Eric Siu explains why SEO agencies lose deals: they argue about terminology instead of selling what clients actually want. Use the language your prospect uses, whether that's SEO, GEO, or ChatGPT. Focus on delivering results, not defending your label.
Marketing and sales one-on-one is just way easier to sell something that people want versus try to educate people. Yes. Yeah. I agree with him, but there's one issue. It doesn't matter what Danny or me or anyone in the industry thinks that it's similar. Clients ask for something specific, GEO, AI SEO, whatever you want to call it. And they're like, no, no, I don't want SEO. I want this. And if you're in business, You got to give the client what they want. And you can explain to the client, which we do, how there's, you know, it's pretty much the same thing. There's a lot of similarities. And I would say for different platforms, they look at different factors, right? Google may use the same factors for SEO as GEO. ChatGPT may put weights on different things, and you can still say that's SEO. But when a client says, no, I don't want SEO, I want you to just focus on ChatGPT. Yeah. You have to adapt to what the client wants if you want the contract. You can explain to them, which we do, how there's a lot of similarities and SEO has evolved and it's pretty much the same thing. Clients don't care. They say, they'll tell us on the phone, no, we got all this, or we don't care what you're saying. This is what we wanted. This is the mandate from our executive team. So you got to adapt to what the market wants to hear. Marketing and sales one-on-one, it's just way easier to sell something that people want versus try to educate people. Yes. Yeah. I agree with Danny and we used to try telling people SEO and GEO is, it's the same thing and we still tell them it, but instead of fighting people on that, we say, all right, you have an RFP just for GEO and this is what you're looking for. We'll let them know. Happy to help you. Yeah. We'll let them know clearly that it's going to involve SEO and other things and things that they may already have vendors for. So that way, you know, we're not lying, But it's like telling them, hey, you're trying to pay agencies for this? No, you don't need this. You just need SEO because it's the same. And if they start fighting with you and you're trying to correct them, you're not going to ever get a contract. You got to go with the flow on this. Yep. Anyway, we'll catch you later, guys.
