Question for people who got a potential client.

[SuperNoobInc]

when you first approach a new client with: a shitty website (1998 style), no web analytics, no google places placement, no keyword focus)
What would you do FIRST to get him pleased? Assuming he/she doesnt have a big budget to spend on 'internet marketing'. In another words, where would you start ?


Any advice will be appreciated.

 

[LakeForest]

Offer what you would do if that was your own site and you want to set it up correctly.

 

[gritts]

Well I think it would depend on their niche and what they initially seem to think is the most important thing. For example if they had a really crappy website and had a lot of competitors with better looking sites, I may focus on that first but if you were looking for something to offer at low cost to hook them, maybe G Places as that's not very time consuming and you could be more flexible on the price as far as setting it up at least. That's also probably a bit easier to convince them that it's important as they're more familiar with the whole directory concept.

And while their competitors may not even have websites, chances are, a handful of them at least have a G Places listing so that will prompt them to act quicker. That's at least what worked for me but at the same time, I don't remember charging very much for doing so as I was doing PC repair at the time and pretty much just billed them for 1 hr of my repair rate.

 

[SuperNoobInc]

Offer what you would do if that was your own site and you want to set it up correctly.

I get what you mean, but its hard sometimes.
Like, I would revamp the entire site and fix on-page SEO etc.
However, since the owner loves his/her site so much, he/she might not agree with a complete make over.
Perhaps, some customers just want to rank high and hope to make sales ASAP.

Well I think it would depend on their niche and what they initially seem to think is the most important thing. For example if they had a really crappy website and had a lot of competitors with better looking sites, I may focus on that first but if you were looking for something to offer at low cost to hook them, maybe G Places as that's not very time consuming and you could be more flexible on the price as far as setting it up at least. That's also probably a bit easier to convince them that it's important as they're more familiar with the whole directory concept.

And while their competitors may not even have websites, chances are, a handful of them at least have a G Places listing so that will prompt them to act quicker. That's at least what worked for me but at the same time, I don't remember charging very much for doing so as I was doing PC repair at the time and pretty much just billed them for 1 hr of my repair rate.

I agree with Gplaces and I think thats a great idea as well.
However, with that shit site, I dont think anything is going to convert, but I am sure he/she will not have a budget for a make over (sometimes you can just tell by how they talk).
Then there is also analytics. Do you guys provide stats to your clients monthly etc.? Or should I? (all he/she cares is ranking anyways)

 

[sirthomas]

However, since the owner loves his/her site so much, he/she might not agree with a complete make over.

Assuming he/she doesnt have a big budget to spend on 'internet marketing'. In another words, where would you start ?

Find someone who can benefit better from your services. Lots of fish in the sea. Don't waste your time, etc etc.

 

[qu4rk]

I get what you mean, but its hard sometimes.
Like, I would revamp the entire site and fix on-page SEO etc.
However, since the owner loves his/her site so much, he/she might not agree with a complete make over.
Perhaps, some customers just want to rank high and hope to make sales ASAP.



I agree with Gplaces and I think thats a great idea as well.
However, with that shit site, I dont think anything is going to convert, but I am sure he/she will not have a budget for a make over (sometimes you can just tell by how they talk).
Then there is also analytics. Do you guys provide stats to your clients monthly etc.? Or should I? (all he/she cares is ranking anyways)

Put a report together or a video together highlighting exactly all this. Give it to them for free. This will position you as a profession, authority & will provide them value without asking for anything in advance. Make an upfront agreement, that if they find it useful, they will give you a testimonial or referral. After they view it, ask them who else they know that could benefit from your free report.

Find someone who can benefit better from your services. Lots of fish in the sea. Don't waste your time, etc etc.

Never take this approach. That same person may land you the biggest deal ever via referral.

