It’s no surprise that companies are looking for WordPress SEO consultants. According to Intergrowth, 68% of online experiences begin with a search engine. On top of that, W3Techs says WordPress powers almost 43% of all websites.
Your skills are in demand, but no one’s dishing out contracts like confetti —it’s up to you to grab them. So, learn the sales training techniques that can get customers to start beating down your door.
Be well prepared
Preparation is to success what a foundation is to a building. You’ll have a much stronger chance of locking in the deal if you make a brilliant first impression.
Also, the information you dig up allows you to tailor a plan that caters to the customer’s needs. To prepare for your meeting:
- Research the company and its product or service.
- Study their competitors and understand their target audience.
- Try and uncover the challenges they face.
Keep it simple
To many, SEO is a complex and mysterious subject. So, don’t get too bogged down in technical jargon or industry speak when describing your services. Instead, find ways to articulate your services, so the value is as plain as day.
In the stinging words of Albert Weinstein, “If you can’t explain it simply, you don’t understand it well enough.” So, here are a few ideas on how to keep it simple:
- Keep explanations concise and on point.
- Use a whiteboard to sketch out how the process works.
- Use visuals like infographics to illustrate key points.
- Practice telling your story to others and get
Practice active listening
Although you’re the consultant, avoid being the loudest voice in the room. Instead, listen intently.
Firstly, it’ll help you understand their needs better. Secondly, it allows the client to feel heard and seen. When customers see you’re firmly in their corner, it builds trust and rapport. To sharpen your listening skills:
- Listen deeply with an open mind.
- Summarize the conversation in your own words.
- Ask follow-up questions that clarify points.
Master the art of storytelling
Chances are you’re not the only specialist the company is interviewing. So, you don’t want to become another faceless salesperson. To stand out, use powerful, relevant, and memorable stories.
Research by Carnegie Mellon University suggests that stories are better than facts at helping people remember information.
To craft a powerful story, sales trainers say:
- Keep it brief. Too much detail will lose the audience’s attention.
- Use vivid language and sensory details. They’ll help you form an emotional connection.
- Support your story with facts or data.
Focus on the value, not the price
Warren Buffett said: “Price is what you pay; value is what you get.” So, increase the perceived value of your services, and customers will happily pay more.
Also, it’s tough to create a lasting competitive advantage using price. Sooner than later, someone will pop up with a crazy low offer and undercut you. So, to confidently and convincingly sell value:
- Focus on what customers need, not what you want to sell.
- Highlight the ROI they’ll get when working with you.
- Emphasize the results you can generate, not the features and functions of your services.
Nail the follow-up
The percentage of deals closed after the first meeting is minimal. According to IRC Sales Solutions, only 2% of sales happen during the first point of contact. Interestingly, 80% of deals are closed after the fifth point of contact.
Yet many people throw in the towel after the initial meeting. To ensure you don’t lose out on an opportunity:
- Follow up with a ‘thank you’ email after the first meeting.
- Ensure your communication is crystal clear.
- Don’t call to ‘check-in.’ Offer advice and insights at each interaction.
- Be persistent but not overbearing.
Stay up to date on new trends
The SEO landscape is not static, which is both a blessing and a curse. The former because it provides exciting new opportunities, and the latter because things can change quickly.
Staying up to date on the latest SEO strategies and trends enables you to provide fresh and practical solutions. Here are a few ways to make sure you’re staying ahead of the curve:
- Subscribe to industry-related newsletters and podcasts.
- Attend webinars and conferences.
- Join forums and groups dedicated to SEO.
- Follow influencers in the industry on social media.
These are just a few sales tips you can train yourself to master that can maximize your potential as an SEO consultant.