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Have A Meeting With A Firm That Does 1 Million a Year. Need Proposal and Presentation Help

Discussion in 'Black Hat SEO' started by digdigdug, Dec 5, 2012.

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  1. digdigdug

    digdigdug Junior Member

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    A little background: My business partner and I started a digital marketing firm earlier this year and things have been going extremely well providing SEO and Social Media services. One thing that has always been a weakness of ours is proposals and presentations. Most of the clients we have gotten have been referrals and we have not had to really do any cold calling or talk to any cold leads as most have been referred to us from friends and are existing clients who have been really happy with the results they have gotten from us so far.

    However, a friend of ours who knows the owner of this company setup a meeting for us in one week for a company that has over 100 million dollars a year in sales and we are freaking out! My main question is:

    · Does anyone have any suggestions/resources for doing a killer presentation and proposal for SEO and Social Media Services?

    · Does anyone have a killer presentation or proposal they would like to white label/give/sell to us?

    Basically, this job would be for around $5,000 to $10,000 a month for services so having a tight proposal and presentation that stands out is absolutely essential. I know we can do a great job handling the workload and our team has been terrific so far.
    Also, any experiences with high end proposals/presentations, advice, or words of wisdom would be extremely appreciated! Thanks.
     
  2. seorank

    seorank Registered Member

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    i would recommend the "one page proposal" its a small book written by an authority figure in that field. and as far as
    your presentation dress like you know what your doing, and talk with clarity
     
  3. digdigdug

    digdigdug Junior Member

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    Also, i must have mistyped in title the company does 100 million a year in sales, not 1 million.
     
  4. digdigdug

    digdigdug Junior Member

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    Thanks, I will definitely check it out.
     
  5. seoguru13

    seoguru13 Senior Member

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    To be honest mate, an owner of a 100 million dollar company would not fall for fancy presentation..I'm sure some of the big boys in SEO would have far better templates than you or I have. They look at attitude, knowledge and conviction; which is not very presentable in a report. Just pick some excel docs, or make a PPT.. make it simple, but substantial.
     
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  6. tycbn1

    tycbn1 Newbie

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    OP's business partner here: we really struggle with design. So far we have been presenting clients with a seo audit, competition & keyword analysis. We would love to see some examples of a well-designed proposal.
     
  7. Chizz

    Chizz Junior Member

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    Guys I'm not a great presenter, but do want to wish you guys good luck!! Looking forward to see how it turned out..
     
  8. Duffers5000

    Duffers5000 Elite Member

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    Sit down with a piece of paper and imagine every sensible question they will ask of you.

    Have answers to all of the above
     
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  9. SlappinDaBees

    SlappinDaBees Regular Member

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    I would base my presentation on the type of company. Doing seo for a bank or insurance company, I would talk more about numbers because that's what these guys love. For a restaurant for example, it's more about prestige and online presence. Just look at their core business and you'll figure it out.
    But the most important part of a presentation is to come over like you know your sh*t.. EVEN when you don't. Hell, what do they know about seo? Probably nothing because else they wouldn't be looking to hire someone. Clear and fluent language, highlight the benefits and make sure to add some cases studies or work you've done.
     
  10. young player

    young player Regular Member

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    Pretend that they are mice and you are a tiger when doing the presentation. It will make you look and act in a way as if you are very confident.
     
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  11. amaclickclick

    amaclickclick Newbie

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    I come from a huge multi-national corporate background where I sat through many presentations, mostly from "tech guys".

    It all goes horribly wrong when you try to stick too close to a script. Instead, you first have to engage them confidently to form an understanding of their problem that you can hopefully provide a solution to. Remember that you're talking to a manager with a certain problem (affecting his ability to make targets or get a bonus or whatever). If you can put your finger on that pain, show him that you get it and that you can solve that, he won't care about your presentation design.

    Some suggestions in no particular order, based on what I've observed in 15 years:

    1. You have a great starting point in that you have some happy clients + a word of mouth referral. Exploit that. I'm not suggesting you bore them with a client list, but look for natural opportunities to make reference to your case studies that will illustrate your experience in context.

    2. Do research on the company before the meeting. Understand their products / services. Try to form an idea of the company culture.

    3. If it's a very corporate setup, remove the nose rings and wear a shirt with buttons for the meeting.

    4. Avoid jargon. Figure out how you can explain what you do, and what you can do for them, in layman's terms. They want to understand what they'll be spending their money on.

    5. Build your pitch around outcomes for the company. So tell them how they'll benefit, again referring to practical examples of what you've achieved in the past, not as much what you'll be doing - unless they ask or it is relevant. It's about ROI. You've got to show them that you get that.

    6. On that point, ask them about the objectives of the assignment and how those objectives tie into bigger business goals. Big businesses are run by setting goals, breaking them into objectives and making targets. Find out how you can help them achieve those goals. Understand how you fit into that picture, and more importantly, show that you care to understand.

    7. Ask questions. They don't expect you to know the full extent of the assignment on the first meeting. Ask them about their problems. You don't have to solve them right there or even commit to solving them. You've just got to show interest in understanding how you can help, but of course you also have to fully understand the expectation before committing.

