In previous blogs I have mentioned about some of the high levels of unprofessional behaviour which dilutes the world of quality digital agencies and their work however it all fundamentally boils down to one word called “Trust”, be too pushy with a prospective client whom has had a bad experience or do not take the time to fully understand their business and what they are looking to achieve and you will never get there.
The words trust and patience are like two peas in a pod and when you hear of a prospective client whom has been really let down by those very unprofessional people whom tarnish the name SEO and digital marketing as a collective then you need to take it slowly and build their trust.
Ironically enough, trust me when I say this, those companies whom have been let down in the past and are of the view of the work we do has little affect and will more likely respond to a straight forward and intelligent conversation on what you have first noticed about their business and how you could assist rather than listening to a lecture on how amazing/flashy your company is.
I hate to be one for the old clichés however the proof is in the pudding, why not take them through a case study or send them a sample report of how you helped a company with a similar problem and how you solved that problem, at least this first opens the doors rather than sending a glossy brochure as I am sure they may have had that last time. By demonstrating actual results and what ROI you have personally achieved with similar companies then this will help. In addition to this, you could even arrange a call between a trusted client of yours and the prospective company about the work you have been carrying out for them.
If you are saying to yourself that this deal is taking way too long to close then just remember you are dealing with people and emotions, put yourself in their shoes – Why should they give you a chance exactly, how can you really help? Sometimes it is best to give first rather than to receive, people will always remember that, why not offer a complimentary analysis to demonstrate what your company would do and stand out above the rest.
Trust takes time however once you gain it with a client and you have proven your capabilities it is almost highly unlikely that they will be persuaded by another company in the meantime. Once you have that client on board make sure that they know you care, regularly speak to them, inform them about what you are doing and how you are making changes and be transparent with reports on analytics/measuring results. In conclusion, relationships take time and effort but they pay back tenfold in the long term, try to see past short term gains for the long term stretch.