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Converting Local Clients

Discussion in 'Black Hat SEO' started by Agera, Apr 8, 2014.

  1. Agera

    Agera Junior Member

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    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.
     
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  2. Mr.Fox

    Mr.Fox Junior Member

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    Nice post.
    i do something similar and i do promise results within 60 days but only on easy competition niches.
    btw how to you contact prospects ? (phone,email,letter) ?
     
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  3. Agera

    Agera Junior Member

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    I do send emails however, if they have a phone number available I immediately make a follow up phone call to them. Making calls is more professional in my opinion and makes the client(s) getting to make an appointment easier.
     
  4. zee007

    zee007 Senior Member

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    I appreciate the thread, but how did you contact these dog groomers?

    I can close client's pretty easily, I just have a hard time setting appointments.
     
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  5. Agera

    Agera Junior Member

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    Since I'm targeting "Mobile Dog Groomers", all of their sites have phone numbers and email listed so as I mentioned in my above comment, what I did was email them and then do an immediate follow up phone call. I was only able to close one of them though they will be a monthly repeat client.
     
  6. zee007

    zee007 Senior Member

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    Well 1 out of 8 is still a pretty good conversion rate.
     
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  7. Agera

    Agera Junior Member

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    Well, 1 in 16 but it's actually not that bad. If you targeted lets say 100 per day you'd be signing up around 5 clients per day.
     
  8. Agera

    Agera Junior Member

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    5 clients per day is very good money, especially if they're $500+ per month clients and there's tons of niches to choose from obviously. If you put enough work and energy in to it, it wouldn't be too difficult to have 5 clients as a daily average.
     
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  9. Agera

    Agera Junior Member

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    Also, I've usually had higher conversion rates compared to others due to the way I present my service. When meeting a client in person, it's important to bring in charts and photos of results from your past campaigns, let them "see" and not just "hear" your results. Remember, actions speak louder then words and now a days, people are visual so this will definitely help you to increase your conversions and sign ups.
     
  10. BlueSteele

    BlueSteele Jr. VIP Jr. VIP Premium Member

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    Good share. Always curious how others go about soliciting clients. Good tip re visual presentation. Thanks.
     
  11. King_James

    King_James Regular Member

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    This is really helpful, thanks OP.
     
  12. atentat

    atentat Junior Member

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    So you think if you work 200 days and sign 5 clients / day for 500$ per month youll be making....500k/month after year? And you call that "not too difficult"

    If it only was that simple..

    Once you start seriously cold calling youll see true conversion rate is ~1%. Especially if you aim to sign monthly customers. Youll need to call like 200 people per day.
     
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  13. newsworldinside

    newsworldinside Junior Member

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    The process you said little bit tough for me, but i think that might work better along with google local business submission.
     
  14. AutoSeoPro

    AutoSeoPro Regular Member

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    Its very good to target business owners carefully: adwords customers, advertisers in local newspapers, paid YP advertisers. All who are ready to pay for getting new customers. And, of course, your previous achivements and results play important role.
     
  15. ThePromoter

    ThePromoter Newbie

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    Hi a bit cheeky but can you give us an example of the email you sent. I'm currently running a campaign myself
     
  16. AsgharSK

    AsgharSK Regular Member

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    great Share, i can used it :D