Hello to the BHW Community and thanks for visiting my post, I know I'm a new member here but I have a lot of experience in IM and have been on the scene for quite some years. I'm creating my first "Help" thread on here in hopes to help some of those out who are having difficulties with building their client base and getting conversions. This post will give you some helpful tips and insight on setting appointments and converting prospects and will show you how to effectively make the sales(s) you're going after. A lot of IM'ers take the wrong approach and I feel that with the right steps taken that a lot more could be successful in this industry so my intentions are to help give you the right approach to building your cliental.
First of all, your customers are going to be business owners, people who don't have time to waste, time is money and you need to make sure that they understand that you know that. More then likely they've been targeted by others in the past like yourself so you need to show them that you're not BS'ing around, be straight forward about what it is that you offer and get to the point. Answer any questions they have clearly and show them (Yes I said "Show") what you can do to bring them more sales & traffic (SEO, SM, CPC). Proof of your results are going to speak louder then your claims, so when you make an appointment with a local business, bring in screenshots of your past results of campaigns you've done for other companies and let them analyze the results you've been able to achieve.
If "Sallies Hair Salon" received 289 local targeted visitors to her site in March and then received 837 local targeted visitors in April after you did SEO and she saw a 42% increase in business, show them! Let your potential client be in "Aww" when they see what you've been able to deliver, this is the "Main" selling point (At least for me) and is what converts clients the most. I'll give you a real example for a client I picked up a few weeks ago:
I was recently running a campaign targeting local "Mobile Dog Groomers" (Small Market I Know) and was able to get find out that there was 16 Mobile Dog Groomers within my area. I contacted all of them and was able to convert one of them for SEO at a price of $559 per month. The client was ranking on page 2 for all of the targeted keywords (i.e. Mobile Dog Grooming City - City Mobile Dog Grooming - Mobile Dog Grooming). Also, it's important to note that they also had a stand alone location though didn't have a GPL. All of these keywords were very low in regards to competition and only 2 of the competing sites were doing SEO and I could tell that they didn't know what they were doing.
I installed GA on the clients site, did some on site SEO and started building some links. As of 2 days ago, they are now ranking within the top 3 for every targeted keyword and variation. Since last Sunday, their site has received over 60 uniques and 7 new appointments. Keep in mind that each appointment is a minimum of $65 so their investment in to my service is already paying off. Unfortunately, there's not a ton of searches for these keywords but these are very targeted visitors who are specifically looking to pay for a mobile groomer so conversions are pretty decent.
This is just one of many examples I could use from my past clients, of course, it's not only going to be this easy but it's these types of results that you should show to your prospects. One thing to keep in mind that unfortunately I see a lot do is over promising on results. I've heard of a lot of people "promising" results within a certain period of time and what's even worse is guaranteeing results on keywords that are near impossible to rank. They do it just to make a sale but what you should do is be practical, let your client know that SEO takes time but that you're there to help them through out the process.
At the end of the day, just be up front, show them what kind of results you can deliver and be confident, let them know that you're not there just as a business/service provider but as a person of actual interest in assisting them in growing their business.
I'm sorry I kind of bounced all over the place in this post, I can go on and on for hours as there's a lot to talk about but I will be creating another post soon that will specifically out line each step. I hope this helped and look forward to my future posts on local client conversions!
If you have any questions or if there's something you need help with that I didn't cover in m thread, please post a comment below.
First of all, your customers are going to be business owners, people who don't have time to waste, time is money and you need to make sure that they understand that you know that. More then likely they've been targeted by others in the past like yourself so you need to show them that you're not BS'ing around, be straight forward about what it is that you offer and get to the point. Answer any questions they have clearly and show them (Yes I said "Show") what you can do to bring them more sales & traffic (SEO, SM, CPC). Proof of your results are going to speak louder then your claims, so when you make an appointment with a local business, bring in screenshots of your past results of campaigns you've done for other companies and let them analyze the results you've been able to achieve.
If "Sallies Hair Salon" received 289 local targeted visitors to her site in March and then received 837 local targeted visitors in April after you did SEO and she saw a 42% increase in business, show them! Let your potential client be in "Aww" when they see what you've been able to deliver, this is the "Main" selling point (At least for me) and is what converts clients the most. I'll give you a real example for a client I picked up a few weeks ago:
I was recently running a campaign targeting local "Mobile Dog Groomers" (Small Market I Know) and was able to get find out that there was 16 Mobile Dog Groomers within my area. I contacted all of them and was able to convert one of them for SEO at a price of $559 per month. The client was ranking on page 2 for all of the targeted keywords (i.e. Mobile Dog Grooming City - City Mobile Dog Grooming - Mobile Dog Grooming). Also, it's important to note that they also had a stand alone location though didn't have a GPL. All of these keywords were very low in regards to competition and only 2 of the competing sites were doing SEO and I could tell that they didn't know what they were doing.
I installed GA on the clients site, did some on site SEO and started building some links. As of 2 days ago, they are now ranking within the top 3 for every targeted keyword and variation. Since last Sunday, their site has received over 60 uniques and 7 new appointments. Keep in mind that each appointment is a minimum of $65 so their investment in to my service is already paying off. Unfortunately, there's not a ton of searches for these keywords but these are very targeted visitors who are specifically looking to pay for a mobile groomer so conversions are pretty decent.
This is just one of many examples I could use from my past clients, of course, it's not only going to be this easy but it's these types of results that you should show to your prospects. One thing to keep in mind that unfortunately I see a lot do is over promising on results. I've heard of a lot of people "promising" results within a certain period of time and what's even worse is guaranteeing results on keywords that are near impossible to rank. They do it just to make a sale but what you should do is be practical, let your client know that SEO takes time but that you're there to help them through out the process.
At the end of the day, just be up front, show them what kind of results you can deliver and be confident, let them know that you're not there just as a business/service provider but as a person of actual interest in assisting them in growing their business.
I'm sorry I kind of bounced all over the place in this post, I can go on and on for hours as there's a lot to talk about but I will be creating another post soon that will specifically out line each step. I hope this helped and look forward to my future posts on local client conversions!
If you have any questions or if there's something you need help with that I didn't cover in m thread, please post a comment below.
