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The Definitive Guide on How to Sell SEO to Clients in 2023

The Definitive Guide on How to Sell SEO to Clients in

Table of Contents

Table of Contents

How do you sell SEO services to prospective clients even if you are not technically proficient?

Here’s a secret.

Contrary to popular belief, selling SEO services is no more difficult than marketing any other product or service. It’s pretty simple!

The level of ease the agency owner or professional web experiences dramatically depends on their particular type.

Let’s explore how you can sell SEO to anyone.

Is Selling SEO Easy?

Many agency owners begin their businesses due to exceptional sales capabilities, while others are adept at a specific specialized service and lack the knowledge of selling SEO services. These latter types often find themselves struggling when it comes to successfully marketing their agencies’ products or services.

Understanding your service or product can be beneficial in selling it, but that doesn’t imply that you need expertise on the subject.

In this post, I will craft a resource that will help you sell SEO solutions without needing the deep knowledge of an experienced strategist or specialist.

We have countless conversations with our white-label SEO partners, and we feel assured in answering these questions.

Selling SEO services without being an authority in the field is achievable by thoroughly understanding your clients and their operations, more so than mastering elements like link-building or page speed optimization.

How to sell SEO services?

I’m going to discuss a few situations where it may be necessary or beneficial for you to promote and present organic search engine optimization (SEO) as an option for your client.

Following that, we’ll dig into our strategies and how our approach differs in each situation.

Sell SEO services to warm leads who request them.

Let’s be clear – we’re discussing warm leads here. Those who contacted you through your website or were referred to you have already demonstrated an interest in SEO, and it appears they are keen on taking action.

This is the most straightforward instance to manage, and we can assist you in attaining an incredibly high close rate. A single factor must be understood here for success:

Your lead is already invested in SEO and recognizes its significance to the success of their business.

To put it another way, these potential clients are already sold on SEO – now your task is to emphasize why they should select your agency to construct the plan and carry out what’s necessary for success.

Sell SEO services as an add-on service.

As an agency, this can be a game changer for your business and open doors to tremendous earning potential.

If you have already formed a relationship with the client by producing their website or aiding them in other areas of digital marketing, then this scenario is applicable.

Although they haven’t requested SEO services, it’s evident that organic search is an area where their business could benefit. As a valued partner to them, you want to make sure they understand the need for SEO and encourage them to use your extra services.

To summarize, they are convinced of your agency as a reliable partner. However, they still require some convincing regarding SEO services.

How to Sell SEO: A Step by step process

Follow this process to identify opportunities to sell SEO services to clients:

Gather additional business context

You must demonstrate that you are intimately familiar with a client’s organizational priorities, needs, and most lucrative ventures. This will ensure your conversation speaks directly to those areas and shows that you have taken the time to comprehend their business model thoroughly.

Pitching a prospect an opportunity that doesn’t generate them any profit or one they don’t even enjoy doing is the surest way to ruin your chances at success. To ensure you maximize results, it’s crucial to understand their business needs by asking pertinent questions.

Conduct a discovery review of issues and opportunities

Consider giving clients a complimentary SEO audit or whatever discovery method you prefer.

Come up with a comprehensive report that examines issues, opportunities, and technical aspects such as keyword relevance, website structure, and content.

It’s a good idea to look into the link profile and local relevance to ensure maximum efficiency right at the start of your campaign. This is so that we can ensure you get quick wins in improving critical areas for your business!

Find out what’s a good fit for SEO for your clients

If you’re targeting existing customers, the above discovery process would be conducted without communicating with them. If they perfectly fit your organic services, it’s best to start a conversation and get in touch with them.

When dealing with a warm lead, it is essential to thoroughly vet the website and business before investing your time in structuring a campaign or optimizing SEO. This ensures that this collaboration will be beneficial for both parties involved.

It’s essential to emphasize early if a website needs additional content before starting other endeavors that focus on growth. This will help prevent any unexpected overspending or enlarging of the campaign scope.

Follow this formula = identify issues + opportunities + your process

It helps if you have a comprehensive understanding of their industry and the potential that lies in store for them.

Now it’s time to spread the news and educate your clients on how you can use SEO to help them grow.

It is time to structure your SEO sales call.

Deliver proposal outlining cost and scope of work

After you provide the findings and plan of action, it’s beneficial to include a written scope of work that explains your campaign’s work. This should outline all tasks, deliverables, etc., so everyone is on the same page when executing.

This typically includes the final pricing and a prompt to commence.

Get sign-off and book a kick-off call.

Obtaining authorization has never been easier. Experts recommend Proposify to craft and ready proposals for faster sign-off. This will expedite the process of gathering deposits from our partners quickly and efficiently.

After the client has approved, you should ensure that they are satisfied with their decision by planning a kick-off call for your SEO campaign. This will provide an opportunity to confirm that the chosen path is sustainable and prosperous.

Frequently Asked Questions

How can I sell SEO services to clients even if I’m not an expert?

One way to sell SEO services to clients, even if you’re not an expert, is by partnering with an experienced SEO agency or consultant. This allows you to offer professional SEO services to your clients while still being able to handle other aspects of their business. Additionally, you can also educate yourself about the basics of SEO and stay up-to-date on industry trends and best practices.

What should I tell clients who are hesitant about SEO services?

When speaking with clients who are hesitant about SEO services, it’s important to emphasize the long-term benefits of SEO. Explain to them that SEO is an ongoing process that can take time to see results but that the investment will pay off in the form of increased website traffic, higher search engine rankings, and ultimately more customers. You can also offer them a free consultation or provide them with case studies of past clients who have succeeded with SEO services.

How can I demonstrate the value of SEO services to potential clients?

To demonstrate the value of SEO services to potential clients, you can provide them with data on the current state of their website’s SEO, such as their current search engine rankings, website traffic, and keyword performance. Then, you can show them how your proposed SEO template can improve those metrics and increase their online visibility and customer acquisition. You can also offer them a small project to see the results before they invest in a bigger one.

What should I do if a client is not satisfied with the results of their SEO services?

If a client is not satisfied with the results of their SEO services, it’s crucial to have open and honest communication with them. Understand their concern and try to find out what went wrong. Please take the necessary steps to address the issue and make sure that their concerns are resolved. You can also offer additional services or refunds to ensure their satisfaction.

How can I ensure that my clients’ SEO services will continue to be effective long-term?

To ensure that your clients’ SEO services will continue to be effective in the long term, it’s essential to stay up-to-date on industry trends and best practices. Additionally, you can set up regular check-ins with your clients to track the progress of their SEO efforts and make any necessary adjustments. Keeping your clients informed of the progress and any changes that may happen in SEO will help them understand the process better.


Selling SEO services to clients can be challenging, especially if you are not an expert in the field. However, by partnering with experienced SEO professionals, educating yourself on SEO basics, and staying up-to-date on industry trends and best practices, you can offer valuable SEO services to your clients. When communicating with clients, it’s important to emphasize the long-term benefits of SEO and provide them with data on the current state of their website’s SEO. Additionally, by being transparent and responsive to any concerns or issues, you can ensure that your clients are satisfied with their SEO services. By following these guidelines, how to sell SEO becomes second nature to you. You can now list benefits effectively and professionally to help your clients achieve their business objectives with SEO.

Joe Troyer

Joe Troyer is the Founder of Review Grower. He is leading expert in all things Internet Marketing: Pay Per Click Marketing, Search Engine Optimization, Google Business, Reputation Management, Landing Page Conversion, and Call Tracking.

More from Joe Troyer

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