 

[Dollwin]

Put a report together or a video together highlighting exactly all this. Give it to them for free. This will position you as a profession, authority & will provide them value without asking for anything in advance. Make an upfront agreement, that if they find it useful, they will give you a testimonial or referral. After they view it, ask them who else they know that could benefit from your free report.



Never take this approach. That same person may land you the biggest deal ever via referral.

In regards to the first paragraph, that's a sound idea.

In terms of the last part, sometimes it is a good idea to just move on and ask for a referral instead of wasting time with an individual who may be too stubborn etc.

 

[ddvv84]

This is what i would do and do.
If you have some $$$ get a good video done. Damn forgot the name of the guy here on BHW who does REALLY good cartoon videos.

This is what will really make you different from the rest.
BRING A LAPTOP!
make sure you know the niche of the company you are trying to target.
Get a bunch of templates for this niche. Pick out 3-5 of the best eye catching template.
Put it up on a PRIVATE, NOFOLLOW, Underconstruction first page wp site. Using WPMU
create 3-5 sites with the templates that you are going to show this client.
Go to client current site and copy as much stuff as you can. Put this stuff into each one
of the 3-5 sites.
When you go in and show the guy some examples of what YOU could do, and he see's that
you have taken the time to look over his site, and actually think about what type of design
he needed for his niche and that you took information from his site and put it on your test
site.
This alone will be a very BIG deal breaker.
Throw in some past success stories and you are good. MAKE SURE TO HAVE A PORTFOLIO!!
You want to show them that you have done other work, and you have to show them that
you did SEO on that site also to get it into the top 10.
If you know how to talk you can make the portfolio another advantage point. Tell them that
this guy paid 1400$ to get the site done in a month along with content, and a payment for
first 2 months of SEO work for 5 keywords. But since you are a local business or a friend
or what ever, that you will help them out and do things for much cheaper just to help them
out.
Dunno these are the things that i do and it works good.

Ohh yea 1 more BIG tip.
DO NOT PROMISE STUPID SHIT JUST TO GET A CLIENT!!!!!!
Just cause he looks like he won't get your service don't say i will rank you first page in a week..
Don't say shit that you know you don't be able to get done.
Give yourself a good timeframe for everything and even give a little more because we all know
that problems arise out of nowhere.

 

[qu4rk]

In regards to the first paragraph, that's a sound idea.

In terms of the last part, sometimes it is a good idea to just move on and ask for a referral instead of wasting time with an individual who may be too stubborn etc.

Well let me elaborate on this. Never move on because the prospect stepped on your shoes. With the attitude of let me just move on, most people are looking for what the client can do for them. This is typically what makes them step on your shoes.

If they do look like a waste of time (not your ideal prospect). You then can provide value, by helping them with a free consultation (this could be 3 SUPER SIMPLE THINGS). Then you set yourself up to not look like your out for yourself.

This is hard pill for many geeks (calm down...I'm part geek too) who try to go out & sell. They don't realize that your customers don't care about what your services are. They don't care about SEO. They don't even care about getting more customers. Each business owner wants the desired END which the successful business will give them. Whether its lots of money, beautiful women, to impress friends, get back at a spouse that left them years ago, they all want something different. Anyone opening their mouth about their services will always rub people the wrong way. It sounds salesy.

So to what I was saying is NEVER & I mean NEVER squander an opportunity when your in front of a person who is remotely interested in your services. Why? Like I said, you don't know who they know. If you disagree with that, then continue to run your same business model & watch your sales pipeline dry up at some point along the journey.

Once you stop trying to sell a person like that & help them, 9 times out of 10 they will return the favor & help you. Its just a quick question.

Me: So it looks like my services are too expensive for where you are at. Let me show you 1, 2, 3 that can help you grow your business.

If they find it helpful.

Me: Who else do you know that may be able to benefit from the same help I just gave you?

If you haven't sold for years, then you won't realize, you have to provide value before people are interested in your services. Trust me, it took me many years to learn this. Why? Because I was playing the numbers game of, "Oh well...let me just move on".