SEO Copywriters: 3 Keys to Writing Copy That Sells & Getting More Work Than You Can Handle

If you’re an SEO copywriter, selling clients on the benefits of your services shouldn’t be hard. Many SEO writers find it difficult though. It’s understandable to a degree because anyone who knows their ABC’s and is not a professional writer doesn’t want to pay for “a writer.”

HENCE, what you have to do is sell clients on the benefits of your expertise.

Many website owners are now realizing the need for professionally written SEO content. And, the vast majority of entrepreneurs don’t have SEO copywriting skills, which means more work for those trained in this discipline.

If you’re an SEO copywriter, following are three benefits you can use to sell your services to clients. Remember, clients don’t want to hire a writer, they want to hire a writer who can get them results. The following three things produce not only search-engine-optimized copy – but SEO copy that sells.

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1. Focus on Customers: Many businesses focus intently on getting more traffic. The web is filled with tips, tricks and “secrets” about how to do this.

But, this misses the mark. Point out to prospects that SEO content should produce a return on investment (ROI). And, this is what you – as a trained SEO copywriter – can offer them. Hence, they don’t want visitors (ie, traffic); they want customers. If you help them to understand this, they will then start to appreciate the value that you can add to their bottom line.

2. Targeted Traffic: Targeted traffic produces sales, even while generating less traffic in many cases. Many prospects will cringe at the idea of less traffic because they’ve been so indoctrinated to believe that they must, must, must go after more traffic.

But, when you point out that SEO copywriting is all about getting sales – and targeted traffic leads to more sales – again, you’ve enhanced your value to them. Following is an example of how to explain it.

Right now, home foreclosures are in the news almost every day. So, you point out to a potential client, I could write articles for you using this highly popular keyword phrase (home foreclosures). It will generate more traffic for your site.  

BUT, you go on to point out, if your business is selling women’s apparel, your chances of making any sales are between slim and none. This is because the SEO copywriting didn’t produce targeted traffic.  

The light bulb starts to flicker for them; they’re beginning to understand. This brings us to the last tip for writing SEO copy that sells that you can point out to prospects . . .

3. Keyword Research: This is perhaps the single most important SEO copywriting benefit you can bring to clients. Why? Because selecting the right keywords is how you qualify a site’s traffic.

Remember to point out to prospects that they don’t want visitors; they want customers. And, it starts with selecting the right keywords.

Why It’s Important to Choose Action-Based Keywords to Generate More Sales

To illustrate this point to prospects, use an example like the following:  

Let’s say that your potential client owned a limousine company in Miami. They have a website with some SEO copy and it gets decent traffic, but it’s not producing the number of sales they should be getting.  

You take a look at the site and immediately spot a problem. They’re not using the most effective keyword phrases. Most of the SEO content on the site uses the keyword phrase “limousine company Miami”. Understandable; it’s a popular keyword phrase for that industry.

But this is a noun; an object. The client wants prospects to take action. Hence, you select action-based keyword phrases, eg, “book limousine Miami” and “reserve limousine Miami”.

The rationale behind these keyword selections are that a person who types in these types of keyword phrases are interested in reserving a limousine – now. With the initial keyword phrase (“limousine company Miami”), they may be simply be doing some comparison shopping.

See the difference? This is value . . . and by pointing it out to prospects – rather than just your “writing skill” – you become irreplaceable to them. And, this means more work than you can handle as an SEO copywriter.

Remember, SEO copywriting is not hard, but it takes a keen sense of knowing what to look for, when and putting together cohesive, informative text that separates good SEO copywriters from less skilled ones.

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Copyright © 2009: Yuwanda Black for SEO Writing Jobs. This article may not be reproduced or redistributed without the express, written consent of the author.