Increase SEO Sales by Teaching Clients about SEO Truths

Written by John Alexander

In private consultations with some Search Engine Optimizers I am always amazed at how many people feel it's necessary to hype things up in order to sell their search engine placement services.

Selling hype or setting unrealistic expectations is one ofrepparttar LEAST intelligent things you can do to build long term client relationships. Instead of scrambling to outdorepparttar 127917 next self proclaimed SEO guy's claims, why not try something more inrepparttar 127918 nature of a soft sell.

By teaching your prospective clientsrepparttar 127919 truth aboutrepparttar 127920 SEO process actually will:

--Enhance your reputation as a professional

--Diffuse those competitors who ONLY sell hype

--Increase new sales

--Generate increased referral business

--Establish long term client relationships

--Establish tremendous client loyalty

--Firmly establish YOUR CREDIBILITY in bothrepparttar 127921 community as well asrepparttar 127922 industry as a professional who knows how to get results.

In other words, teach peoplerepparttar 127923 TRUTH aboutrepparttar 127924 process and you'll already gain some immediate advantages because you are educatingrepparttar 127925 prospect by offering them some facts but even more important, something that is EASY to believe. Something that blows away old misconceptions.

Most people are tired of hearing a lot of sales hype.

Try de-mystifyingrepparttar 127926 SEO process and help your prospects to understand what search engine optimization (SEO) can do for their business. It's really just a simple, old-fashioned principle.


More SE visibility = more success forrepparttar 127927 client More client success = more referral business for you


Most ofrepparttar 127928 time, your clients will sell your services better than you can ever sell yourself.

Every time you help someone achieve success, it is literally impossible for your business not to benefit as well. Okay, here are some real simple tips:

A. Educate your prospect by telling themrepparttar 127929 truth.

Try using some ofrepparttar 127930 following points when speaking to your prospects:

--Explain to your prospect, that your job is not just building a web site. Designing a web site is relatively easy, but this is only 50% ofrepparttar 127931 job. Explain that your effort continues long afterrepparttar 127932 launch ofrepparttar 127933 site.

--Teach them about a few ofrepparttar 127934 ways your service differs from repparttar 127935 traditional Web developer. Your true objective entails more than just concept or design.

--Your skill is positioning their web site squarely in front of their ideal target audience. Once you get them positioned for maximum exposure, it's your aim to keep them there, right inrepparttar 127936 limelight.

--If you're presenting to a group of 2 or more, ask themrepparttar 127937 name of their favorite search engine. Don't be surprised by their reply but 98% ofrepparttar 127938 time, they'll name one ofrepparttar 127939 MAJOR search engines. This is a great way to begin teaching them something they may have never heard before.

--Since there are only a "handful" of search engines that everyone uses (the major ones), this is where we place our best promotional efforts. You can demonstrate where their traffic will come from if other clients give you permission to use a couple of their reports as samples.

Ask your prospect, "Did you know that "HITS" are irrelevant?

"That's right, hits do not matter because a HIT is NOT a visitor." You can then explain that each HIT is really an action fromrepparttar 127940 server. In other words, a hit occurs for each and every element downloaded. The number of HITS to a site, are nearly always larger numbers, but this does NOT mean you had any great number of visitors. Teach them aboutrepparttar 127941 importance of unique visitor sessions.

Why is this important?

In explaining this difference between a HIT and a VISITOR, you have taught your prospect a truth that could work againstrepparttar 127942 next competitor who comes along behind you and only talks about HITS (which is what many do).

Why do so many competitors talk all about HITS?

Simply because they are BIG numbers which sound impressive particularly if you have no intention of providingrepparttar 127943 customer with detailed reporting. Teach your prospectrepparttar 127944 truth, thatrepparttar 127945 important numbers to watch arerepparttar 127946 actual visitor session counts, not just hits.

Help your client to understand what it is you do.

Does your prospect see your "behindrepparttar 127947 scenes" service as VITAL? If not, they need some understanding! Explain, "the reason" that business owners hire you, is to ensure their web site is built and launched properlyrepparttar 127948 very first time".

Explain that "Business owners are usually too busy running their business, to worry about all ofrepparttar 127949 requirements of publishing and positioning a web site for targeted traffic and monitoringrepparttar 127950 results." Help them to understand that you ARE their watchdog for online success. You have come to realize thatrepparttar 127951 more success you bring to them,repparttar 127952 more your business grows. You are in this forrepparttar 127953 long term!

Search Engine Optimization in an eCommerce World

Written by Mike Barton

Before one can fully understandrepparttar importance and necessity of implementing a search engine optimization program into their marketing mix, it is important to look first atrepparttar 127916 phenomenal statistics regarding Internet use. For example: •There are 7 new people onrepparttar 127917 Internet every second. •Every 4th person online is buying something right now. •One billion dollars in e-commerce transactions will be conducted this month. •Over one trillion dollars in e-commerce business will be generated this year. •1 out of 8 dollars spent by consumers is spent on online transactions. (Source:, December 2003) Furthermore, according to, there were 649 million Internet users online worldwide in March 2003---a 14 percent increase in just one year! That comes out to be about 88 million new users in that year alone.

There can be no question thatrepparttar 127918 Internet is continuing to grow at an amazing pace. Whilerepparttar 127919 fact that so many consumers are online is important, it is even more crucial to understand what these consumers are doing while online. The two most outstanding reasons people userepparttar 127920 Internet is to communicate (e-mail) and to research (using search engines).

Again, here are a few statistics regarding how people spend their time online (for more statistics and a list of sources, visit

•88% of all Internet users use search engines

•37% of online shoppers used Google to search for online retailers. Search was used by 25 percent of consumers searchingrepparttar 127921 Web for holiday purchases

•For car buying decisions, search engine advertising proved itself a stronger influencer (26 percent) than TV ads (17 percent)

•Virtually all affluent adult shoppers (HHI $100K+) userepparttar 127922 Web to make or research their purchases. For automobile, computer and travel purchases, Internet use is extraordinarily high (over 90 percent of those surveyed)

When consumers go torepparttar 127923 Internet, they use search engines because they are able to findrepparttar 127924 products they want, reviews, descriptions, consumer ratings, andrepparttar 127925 best price possible. Consumers are less concerned with where they buy their products as much as they are concerned with how much product they can get for their dollar.

Thus, each day millions of people use search engines to look for items they want to buy onrepparttar 127926 Internet. Those businesses that appear onrepparttar 127927 first page of these searches are getting 50% to 70% ofrepparttar 127928 business from these customers. There is little doubt that potential customers are currently using search engines to search forrepparttar 127929 products and services your company sells. The only real question is, “What are you doing to help them find you, instead of your competitors?”

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