the point of sale to the start of their campaign.
With Boostability, selling SEO is a natural evolution for your digital marketing customers. Learn more about our Sales Support services and how the Boostability team can help you learn how to sell SEO with confidence.