How to Sell SEO to SaaS Companies

Last updated: Jun 29, 2023

This video is about how to sell SEO services to SaaS companies, as many SEO agencies try to work with them but often lack the understanding and strategy needed to get results in the saturated software SEO space.

This video by Ryan Stewart was published on Feb 7, 2023.
Video length: 09:27.

In this video, Ryan Stewart discusses the challenges of selling SEO services to SaaS companies.

He explains that the software SEO space is saturated, making it difficult for software companies to generate quality leads from SEO. However, he offers a solution in the form of a refined SEO strategy that focuses on specialized content and targeting specific keywords.

He also emphasizes the importance of mapping SEO efforts directly to ROI and suggests using the litmus test of whether a search result leads to a goal completion, such as a purchase or a lead, to determine the effectiveness of SEO for a particular business.

  • SEO agencies often lack the understanding and strategy needed to get results in the saturated software SEO space.
  • Software companies struggle to get quality leads from SEO due to the saturation and competition in the market.
  • Joining the blueprint training community's private slack channel provides access to one-on-one videos with advice on selling SEO to SaaS companies.
  • Specializing in content creation or focusing on niche markets can help SaaS companies stand out in the competitive software SEO space.
  • Testing SEO effectiveness can be done by searching for main keywords and evaluating if the search results lead to goal completions.

How to Sell SEO to SaaS Companies - YouTube

How to Sell SEO to SaaS Companies 001

Section 1: Challenges of Selling SEO to SaaS Companies

  • Many SEO agencies target software companies because they think they have big budgets and understand the role of search.
  • However, most SEO agencies lack the understanding and strategy needed to get results in the saturated software SEO space.
  • Software companies struggle to get quality leads from SEO due to the saturation and competition in the market.
  • SEO agencies often have no idea how to effectively work with SaaS companies.
  • Search results for software-related keywords are dominated by ads, roundups, and articles, making it difficult for software companies to rank.
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Section 2: The Solution for Selling SEO to SaaS Companies

  • Joining the blueprint training community's private slack channel provides access to one-on-one videos with advice on selling SEO to SaaS companies.
  • A positioning workbook helps in refining ideas and understanding the pain points of SaaS companies.
  • Specializing in content creation or focusing on niche markets can help SaaS companies stand out in the competitive software SEO space.
  • Ranking home or service pages is challenging, so focusing on bottom-funnel purchase intent keywords is more effective.
  • Businesses struggle to justify spending on SEO without direct ROI, so mapping search results to goal completions (e.g., purchases or leads) is crucial.
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Section 3: The Impact of SEO on SaaS Companies

  • The impact of SEO on SaaS companies is starting to dwindle due to saturation and competition.
  • Traditional SEO strategies for SaaS companies lead to more saturation in search engine results pages (SERPs).
  • Refining SEO strategies and focusing on specialized content creation can help SaaS companies overcome saturation in the SERPs.
  • Ranking home or service pages is challenging, so focusing on bottom-funnel purchase intent keywords is more effective.
  • SEO can still be effective for SaaS companies, but taking the same approach as everyone else will lead to more saturation and competition.
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How to Sell SEO to SaaS Companies - YouTube

Section 4: Testing the Effectiveness of SEO for SaaS Companies

  • Businesses struggle to justify spending on SEO without direct ROI, so mapping search results to goal completions is crucial.
  • Testing SEO effectiveness can be done by searching for main keywords and evaluating if the search results lead to goal completions (e.g., purchases or leads).
  • If the search results do not lead to goal completions, it may not be the best use of marketing dollars to invest in SEO.
  • The litmus test for selling SEO is ensuring that the search results directly result in some form of goal completion for the business.
  • SEO agencies need to understand the specific goals and pain points of SaaS companies to effectively sell their services.
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Section 1: Selling SEO to SaaS Companies

  • Selling SEO to SaaS companies can be challenging because they often prioritize paid search ads and social media ads over SEO.
  • Focus on the content portion of SEO and emphasize content that drives conversions and leads.
  • Offer a content audit and strategy to help SaaS companies improve their overall content and direction.
  • Create a content calendar and provide content creation and promotion services.
  • Set up tracking and reporting to measure the success of the content and provide accountability.
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Section 2: Marketing Offer for SaaS Companies

  • Create a marketing offer such as a free data Studio report or content tracking report.
  • Upsell the implementation of the marketing offer by connecting analytics.
  • Use the marketing offer as a tripwire offer to kick off the upselling process.
  • Offer additional services such as targeted outreach campaigns or targeted link building to make the content stand out.
  • Use the marketing offer to attract SaaS companies and then upsell them into a comprehensive SEO strategy.

Watch the video on YouTube:
How to Sell SEO to SaaS Companies - YouTube

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