Some prospects will not respond. They will turn you down no matter what you do or say. How is the prospect ranking for the 5 to 10 organic phrases that mean the most to their business? If they’re not in the top 5 we can help them. That doesn’t mean that they’ll take the bait.
This is precisely why you have to work in a rapid fire click next manner. It’s a numbers game. When you get a warm body that wants to talk make your pitch to the best of your ability and get them on the phone with management. This is your job and your only job until you can close them on your own. You have to call hundreds upon hundreds of web sites. Researching the companies or the sites up front is worthless. Keep those that do not react favorably in your pipeline and contact them again after a while. Things may change.
Ask this question: “Are you highly ranked in the top five spots for the 5-10 phrases that would bring you the most money?” This question is a powerful qualifier. We already know the answer to this question. Almost no web site ranks in the top 5 spots for their most important key word phrases. They may not agree with the value of what we can do but we can do it for them. We get the best results in the business. This question quickly separates them into whether or not they understand the value of what a high organic ranking can do for their business.
“Mr. Prospect, with all due respect, where are you currently ranked for the 5 to 10 key words that would bring you the most money? If you’re not in the top 5 spots for these phrases, you’re really not in the game. The top 5 spots get most (76.65%) of the business. If you’re not ranked there, your search engine optimization program is clearly not working.”
We are a good, ethical company that gets the best results in the business. We are among the very best in the world. You won’t find a better internet marketing company out there, bar none.
Don’t let prospects get you down. We have the best product available. Good luck to them if they don’t take advantage of what we have to help them.
Yes, price is important, but the most important thing is the results you receive. We’re very competitive on pricing, but if someone charges you $500 less per month and they don’t get you ranked in the top 5, was the money you spent worth it? _______.com ranks for 10 of his key word phrases in the top five spots on Google. We put his business on the map. He now has a virtual store in every zip code in the United States.
We have the best pricing in the country. No one else gets the results we get. Most SEO companies (95%) cannot get the job done. They cannot get you ranked. They will never get you ranked in the top 5 positions in Google for any competitive phrases. We can do this and we do it every day on Google in the first five spots. We get the job of obtaining high rankings done. Most other companies will never get you there no matter how long you stay with them and no matter how much you pay them.
Google continues to make changes. They’re now doing something called instant search. It delivers results based on the letters you type. As soon as you enter a letter it begins delivering results.
Social Media is not directly tied to ranking but it has an influence on how well you rank. The current role of Social Media includes improving brand perception along with reaching out to participate with specific targeted audiences on the web.
Search results are based on the relevancy of your key words. The instant factor in search may make single word searches more important. The effect of making single words more important is that it will become more expensive to get highly ranked. Those key first words in a search with instant results will demand a premium in getting ranked for that one word. If the searcher gets the results they’re looking for with the first word, they may not complete the entire phrase. Those results that appear first will get more of the sales. As Google changes we are right there on top of the changes. We are always ahead of the curve and at the cutting edge with everything in internet marketing. Whichever way Google goes we will be there to meet them.
On the Pay per Click side we meet with Google weekly. We don’t meet with their sales reps but rather with account managers that help us manage our current campaigns. They also help us gain new clients for sponsored link Google Ad Words advertising.
We are the best in the world, the leading company doing SEO and internet marketing.
Ranking reports are sent to clients every two weeks. You can access your clients’ data through our web site. Contact your clients every two weeks to check in. Make sure they are receiving the ranking reports. See that they are getting everything they want and need. Make sure no concerns are arising. We don’t make many mistakes but this will ensure they are completely happy and overjoyed at the service we provide.
The CPC noted in SEM Rush is the average price it takes to be in the top three spots in the bid for the key word phrase. Organic listings get 84% of the clicks versus 16% for the sponsored links. If your prospect thinks that Pay per Click is better than organic ranking it may be because he’s tried other SEO companies. They never got him ranked highly in the top 5 spots. The prospects who have tried this and been burned may conclude that SEO doesn’t work. SEO works the way we do it. Their vendor failed them. 95% of the so called SEO companies in the market will not get the job done. They won’t be able to get the client ranked highly. Sure, they move them up from #200 to #20 or so, or even to #12. What’s important is that very few searchers will buy from #12. 94.75% of the sales go to the first page, the first 10 listings. On page one 76.65% of the business done on the internet goes to the first five listings. Our job is to get them to first page quickly and then move them up on the first page. The competition gets tougher the higher you go. Your job is to thoroughly differentiate us from the 95% of the SEO/Internet Marketing Companies that cannot and will not deliver. Many of your prospects are already using an ineffective internet marketing company.
CTR = click through ratio; you can search for an internet marketing glossary on the web to look up terms you don’t understand.
QSO = quality source optimization, or quality site optimization; in pay per click it is used by Google to determine where you rank in the Sponsored Links, where the ad is placed in the listings, and how much the bidder ultimately pays per click. QSO is based on the quality of the landing page, ad quality, and click through ratio. If the elements of the QSO are labeled poor by Google you will receive fewer impressions. Your ad doesn’t show as often and you pay more per click and show lower in the queue of listings. If you don’t improve your web site, your landing page, and your ad, you’ll pay more and show up less. It used to be that if you had more money to bid with and you bid higher you automatically show up first in Pay per Click. This is no longer the case because of the use by Google of the QSO.
Based on our research and experience with our own large client base of PPC clients, the number 3 position gets the most conversions. It’s closest in proximity to the organic listings and the first two are often used to research what’s available. The searcher then buys from the #3 spot.
Make something happen – pick up the telephone, get assertive, tell them what you want to do. Make statements. Don’t ask questions. “Mr. Prospect, what I want to do is put some information on your desk that will clearly separate us from the crowd, Fair Enough? What’s your email? This white paper may well be the best 5-10 minutes you’ll ever spend on internet marketing. I’ll call you back tomorrow to discuss. If you don’t see the benefit and value we bring, I’ll move on.”
Research the information on Pay per Click and the QSO for the next training session. – Jon Wyderka