I have a little scenario for you guys that I want you to think through carefully and answer honestly.
If you had the two options presented to you, which would you choose?
- Make cold calls to businesses soliciting your services
- Have businesses call you for your services
It was a trick question – I am more than willing to bet that you chose number 2.
Some of you might be reading this thinking “yeah, obviously, we would rather clients come to us, but that just isn’t feasible!”.
Well, you’re wrong.
There are a number of options available at your disposal to make this happen. My personal preference is SEO.
SEO is the most powerful type of online marketing available because it drives highly targeted traffic directly to your website or landing page.
I don’t preach about anything that I haven’t done for myself first. Here’s how it works. Go to Google and type in:
Do you see what comes up in the SERPs? My website (or, you can use these keywords to find a Vimeo video that I created: Miami seo expert, miami seo company)
Do you see why this is effective? When people are going out and searching for my exact services, I am right there staring them in the face. This takes away the guessing and cold calling aspect of your business development. Why chase people that aren’t interested, don’t know you exist or don’t care to hear from you?
If you can successfully implement an SEO campaign that works, clients will literally be funneled into your bank account.
Now, this is much easier said than done. Finding a good SEO company is difficult, as most SEO companies just don’t do good work. That means you have to do some due diligence when trying to find the right one for your business. Here are my 3 tips for doing so:
Before you start looking for an SEO company, do some research on SEO (SEO Moz is a great resource). If you can walk into a sales call with a ton of great questions you can really narrow down the bad from the good. Doing your homework before hand will go a long way.
If an SEO company can rank for SEO related keywords, you know they are good. SEO related keywords are arguably the hardest to rank for for 2 main reasons. The first, Google doesn’t like SEO companies. They want you to pay for PPC ads, as they don’t make any money from SEO companies. The second, is that SEO companies are good at SEO! The more competition, the harder it is to rank. If a company has managed to punch their website up onto the first page, you know they are good.
Use Their Competition
Don’t just talk to one SEO company! Make sure you are reaching out to at least half a dozen. This will let the other ones know that you mean business and are a serious client. In addition, don’t let them know what your budget is. What a lot of SEO companies will do is qualify you by asking you what your budget is. Sometimes clients think they need to self inflate their marketing budget – don’t do this! If you tell them that your budget is $5,000 a month, then you will get a quote for $5,000 a month or more, even if it only costs $100 a month to perform the service. Don’t show them your hand – make them work and come to you.
Once you have gone through this song and dance with SEO companies you should have a list of a couple. Make sure that company has a history of good results, not just with ranking websites, but generating leads and sales.
SEO is more than just increasing rankings, it is a means to drive revenue. Make sure that the SEO company you choose to work with has a history of pushing revenue through leads and conversions.