Let’s cut through the noise. Selling local SEO services is not about throwing jargon at business owners and hoping they bite. It’s about showing them that, without your expertise, they’re leaving money on the table. Here’s the deal—every small business wants to rank #1 on Google, but most don’t realize what that truly takes. Your job is to bridge that gap with expertise, transparency, and a killer strategy.
Step 1: Kill the Cookie-Cutter Approach
Your potential clients are not numbers—they’re business owners with unique needs, and the last thing they want is a generic SEO pitch. “You want them to know what you do, but more importantly, they want to know how what you do solves their specific problems,” says Myles Anderson from BrightLocal. Tailor each pitch by understanding their pain points and goals. Listen more, talk less. Customize your plan, and boom—you’ve got their attention.
Step 2: No Guarantees, Ever
SEO isn’t magic. It’s hard work, strategy, and time. Don’t promise overnight results, because that’s a one-way ticket to losing trust. Google’s own guidelines say, “Beware of SEOs that guarantee rankings”—and they’re right. Instead, focus on what you can guarantee: consistent reporting, tailored strategies, and regular touchpoints. Build trust, not false hopes.
Step 3: Use Data Like It’s Your Secret Weapon
Here’s a pro tip: nothing speaks louder than cold, hard stats. Studies from HubSpot and Wordstream show that over 70% of local searches result in a store visit within 5 miles. When pitching local SEO, drop these stats to showcase the real impact of ranking higher in local search results. Numbers don’t lie, and they help you build credibility fast.
Step 4: Show, Don’t Just Tell
Got great results for another client? Show them off! But here’s the trick—make sure those testimonials and reports relate directly to your potential client’s niche or location. If you’re pitching to a local restaurant, don’t show them SEO wins for a law firm. Stay relevant and build trust by highlighting specific success stories.
Step 5: Manage Expectations—Marathon, Not a Sprint
Local SEO is a long-term game. Don’t shy away from explaining this upfront. Let your prospects know that results build over time, but once they do, they’re rock solid. As the saying goes, “The best time to plant a tree was 20 years ago. The second-best time is now.” Help your clients understand that starting sooner means better, more stable results down the road.
Step 6: Educate on the Hidden Perks of Local SEO
SEO isn’t just about rankings; it’s about brand trust, community engagement, and reputation management. Your local SEO work may involve boosting reviews, engaging with local directories, and even digital PR. This not only builds their online presence but also strengthens their overall brand. The more value-added benefits you communicate, the more your services become a no-brainer.
Step 7: Be the Expert
Your agency's blog and website should scream expertise. When a potential client Googles local SEO in your area, you want your blog posts to pop up. Write content that answers their burning questions before they even ask them. Doing so not only drives inbound leads but also gives you a chance to share valuable resources during your sales process. HubSpot’s pillar-and-cluster approach is a smart way to structure this content, creating deep-dive blog posts that attract the right audience.
Final Thought: Nail the Follow-Up
Selling local SEO isn’t a one-pitch job. After your meeting, send them a follow-up email with helpful links to your blog, case studies, and even local SEO tips. This keeps you top of mind and shows you’re invested in their success—not just in closing the deal.
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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