#1 Sustainable Link Building and Analytical SEO Agency – 1stpagekws

What to say when an SEO prospect says, “You’re Too Expensive!”

 Have you ever heard this from a potential client?  You’re too expensive!” . If so, you’re not alone.

Is Google Getting Worse?

 

Many SEOs face this objection when they pitch their services to prospects.

But how do you handle it?

Do you lower your price?

Do you walk away?

Do you try to justify your value?

 

In this post,

I’ll show you exactly what to say when an SEO prospect says, “you’re too expensive”.

And I’ll also share with you some proven strategies to overcome this objection and close more deals.

Let’s dive right in.

Why Prospects Say “You’re Too Expensive”

Before we get into the specific responses, let’s first understand why prospects say “you’re too expensive” in the first place.

There are two main reasons:

• They don’t see the value of your service

• They have a limited budget

Let’s look at each one in more detail.

Reason #1: They Don’t See the Value of Your Service

This is the most common reason why prospects say, “You’re too expensive.”.

They don’t understand how your service can help them achieve their goals, solve their problems, or satisfy their needs.

They don’t see the return on investment (ROI) of hiring you.

They don’t see the difference between you and your competitors.

They don’t see why you charge more than others.

In other words, they don’t see the value of your service.

This is a problem in education.

You need to educate your prospects on the benefits of your service, the results you can deliver, and the unique value proposition you offer.

You need to show them how your service can help them grow their traffic, leads, sales, and revenue.

You need to show them how your service can help them outrank their competitors, dominate their niche, and build their authority.

You need to show them how your service can help them avoid the pitfalls of SEO, such as penalties, algorithm updates, and technical issues.

You need to show them how your service is different from and better than others, such as your experience, expertise, testimonials, case studies, and guarantees.

You need to show them why you charge what you charge, such as your quality, speed, reliability, and support.

You need to show them the value of your service.

Reason #2: They Have a Limited Budget

This is the second reason why prospects say “you’re too expensive”.

They simply can’t afford your service.

They have a limited budget and they can’t or won’t spend more than that.

They may have other priorities or expenses that they need to allocate their funds to.

They may have unrealistic expectations of what SEO costs or what results they can get.

They may have been burned by cheap or low-quality SEO services in the past.

They may have a scarcity mindset and they don’t want to invest in their growth.

This is a problem of qualification

You need to qualify your prospects before you pitch your service.

You need to find out their budget, their goals, their challenges, and their expectations.

You need to find out if they are a good fit for your service, if they are ready to buy, and if they have the authority to make the decision.

You need to find out if they are worth your time, energy, and attention.

You need to qualify your prospects.

How to Respond When an SEO Prospect Says “You’re Too Expensive”

Now that you know why prospects say “you’re too expensive”, let’s see how to respond to them.

 

Here are some effective responses that you can use depending on the situation:

• Response #1: “Compared to what?”

• Response #2: “What’s your budget?”

• Response #3: “What’s the cost of doing nothing?”

• Response #4: “What’s the value of ranking #1?”

• Response #5: “Let me show you a case study”

Let’s look at each one in more detail.

Response #1: “Compared to what?”

This is a great response to use when a prospect says “you’re too expensive” without giving any context or comparison.

It puts the ball back in their court and forces them to explain their reasoning.

 

It also opens up the opportunity for you to highlight your value and differentiate yourself from your competitors.

 

For example,

You can say something like this:

> Prospect: “You’re too expensive!”

> You: “Compared to what?”

> Prospect: “Compared to other SEOs I’ve talked to.”

> You: “I see. And what do they offer that I don’t?”

> Prospect: “Well, they charge less and they promise faster results.”

> You: “I understand. But do they have the same level of experience and expertise as I do? Do they have the same track record of success and client satisfaction as I do? Do they use the same proven strategies and best practices as I do? Do they offer the same quality, speed, reliability, and support as I do?”

> Prospect: “Um, I’m not sure.”

> You: “Well, let me tell you why I charge what I charge and why I’m worth every penny. First of all, I have over 10 years of experience in SEO and I’ve worked with hundreds of clients in various industries and niches. I have a portfolio of testimonials and case studies that show the results I’ve delivered for my clients, such as increasing their traffic, leads, sales, and revenue by X%. I use the latest and most effective SEO strategies and techniques that are aligned with Google’s guidelines and algorithms. I also offer a high-quality service that is fast, reliable, and supported by me personally.

 

I don’t outsource or automate anything. I do everything myself and I’m always available for you.

I also offer a 100% satisfaction guarantee and a no-risk refund policy.

So,

As you can see, I’m not just another SEO. I’m an SEO expert who can help you achieve your goals and grow your business.

