How to do 'offline' the right way

Jason - way to take advantage of the recurring revenue model in the off-line world. I'm also guessing that your clients are LOVING the significantly reduced monthly rate that just floats out of their account, as opposed to a larger chunk of $500 (I'm guessing this is just an example figure, but the concept is sound).

Do you meet resistance when you have to surcharge a customer for work over an above the terms of the agreement? I've found in previous months that customers tend to think they get the sun, the moon and the stars when they pay a retainer like that - and get miffed when you ask for additional payment for "outside of scope" work.

Great reminder of a rock-solid concept tho!

- Mark.

Good points Jason - setting expectations is KEY! A lot of companies miss that one out!

And great point John - I have to say, reading your post reminded me of a couple of sales jobs I had... where I'd work my tail off to get a new customer, and then I'd never see the customer again - until (of course) they called me complaining about a service issue... But it was really tough never being able to (officially) communicate with my customers - to grow their business. Instead it was "move on"... oh - and I also experienced the "joy" of starting from ground zero EVERY first of the month... few things are more demoralizing....

Interestingly I have found that my clients are usually not once and done. I usually pound home the content development model and how it helps dominate rankings. Once they start to see results (more visitors, leads, sales) they continue to retain me for content dev and link-building.

I charge a price per page. This includes writing, optimizing, publishing to website, then link building to it. They usually buy 1-3 pages a month.

I enjoy the monthly recurring model as well!

Nice business model to follow....the key (in my opinion) is to get in front of a group of business owners ...talk about SEO/KEYWORDS...and then MASS OFFER this service all at once...rather than giving the same speel OVER AND OVER again everytime you meet a business owner.

Specifically, pitch this deal (in front of 100 targeted business owners) and tell them you are only taking on 25 new clients at $50 per month. This would mean $1,250 per month or $500 one time fee versus the $600 total over one year ! Just an idea...and obviously you can play with the numbers. The KEY THOUGH is getting to present to a large number of people.

Chris Negro

scott -

that price was just an example...

regarding the sales aspects:

I'm getting ready to 'overhaul' my business, and I came to the conclusion I needed to hire a 'real' sales person. So I hooked up with someone who had experience going into businesses and selling face-to-face with them, and asked if was interested in selling for me (for a cut of the fee's). his reply was "F@#$ yes!".

I have had some good results using wordpress. I use wordpress almost exclusively for clients who do not want to pay a monthly maintenance fee other than hosting/domain. Those who want to add their own content ect.

It has also helped in the sale of sites due to its ease of use.

The package includes videos of how to manage their site (a good selling point). The videos are on their server so they can view them anytime.

If they break something or want a change they can't make they pay by the hour for site updates/changes.

These have proved to be very popular with teachers, and especially families who want to have their own family site where other family members can contribute. Video showing others how to register and post text and pictures is provided.

For instance with wordpress the user can upload a file or pdf of whatever and put a link to it in a post or sidebar widget right from the admin panel (popular with teachers).

Fee for these types of sites run about $500 w/monthly hosting at 9.95 & domain management at $40 yearly for private registration. If they want a themed site w/graphic work like Americana or Country they go for $750. Most graphics come from istockphoto.

Many want a picture gallery. I use a wp theme for pictures and put it on a subdomain for another $250. Password protection is also a good seller and often requested. Another $50 for an entrance page and password protecting a folder.

Typically it adds up to a little over $1,000 by time were done plus the monthly hosting and yearly domain management.

Frankly I was surprised at the number of request for these sites. Most were from word of mouth thanks to the first site I built for a family. The Mom was very involved with the school thus the teacher inquiries.

Most of the sales come from families with some disposable income.

Just a few ideas outside the small business owner market.

Tom

Andrew-

The fee's I quoted were just an example, based on what I see a lot of people here talking about charging I agree - most of them WAY UNDERVALUE their work, and seem afraid to charge market rates.

What I did for my rates is that I give my clients 40%-50% discount for one-time setup fee, discount for monthly fee. But they are required to sign up under a contract for one year.

It's something like an OTO in the offline world.

That allows them to grab the offer because it's a steep discount and yet they know at the back of their mind that your original price is $2000-$4000.

You should get a lot of new clients in this manner.

Once the year is up, you upsell your package at 30% discount, or whatever. As long as they see the calculated returns in their investment, they will continue to sign up with you.

Pretty much like what mobile phone services company do today...