It's happened a few too many times over the years: A client says they've engaged another digital agency for a service that we actually offer. We wouldn’t have minded had that client known we provided that service, yet determined we weren't a fit.
But when a client hires another agency because they didn’t know everything we offered, we feel like we’ve failed. We’ve failed to communicate with our customers about the extent of our offerings and we’ve failed to make strategic suggestions so they can take advantage of those offerings at the right time.
Do all of your customers know you offer SEO services? If you've been designing and developing websites for years, then you already have a treasure trove of potential SEO customers. These customers are the perfect first customers for your SEO services since you already know both their audience and their website.
How to Introduce Your SEO Services to Current Customers
Start with an Email
The easiest way to get started is via email. Here's an example:
Subject: Now Offering SEO Services
First, I want to thank you for being a ____________ customer for the last year. We appreciate your business and intend to be consistently helpful, serving your needs in any way that we can.
I’m writing to you today because of that intention.
If you’re like many of our customers, you’re facing these challenges right now:
- You need more business
- Meaning you need more leads
- Meaning you need more traffic
Businesses frequently hear that they need a website in order to drive online sales. But truthfully, a website alone won’t generate online business (or even leads). You need a website that can catch traffic.
Catch traffic? Yes; it’s like catching fish. Put your net in the wrong part of the lake or sea, and you’ll get nothing. Put your website out there without a way for Google to find it, and you’ll get little to no traffic.
That’s why we’ve started helping customers with their SEO. It’s a way to maximize an asset in which you’ve already invested (your website) rather than spending even more to drive traffic via paid search or paid social ads.
Organic traffic is the best way to generate new, qualified leads. But you’ll only get organic traffic if Google knows to send it your way — which is why we’re excited to help you.
Our SEO services begin with an SEO Assessment so we can identify where you are today and create a roadmap for growth. Then, we move into an SEO Set-Up where we build your SEO foundation. Finally, we offer monthly services so we can ensure your traffic continues to grow and your site evolves with the times.
Are you interested? Let’s schedule a call to talk about your business goals in 2022 and how SEO might be just the right fuel for the fire.
This might feel a bit sales-oriented for you; you can certainly tone down your introductory email to fit your own voice. But this is a way you can introduce customers to your existing services. You don’t even need an SEO page on your website yet.
Follow Up with a Call
During your next client meeting, save some time to talk about SEO services. Approach your client with a business strategy mindset and ask general questions such as:
- What are your business goals for next year?
- Are you getting enough leads/sales/revenue from your website?
- Are you happy with your website's current visibility on Google?
- What would it look like if your website received twice as much traffic from Google next year?
None of these questions have the word “SEO” in them. Why? Because ultimately you aren't selling SEO services. You're selling something bigger: business growth. And you want to sell the promise of a better business future.
As you get to know the business's goals, pain points, etc, you can begin to introduce SEO services more formally. If a customer has already engaged another SEO agency, simply let them know you’re here if/when they want a more integrated approach.
Share a Story
If SEO services are new to your agency, you may not have SEO-related testimonials or case studies to share. But you do have horror stories to share. A customer who paid too much and saw no results. A site that lost traffic after a redesign. A customer who was ghosted by an SEO agency.
In the beginning, you can use these types of stories to help sell your SEO services.
Here's an example:
“I know you had a bad experience with an SEO agency in the past and have since invested only in Google Ads. We've heard these same stories from many customers, so we decided it was time to start offering our own SEO services. We already know you, your business, its goals, your audience, and your website. And we know SEO. We have customers already getting great results, so if you'd like to learn more, I'd be happy to schedule a follow-up call.”
You can also get a lot of mileage out of a single testimonial by sharing it with current customers when you remind them that you’re offering SEO services.
Don't Miss the Opportunity to Serve Your Current Customers
Take the time to make sure your current customers know that you’re offering SEO services in-house. Existing clients are your biggest opportunities for initial sales.