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8 ways to show someone you're an expert, even if you really aren't
When you're trying to sell something you're not completely familiar with, you'll likely need to show someone you're the expert even if you aren't, and that's why I'm writing up this discussion. I've trained dozens of successful SEO specialists on how they can close more clients by using everything I'll be going over below. If you're selling SEO services or any sort of service based product, you can easily use this little cheat sheet to boost your sign-ups and sales
Stop thinking like you're a salesperson
One thing I do when talking to someone is have them talk to me like I'm the potential customer and they're trying to bring me on as a client. Almost 100% of the time they start pitching to me and telling me all the best things about their service or products. I let them finished before I say "That is how you push people away".
You can't pitch constantly because people just want to talk to you about something and they don't want to hear a robot on the other line. Instead, just talk to them like a normal person and treat them like they're your friend. You will be able to increase your sign-ups overnight if you can do this.
Have the mindset of a doctor
This means you need to set appointments, stick to schedules, have specific times to contact and have various means of contact for people to get in touch with you.
Doctors help people, and that's how you have to act when you're talking to someone on the other line or via email. Tell them some things you've fixed on other clients websites, which relates to their own, and they will likely see you as the right person to hire.
Lose the Persuasion, Enthusiasm, and Pitching
You need to stop trying to persuade people to sign up with you by being enthusiastic and pitching all of the time. People want to talk, they don't want to listen to someone on the other line who is trying to weasel into their checkbooks.
Talk about your products or services, but don't pitch them, and definitely don't try persuasive techniques like "Well, you need this service in order to rank higher within the search engines. You won't rank without us." because that's BS. You're essentially taking advantage of your potential customers, and they will feel abused after they signed up, which isn't the right foot to start off on.
Share challenges you've seen within the clients' industry
Like I mentioned above, tell your potential customers a few things you've dealt with in the past that is the same as what they are going to be dealing with. Tell them what you did to overcome the challenge, and the potential customer will see you as experienced in the field and likely hire you.
Ask what they're having problems with
After you explain a few things you've dealt with in the past, and fixed, ask them if they know of any problems they're having currently and then tell them how you would fix it. Usually, you'll get a response similar to "I need more traffic that turns into sales" and we all know how to fix that lol.
Know when you need to walk away
Not every potential customer is the right fit. I've walked away from $5,000 deals because I knew the deal was going to sour and end bad, which would just be a waste of time on my part and likely lead to them filing a chargeback because they were demanding from day 1 and wanted everything for pennies on the dollar.
You can bring on 10 great clients and be successful, but to get those 10 clients you might have to reject 20 that might end with negative results, so you need to know when to walk away.
Understand the 15% rule
This is a pretty common rule, and it just means you should only be talking on the phone for 15% of the time when contacting potential clients over the phone. They want to talk to you about your services, so let them talk and you respond. You're not going to be pitching or persuading, so you'll now have a lot less to talk about, so just sit there and listen to what they have to say and you'll likely build up your client list quicker than expected
Never act like you need the sale
Even if you need the money to put food on the table, you can't talk to people like you're going to do absolutely everything for them in order to get the sale. You can't oversell yourself just to get the sign-up and you can't lie to make money. Doing these things will always end badly and you'll be worse off than before when you needed the sale.
If you can do all of the things above, you will notice that your sales calls and incoming calls will start closing with new clients coming on board more often than not. It may take 5 or 6 phone calls and emails to get them on board, but that's normal in this industry, so be patient and never act like you need the money.
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