Do you offer one service or multiple services when you first contact businesses?

Most of the time I'll just get them committed to the site. Once they have some money invested they'll be more willing to put more money in.

However don't lead them to believe while you're building their site all of their solutions will be fixed.

I'll usually ask them something like, how many people call you saying they found your site in search engines? Most of the time they'll say something like rarely if ever. I'll return with something like, you're missing out on a lot of business, that means your site is not showing up in google as well as it should.

Usually something like that and once you explain to them worst case scenario they'll agree.

So if they're like a seal coater and make ~200 dollars per job and you charge them 800 dollars one time fee, you can sell them easy. In my area we have small towns so if I rank a site in one area it's easy. This means I only have to charge them once and they should stay high for 2-3 years to come as long as google doesn't die off or something.

Anyway so I just explain to them if you only get one client per month, you'll make 1200 per year (seal coating season is only like 6-7 months out of the year). And if you stay up for 2 years you'll make 2400 dollars minimum and that doesn't even include word of mouth or neighborhood clients.

If you're in a small area you can charge once, and a small monthly fee. Or if you're in a big area throw a larger amount of clients at them, and raise your price and monthly price. Hope that helps.

too much choice creates indecision.

Think like a landing page/squeeze page....

One offer. One action.



Hope that gets you thinking.


Fraser

That's true hay. This can be directly related to wordpress themes. It's so hard to decide on one theme (for me at least), so it takes forever to choose the right one.

But with game plans if you have a game plan, don't hold out too long for a better one because there is one small flaw in your current one. Follow through with one and learn from the mistakes you had and you'll be more comfortable executing it next time and you can adapt and evolve that game plan. I spent a lot of time waiting for a better option as far as client acquisition went. But once you just sit down and hammer at one you'll learn quickly how you can do what you do better.

I would say start and fix one maybe two solutions. A lot of times if you come in with too much its overwhelming to them and in fear they'll pull out, or may distrust you thinking you're trying to take more money than you should. Unless you come in highly recommended to them by someone else or you're doing work for a huge company and offer an awesome marketing plan.

Anyone not selling a comprehensive approach is missing out on thousands and thousands and thousands of dollars.

For two reasons 1) No one service will make magical difference in your clients business in which they need nothing else to grow and be successful long term. Everything internet consultants do fits into a larger puzzle which is a comprehensive approach to internet marketing which includes a website, a mobile website, mobile marketing (if applicable) email marketing, seo, social media, reputation management, branding services.
2) Everyone knows people who buy one thing from you are a better source of revenue then getting new clients. It's easier to sell someone something if you have sold them before.

However you don't need to sell every single thing at once. That will most likely not work for many people. Once you've redesigned the site talk about seo, remind them they need a mobile site, tell them they need a social presence....

Such a simple concept that I don't think people new to the game are realizing enough. It just basic sales and marketing philosophy.

I always let them know what I have to offer but I tell them we need to focus on one area right now to get some traction. Then I over deliver and then recommend another service that will benefit them.

I believe you always need to be selling one core offer (product or service) and that you should have a few packages to choose from for that offer.

The offer and packages can be as simple or as jammed packed as your want. Often that will depend on what you are offering, to who, and how manay clients you want.

But never ever offer multiple offers (unless they are upsells brought up after the close) as this just give doubt.

The client should be aware that your company are experts and likely offer anything they need but unless they ask stick to your main offer.

As for why I say multiple packages. This allows you to capture more budgets and give people a way to test you if unsure.

I believe in 5 which is presented as 3+.
0. Foot in the door package that is dirty cheap. This is a way to save sales that would be lost but you believe the client would move up. Never ever show this offer. Keep it in your back pocket. The key to this offer is about gaining clients. If you do not want loads of clients don't use this and stick to the main 3.

1,2,3: These are your main packages. The purpose here will be to push people into into Package 2.

1. Should be priced relatively more expensive than 2 or 3. While the price is cheaper what you get is less. When people choose package 1 you should be happy because your profit was high.

2. This price should be higher than 1 but be loaded with value. Consider having a normal price and a special price here. This should be your target package.

3. Should be similar in value to #2 but much bigger. This is for people who need and want more of what you offer.

4. This final package I would promote slightly off to the side. This is your whale package. Some might even make this an "Enterprise" package with custom pricing. You need this and need to advertise it and present it so whales are not bored with your "low cost" packages.