SEO SALES TRAINING

~OBJECTIONS~


Business owners are some of the most skeptical people when it comes to other
people trying to sell them things. Most unfortunate for you, the business owners have
a mental encyclopedia of things to say in order to avoid lengthy situations that waste
time out of their day. You cant predict which angle a sales pitch is going to take, so
being prepared is the best policy.

Even thought objections are hold ups, remember, objections are a good thing. If the
person you are speaking to is objecting to what you are saying, it means that they, at
least for a moment, seriously considered what you are offering.
Your job at that point is to help them understand by overcoming the objection, so it no
longer seems like a road block for them in their decision making process. NEVER let an
objection make you quit trying.

Ive been in sales for a pretty long time, regardless of what I was selling, it was
necessary overcome tons of no's to get the yes you are looking for. Study these.
Memorize them. Say them out loud to yourself so it triggers the response in your own
mind to counter that objection.


The Objections

Objection: I cant afford this.
Answer 1: I can understand and definitely relate to how you feel, but let me ask you a
question Are you saying you cant justify to invest money into advancing your
company?
Answer 2: I understand you might feel that way. If you don't mind me asking, if price
wasn't an issue or we can negotiate a price that suits your budget, do you feel this is the
right solution/product/service for you? Once again, take price completely out of the
issue. I make my own prices, and we can find a way to work with you if you can find a
way to work with us.
Answer 3: If we can agree on a price, is this something you could commit to today?

Objection: Ive got too many things going on right now.
Answer: Thats the best part about this deal. I take care of all the work. I keep in
contact with you via email or phone calls, and its nothing extra for you as far as
workload.

Objection: I just dont see how search engine optimization can help my business.
Answer: In todays market, picking up a newspaper and finding a service youre looking
for is LONG gone. For example, when was the last time YOU have searched for
something on Google?
Wait (Should be recently)
If not then: Lets say that Im new in town and wanted to find the best Teriyaki place in
the area. Who do I ask? My friends? No. I Google it.

Objection: We already have a ( Somebody , A guy , ABC Company ) doing
that for us.
Answer: With all-due respect <Owners Name>, Im obviously here because I know my
company can help you, and the person you have doing your work currently doesnt
seem to be succeeding.
The things Im telling you arent a lie. The traffic is there, and you guys just arent getting
it Im physically showing you FACTS that my services can help your website dominate
these search keyword terms.
Better yet, let me do it for free since this wont happen overnight anyway. Ill work to get
your website to the first page of Google for the keywords weve talked about and
once I prove to you that I can do what I am saying, you can pay me.
Then continue paying me for my service to get it to the TOP of Google, because 80% of
visitors only click the first five results anyways.

Objection: I was just looking at (YellowBook, GoDaddy) for this.
Answer: Then why dont you support a fellow local (city name) small business? I mean
you're not my only client, but I only deal with local companies I want to deal with.
I'm always going to be here to work person to person, so you wont have to deal with
some person over the phone or sending emails back and forth to get it right while
battling with the distance between you and your SEO company.
More importantly, the quality of what you will get from them is far from the quality I can
offer. I can guarantee that, and if you dont buy it, then go ahead with them and Ill wait
for you phone call in a few weeks.

Objection: We already have a lot of money going out to advertising right now.
Answer: I totally understand, but do you know how many leads you get from that
advertising, and how many leads turn into sales? Do you track any of the advertising?
CAN you track that advertising?
Im offering a service where we can track everything, for a fee, so you know WHO is
coming, WHO is staying, WHERE they are going, and IF they are buying.
This helps you to figure out which marketing tactic is best for your business. More
importantly, the services I offer are much less expensive than other traditional
advertising, and prove to be FAR more effective per dollar.

Objection: We already get traffic from search engines.

Answer: Oh really? Thats somewhat confusing to me, as I couldnt find you on the
search engine results for the keyword terms weve mentioned.
Am I mistaken? You dont happen to have tracking software installed that is installed
wrong or malfunctioning, do you?

Objection: We will have to redesign our site and that will cost money.
Answer: Maybe. You should think about it this way instead: How much is that poor
design costing you in terms of lost opportunity, and lost profits?
The ROI on our services is so high, that you wont think twice when you start seeing
results and youre cutting me the check to keep watching those profits flow in.

Objection: SEO is a scam, joke, doesnt work.
Answer: It sounds like you have had a bad experience with SEO in the past. Ive
brought this information and paperwork with me today to show you what I'm going to do
to your web site and how those changes will affect your ranking.
Im not sure how you are justifying the statement that SEO is a scam or that it doesnt
work, because I make my living helping businesses just like yours to conquer the terms
in the search engines that are bringing them profits month after month.
Could you clarify your statement for me? (They wont have a response for you)

Objection: Are your services really that important?
Answer 1: Is it important to you to expand your marketing to the new standard for small
businesses? The Internet is going to be responsible for the majority of ALL sales and
profit within a few years, is it that important to you to have a business that is market
evolution proof?
Answer 2: Well, let me ask you a question. Is your business success really that
important?

