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B. Talk to them about components of success:
Let them know that when you work with their web content, you need some freedom to work with them and provide input. Explain that best success formula is often a cross between re-writing their content especially for high search engine placement COMBINED with copywriting that is written for human brain.
It's a combination of having a highly visible web site that also employs techniques that compel their visitors to respond. Explain why this second aspect is so important by saying something like, "Your business does not really begin, until we get your visitor to take action and respond to what they see.
Talk to them about your ability to research their keyword phrases from real time results. Explain to them that you must determine which search phrases will genuinely pull most targeted traffic into their pages. Tell them you will be asking them for a list of suggested keywords to start. Explain that ultimately you will be analyzing those words and through research, you'll actually find highest performing phrases with lowest competition.
You can let them know that reason your pages score well with major search engines is because you build honest, content-rich pages without use of any types of tricks, gimmicks or spam.
The strategies you employ are based on using phrases that are first researched and then proven to be currently in usage by consumers within their specific market.
C. Stop trying so hard to sell SEO and learn to dialogue.
Learn to "dialogue" with your prospects in a two-way communication. This is most often successful if you are one asking questions. Remember that whoever is asking questions, is really one who is controlling and directing conversation.
Ask questions about from where prospect would like to take business. Try asking questions like, "Would you be willing to take business from a specific location?" Ask lots of specific questions. If they are only interested in a regional presence, then begin painting a picture in their mind of where they could be getting new business from.
Remember to ask questions about your prospect's distribution of product and services. Demonstrate that you are not just interested in building, positioning and monitoring site.you are also interested in all aspects of business such as how they intend to handle distribution. Such conversations not only lead to enhancing client rapport, but will end up triggering new optimization strategies in your mind.
D. Make most of your newest successes.
Your prospects become your customers and in a short time, they begin telling stories about their success on web. Don't forget to make most of these opportunities, after all you've made effort and promoted your client well, you deserve credit.
You have demonstrated that your SEO strategies not only work, but in many cases, your efforts will have delivered a dramatic increase in business. Always ask your client's permission first, but they're usually more than happy to distribute your brochure or business cards. This is usually start to a wonderful trend in ongoing referral business. Always remember to thank your clients for every new referral they send your way.
Ask your clients if they would mind taking occasional reference call. All you really need are just a few of your client's names and numbers. A list of these satisfied names and numbers can be offered to new prospects. You can be sure this is just one more thing that not a lot of your competitors will be doing.
Search Engine Optimization is one of biggest missing links in this whole web development industry. It's safe to say that building a web site without a plan for search engine optimization, is single most expensive lesson that any dot com business has ever had to learn in last few years. It's only good wisdom that you teach both your prospects and your clients these things up front and early. The results will be a long lasting client relationship where your client wins, your client's customer wins and YOU win too!
E. Enjoy tremendous lift of knowing that you really are making a difference for your clients.
For thousands of business owners, investment in solid SEO strategies, are single missing link to their success. Take action today by employing SEO strategies for your clients and give them outstanding results they deserve. Remember that success breeds success and when you do an extraordinary job for your client, it was YOUR SEO skills that made difference. There is tremendous satisfaction in that too!
Best regards, John Alexander
John Alexander is the Co-Director of Training of Search Engine Workshops(http://www.searchengineworkshops.com)with Robin Nobles. John also teaches online search engine marketing courses through http://www.onlinewebtraining.com, and he’s a member of Wordtracker’s (http://www.wordtracker.com/moreinfo.html) official question support team. John is author of the e-book Wordtracker Magic (http://www.wordtracker-magic.com)