in SEO Marketing by Jeffrey_Smith

If you’ve optimized your website, you’re probably receiving targeted traffic from search engines. You know what phrases prospects are searching with, to find your website. As we’ve said several times, however, SEO can only walk the customers through your door, it can’t make them purchase.

SEO and Sales Pitch

SEO and the sales pitch…Are you sending the right message?

We’ve tossed around terms like “usability” and “conversion optimization” and “call to action”; most of our readers have a strong sense of what these terms mean. In a nutshell, you are attempting to put yourself in the shoes of your potential customers, and give them what they want. The question is, do you realize that you actually know what they want?

The core competency of your business is not selling (unless you’re an outsourced sales force), it’s providing your product or service. It’s important to NOT come across as you are selling “at” your potential customer. Consumers are getting savvier to the “sales funnel”, the “mouse trap” and your attempt to sell, sell, SELL! Instead, you should be focused on comforting, engaging and convincing the prospect

One common problem is that company’s try too hard to sell why their service is needed. If a person walks into a Ferrari dealership, and the dealer keeps exclaiming “You need a fast car!” the potential customer will walk out, as they do not feel comforted, engaged and convinced. They know they need a fast car, that’s why they walked into a Ferrari dealership!

Instead of telling the person they need a fast car, they should explain why the car has been the right choice for several other buyers in the past. The best part about SEO is, you know what they are looking for, and thus can create a sales pitch around it.

Imagine that the person walking into the Ferrari dealership was wearing a sign that said “fastest European convertibles”. Well, the sales person could tailor his pitch by displaying a comparison of Ferraris convertibles to Lamborghinis, Mercedes and other European manufacturers. That’s the power that SEO provides you.

Comparing your product does provide comfort, but it is only one way to sell with a purpose. Testimonials, white papers, and what I like to call, “selling the facts” will also provide your customers some comfort. This can be accomplished by using numbers/information you’re potential customers can understand.

Building off the Ferrari example, one could include quotes from clients such as “I’ve owned  Maserati, Mercedes, and Lotus convertibles, and by far the Ferrari is the most reliable of the bunch!” We’ve managed to include a customer quote as a selling point, and tailored it around the entry phrase “best European convertible”.

A great way to engage the thought process of your prospects, is to simply ask a question that you’ve provided the answer to; a closed loop. “Did you know that Ferrari is the only European manufacturer that carries a 50,000 mile warranty?” In this instance, we’re engaging the thought process of a prospect and helping them for an opinion.

So you’ve comforted the prospect, engaged them and are now attempting to convince them.  This can be done by simply stating your case very clearly, “Ferraris are the leading European convertibles in the market today”, followed with a quick series of bullet points, that reinforce your statement.

These can be a summary of points you’ve provided in your sales copy or new bullet points. After these selling points, you can them provide them a means to act; “contact your local Ferrari dealer now”. Just remember, selling isn’t as much about pushing as it providing the facts in a manner that helps your prospect make the right choice. You just happen to know what facts they want to know! 

Read More Related Posts
What is your take on hiring a company to perform SEO Services for your website? When you think about SEO (search engine optimization) and SEO Consulting, what comes to mind? Companies trying ...
READ MORE
Hmmm, Smells like a Sponsored Link to Me...
In the competitive realm of SEO, honest business people are often tempted to resort to less-than-honest forms of internet marketing. We’ve all heard the rumors about competitors clicking on your ...
READ MORE
Deep Linking Internet Marketing Strategy
Just wanted to make a quick post with a nice way to supercharge your internal pages using SEO. This optimization tactic that is sure to score points with the (DIY) ...
READ MORE
Consolidating On Page SEO with Content, Navigation and Links
The first and most powerful source for SEO and rankings is your own website. A website deploying topical content, tiered site structure (keeping hops to 3 or less for critical pages) ...
READ MORE
I Have Design, Now What?
This blog post is continued from my last post, “I Have Call-to-Action…Now What?” In that post, we discussed how SEO and a great call-to-action don’t do much to convert sales ...
READ MORE
Have you ever wondered about the role of an SEO Consultant and what value they truly offer to your business? If so, here is a glimpse of what is involved ...
READ MORE
The Gravity of SEO
Just like the laws of momentum or newtons law, when it pertains to SEO, what goes up, must comes down. Its important to remember this when attempting to find the ...
READ MORE
Maximize Market Share with Keyword Modifiers
To maximize exposure and market share in search engines, you need to make the most of search engine proven synonyms and alternative keyword modifiers. Modifiers (alternative yet specific keywords) are what ...
READ MORE
Keyword Research, SEO and Missed Opportunity
It seems that everyone talks about SEO, but the conversation is typically waist deep. The reason why is, if they spilled their most cherished testing methodologies, two things would happen ...
READ MORE
Are Your Landing Pages Converting?
Are you making the most of each page? Each page is a landing page in your site that can encourage visitors to take action, delve deeper and evaluate your value ...
READ MORE
SEO Services
SEO Links: The Way They Were Meant To
Deep Linking Internet Marketing Strategy
Consolidating On Page SEO with Content, Navigation and
I HAVE DESIGN….NOW WHAT?
SEO Consultant
The Gravity of SEO
Increase Market Share with SEO Modifiers
Keyword Research and SEO Strategy
Are Your Landing Pages Converting?

About Jeffrey_Smith

In 2006, Jeffrey Smith founded SEO Design Solutions (An SEO Provider who now develops SEO Software for WordPress).

Jeffrey has actively been involved in internet marketing since 1995 and brings a wealth of collective experiences and marketing strategies to increase rankings, revenue and reach.

4 thoughts on “SEO and the Sales Pitch
Comments are closed.