You’re probably tired of waiting forever to get results from conventional SEO.
We’ve seen what most of the top SEO Gurus have been saying. Everyone says it takes more than 6 months, and sometimes even up to a year to see hardcore results.
Well, I’ve got some good news and bad news. I’ll start with the bad news…
SEO is a long-term strategy. Most photographers are under the misconception that after their first blog post they will rank for a branded-keyword such as best boudoir photographer.
It’s not about focusing on it for a few months and forgetting about it. If you stop focusing on SEO, you will eventually lose your progress and your competitors will begin to outrank you.
Now for the good news…
You can get results in the short run. You may not be on the first page of Google for ideal keywords in your area, but that doesn’t mean you can rank for those ideal keywords within 90, 60, or even potentially 30 days.
So how do you approach SEO in a new way for 2019?
First, let’s rewire your brain so you think about SEO in the correct way.
SEO is more than just content and links.
If you want to rank on the first page of Google, what do you need to start doing that you haven’t already done before?
Data shows you need to write lengthy content. The average web page that ranks on page 1 of Google contains 1,890 words. Yes, you read that correctly. 1,890 words.
And of course, what is content without building links? The 2 most important factors that affect rankings according to well-known SEO Gurus are domain level links and page level links.
Here’s the thing: SEO isn’t what it used to be. Until 2010, you used to be able to add keywords in your meta tags and you would get rankings within a few months. This was probably the Golden Age of SEO because of how easy it was for SEOs to help rank websites.
As the worldwide web started getting more crowded, you could use the same strategy but in order to achieve results you also had to build a few links. This strategy worked really well between 2010 and 2013.
As more and more businesses popped up (As well as SEO Companies), everyone started focusing on content marketing. That was the new hottest trend. For years 2013-2017, if you created tons of text-based content, got a few social shares, and picked up a few natural backlinks you could dominate Google.
But now it’s 2019, where there’s over a billion blogs if you include WordPress.com, Medium, and Tumblr.
That means it is now up to Google to make their choice of who gets to rank above everyone else.
So just because you write lengthy content or build backlinks it doesn’t mean you are going to rank on the first page of Google in less than a year. Millions of other sites do that too.
And even if you got in early and your site is 15 years old, it’s no longer that easy to dominate the web through domain age.
Just look at Wisegeek. They used to dominate the web as it’s a site with thousands of informative articles.
And now look at their traffic…
It doesn’t even matter that the site has 10,815,932 backlinks from 39,709 referring domains.
Now you can tell me that Wisegeek doesn’t
Step 2: Don’t send your pricing over instant messenger (It never works)
You don’t want to bother them….
They wouldn’t have booked anyway…
I get it. The problem is you really don’t know.
By sending someone your pricing via text, email, or any other instant messenger you’re not giving yourself the opportunity to connect with your prospect, sell them on the idea of why they should work with you, and remove any objections they may have about your pricing.
You’re just continuing to throw your hat in the same ring as all your competitors.
So choose to be different, to connect with them, and to give them that extra personal service…
Interested in booking more clients over the phone in less than an hour? Click here.
Step 3: Be Prepared and practice
You’ll keep getting better. If you’re not currently doing consultations on the phone it may be uncomfortable at first (all the best things are).
But keep practising. Don’t give up until you get around that turn and you’ll start seeing dramatic differences in your booking rate and the comfort you’re building with your customers. On the backend you may even start seeing more referrals due to making this change.
Preparation for your calls is vital so make sure 5 minutes before the call you’re ready with your script, all distractions are away, and you’re able to give your full attention to your prospect.
A good tip would be to do some power poses before your call too. Check out Amy Cuddy’s talk about this – I love this Ted Talk.
Step 4: Have a script
You’re worried about not sounding natural?
Well I’m worried that you’re going to forget very important questions you need to be asking your prospects.
I’ve seen incredible results once my clients start using scripts. I’ve even had some clients get incredible results, then have a big drop (they left the script behind), and then go back to the script and get back to their high closing rates.
Without a script you have no map. You’re failing to prepare and preparing to fail.
As you work with your script over time it’ll start to flow and be your handy dandy toolbox for having the most bookings you’ve ever seen.
Need a consultation script so you know exactly what to say and how to say it?
Step 5: Listen
Most photographers talk about themselves. They get stuck going into a pitch fest of all the client is going to get, the camera they use, the amount of digitals they’ll receive and their unique style of shooting.
This isn’t about you.
It’s about them.
So talk about them. Ask them what they’re looking for, what their hopes are and what the reason behind wanting to hire you is. Dig in deep here and unseat their wants, fears, and dreams.
If you’re able to uncover these things and remove objections they may have about working with you then you’ll be 10 steps ahead of any of your competitors in your market.
Step 6: Ask them to commit to the next step
You always want to be moving them toward the next step. Without asking if they want to go ahead and book you’re going to decrease the amount of clients you’re going to get so always ask.
If the client isn’t ready to move ahead, or they need to talk it over with their spouse, or they’re still shopping around that’s ok.
You’re not going to close 100% of your inquiries on that first consultation but still get them to commit to a next step with you. So in these instances at the very least ask when they think they’ll be making the decision by and schedule a follow up call for them on that day.
Getting them to commit to something in the future with you is a further investment of their time in working with you and is only going to increase your chances of them choosing you over someone else.
Do not take this step for granted.
Step 7: Bring it all together. (Your ability to connect is part of your brand)
Every step and interaction your prospects take with you is giving them a perceived brand value of what you’re worth and whether or not they should be working with you.
By connecting with them on the phone you’ll be increasing your brand value far above any email or pricing package can do for them.
As you jump into improving your consultation calls make sure that you’re answering objections they have with your script and don’t forget to follow up with prospects who haven’t gotten back to you.
If you’re ready to take the next step and boost your bookings then you can learn how to Here.
Humberto Garcia is the world’s leading photography business growth expert.
Founder of Photography to Profits and high-performance coach to multiple 6-figure photography businesses. Humberto coaches photographers from his special operations military experience and photography sales and marketing experience. After years of high performance in Marine Special Operations and building businesses, he knows what works.