When it comes to SEO services and packages, most businesses are reluctant to invest. The biggest roadblock here is that most organizations see SEO as an unnecessary expense. Unlike SEO companies, other organizations are strangers to search engine optimization. This makes it more difficult for SEO firms to secure buy-in and to introduce their service to other businesses.
So how can you secure an SEO buy-in? Here are the things you need to know:
Don’t use jargons
The first thing you have to do is to help organizations understand what SEO is. This is only possible if you’re going to use plain English. Instead of using terms like canonical page, nofollow attributes, and A/B testing, translate these words to ideas they can understand.
Try a ‘think in crayon’ approach where you simplify terms in words most people will understand. This way, the organizations you target can hop on the same boat as yours.
Help them realize the benefit
After telling them how it works, it’s essential to help organizations realize how SEO benefits their operation. Make sure that you highlight the financial benefit among visibility, better branding, and increased website traffic.
Most businesses will be interested in a buy-in if they know that better revenue is involved. With this, you should craft a proposal that will be enticing for them.
Again, speak in a language your potential client can understand. As much as jargon indicates expertise, it can also bore a client.
Aim for a good relationship
To increase your chances of securing a buy-in, aim to start a good relationship with your potential client. Avoid being too salesy and always be accommodating of their questions. Remember that as a total newbie, it’s normal for these organizations to have a lot of questions in mind. It’s your job to answer each one to clarify the potential buy-in with them.
Aside from that, be patient with your proposal. Some companies will take time to make a decision because they have to factor in several aspects.
Give them time to weigh their options
Once you have laid all the cards, let the organization think it over. This way, they can ask other stakeholders and consider the benefit of signing up for a buy-in. After a week or two, you can follow up for an answer. Some companies will still be hesitant, but you can try offering another proposal to cater to their requests.
Also, by giving time to the company, you’re allowing them to make an informed decision.
Show them how it works
Many business owners shy away from SEO because it’s uncharted territory. To bridge this gap, you should take the time to discuss how SEO works. Always embed it into their teams and their operation. This way, you can bring SEO closer to home. Also, it will be easier for the company to make a sound decision.
Again, don’t use jargon and always personalize your approach. Give solid and practical examples of how SEO will be implemented in their workplace. Other companies will also appreciate it if you know a lot about their industry.