Suggestions for Selling LPH Search Engine Submission Services
LPH Target market
Small to Medium sized businesses where:
1. You have access to the decision maker
2. The company has spent considerable sums with an Internet portal, e.g. Thomas Register.
These are ideal clients because they understand they must have a web presence but usually aren't big enough to have staff dedicated to the design or marketing of their website.
Important: Prior to contacting a company be sure review their web site.
· Note the products and/or services they sell.
· Check to see if there is adequate HTML information. HTML is the text on the page (vs. images). Lack of adequate HTML information affects the search engine ranking results and can be corrected with the LPH Pump Up Your Website program. Search Engines can only see copy (as opposed to images) and will give a page higher rankings if SEO content is there. Be sure to review the examples (on the LPH website) to give you an idea of how we layout the images and copy to make the customers happy and have the search engines rank the site higher. Notice how the Images are laid out and the copy is bolded and/or bulleted so people can skim through it if they want to, but there is enough copy so the search engines will give high rankings.
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Check
to see if
they have
LPH Unique Selling Position
When clients engage LPH they have access to company principals who have had many years of experience and great successes in senior sales and marketing positions. They understand thoroughly how to position products and services to create significant new business. Both principals had in-depth exposure in their business careers managing their contracted for services to a wide range of industries.
Our focus: high search engine rankings are good, a high number of visitors to a client website is good, but the measure of success is increased business . The focus with LPH is understanding a client's business: where they want new business to come from in terms of specific products and/or services, as well as target market segments. Getting a client new business is the bottom lin e.
Competition
See script for ways to out perform Thomas Register (or similar portal types).
Similar competition: If another company providing similar services comes up, we never knock the competition. It rarely comes up but, if it does, we say we are glad they have been looking at increasing the business they get from their website; we welcome the opportunity to be evaluated; and then encourage them to interact with our references. LPH clients are "raving fans" and are happy to share their success. Also, if there is direct competition, obliquely suggest they look at the other vendors' references. There is always someone cheaper and the bottom line is results, i.e. additional revenue.
Large SEO companies as competition: One company is very expensive and very successful. They charge $15K for an evaluation and $50K to $125K for their program. They are selling to the Fortune 500 companies and will assign a team to work on one account. Different markets require different solutions . Our solutions mesh very well with our target clients.
No one can legitimately make absolute guarantees that have any value. We have a long record of accomplishment (over 15 years) of outstanding results and great references.
Suggested Script/Talking Points for Selling Submission Services (Please see and use provided scripts)
Encourage them to contact our references.
Overcoming Objections
Some potential clients will tell you that have been ripped off, or had poor results with companies offering similar services. Feel, felt, found usually works well in this case.
I understand how you feel. We have clients that had similar experiences and felt the same way. They found that we fully delivered on our promises and are now enjoying the benefits of having a very visible web site. We have clients who will verify the previous statement.
We don't get any business from our web site. Feel, felt, found again.
We have clients that were in the same position, made a modest investment and are now getting the results they deserve.
We can't do it because our web site needs to be improved.
Please let us review your web site and come up with recommendations. We will present a plan to get your web site to be the way you want it look and function on an affordable basis.
It's too expensive.
$14.00 a week? You will attract a lot more potential customers at a much lower cost than Thomas Register , Yellow Pages or other print advertising.
How much did developing your web site cost? … Here is an opportunity to leverage that investment.