And that’s why I charge what I charge.”

This response shows the prospect that you’re confident in your value and that you’re not willing to compromise on your price.

It also shows them the difference between you and your competitors and why you’re worth more.

It also educates them on the benefits of your service and the results you can deliver.

It also builds trust and credibility by backing up your claims with evidence and guarantees.

This response can help you overcome the objection and persuade the prospect to hire you.

Response #2: “What’s your budget?”

This is a good response to use when a prospect says “you’re too expensive” and you suspect that they have a limited budget.

It helps you find out how much they can or are willing to spend on your service.

It also helps you determine if they are a qualified prospect or not.

If they have a reasonable budget that is close to your price, you may be able to negotiate or offer a payment plan.

If they have a low budget that is far from your price, you may be able to refer them to someone else or walk away.

For example, you can say something like this:

> Prospect: “You’re too expensive!”

> You: “What’s your budget?”

> Prospect: “I can only spend $500 a month on SEO.”

> You: “I see. Well, to be honest, that’s not enough to get the results you want. SEO is a long-term investment that requires a consistent and strategic approach.

My service starts at $2,000 a month and that’s the minimum I charge to deliver the quality and value that I promise. Anything less than that would be a waste of your money and my time. So, unfortunately, I don’t think we’re a good fit for each other.”

> Prospect: “Oh, I see. Well, thanks for your honesty.”

> You: “You’re welcome. And if you ever change your mind or increase your budget, feel free to reach out to me again. I’d love to work with you. In the meantime, I can recommend you a colleague of mine who may be able to help you with your budget. He’s not as experienced or skilled as I am, but he’s decent and reliable. Would you like me to introduce you to him?”

 

This response shows the prospect that you’re respectful of their budget and that you’re not desperate for their business.

It also shows them that you have standards and boundaries and that you’re not willing to lower your price or quality.

It also shows them that you’re helpful and generous and that you’re willing to refer them to someone else who can help them.

It also leaves the door open for future collaboration if they change their mind or increase their budget.

This response can help you qualify or disqualify the prospect and save yourself time and energy.

Response #3: “What’s the cost of doing nothing?”

This is an effective response to use when a prospect says “you’re too expensive” and you want to show them the opportunity cost of not hiring you.

> You: “What’s the cost of doing nothing?”

> Prospect: “What do you mean?”

> You: “I mean, what will happen if you don’t hire me or any other SEO service? How will that affect your business?”

> Prospect: “Well, I guess I’ll just keep doing what I’m doing.”

> You: “And how is that working for you? Are you happy with your current traffic, leads, sales, and revenue? Are you ranking well for your target keywords? Are you outranking your competitors? Are you growing your authority and reputation in your niche?”

> Prospect: “Um, not really. I’m struggling to get more visitors, leads, and customers. I’m stuck on the second or third page of Google for most of my keywords. I’m losing market share to my competitors. I’m not getting much recognition or trust from my audience.”

> You: “I see. And do you realize how much that is costing you?

Do you know how much money you’re leaving on the table by not ranking higher on Google? Do you know how much traffic, leads, sales, and revenue you could be generating if you hired me to optimize your site and boost your rankings?”

> Prospect: “No, I don’t.”

> You: “Well, let me show you. According to a study by Ahrefs, the average click-through rate (CTR) for the first position on Google is 31.7%. That means that out of 100 people who search for your keyword, 31 of them will click on the first result. The CTR for the second position is 24.7%, and the CTR for the third position is 18.6%.

 

The CTR drops significantly after that, with the tenth position getting only 3.1% of clicks.

Now, let’s say that your keyword has a monthly search volume of 10,000 and an average conversion rate of 5%.

If you rank on the first page of Google, you could get anywhere from 310 to 31 clicks, depending on your position.

That means you could get anywhere from 16 to 2 conversions, depending on your position.

That means you could get anywhere from $1,600 to $200 in revenue, depending on your position. Now, let’s say that I can help you rank on the first position of Google for your keyword.

That means you could get 3,170 clicks, 159 conversions, and $15,900 in revenue. 

 

That’s a huge difference, right?

That’s the cost of doing nothing. That’s the cost of not hiring me.”

This response shows the prospect the opportunity cost of not hiring you and the potential benefit of hiring you.

It also shows them the data and the logic behind your calculations and projections.

It also creates a sense of urgency and importance by highlighting the gap between their current situation and their desired situation.

It also appeals to their emotions by making them feel the pain of their problem and the pleasure of your solution.

This response can help you overcome the objection and persuade the prospect to hire you.

Leave a Reply

Your email address will not be published. Required fields are marked *