Objection: Well Im thinking of signing up next week.
Answer: I can understand that, if you dont mind me asking, whats going to change in
the next week?
I could have a new client by this time next week in your industry, which would exclude
you from my potential clients list because of conflict of interest.
Do you think your competitors want to wait until next week? I doubt it, and Id much
rather work with you. So whats the issue now, the price? Or is there something else I
might be able to clarify for you? Ill be glad to answer any questions.
If the money is the issue, lets agree on the price, and you can pay me later when things
get underway.

Objection: Well I need to talk to (my husband, my co-owner, my finance
department, partner, etc.)

Answer: Oh, its unfortunate to hear that. Do you not have the authority to make this
decision?
(If they say they do...) Well no offense, but doesnt this seem like a pretty clear-cut
decision? I dont want to waste your time, and I dont want to waste my time.
(Yes means money, if they say no...) What about it are you struggling to understand?
Perhaps I can clear it up for you
At this point if you experience more resistance you might be talking to the wrong
person, or maybe they make decisions and someone else has the money, whatever it
may be, dont give up. Ask questions like...
Whats their name?_ When is that person going to be available?_ Figure out if you need
to be talking to someone else.

Objection: Im just not ready to do anything today.
Answer: Well <Owners name>, there are usually three reasons why someone can't
make a decision when we first contact them.
The first is that they don't quite understand how it works and how it can benefit them.
The second reason is that I might not have built enough credibility in my company.
The third reason is that they simply cannot afford us.
Which of these three categories describes your position right now?

Objection: Im just not interested.
Answer: Well I can understand that, but just one question before I go. Which part are
you not interested in?
Increasing your profits or getting more visitors to your website? Is there anything I can
explain better to help you understand?

Objection: We work internally with our own people.
Answer: Thats great! Can I speak candidly though?
(wait for the O.K.) With all due respect, I've brought this info with me showing you that
Ive personally found things that can benefit your online presence which your own
people arent currently doing correctly.
Wouldnt you be interested to at least see what I can bring to the table? I make a mean
spaghetti and meatballs!

Objection: I dont have time to discuss this right now.
Answer: No problem, does tomorrow at 12:45 work? (Pick any time and date, it doesnt
matter, but make it specific.You will get a lot more people agreeing to meet with you this
way.)

Objection: We have never done something like this before.
Answer: Thats why I'm here. Youre in the perfect position to grow your business and
dominate your competition. Theres a first time for everything. (SMILE)

Objection: We have no money budgeted for this.

Answer: I can understand what you are saying, times are tough right now. Let me ask
you this, if you were to drop one of the over-priced newspaper, or Yellow Pages ads
that are not helping you receive traffic but only eating your profits, do you think you
could better afford my services?

Objection: This is not a priority for us right now.
Answer: Fair enough, no hard feelings, but are you telling me seriously that your
business success isnt your priority?
To be honest, and fair, I'm also doing the same pitch with (Random Competitors Name)
in about 20 minutes. Not to be pushy or anything, just thought I would be fair to let you
know, someone else WILL take this service soon, and only one person can have us
contracted at a time. Not to mention, you wont find another firm charging such low
fees with such a high quality of work.

Objection: I need to think this over.
Answer: I completely agree, I never just buy out of impulse. I research it, but to be fair
with me, which part do you nee to think over? I must have done a poor job explaining it
to you. (This will ALWAYS arouse what the REAL issue is. Shift blame to yourself, and
they will always shift it back, because they know deep down inside, THEY are the
problem in this interaction)

Objection: I dont think this will work for us.
Answer: Hey, I can see how you would feel that way. The great thing is, it works for
everyone. Its the Internet. Its everywhere. It is completely impartial; there is no way it
cannot work, because thats what we do, we make it work.
(If this person becomes hard to sell, consider giving them free services up front with a
payment once the website hits the top page above their competition)

Objection: Ive done this before and I didnt have good results.
Answer 1: Im sorry, it sounds like you have had bad experiences in the past with other
internet marketing companies, is that correct?
I'm here for one on one consulting, at normal hours of the day, and locally - so I can
meet in person, and establish great communication lines to keep you updated on what
is going on.
I'm not here to just earn your business and move on.
(Laugh!) We can set up a month to month payment plan so you can cancel at any time
and if you dont like what you see from my company, you can back out, and we will part
ways as friends. Thats fair isnt it?
(Wait for response) Perfect. I can guarantee our services, and I promise, we will change
your perception of our industry.
Answer 2: Im sorry, and I can understand your hesitance after a poor experience in the
past. Let me draw a parallel for you if youd allow me to though.

If you purchase a vehicle and have a bad buying experience, would that stop you from
buying another vehicle some day? Probably not, you might just need to find a different
dealer.

