Comments on: The Keys to the SEO Sales Pitch: Preparation and Clarity

By: Ben Potter

Ben Potter — Fri, 08 Apr 2011 08:39:22 +0000

Hi Taylor, no problem at all. My view is that the better SEO agencies look at the bigger picture and as such will look to extract commercial / financial objectives prior to the pitch meeting. We have always found prospects willing to give this information prior to the pitch…although sometimes (and somewhat worringly!) they dont always know what their commercial objectives are! If this is the case, it suggests a lack of a business plan, which will usually see us recommend they get this in place before they throw money at SEO.

I think this consultative approach is what seperates the good from the bad in the SEO market. The bad are willing to take money for SEO without considering the bigger picture whereas the better agencies will only take on SEO projects when the client is ready to invest i.e. they have a proper business plan in place, of which SEO can be aligned to.

By: Taylor Pratt

Taylor Pratt — Wed, 06 Apr 2011 14:20:10 +0000

In reply to Cliff @ Palace Web Consulting.

Thanks Cliff! That’s an excellent point and something people should really take note of. That can go a long way in helping them feel more comfortable and confident with you and your services.

By: Taylor Pratt

Taylor Pratt — Wed, 06 Apr 2011 14:18:59 +0000

In reply to Ben Potter.

Very good point, Ben. However, in the past I’ve found that it’s very rare going into the sales meeting that the client has given you enough information to prepare something like that. We can make assumptions as to what those objectives are (based on their CTA on their site), but that’s assuming they’ve set that up properly.

Still, I think that it should definitely be something included in the post because it will still make you that much more prepared to give them a more accurate outline of what your SEO strategy may entail. Thanks for the suggestion!

By: Ben Potter

Ben Potter — Wed, 06 Apr 2011 07:34:13 +0000

You mention nothing of understanding the clients commercial objectives and therefore how an SEO strategy maps back to these. I think this is absolutely essential information required before going into the pitch as it demonstrates an understanding of the bigger picture and a commercial astuteness.

By: Cliff @ Palace Web Consulting

Cliff @ Palace Web Consulting — Tue, 05 Apr 2011 22:03:17 +0000

Hey Taylor

Fantastic post which can be used as a kind of checklist for getting prepared for the SEO sales pitch.

My advice would be to approach the meeting with the mindset of their trusted advisor who is there to fix their problem *not* as a salesman.

In my experience most people don’t like to be sold to.

Best wishes,

Cliff