Probing Questions:
Mr. Client, just out of the curiosity – How do you generate new clients?
Client will say WOM, Google, and Referrals etc.
Mr. Client, just wanted to know are you engaged in any sort of promotion or marketing?
If he says he does marketing YES then ask ****ok – so do you have in-house marketing or external agency.
If it’s an external agency then ask ****How much do spend roughly on marketing.
Right after asking that you ask promptly **** is it working for you? Do you get enough ROI?
Are you in a capacity to handle more business if we help you?
I am just wondering what your target market is. Like do you target local suburbs or all over AU?
What are the results you’re getting right now?
How many enquiries do you get in a month thru SEO?
How many enquiries convert to Sales?
What was the goal of the campaign that you ran previously or your running as of now?
Are you happy with the service?
Which Suburbs are you targeting?
What is your Budget for Marketing?
Can you Share 2 to 3 of your competitors so we can do some more competitor analysis for your business?
And finally are you the only decision maker for this business or are there any other decision makers?
GK Objections:
Lot times you will counter Gate Keepers/Reception to pass through the owners/right decision makers. Below is what you can say:
GK — What is it about? OR What’s this in regards with? OR What do you do?
You — I am calling from Rank My Business and this is in relation to the conversation i had with (Client) couple for months ago to organize a meeting so he asked me to call back at this stage.
GK — or is this a Sales/marketing call?
You — Not really, we are a complete digital solutions company and this is in relation to the conversation i already had with (Client) couple for months ago to organize a meeting so he asked me to call back at this stage.
GK — He is not in today? OR Send email to client?
You — when he will be around so i can call back?
Client: We already have someone looking after the website.
Caller: I realize that Mr. Client and knowing the fact you have someone i have still called you because in our analysis we have found that you are missing out on some potential inquiries and your competitors are dominating the same. So at this stage i am not asking you to change anything but we would like to show you live analysis and if that make sense well and good or else we will depart as a good friend.
Client: Not Interested.
Caller: Well I respect your decision Mr. Client and I am curious to know since how long you are doing SEO and how much do you spend in your marketing every year.
Ok! Well as per my experience most of the business in AU spends huge amount in marketing every year which is good but not for all the business. What I would advise you at present is to start with small step and invest to start with as a trial and see your rankings improving and return over investment. After sharing the analysis & looking the presentation if you still feel we can’t help you then we depart as a good friend.
Client: We are contracted.
Check if 3 months. If client contract is over 3 months then leave him and say we will call you back once contract is over.
Client: Do you guarantee the Rankings?
Caller: I am glad you ask me this questing and now I know why we are talking. To answer your question Mr. Client even google does NOT guarantee the rankings and no company in this world does. But one thing I can assure you that from you current rankings we can show the improvement to upgrade your position.
Let’s meet up for 15/20 mins and later on you can decide and take a next step.
Client: Send me an Email.
Caller: Well the thing is that there are some of the live reports which my manager wants to come and share which can’t be put in email. so that’s the reason i called to see if we can meet since he is already there in your area.
Client: Call me after 3/6 months or next year.
Caller: I can surely do that for you Client and what I believe is “Sooner the Better”. And as we have discovered today in this conversation that you already need this then why not now and why too loose on the business and improve your rankings for coming months. You told me the same thing 2 months ago when i called you.
Client: How much is the cost?
Caller: it completely depends on the types of services you are interested in and what is your budget we create a customized plan that is strategically designed to reach your goals and maximize your marketing budget. So, it is difficult to give a proper estimation until after an initial consultation We typically recommend minimum of $1,000/month budget for a Local SEO.
Client: Why Do I need to Hire an agency or a SEO Expert?
Caller: SEO is not easy, and the reality is most businesses don’t effectively manage their website’s search engine optimization. There are many pieces to the puzzle. Every campaign is unique; it is essential to work with an SEO company to maximize your SEO efforts.
Too often, business owners decide to go with a DIY approach to SEO & digital marketing because they assume that it’s cheaper than hiring an agency. The problem is that you get what you pay for when it comes to SEO. While it may be cheaper in the short term, it’s simply not going to provide the same quality of results.
Choosing the right agency, is crucial for your business.
With a decade of experience in SEO we have demonstrated our proficiency and knowledge in the field.
Client: HOW LONG DOES SEO TAKE?
Caller: The answer to this can vary greatly, depending on several factors, including the scope of the SEO services. It can take as little as weeks to rank, or it can take as long as several months or even over a year. Your SEO tactics and the competitiveness of your industry and keywords are some elements that can greatly influence ranking times.
Client: We’re already working with another agency?
Caller: “I can’t speak for other agencies out there, but what I can say is that there will be no other group of people that will take care of your campaigns as personally as we will.”
Client: I don’t see the potential of SEO for our business’ ROI?
Caller: “I can respect that view, especially if you’ve not had luck with a good provider before. But did you know according to googles study, the ROI for SEO is higher than the money spent. We can also send a report detailing how we measure SEO ROI as a reference on the value of this service.”
Client: I’m already up on Google for ____ keyword?
Caller: How about your ranking for [suggest another keyword] – where are you for the 10 or 12 other important keywords in your industry? Our solutions can focus on multiple keywords, opening new markets or demographics.
Client: I’ve gotten burned by a previous SEO agency?
Caller: “I understand, and I’ve also heard a few horror stories from some of our clients. We have worked with businesses that had been burned by their previous SEO agencies, but we have a 100% batting average in cleaning it up. Here’s what we did to help them recover…”
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