You see, selling SEO, or Internet Marketing related services, requires another skill set you may have, or need to develop.

Every business sells something.  Every business buys something.  Almost always, a business buy only to solve a problem, consumers buy on emotion, businesses don’t.

Selling services like SEO, Internet Marketing, SEM, email marketing or SMM is no different than say selling a consulting service to a business.  We know that one methodology works, and that’s called Solution Selling.

Solution Selling is a unique process, the selling process used by most successful sales forces.  According to Wikipedia, Solution Selling is “Rather than just promoting an existing product, the salesperson focuses on the customer’s pain(s) and addresses the issue with his or her offerings (product and services). The resolution of the pain is what constitutes a true “solution”

Selling Internet Marketing Services to Small Business requires a special process.

I have pioneered something called the SEO Sales Trail.  This is a step by step approach to selling Internet Marketing services to local businesses.

Learn How to Sell SEO on my company blog and I cover several strategies and tips to help you learn how to acquire these local business clients.