How to target a $20k per year client

If you are looking at Professionals...."doctors" is a little to broad a target.

Look for plastic surgeons. They run their own show most of the time and each sale makes a lot of money.

Outside of that, don't forget about some larger companies. Is there a chain of full service car washes in your area? If it is just one they can't spend as much but if one company operates 5 or 6 in a metro area you can do well with them.

How about real estate developers? That is hard these days but if there is a community being built you might be able to help.

Large real estate brokerages?

Franchise headquarters...if you can find someone who sells franchises you might be able to help them.

Shopping malls...they run large promotions.

Often one company will run 5 or 6 nightclubs in an area..good target.

Locally owned large furniture chains.

I am sure there are many more...but those are a good place to start!

all great suggestions!

How do you use linked in to locate prospects?

TK1, please share some more and thanks for those you have

It all depends on what they're spending a month. I landed a client that was doing about $3mil a year in gross revenue and they paid me $3k a month for consulting on there ecommerce site.

Another example is I'm about to close a client for $70k (year contract) and he's doing about $6mil a year in revenue. It depends on how much their making and how much they have to spend on marketing.

I look at companies that are spending money now and marketing and understand the value. It's less of a pitch when we talk about trackability and transparency in Ad dollars spent to conversions.

As for places to get this data, you can segment through:

Hoovers | Business solutions from Hoovers
Mailing List - Email, Business, Sales Leads, Consumer - InfoUSA

I have a denturist client that also offers dental implants.

He is paying me 28K annualized for SEO, Google Places, one website, video marketing, referral systems, USP, copywriting for his site, direct marketing to his list and that's pretty much it.

I showed him all the money he was losing and he sold himself.

Implant dentists have quite a bit to spend. Especially if the 30K they are spending on the Yellow Pages isn't producing squat (he WAS tracking and got only one lead.) It was easy to convince him to re-allocate those marketing dollars.

BigG

wow, my current clients are about $500 per month and I'm ft just after getting a couple of them; I guess I need to find out how much a full page ad in the yellowpages cost for their city. I know toronto is 100k per year!

Based on experience, the following don't mind paying $2k a month SEO work for 15 keywords:

- Cosmetic dentists
- Plastic surgeons
- Wineries
- Law firms

Our basic SEO package (Not White Label) is $1,299 (among the most affordable in the Bay Area) for 15 keywords and our clients have no problem paying us that amount. You just need to ensure they understand the value of your proposal.

Our white label SEO packages is 50% off our usual rates.

Two Words- Multiple locations.

Find clients with multiple locations and target them. If you can get $500-4k a month off each location, and your client has between 5-50 locations, the numbers REALLY add up.

I only deal with clients with 3 or more locations. The economics are just too good.

Marcos

I agree. I work with small restaurant owners that have at least 3 restaurants. Works much better not only in price but it saves time doing multiple ones

More great ideas - I loved the idea of going through churches and such and the lists people gave, I'm compiling the ideas and hope to place it on my wiki. Any other creative ideas? what about guerrilla marketing tactics? Is speaking good?

Doing speaking events? I haven't done any, although I'm sure they work. Just think about what you would rather do with your time; there are so many options to contact business owners, they all work!

My average consulting engagement is $50K, but I can tell you that you're going about it the wrong way.

Instead of focusing on the dollar amount, and then trying to find clients that are capable of paying that amount, think about how you can create value on a larger basis. Try coming up with a package of services that EXCEEDS that amount of money in value on a ten-fold basis.

How can I help a company by delivering $200K in value to them?

How can I help a company increase their NET revenue by $200K?

What kinds of businesses are actually able to experience a million dollars in growth in order to achieve the 20% ($200K) net revenue increase?

Doctors? Businesses that sell their time as services?

The first question is, can this businesses infrastructure support that level of increase in business? Rapid growth can destroy a business as fast as no sales at all.

When you start answering these questions, you'll find your path to $20K deals and more.

After all, how hard is it to sell $200K in value for $20K in fees?

You don't even have to be that good of a salesperson.

P.S. very few businesses pay $20K for SEO/internet marketing services, if any.



Oh... BTW... not trying to be unnecessarily critical here, but you're selling a WSO talking about how it retired you... how on earth can you be asking about how to get big money deals? :confused: