Selling Google Places Optimisation

13 years ago

It is easy for us. Most small business owners are terrified of doing this. Ask an account and they will say doing a tax return is pretty easy. It scares the living daylights out of me. First thing I outsource.

Easy is a perspective. Also, in addition to that if you feel you are not giving someone enough benefits then give them something extra so you feel you gave quality service.

I have a friend who's goal is to give the client a nice extra surprise on every site they do.

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somacorellc

13 years ago

Seriously, tell them everything you're going to do. There's a point at which the thing you think of as "easy" becomes something so invlolved that they won't want to mess it up. I'll help you out by marking this point with an asterisk (*).

"Well, what I'm going to do is verify your address, phone, email and all the critical information that customers use to reach you. Then, we'll go in and add the correct categories to make sure you're ranked for the correct searches on Google.* After that, we'll upload some images and optimize them to make sure they're named correctly and ....."

Once you get to the *, they've basically realized they don't WANT to do it, even if they could probably figure it out on their own.

Also, business owners pay you for three reasons:

1. You're doing something of value
2. You're doing something they don't know how to do
3. You're doing something they don't have time to do

Hit any of those three and you're fine. It's the same reason you buy a tshirt - you could probably buy your own fabric and make one, right? You don't because you may not know how, you don't have time, and having one pre-made is valuable to you.

See?

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joefalk

13 years ago

Good post there somacorellc. I would say that you can give away how much as they wanna know. Most people doesnt have time to do it by themself.

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Aaron Doud

13 years ago

I don't think you have to worry. The more info you give the more likely it will sound like too much time and they will want you to do it. Just don't give out more info than they want. That is info overload and bad for selling.

It is the reason I think product knowledge is the least important thing a salesperson can have. In my years in management and sales the guys who knew the products best sold the worst because they gave the customer too much info.

You can always find an answer to a question a customer has. But if you have and give too much info you can never take it back.

Remember it is call selling not schooling. And remember most of us(even the smart kids like me) hated school. Don't bore your customer.

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St Croix

13 years ago

Thanks guys, some good points.

I might make a list of all the clients I've pitched to, then check the ones who declined a few weeks later to see if they've tried doing it themselves.

If they're still not ranking I can come back to them and "see how they are going with that"

Cheers

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somacorellc

13 years ago

Oh, see when you pitch you shouldn't be getting technical. You should be talking about benefits and what they want.

Originally Posted by St Croix

Thanks guys, some good points.

I might make a list of all the clients I've pitched to, then check the ones who declined a few weeks later to see if they've tried doing it themselves.

If they're still not ranking I can come back to them and "see how they are going with that"

Cheers

Thanks
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SendCards 13 years ago

If a prospect truly knows the benefits of having a well optimized Google Places Page, I think you could write out a step by step outline (with all the links to where they need to do it) of everything a client needs to do to claim and optimize their Page FREE, with the optional choice of you doing it for a set price, the chore would look so overwhelming that they would almost always opt for you doing it. Even if they opt to do it themselves, check with them a few weeks later when they haven't gotten off their ass and it should be an almost slam dunk picking up that client too.

Cheers!

Chris
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- 48dayscoach 13 years ago
  
  In each case... I've found that telling the business owners exactly what needs to be done... they say, "I don't have time to do that."
  
  That's when I get to sell them on letting me handle it.
  
  Ramon
  
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SendCards

13 years ago

Originally Posted by St Croix

Thanks guys, some good points.

I might make a list of all the clients I've pitched to, then check the ones who declined a few weeks later to see if they've tried doing it themselves.

If they're still not ranking I can come back to them and "see how they are going with that"

Cheers

While you are checking in with them to "see how they are going with that" have another valuable piece of info to "give them" to make their page optimization a little easier, maybe a free video tool, link or something you use. This will continue to build your credibility in their eyes and help them to be able to justify giving you the work..

Cheers!

C

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eezymoney

13 years ago

I'm looking to start this service - but I would rather take a monthly fee and add in another service.

I was looking at providing an overall local seo optimisation service that would primarily revolve around optimising the local listing initially and then provide monthly article production and syndication.

