Let’s be real for a second: we all know planning and pitching to new clients is a grind. But here’s the kicker—25% of SEOs spend less than one hour planning and pitching to small and medium-sized business (SMB) clients with 1-3 locations. One hour? That’s barely enough time to down a coffee and scroll through emails!
But before you write this off as some lazy SEO shortcut, let’s unpack the real reason behind it—and why it might be doing more harm than good.
The Quick Pitch: Time vs. Quality
In today’s ultra-competitive digital space, first impressions are everything. SEOs who only invest 60 minutes (or less) on pitching to SMBs are missing a huge opportunity to build trust and demonstrate expertise. Here's the data breakdown:
25% of SEOs spend less than 1 hour on the pitch for clients with 1-3 locations.
79% of SEOs spend up to 5 hours.
When it comes to larger SMB clients with 3-10 locations, 99% of SEOs will dedicate at least an hour or more.
So, why the rush? For some SEOs, especially those working with small teams or flying solo, time is a premium resource. They’ve honed their pitch into a slick, repeatable process. But here’s the downside: quick doesn’t always mean quality.
Is the One-Hour Pitch Hurting Your Business?
Let’s face it. Not all SMBs are the same. A quick one-size-fits-all pitch may sound efficient, but it can lack the customization SMBs crave to see their unique needs addressed. When you only spend an hour (or less), it’s hard to dig into the specifics of that business or its industry.
Here’s what you’re potentially leaving on the table:
Understanding the client’s local market: Local SEO is all about relevance. If your pitch doesn’t show that you’ve done your homework on their specific market, you’re going to look out of touch. And in digital marketing, if you’re out of touch, you’re out of a job.
Competitor research: Every business owner wants to know how they stack up against the competition. If your pitch doesn’t dive deep into competitive analysis, you’re just throwing darts in the dark.
Customized strategy: SMBs are bombarded with pitches daily. A generic, boilerplate plan isn’t going to cut it anymore. You need to show you can solve their specific problems with a tailored strategy.
The Secret Sauce: Why Spending More Time Wins More Clients
If you’re spending a little more time (say, 2-5 hours) on a pitch, you’re already beating 25% of your competitors. But going beyond that opens up even more opportunities. Here’s how more time translates to bigger wins:
Insight = Authority: Spending time researching the client’s industry, competition, and market trends shows you know your stuff. Business owners will see you as more than just another SEO vendor; you’ll become a trusted advisor.
Personalization Pays Off: When you dedicate the time to deliver a pitch that speaks directly to the client’s pain points, they’re much more likely to convert. It’s simple: people respond to being heard.
More Time, More Success: Unsurprisingly, 28% of SEOs who spend 10+ hours planning for clients with 3-10 locations report better success rates. The more you invest upfront, the better your chances of sealing the deal.
The Bottom Line: Don’t Shortchange Your Pitch
In a world where local SEO can make or break an SMB’s online presence, underinvesting in your planning and pitching process is a gamble. Sure, efficiency is key—but cutting corners at the cost of quality could be costing you more than you realize.
Ask yourself: Is it worth risking long-term client relationships for a quick win? If you’re not willing to spend the time, someone else will. And that someone could be your competitor.
In a digital world where visibility is everything, GMB Fox ensures your business isn’t just online—it’s the first choice customers make. Let us handle the complexities of digital marketing, so you can focus on what truly matters: growing your business.
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