My follow-up: “Hey {firstName}, I’m just following up in case you never got my email:)”
His answer: Hey Lucio! I would love to talk about this; I’m definitely interested. Are you available this Wednesday at 15:00? Here is my Calendly link.

8. Prepare for the sales call

Streamlining your sales process can be more effective than the traditional two-meeting approach. Start by sending a pre-call questionnaire to gather essential details:

• Have they invested in SEO before, and with whom?

• What are their primary goals and priorities?

• Do they have an IT team for technical implementations?

• Is there an in-house content writing team?

• Are there plans for website redesign or migration?

• Is a specific budget allocated for SEO?

• When is the project’s intended start date?

• Are there any particular concerns to be aware of?

With these answers, you can tailor a proposal that directly addresses the client’s needs, underlines the value of SEO, and positions you as the ideal partner.

Structure your proposal presentation as follows:

• Who you are: Introduce yourself, your expertise in their industry, and why you’re the best choice for them.

• The importance of SEO for the client: Begin by emphasizing the benefits of a robust SEO strategy for their business.

• Current SEO status: Inform them about their current SEO performance and highlight gaps you can fix to improve business performance.

• Timeline: Clearly outline the project timeline, detail key milestones, and your approach. Be cautious not to overpromise.

• Pricing: Be transparent when discussing the cost of the project.

• Case studies: Use past successes that resonate with the client to establish credibility.

• Service details: Explain each service in detail, including sample deliverables, particularly if you’ll share the project with others in the client’s organization.

9. During the sales call

A successful sales call requires preparation, adaptability, and a genuine connection with your prospect.

Here are vital tips to help you crush sales calls:

Be presentable: Make a solid first impression, especially in video conferences. Good lighting, a stable internet connection, and a friendly demeanor can significantly impact how you’re perceived.

Start the conversation: Begin with a light, casual conversation to ease tension. Simple questions about how they’re doing can help you get to know them briefly.

Go through the presentation: Observe your prospect’s engagement and respond to visual cues while presenting. Encourage them to ask questions and address their concerns immediately.

Discuss pricing: Pay attention to their reactions when discussing rates. Highlight the benefits of each service to justify the investment.

Negotiation: Be open to negotiation but maintain your project’s integrity. If you offer concessions, ensure they are balanced with benefits to your business.

Define clear next steps: End the call by outlining the next steps and confirming when the prospect will decide. This sets a clear timeline for follow-up communications.

Time management: Effectively manage time by inquiring about their availability for follow-up meetings. Aim to wrap up your presentation at least 5 minutes before the end to allow time for questions.

10. Follow up after the sales call

Post-sales call, if your prospect hasn’t responded by the agreed-upon date, don’t assume disinterest. Instead, proactive follow-up emails can help regain their attention and demonstrate your continued commitment to the project.

Here are some examples of effective follow-up messages:

Follow-up 1: Inquire about their decision timeline.

Hey {First Name},

I’m planning my October schedule and wanted to check in on {Company Name}’s decision regarding the SEO project. Knowing your timeline will assist me in allocating resources for the project. I’m excited about this project’s potential and confident we can achieve [their goals].

Follow-up 2: Reiterate the importance of the problem.

Hey {First Name},

I wanted to follow up to see if addressing {client pain point} is still a priority for you.

Feel free to reach out if you have any questions or need further clarification.

Follow-up 3: Assertive approach to prompt a decision

Hey {First Name},

I don’t want to push if the SEO project I’ve laid out isn’t what you’re looking for.

I thought this was high on the priority list, but if things have changed, please let me know.

It would mean a lot 🙂

11. Retention: Build a base of monthly paying customers

Stability is crucial for freelancers. To achieve this, build a consistent revenue stream and nurture long-term client relationships.

Here are effective ways to develop a retainer base:

Monthly retainer

Encouraging clients to commit to a monthly retainer is an effective way to ensure predictable income. SEO, by nature, demands continuous attention and adaptation. Clearly define the services included in the retainer, emphasizing the importance of ongoing SEO support and the risks of neglecting it. Offer an option to exit the retainer with a 30-day notice to demonstrate confidence in your services.

Service quality

Client retention hinges on two key factors: delivering excellent customer service and meeting SEO expectations. If either falls short, clients may look elsewhere.

To deliver a great customer experience:

• Aim to respond to emails within 48 hours, and if a delay is expected, inform them of when they can anticipate a response

• Keep the client relationship active with regular check-ins or updates, and stay proactive in seeking better ways to serve them

• Regularly provide reports demonstrating progress and how your work aligns with their goals and business objectives.

Upsell current clients

Focus on deepening relationships with existing clients who trust you and have seen a return on investment. Upselling simplifies your workload and allows for more personalized attention.

Approach to Upselling:

• Highlight past successes to build confidence.

• Point out untapped opportunities in their current strategy.

• Connect additional services directly to their business goals.

• Consider bundling services for added value and convenience.

12. Ask clients for referrals

Satisfied clients are often your best advocates and can become valuable sources for new business.