You can get bigger clients. Image: Irwin Scott
If you can get bigger clients for your SEO business, you can probably make more money too, right?
So what's stopping you from making the leap? Are you afraid of what it will mean to reach out to bigger businesses?
Corporations in the US spend more than $2 trillion dollars buying products and services from other companies!
Even better, many of them are looking to work with small businesses.
If you never ask, the answer is always going to be "No", so you might as well start making those calls.
If big businesses are already interested in spending money with you, there really isn't anything to be afraid of.
But what steps can you take to land a big fish? Let's take a look.
Find 10 Clients You'd Like To Work For
Not sure who to contact? No problem!
Why not look through the Inc. 5000 list to set your sights on a few targets?
Go to the websites of companies that sound interesting, learn about them, and see what they've got going on as far as SEO is concerned.
You're sure to find a few businesses that you can bring real value to, as long as you understand what it is that you bring to the table.
The Fortune 500 list might be another one to look through if you think you can help some of the business giants out there.
These and other lists will come in handy when you're hunting for your 10.
Find Out Who You Need To Contact
First of all, you need to realize that decision-makers at any given company aren't just sitting at the HR department.
They are in various positions doing different types of work.
Human Resources might seem like the obvious place to call, but if you've thought of it, others have probably thought of it too.
So what do you do?
It's fair to say that your point of entry will be a person, right?
So one of the things you can do is reach out to people in the company on LinkedIn. Even high-level executives sometimes have profiles on there.
You should probably use some discretion as far as who to contact, but even the customer service department can be a good place to start.
Alternatively, you could call reception and ask who you can send your internet department question to.
Reception can open the right doors to you and forward your question to the appropriate person or persons.
Make Your Pitch
You might have done a surface-level dive on your prospective clients when you chose them, but now it's time to go a little deeper.
You're going to want to do your homework to figure out how you can specifically add value to them.
Review the company's website, and make note of everything that could be improved upon.
What are they doing? What are they not doing?
When making a pitch to a big business, the three keys are Focus, Patience and Relevance.
That seems like good advice for any business endeavor, but let's really consider these points for a moment.
Reaching out to every company on the planet is going to be pretty fruitless, right?
If you have proper focus, you'll be clear on who you're trying to serve and make it easier for them to say "Yes" to you.
The reason you'll need to be patient is because you'll probably have to sit in a lot of meetings and do a lot of follow-up to land the deal.
Relevance is partly about being timely. You want to contact your prospect when your pitch is ready.
The other part is demonstrating that you're ready to act on your plan right away.
So be prepared to make four to five calls, check in, and continue the ongoing discussion on SEO with the companies you're interested in working with.
Making the deal could take time, but you know it will be worth it in the end.
As it turns out, there are plenty of big companies out there that don't have properly optimized websites.
Getting them as a client might take some work, but if you have the right pitch ready, and know what's important to them, you might just be able to enter the big game.
If you want to make more money in SEO, take a chance, and see what happens.
You might just surprise yourself.