Is selling SEO services getting harder or are SEOs just not good at it?
In light of recent survey data from BrightLocal, columnist Myles Anderson shares tips for local search marketers looking to acquire new business.
Is selling SEO services getting harder, or are SEOs just not that good at it?
I ask this question this because I’ve recently had a number of conversations with SEOs — freelance and at agencies — and almost all complained about difficulties in pitching and converting SMBs.
It’s well-documented that business owners get bombarded with calls and emails from SEOs trying to convince them that they need their services and that they can deliver the moon-on-a-stick.
From our 2014 SMB internet marketing survey, we found that 35 percent of SMBs are contacted every day by an SEO selling their services, and another 22 percent are contacted every week.
This means that over 50 percent of SMBs are pitched to by SEOs every week.
Now multiply that over four years (50 percent x 52 weeks x 4 years), and it’s reasonable to assume that every business owner has been pitched SEO services over 100 times!
Given that figure, it’s not surprising that it’s hard for SEOs to get SMBs to listen to them, let alone sign up and pay for their services.
SEOs need clients, however; so they need to pitch and sell their services. What can they do to improve their chances and close more sales?