For those of you that know sales and sell SEO, you know what i'm talking about. I'm working on building a list for our sales reps of common rebuttals. Feel free to add to the list. Just knowing the rebuttals in advance can give you an opportunity to have an answer ready when it rises. “I've hired a SEO company before and didn't get any results†"Whats the cost?" (Before analysis) "Do You Guarantee #1?" "How many leads will I get?" "___ amount per month? Why is it so expensive?" "I'm already up on Google for ____ keyword"
I didn't know if you were looking for objections or rebuttals, but I've provided some of the rebuttals I use (although the first one is tough) when facing objections on the part of the client. “I've hired an SEO company before and didn't get any results†??? - this is a hard one "Whats the cost?" (Before analysis) The cost depends on the industry and the competitiveness of other websites in your field. We can do an in-depth analysis that provides this information, including costs. "Do You Guarantee #1?" Nope. An SEO company that guarantees a #1 spot is being dishonest. After all, what's stopping your competitor from spending $300,000 a year on SEO to beat you? "How many leads will I get?" After a full analysis of your current traffic, your website copy, and current conversion rates, we can give you an estimated number of leads and a projected ROI timeframe. "___ amount per month? Why is it so expensive?" Why is a Ferrari an expensive product? A quality service with a quantifiable return is worth every penny. SEO can be more effective, dollar for dollar, than any other form of advertising or marketing. "I'm already up on Google for ____ keyword" How about your ranking for [suggest another keyword] - where are you for the 10 or 12 other important keywords in your industry? A proper SEO campaign can focus on multiple keywords, opening new markets or demographics. An analysis can provide the answers to which markets or demographics you currently rank low in.