Selling an SEO service requires skill; one cannot vend it without having a sheer dexterity in communicating with people. Nevertheless, communicating with clients does not simply mean talking, sharing thoughts, and exchanging words over a cup of Starbucks coffee. It is about listening and understanding your prospects needs as a business owner.
Understanding Prospect Needs
Search Engine Optimization is not for everyone. Determining whether or not it is suitable to a certain business is a resellers task. Resellers should understand their prospects needs to determine the suitability of SEO to their prospects.
SEO Truths
Sadly, not everyone who wants SEO needs it. There are business owners who only want SEO because they think they need it or plainly think they need it because everyone has SEO in their marketing arsenal.
Search Engine Optimization is an additional responsibility. A business owner who wants SEO should first understand that having the service means responsibility. For this matter, he is required to allocate extra time in attending initial trainings and meetings that are needed to be acquainted with the service. He also has to submit to the SEO provider/reseller who conducts the training. Although SEO is a partnership business, he should understand that he is a client, and he should adhere and surrender to the provider at all times. SEO is an honesty-driven partnership.
On the other hand, it is also important for the SEO provider to know the depths of the clients business- from the business itself to its existing marketing strategies and secrets.
Not all businesses with strong local presence need SEO. Surprisingly, there are local businesses that can stand alone even without the help of SEO. Since they have feasibly determined their target market, they were able to gain solid customers and consumers outside the realms of the Internet. Unexpectedly, there are still businesses (with strong local presence and immeasurable ROI) that want to have a dominating online presence. In this case, it depends on the business owners decision. It is then the resellers responsibility to explain to them that having an online presence and SEO process requires additional responsibility.
Popularity does not exclude a business from needing SEO. Popular businesses like McDonalds, Carls Jr., and Macys will most likely not need SEO. Nonetheless, there are accounts that they have it as part of their online marketing strategies. JCPenney, BMW, Audi, and other industry magnates have blatantly admitted that they have it to expand their brands especially to countries where their names are scarcely popular. These companies recognized SEOs viability to reach wider audience and market, showing Resellers that they should not cross out popular brands on their list, for even bigtime businesses know the importance of online presence.
SEO is not only for failing businesses. Generally, businesses with several failed marketing strategies are the ones that resort to SEO. It is easier to close a deal with business owners who see SEO as the only way to revive their businesses. However, over the years, and because of SEOs promising capacity to change a business, many are enticed to have an online presence despite their soaring business status.
Having an online presence and SEO are also branding. Popularity and name recall- two things every business initially dreams of to get their much-coveted ROIs. And the only way to achieve it is through proper branding. For some, SEO is a great way to improve their search engine status and achieve popularity. Especially since being on top of Googles and Yahoo!s lists will give off the impression of being popular. However, for some, especially to businesses that do not need SEO at all, they just include it on their marketing strategy as part of their branding and not mainly as part of the improvisation of their income and cash flow. People today have this belief that businesses without online presence are obsolete businesses, the kind that is forgotten by the public.
SEO is only for those who believe it. A business owner who does not believe the capability of SEO to boost his businesss exposure and income is not entitled to have it. It is hard to sell a service to someone who does not believe it.
White Label SEO and Reselling
When SEO companies required their resellers to have psychology and communication-related degrees during the early SEO Reselling boom, it created arguments that this minimized the scope of opportunity provided for aspiring resellers. Aspiring resellers without formal training in the said matter felt bypassed and eschewed. Some felt deprived and felt that this violated their right to
resell SEO. Fortunately, SEO companies with strict requirements on accepting resellers are slowly diminishing in number. A large group of newborn SEO companies are focusing more on the resellers innate skills (in adherence to modern White Label SEO agreements stating that new resellers should acquire skill and product training before doing the actual business) instead of asking for unrealistic requirements.
This White Label adherence is not a new thing. SEO providers are compelled to revive it to attract more aspiring resellers, for a lot of aspiring resellers at that time jumped to Network Marketing.
Attentive Listening
Having knowledge of psychology or training in communication-related matters are indeed great bonuses in making it big in the business. However, the key to closing a successful SEO deal is still attentive listening, for it bypasses any communication-related degrees, and because it is the most integral element in understanding your prospects need.