Objection: How do you know it will work? How do you know you can get our
website on top of Google for those search terms?
Answer 1: I am an expert in this field. (SAY IT LIKE YOU MEAN IT CAUSE YOU ARE
COMPARED TO THEM) I'm not showing you how I came up with this information
because it entails my trade secrets, and in all fairness, its not as easy as it sounds.
I have MANY methods and tactics I can employ to get your website some new traffic. If I
can prove results for free first, would you consider signing on for an extended contract?
Answer 2: I do this day in and day out for a lot of businesses. I am an expert, and Ive
done the proper research to prepare myself to offer you these services. I wouldnt be
here wasting your time, or my time, if I didnt think it would be mutually beneficial. I have
a business t run too.

Objection: Ive never heard of you.
Answer 1: (Only use this one if the frame feels right) In all fairness, and with all due
respect sir, Im sure a lot of the people searching for businesses like yours in the area
havent heard for you, either. Simply because they cant find you.
Answer 2: Im a select marketing firm. My services arent open to everybody. If I
analyze a client that wants work done and it doesnt seem worth my time, I turn them
down.
I only work with local companies, and I choose those companies carefully to provide the
best product and service. More importantly, think of all the people that search for your
business and probably havent heard of you either, but instead are going to your
competition.

Objection: You are not a large enough company to handle the job.
Answer: Youd be amazed what our firm can do for you. Its not about the size of the
firm, but the quality of work and time span between order and delivery for the firm you
choose. Let me promise you, our firm is top notch in every department.

Objection: You do not understand our problems.
Answer: Well I'm here to talk about them with you right now. If we do business together
and we start this relationship, I will be here to help you understand how to solve your
problems and fulfill your needs. Im here for you.
This should be a friendship, not a business transaction, and Ill treat you like one of my
friends and do the best possible job when trying to understand what your problems are.

Objection: I don't believe it.
Answer: To be fair, all these facts I've compiled today are with free programs. You
could even do this if I told you where to go and how to do it in fact I can show you

some concrete proof if you have a computer I can use. Google doesnt lie. (Laugh and
Smile) Would you like me to go over things in more detail that you dont fully understand
so we can get on the same page?

Objection: Why should I choose to work with you?
Answer: J ust by your lack of internet presence on the search engines, I will tell you with
confidence that you CAN use my help.
I may or may not be the first company to come here and present this information to you,
but I can tell you that if they havent come to you to yet, they probably arent going to.
Do you know the reason? Im a local company who works with local companies. I do my
research and choose the best clients to work with, since I cant help them all. No SEO
company can.

Objection: Im interested, but your prices are too high.
Answer: Sounds great. What youre saying is that if the numbers were not an issue
then you would sign up with us today then right?
(Should be a yes...) Fair enough, what am I going to have to do price-wise to earn your
business today?

Objection: I cant justify spending that much money.
Answer: Think of it as how much will you earn, not how much you will be spending. If
you can calculate how much a client is worth to you, I will tell you what kind of ROI you
could potentially expect.
I will tell you how many clients a month I could potentially garnish for you. Would that
help you make your decision to do business with me?
Plus, youre never locked in, if in a couple months it isnt for you, we can work
something out so that you leave feeling taken care of. I can work with you and thats the
beauty of going with me vs GoDaddy or YellowPages. I set my own prices, which
means I can help a guy out if I need to.

Objection: Im not comfortable with the idea yet.
Answer 1: I completely understand, as this is something completely new to you. The
great thing is that I'm willing to go over it as much as necessary to make sure you have
a full understanding of my services and ensure that you are comfortable with the
process. Does that sound fair?
Answer 2: Thats completely understandable. The reason most businesses havent
signed up with a company like mine is because they simply dont understand the
services. What can I explain to you to help you understand better and make a more
informed decision about the proposal we are talking about?

Conclusion & Closing Thoughts

Following are a few tips that I think should really help most of you with dealing with face
to face or telephone meetings:
When dealing with these objections and the sales process, continue to use their
first name unless they ask otherwise.
Make them know that they have your undivided attention, and that you are there
for them. Love the one your with.
Like I said earlier, objections are not bad. If you listen they will tell you whats
wrong, but you have to ask the questions.
They will not just lay down for you every time. Its not to say that this doesnt
happen, but its not common when dealing with something that they have never
dealt with before.
You dont always have to have an answer right away. Take a breath, think about
it, and answer. Call it the brain-mouth filter.
If you just be patient and build rapport with them, there is no way they can say
no, if you show them all the facts and present your case correctly. Make it so
they almost seem stupid if they say no, business owners HATE to sound stupid.
Think about it this way: If you have nothing right now, then what do you have to
lose by overcoming their objections?
If you have competition in your local area that does SEO or offers the same
products or services, then you now have the sales edge over them. You should
look at this as something they dont have, so use it!