My problem is the price point... do you think small businesses would look at a $50/mth or £30/mth investment as too much or is it too little for what I'm offering?

Look forward to your thoughts, TIA

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macna

12 years ago

I have bought a few WSOs on this subject and most say things like charge 500 bucks setup then 200 to 300 hundred a month just for the privilege of keeping you around.

If you go with that type of pricing I bet you wont get a single client when you are starting out you need to realize that in this economic climate at least where I live small business are going to the wall every day and the town centres have for let signes everywhere.

I am just saying you need your pricing to reflect the economic situation we may all have to lower the barrier $50 / £30 a month seems reasonable you have to ask yourself if it was your business would you pay it.

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somacorellc

12 years ago

What you need to realize is that in ANY economic client there are always businesses that realize the key to success is to invest in their image, their brand, their exposure in the community. Many of the most successful businesses around were built during times of poor economic health.

I had a locksmith call me last week and we settled on $300 to start and $300 a month for 6 months for GPO.

The lower you set your price of entry, the lower client you'll get. Don't think that just because it's a recession that all mom and pops are out of business. Price yourself high - be the premium option in town, and make yourself the only logical choice if you want to succeed in today's economy.

Originally Posted by macna

I have bought a few WSOs on this subject and most say things like charge 500 bucks setup then 200 to 300 hundred a month just for the privilege of keeping you around.

If you go with that type of pricing I bet you wont get a single client when you are starting out you need to realize that in this economic climate at least where I live small business are going to the wall every day and the town centres have for let signes everywhere.

I am just saying you need your pricing to reflect the economic situation we may all have to lower the barrier $50 / £30 a month seems reasonable you have to ask yourself if it was your business would you pay it.

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eezymoney

12 years ago

Originally Posted by somacorellc

What you need to realize is that in ANY economic client there are always businesses that realize the key to success is to invest in their image, their brand, their exposure in the community. Many of the most successful businesses around were built during times of poor economic health.

I had a locksmith call me last week and we settled on $300 to start and $300 a month for 6 months for GPO.

The lower you set your price of entry, the lower client you'll get. Don't think that just because it's a recession that all mom and pops are out of business. Price yourself high - be the premium option in town, and make yourself the only logical choice if you want to succeed in today's economy.

Understand what you are saying here, I run an e-commerce site and when I started out, I was one of the cheapest on the block.

Yes, the phone rang and I got orders, but the quality of the customers was also cheap and nasty.

I've now priced myself as middle of the road and although the phone's quieter and we don't sell as much volume, I reckon the profits are just as good and if not better. Also, the stress of dealing with the dregs has gone away. I remember selling stuff for not more than cost price and some of the cheapsters where asking for more discount. The higher price tag, already stops the cheaters and scumsters from even enquiring.

What I was initially thinking was offering a cheap service to very small bed & breakfast clients, who have a small advertising budget. Once I'd learnt the ropes with these guys, then move on to bigger juicier doctor/lawyer/dentist sectors where they can afford $300-$500/mth.

Thanks for your input on pricing.

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m4rx 12 years ago

I will agree with somacorellc.

Pricing $50 a month isn't really worth your time, as the service you are offering is worth so much more anyways.

I just started out and have gotten $250, $325, and even $150(first client/friend).

You just have to show that your products is worth whatever you price it. I wouldn't go lower than $180 though unless you try to up-sell on something else, or like eezymoney said you will get cheap and nasty instead of nice and smart($$).

Its all math. The profit of bringing in 2 clients to a law firm vs. 20 to a high class restaurant is tremendous. 5k-10k for 2 clients vs $40 * 20 = $800.
I would charge the law firm at least $500 vs the restaurant probably $300 or more.

The biggest thing all of your clients need to know is that this is an investment. Its like wasting money on cheap tires vs expensive tires. You will get more quality spending a little more money.

@macna I will say $500 for everyone is too much unless your only targeting high price clients(lawyers, doctors, chiropractor?) but you should try pricing on the fly. If a client looks like they can't afford the $400-$500 price tag, then add something else to it and give them a deal.

"Today with your Google Places optimization I will throw in a free "whatever"(SEO, Mobile website, pick something), then drop the price by $100.

