How A Shy Computer Nerd Consistently Closes SEO Clients Over The Phone For $1,000/m
“Hey, this is Daryl, you asked me to give you a call about your SEO”
“Hi mate, how are you?”
“I’m great thanks, how about you?”
Actually feeling anxious and terrified.
“Great, so I wanted to have a quick chat about your online marketing”
“I wanted to discuss your online marketing. You said you were looking for SEO?”
I repeated myself, trying to speak more clearly.
“Who is this?”
“Daryl Rosser? You asked me to give you a call about your SEO”.
“Oh, sorry Daryl. I thought you were a friend of mine.”
We booked this call in at this time… Do I really speak that unclear? This is bad. How can I possibly turn this around and get the client?
“I’m just doing something at the minute, can I give you a call back in 2 mins?”
That’s it, blown it already. New record.
I agree. What else can I say.
“Sure, no problem. I’ll speak to you then.”
This was how many calls went for me.
And it sucked.
I know SEO. Really damn well.
But I couldn’t sell it. I plain couldn’t sell.
And that left awkward call, after awkward call.
Not sounding like an expert.
Getting blown off.
This was a warm call too, not a cold call, which it may seem like.
This prospect asked me to give them a call. Hence how they recognised my name – eventually.
Now, I’ll let you in on what happened after this…
The prospect called me back.
I ran them through my sales process.
I closed the deal!
$1,000/month for a minimum of 6 months.
Not a bad deal.
Especially with how it started.
Despite being a terrible speaker, I had a funnel.
And that funnel is what got me the client. Not my ability.
Of course, it didn’t start that way.
I remember one of my first calls.
“Hi this is Daryl Rosser calling about your SEO?”
“Oh, Hi Daryl”
“So I wanted to talk about your SEO..”
At this point I hesitate. What the hell do I say next?
“Uhh.. have you done any SEO before?”
I finally asked after 5 seconds of awkward silence.
I tried to come up with a few more questions on the spot.
I wasn’t prepared.
There was no structure to the call.
I thought I could some how sell them on my services on the first call.
Another time, another prospect.
I’d spent a week building out this epic proposal, I got the idea before and thought it would work wonders.
I tried it on a local company.
Got on the phone with the owner, Ashley.
Already created a proposal for them based on some research I did.
It was going well. He was responsive. He liked the proposal.
What he didn’t like however was the price.
$1,000/month. A nice round number.
This was my first try with this new proposal template, and I’d never charged that much before.
I was terrified. How many people will really pay this? Isn’t that a lot for local businesses?
I was wrong. But not this time.
It wasn’t that they couldn’t pay that much, it was that I couldn’t sell them on that much.
Something was wrong with my process.
It was obvious. So I changed it, again.
I heard the principle that the more forms of contact you have with a prospect, the more likely they are to buy.
So I added steps. Pushed back the sale to further in the interaction.