The Pre-Sales SEO Process and How to Convince Potential Customers

Being a highly skilled expert and consultant in your industry does not necessarily mean you will win every customer meeting you attend. Understanding your customers, meeting their needs, and recognizing their concerns are not just about technical expertise. They are also about understanding potential customers.

Hours of discussions, prepared reports, and detailed presentations before pre-sales meetings with customers can represent a significant amount of effort. When all this work ends in disappointment, the time invested may have been completely wasted.

In this article, I will explain what data an SEO consultant, company, or sales representative should present to customers during pre-sales meetings, how this information should be presented, and which data can influence potential customers purchasing decisions.

What Does Pre-Sales Mean?

According to traditional beliefs, people working in pre-sales teams were responsible for scheduling appointments, managing calls, preparing proposals, and handling presentations on behalf of others. However, with the changing business landscape, the pre-sales process has evolved into an increasingly important and continuously developing function.

Establishing all kinds of interactions with potential customers and providing answers to their specific problems are part of the pre-sales process.

What Does the Pre-Sales Process Include?

• Responding to customer requests.

• Providing customers with information that can help them make purchasing decisions.

• Answering customer questions about qualifications and proposed solutions.

Successfully meeting the two main objectives outlined above is an important starting point. However, achieving these goals requires careful consideration and preparation beforehand.

How Can You Encourage Potential Customers to Make a Purchase?

When someone invests in a business, there is an expected return on that investment. Market share analyses can provide valuable guidance when trying to help customers make purchasing decisions.

SearchMetrics is a highly suitable tool for market share analysis. SearchMetrics is a Berlin-based company that brings a different dimension to measurement and market analysis. SEOZEO is also the sole authorized partner of SearchMetrics in Türkiye. As an exciting announcement, I would like to mention that SearchMetrics is expected to enter the Turkish market soon!

For this analysis, we will use SearchMetrics tools that provide the following four types of data:

• SEO and paid search visibility charts.

• Keywords ranking in organic search results.

• Keywords targeted in PPC campaigns.

• Competitors.

First, the customer website is analyzed using SearchMetrics. After reviewing the SEO and paid search visibility reports, we evaluate paid search keywords if a PPC campaign has previously been conducted. These keywords are then compared with those appearing in organic search results.

When checking the keywords ranking in organic search results, we also remember to examine long-tail keywords in depth so that we do not miss opportunities to create new markets!