NEVER UNDERVALUE YOUR SERVICE!!!!!!
Peace,
Tyler
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amnesiac84

12 years ago

Does anyone have any tips on selling this service to dentists and such?
I was thinking of getting some info on the adWords people search for related to their profession or service based on the specific location using the keyword tool. This way i can show them that people are looking for these services but if they can't find them they won't be able to turn these searches into potential customers.

Is this a good plan?
Also is $500 a month per doctor too much? I mean i would provide exclusive services in each area.

Thx

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freight

12 years ago

Originally Posted by amnesiac84

Does anyone have any tips on selling this service to dentists and such?
I was thinking of getting some info on the adWords people search for related to their profession or service based on the specific location using the keyword tool. This way i can show them that people are looking for these services but if they can't find them they won't be able to turn these searches into potential customers.

Is this a good plan?
Also is $500 a month per doctor too much? I mean i would provide exclusive services in each area.

Thx

Dentists are a good target as they can afford this price tag easily. Doctors and solicitors are another professional to target.

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Amir Luis 12 years ago

Originally Posted by freight

Dentists are a good target as they can afford this price tag easily. Doctors and solicitors are another professional to target.

Anyone who is already advertising in one way shape or form.... is good to target.

No kidding.

Looking at ticket average for the client is one way to go. But keep in mind... they are going to be harder to get than the local mechanic who has just as high of a ticket average.

It doesn't matter what type of business you go after. What matters if you want a quick sale... go after the ones that know the value of advertising.

Those are the ones that will get you paid fast. You don't have to educate them on the benefits of advertising. (Saves you time) and... it is easier to get them to move money from a lesser performing media to yours.... especially if they are used to spending ad dollars.

Just sayin.
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Seantrepreneur

12 years ago

Also, don't forget that just claiming the listing and filling out the standard information is not "optimizing" it. There is a lot more to it that your clients would never understand unless you took a long time to explain it to them.

Don't be afraid to tell them what you are going to do which is will sound like a lot of work because it is a lot of work. Most business owners won't have even close to enough time to do everything that should be done to truly optimize a listing.

Hope that helps!

Sean

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St Croix

12 years ago

This is a good thread.

Correct me if I'm wrong but from my understanding, you can't really offer optimisation of Google Places on a per keyword basis can you?

So the service you are charging the monthly fee for is building citations and getting reviews coming in which would optimize them for all keywords.

This would be quite tough in a competitive local niche, like dentists for example.

How are you guys handling it if the clients aren't seeing an increase in customers while you're trying to rank them across the board with GPO?

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manny2513

12 years ago

yes you can target keywords. Actually you should target the most searched keywords for the business. The trick is do not stuff keywords
Use categories and try to match all you citations categories as much as you can and optimize those listing for your keywords as well. If you target the correct keywords and do your job your clients will see their ROI on it as they will get more clients.

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drees5761 12 years ago

Just bumping this thread as i am just starting out on Google Places here in the UK. If the client has a website, which most will, how does the optimization of that affect the Places ranking?
And if the website needs updating for SEO how would you do that if it is someone else who made it?
Would they just try and steal your business?
Finally what do you show your client that shows improvements in ranking etc?
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Amir Luis

12 years ago

Believe it or not.... by you telling them what you are going to do. You are building value.

I think it has been touched on already. But... Every one knows...

You have to build value before you mention price.

So by telling them exactly what you are going to do. Stressing that you are going to do wayyyyy more than claim their listing. That you are going to be optimizing their videos which will probably get them shown on google as well. Meaning they get more bang for the buck. Who wouldn't want two places on the first page of google for the price of one?

I know I would. That's good ol' fashioned value right there.

(one being the video.... the second being their Local Listing)

Even if you don't mention them getting the video on page one.

You telling them everything. Including the KML file and the other techie sounding stuff that is really no big deal... will go over there head and increase their confidence that you know what you are talking about. Separating you from the typical Yellow Page or Newspaper rep.

Don't worry about the business owner trying to do it themselves. More than likely, if they do. They will fail and call you to fix it anyway. Meaning they did part of the work for you. I have actually had this happen by the way.

Local Map Listings are the easiest sale ever.

Just sayin

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Selling Google Places Optimisation

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