    8. Be punctual. Make eye contact when you meet someone and when you talk to them. Greet with a smile and a firm handshake. Take notes when they talk to you. It shows that you're serious.

    9. If there's any written material, run a spell and grammar check!

    10. Bed down the follow-up meeting / phone call / email before you leave the meeting. Clarify who has to make the next move, and try to put a deadline to it.

    Bonus point: Don't be scared to offer them free advice right there on the spot if the opportunity presents itself. What are the chances they'll implement it? So what if they do? It shows that you know your stuff, and it also puts them "in debt" with you.

    PM me if you want me to look over your proposal or presentation. We can do a barter deal where you give me an equal amount of consultation work at some point.

    Good luck!
     
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  12. joshweaver9

    joshweaver9 Senior Member

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    You can hire me and I'll put together a proposal for you.

    Then you can fly me out and I will do the presentation for you.
     
  13. amoore9900

    amoore9900 Regular Member

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    I was with a start-up company that did a deal with a fortune 100 backed VC firm you have to know what you want to say that is key, but I would also looking at getting someone to polish it up and do some graphics make it look like your worth 10k a month. I also think having the relationships is as important as the proposal.
     
  14. tycbn1

    tycbn1 Newbie

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    We know what to say and how to say it. We have landed every client we had a meeting with. But our proposals, mainly copy and graphics, do not look like the quality we would expect from a company charging us $10k/mo.

    Right now the plan is to:

    1. Make an outline and fill in all the details.
    2. Hire a copywriter to re-write the proposal and a designer to make it look good.
    3. ???
    4. Profit
     
  15. tnhomestead

    tnhomestead Regular Member

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    Just a couple suggestions -- i have presented at national conferences a couple times and regional as well. So when you talk try to avoid saying aaahh oohhh in sentences. and of course, you know? I was ahh waiting for a big im conference ya know and i well i umm -- other than that to watch out for -- just go nail the deal down!!!!! You dont have to be the most polished -- be the one that knows there chit and win it!!!!
     
  16. kideze

    kideze Elite Member

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    I have seen shotty designer work from companies and they still get 100k-200k contracts. What matters is the proposal, the steps, the info and making them understand your an expert in the field.

     
  17. knaox

    knaox Registered Member

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    Great advice here! If you're presenting this directly, think about top level figures. Really what they want to know is what value can you bring to the table and how that affects their bottom line. A few things to think about:


    • Search/SEO Opportunity - How much extra traffic are you expected to drive month over month? 12 months? A year+?
    • Identify potential levels of spend (3) and outline strengths/benefits of each. 50% more traffic = 70% more sales, etc. Different keywords will have different values, packages may be based on a total number of keywords
    • Identify any KPIs and how SEO can drive sales/attention and ultimately increase profits. Is it possible to track a sale/action directly back to organic traffic? This is big value. Map this out as best as possible in relation to the opportunity, since these are directly connected
    • Look into attribution modelling. How much brand awareness are you driving across core keywords? How does this affect other digital assets (social media)? Will this translate into offline attention/sales? (This is usually a significant factor). The latter may be difficult to identify but at least you're raising the interest/asking the question

    These are good to start with, but identifying the spend, traffic, and KPIs are key.
     
  18. cleanupcobra2

    cleanupcobra2 Newbie

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    there was a business channel i saw on youtube that gives good advise on this stuff, i willl see if i can find it for u
     
  19. Trojan12

    Trojan12 Junior Member

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    Do research into the company. Look at their process. See whats missing. Now look at your team and ask the question what we can do to get this company's sales increase by 30% get the numbers. Big companies don't give a damn about presentation. I work for one and we don't give a toss about how they dress or speak. We look at numbers and we look at what they have done in the past and how successful they are. Whatever you say to the board of directors has to make sense. Show how your team can bring X number of sales within X months with the X budget. Show them a case study of what you have done for another client.

    Numbers, Numbers and more numbers. Fancy talk wont get you anywhere. Believe me. If you want to help with presentations hire a sales guy. Teach him bit of technical details as well so he don't say something stupid just to close a deal. Also have good references should asked !

    Good luck.
     
  20. OpenYourMind

    OpenYourMind Newbie

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    After you have put all your efforts into researching what other on this thread have indicated, you might need a way of delivering this data to your audience (in this case your potential clients/partners). I tend to avoid boring excel and powerpoint presentations, IMO they feel outdated and boring and leave you to do much of the presentation yourself (which in your case can be a disadvantage since you pointed out that presentations and biz proposals are kind of your weak spot). So instead of powerpoint, excel and others I use Prezi (just search for it on google). I use it for my school projects and my meetings with clients, it`s very dynamic and works great in creating Interest.

    A few tips I can give you:
    Focus on KEYWORDS, find good marketing words that tend to get attention like „free" „you" „because" „instantly" „new" etc.
    Pause the presentation as to be in rhythm with your way of speaking, not the other way around
    Move around, animate, accentuate (you`ll see that Prezi is a flash based presentation software so you`ll be able to create moving things quite easily, move around but don`t exaggerate)

    Best of luck!
     
    Last edited: Dec 14, 2012