Work your way around sales objections to develop a stronger pitch. Catch Bernard and Tim in our fifth Boost Your Business webinar and get pro-tips on handling the most common client objections the powerhouse way. Get a full recap of the webinar here: https://goo.gl/WvJGL1 The presentation deck is available under the Resource Center: https://goo.gl/re0V8P

2. In 18 years Bernard has started 4 companies, taken 3
web-based companies to multi-million dollar status,
launched over 300 websites, and has managed over a
thousand marketing campaigns.
Tim has dedicated half a decade to being a top-notch
digital marketer, salesman, and relationship builder.
He has launched and retained more than 500
projects, including those of key partners.
Overcoming Sales Objections Like a Powerhouse
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TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
Meet Our Panelists
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bernard@seoreseller.com
/bernardsanjuaniii
tim@seoreseller.com
/timbienvenida
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3. What’s Next:
Limted Time Offer
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What Happened During the Previous BYB Webinar
In the previous Webinar, we showed you how to
go from good to great at selling SEO services.
● Know who you are as an agency
● Determine what you’re selling
● Learn how to sell effectively
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Overcoming Sales Objections Like a Powerhouse

4. What’s Next:
Discussion Overview
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Limited Time Offer
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Overcoming Sales Objections Like a Powerhouse
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Get 35% off the first month of an SEO
package when you purchase any web
design package.
*Offer ends on June 30
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5. What’s Next:
Why Do Sales Objections Happen?
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Discussion Overview
The key to closing a sale is understanding what stops a potential client from taking
action. In this webinar, we will discuss the pro-tips on overcoming the most common
sales objections, and the methods powerhouse agencies use to close the toughest
sales.
● General Guidelines to Overcoming Objections
● Common Client Objections
● Summary
Q&A Session
Feel free to send your questions in advance
using WebEx chat.
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Overcoming Sales Objections Like a Powerhouse
with

6. Why Do Sales Objections
Happen?
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Taz, Content Writer
Feel free to send your questions to our panelists via
chat and we’ll answer them during the Q&A portion

7. bit.ly/getsked
Why Do Sales Objections Happen?
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Overcoming Sales Objections Like a Powerhouse
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Objections occur because a portion of your sales process was weak.
● An objection is an opportunity.
● Behind every objection is the failure of the salesmen to answer “What’s in it for me?”
General Guidelines to Overcoming Objections
Step #1 Step #2 Step #3 Step #4
Acknowledge Isolate Own Act
What’s Next:
How To Overcome Objections
“How you see the problem is the problem.”

8. How To Overcome Objections
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Bjorn, Senior Writer
Feel free to send your questions to our panelists via
chat and we’ll answer them during the Q&A portion
Up Next:
The Value of SEO

9. bit.ly/getsked
The Value of SEO
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Overcoming Sales Objections Like a Powerhouse
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“Our management does not understand
the value of SEO.”
Two scenarios:
1. Client lacks knowledge about the industry itself
2. You failed to listen to your prospect
Case Study: Australian Pub
Problem: The partner kept on talking about rankings and traffic
What the client really wanted:
● 80% occupancy during lunch and dinner, Mondays-Fridays
● “Is the service you’re offering the solution to my business
problem?”
Results:
● The client now has full occupancy on all weekdays
● On most days, they even exceed their capacity
What’s Next:
Pro Tips

10. bit.ly/getsked
Pro Tips
Know your SEO stats
○ 93% of buying experiences begin with search.
Not being present on search translates to lost
opportunities for the client
○ Can drive up to x22 ROI per dollar spent
○ There are 60 billion websites online today
○ 91% of those aren’t optimized
○ SEO is a $16 billion industry
Translate the Value of SEO into terms a decision maker
can understand.
○ Establish trust signals. Use the White Label
Testimonials from the Resource Center.
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Overcoming Sales Objections Like a Powerhouse
with
What’s Next:
Pricing

11. “Clients find the pricing expensive.”
Translation of this objection: I did not see value.
Our pricing actually isn’t more expensive
We offer you the same value for the same price as competitors.
But we don’t offer their entry-level packages.
1. We never claim that we’re the cheapest
2. Do you get results?
3. You get what you pay for
a. Clients can afford solutions that add value
● Results
● Client dashboard login
● Real time reporting
● White Papers & Guides
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Pricing
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Overcoming Sales Objections Like a Powerhouse
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What’s Next:
Pro TIps
We also encounter the same objections,
and yet we have an 80% close rate.

