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Customers not willing to pay your price for your services?

Discussion in 'Offline Marketing' started by Alinea, Dec 30, 2012.

  1. Alinea

    Alinea Junior Member

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    I was thinking how smaller businesses may not want to be paying a few hundred a month for SEO/ORM/whatever. Even after contacting them and explaining the benefits, they may not think they'll be getting a return on their investment. For small businesses, a few hundred per month can be a large expense after all. What are your experiences in this, and should I be worried about running into a lot of these types of businesses when contacting them to offer my s.ervices?
     
  2. SEORasta

    SEORasta Senior Member

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    Yes you will but then again if they cant afford you then its not worth trying to convince them. They will turn into a HUGE headache. Been there done that. Even though my prices are low to medium you will find a lot of people who want page 1 in 2 days and if you cant "guarantee" page 1 then they dont want to pay.

    Most small biz owners have no clue what it takes to get to page 1. They see all these bs banners and talk about filling out a few directories and BAM page 1 baby! Or they choose keywords that are so generic they have no clue on why they get no traffic and they are not in the top 500.

    The best thing you can do is educate them, and when you do talk to them like with out you they are nothing. Advise they can carry on as they are and may not go anywhere but with your service over time (quote 2-3months) they will see "improvement" but dont promise page 1. This way if you get them there all the better.
     
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  3. jetti789

    jetti789 Junior Member

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    Look for businesses that are advertising. They are actively looking for new customers.
    Go after those companies first. Online ads, newspaper ads, etc. Appeal to helping them
    get more customers.
     
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  4. cubsfan0

    cubsfan0 Newbie

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    If there not wanting to afford the services you are offering go on to the next one. You will save time its not worth convincing someone that already doesn't want to try. Your time is worth money and i would short yourself.
     
  5. blackieman

    blackieman Power Member

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    Look for business without prominent storefront or businesses that are service oriented, no storefront. These are the ones that used to advertise on yellow pages, but now desperately need the web. Those are the ones to focus on. The guy who does not get it is a waste of time as seorasta suggested.
     
  6. Daisysiegal

    Daisysiegal BANNED BANNED

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    Why not try propose a PPC management campaign...and get a percentage of the gross?
     
  7. Arsis

    Arsis Jr. VIP Jr. VIP Premium Member

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    Here are some tips, feeding my family/paying the mortgage for almost 2 years now from offline SEO clients.

    Never quote price on the phone, only in your written proposal. If they ask you price, just say it depends on the competition (ie, lawyer in los angeles with 3 million population harder to rank than flower shop in nowhereland with 20,000 population)

    I always include this in my proposal, you add up the local exact searches of the relevant keywords you are proposing that they target.

    We want to give them a conservative estimate of what they could expect to gain from the service, obviously it's not guaranteed though.

    Let's say a total of 1,000 exact searches per month.

    Once you garnish top rankings, you would expect 20-30% of that traffic.

    Let's say 200 visitors per month.

    If 2% of those 200 turn into new clients, they are looking at 4 new clients per month. Find out what the LTV (life time value) of their clients are. This is why I always go after big ticket businesses, it's MUCH easier to get them an ROI. A dentist for instance has huge lifetime value for one single client, usually 5,000+ not including the referrals they will get if they do good work. If you're charging 1500 per month and bringing them in 10-20 grand in the big picture, how often would they exchange 1,500 for 20 grand? All day long.

    Convey that value to them and they are way easier to sell. They only care about one thing obviously whats in it for them, so show them with numbers which is what they love to see and understand easily.

    Arsis
     
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  8. Alinea

    Alinea Junior Member

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    Great ideas, thank you :).
     
  9. phatzilla

    phatzilla Supreme Member

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    Logical and well laid out. Good job. It's almost at the 'common sense' level, and its perfect.
     
  10. carlikito

    carlikito Regular Member

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    Great advice has been given already.

    However do what I do...If they don't understand the value of your services just move on and find the ones that do.

    Too much time is wasted convicing/educating prospects of how valuable our services are...Instead find and focus on the prospects that already know the value and are willing to invest on their business.
     
  11. weepingwillow

    weepingwillow Junior Member

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    local biz that won't pay £200 for SEO do not do PPC for sure

    Look 90% pf businesses are breakng even or just making a profit....£200 to them is like a weeks profit. DO NOT WASTE YOUR TIME!!!

    go after 10% where £500 a month is like 1 hours profit.... You only need 20.
     
  12. weepingwillow

    weepingwillow Junior Member

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    Yeah it's like trying to convince every girl at the disco to dance with you......spend all night trying to convince one or keep moving until you snag one.

    The businesses that are interested will maske it clear early on they are.

     
  13. weepingwillow

    weepingwillow Junior Member

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    End of the day local small biz is a very hard sell on high priced S.E.O. /PPC. they simply can't justify it , afford it.