Any ideas about using research tools data to create client interest in dedicating marketing spend on SEO services vs their other current antiquated marketing methods?

[cody_baird]

I consult in the dental industry.  Many professionals in this industry are operating in the dark ages when it comes to marketing.

Any ideas about using research tools data to create client interest in dedicating marketing spend on SEO services vs their other current antiquated marketing methods?

I am approaching potential clients to pitch SEO.  They aren't necessarily seeking SEO services currently but have a strong marketing budget.  I would like to use seomoz tools data about their site and competitors as way to show possibilities/potential of SEO services to gain interest in further discussion of SEO benefits.

[AlanBleiweiss]

You need to have a real knack for direct sales if you want to pursue it.  However if you do, in my experience with direct sales, the person who is empowered with having researched the prospect's company and competitive market will be more successful than the person who just uses generic sales tactics.

The trick is to know how much you're willing to do up front without having done any pre-qualification of prospects.  Two or three key metrics is probably all that makes sense at that point, with the offer to provide more if there's real interest in going to the next level.

[firstconversion]

dentistry is a tough area, and actually making them  money will require more than just seo (web dev, converison optimisation etc) so be careful what you sell.

However i find a spreadsheet with keywords against search volume, current position, volume at various rankings mapped back to $ terms per position is a good way to go

S

[cody_baird]

Thanks for the insight.  Great point about not putting in too much initial work.  Many of these clients that I am speaking of have large budgets but are sending all the spend to yellow pages and mailers but lack any insight to the benefits and return of proper online marketing and conversion.

[cody_baird]

Thanks for the help and insight Stephen!