12. bit.ly/getsked
Pro Tips
Don’t dance around the pricing objection. ADDRESS IT.
3 Golden Rules
1. You never mention pricing first
Primacy - the things we hear first tend to stick.
2. You never let it stand alone - always translate it to value
3. Never mention pricing last
Recency - the brain is biased and ascribes more importance
to the last thing we hear.
New partners mark-up x1. Increase markup to x2/2.5 when portfolio is built
A partner in the UAE gives clients 30% off on their first 90 days, to prove they can deliver results. Afterwards, they
mark up by 3x.
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Overcoming Sales Objections Like a Powerhouse
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What’s Next:
No Guarantees

13. bit.ly/getsked
No Guarantees
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Overcoming Sales Objections Like a Powerhouse
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What’s Next:
Pro Tips
“I can't get approval for a service that has no committed results”
“Why don’t you guarantee rankings?”
● Steer away from people who guarantee rankings!
● Rankings are influenced by several search algorithms,
and are impossible to predict.
“Why don’t you guarantee traffic?”
● Can’t guarantee traffic as well
● But your SEO’s are experienced enough to set soft goals

14. bit.ly/getsked
Pro Tips
Know what you are selling
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Overcoming Sales Objections Like a Powerhouse
with
Our methodology works 80% of the
time and ranks 60% of keywords in
the first six months.
Talk to your Project Manager
about soft goals.
What’s Next:
Bad Experience with Previous Agencies

15. bit.ly/getsked
Bad Experience with Previous Agencies
“I've gotten burned by bad SEO providers”
Translation of this objection: Understands value, but wants
a provider they can trust
● One of our largest Powerhouse Partners hunts down
clients that have been burned by previous providers.
○ He views it as a qualification
● You no longer have to sell the service. You have to sell YOU.
Example:
We have had partners leave us and come back to us with a penalized site.
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Overcoming Sales Objections Like a Powerhouse
with
What’s Next:
Pro Tips

16. bit.ly/getsked
Pro Tips
Leverage expertise & trust signals to differentiate yourself from previous providers.
Three ways to respond:
1. “No, none of my clients have been penalized”
2. “Yes - and here’s what we did to recover them at our expense”
3. “We have worked with clients that had penalties from previous providers, but we have a 100% batting
average in cleaning it up”
Caution: There is a wrong way to approach this objection.
○ Don’t badmouth the bad provider
○ Don’t put clients in a negative mindset
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Overcoming Sales Objections Like a Powerhouse
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What’s Next:
Keyword and Search Volume Limits

17. What’s Next:
Pro Tips
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Keyword and Search Volume Limits
● Some SEO campaigns are more difficult than others, and
require more work.
○ The different tiers have keyword and search volume
limits to reflect this.
● We can rank 60% of keywords on the first page in the next
six months because the limits are there.
● Some competitors claim credit for incidental rankings.
○ We don’t. Incidental rankings are a BONUS
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Overcoming Sales Objections Like a Powerhouse
with
“Why do you have a limit to the number of keywords/search volume?”

18. bit.ly/getsked
Pro Tips
Getting this objection
indicates you’re on the
right track.
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Overcoming Sales Objections Like a Powerhouse
with
It’s a sign you’ve piqued their
interest, because their questions
have started to level up.
Objections like this are
opportunities to educate clients
and demonstrate your expertise.
What’s Next:
Client Has an Existing Provider

19. What’s Next:
Pro Tips
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Client Has an Existing Provider
“I already have an existing solution. Why should I switch to you?”
Translation of this objection: Client is averse to change
Different Variations of this Objection:
1. “I already have a Freelancer doing my work”
1. “I'm comfortable with my current provider -
I don't feel the need to switch”
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Overcoming Sales Objections Like a Powerhouse
with
“Behind every loyal client is an awesome salesman.”

20. What’s Next:
Summary
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Pro Tips
“I already have a Freelancer doing my work”
Leverage the premium experience you can offer with the
technology at your agency’s disposal
“I'm comfortable with my current provider - I don't feel the
need to switch”
Make them uncomfortable with the current results
Find your opportunities on the 2nd and 3rd pages - don’t
go for the top spots
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Overcoming Sales Objections Like a Powerhouse
with

21. Summary
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James, Junior Editor
Feel free to send your questions to our panelists via
chat and we’ll answer them during the Q&A portion

22. What’s Next:
For Our Partners
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Summary
1. Value of SEO
○ Know your SEO stats. Translate the Value of SEO into terms a decision maker can understand
2. Pricing
○ Don’t dance around the pricing objection. ADDRESS IT.
3. No Guarantees
○ Know what you are selling.
4. Bad Experience with Previous Agencies
○ Leverage expertise; provide trust signals.
5. Keyword and Search Volume Limits
○ Objections like this are opportunities to educate clients and demonstrate your expertise.
6. Client Has an Existing Provider
○ Leverage the premium experience with your technology. Make them uncomfortable with the current results.
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Overcoming Sales Objections Like a Powerhouse
with

23. Schedule a Call
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Feel free to call us at any time for questions.
TOLL-FREE 1-800-250-6106
AUS (02) 8484-1116
US (415) 625-9700
info@seoreseller.com
Selling SEO The Right Way
with
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Q&A Session