How Many Freebies Should You Give a Potential Client?

8 replies
I recently was referred to a large car dealership in my state. They said they wanted SEO and Press Releases. Out of the goodness of my heart I did all of the SEO research for free for them. Then I quoted them a price to get their keywords ranked on the first page of Google. Their website was on the second page of Google for many of their keywords. The price-tag was not huge and well within the normal market value. Then they ask if they can pay me after I get their page on the first page of Google for their keywords. They also ask that I do a free Press Release for them. I understand giving some freebies away are good for business, but I also understand this large car dealership is not a mom and pop business and has a lot to invest in growing their business.

Did I give them too many freebies to start out with? Now all they want is freebies from me.

I have told them that if they want to continue to work with me that they are going to have to pay up. Your thoughts?
#client #freebies #give #potential
  • Profile picture of the author jaynycla
    Originally Posted by Matthew Payne View Post

    I recently was referred to a large car dealership in my state. They said they wanted SEO and Press Releases. Out of the goodness of my heart I did all of the SEO research for free for them. Then I quoted them a price to get their keywords ranked on the first page of Google. Their website was on the second page of Google for many of their keywords. The price-tag was not huge and well within the normal market value. Then they ask if they can pay me after I get their page on the first page of Google for their keywords. They also ask that I do a free Press Release for them. I understand giving some freebies away are good for business, but I also understand this large car dealership is not a mom and pop business and has a lot to invest in growing their business.

    Did I give them too many freebies to start out with? Now all they want is freebies from me.

    I have told them that if they want to continue to work with me that they are going to have to pay up. Your thoughts?

    You are right !

    They should pay up but maybe their financial situation is in disarray or they are sitting on tons of cash and they are just plain frugal.

    If they don't want to pay you, make a deal with them to get referral business or even ask for advertising for your business.

    Maybe they can add a link on their homepage linking to your SEO business website.

    My point is if they wont pay you, they have to barter with you that's only fair.

    If they are huge I would ask for referral clients which could be a lot more money in the long run than one big client.

    You really could grow your network with a referral from them.

    But only agree to this after referrals come through the door and sales are being made..you don't want to get suckered !

    Get all of this writing too.

    my 2c
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    • Profile picture of the author JimmyD
      They definitely have to pay up! Most businesses are looking to save money in these financial times, but maybe they need educating in the power of SEO for their market share.

      Perhaps the best way forward here is to make sure they understand how much more business they could get with good SERP rankings. Do some research on their keywords and see what sort of increased visitors they could get with a page 1 listing.

      Next step is to research their competition and approach them with some packages whilst explaining to all parties that you can only work for one dealership in the area.

      If you don't like that method then just offer them less for a cheaper price, do not give them the original deal for any less.

      You can give too much away, I've done it myself and it doesn't work for you in the long term.
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  • Profile picture of the author Warrior Ben
    Some people may disagree with me here, but I generally avoid giving freebies (beyond just basic advice during appointments) to potential clients.

    The reason is this: Value is determined solely by what somebody thinks something is worth. If you start giving away a bunch of stuff for free, your potential clients will value it a lot less when it comes time to paying.

    It is kind of like the Groupon effect for small businesses-- it trains consumers to look for deals and they won't want to pay full price going forward.

    I think doing keyword research for free is actually not that bad-- and should really be included in an SEO proposal you give to a potential client, but avoid getting in the habit of doing a bunch of free work for them because you'll make it extremely difficult to get full price for your services.

    For your specific situation where the car dealer asked to pay after you get on the first page-- you could propose a 50/50 payment. 50% down and then 50% when you get on the first page. Just make sure to get them into a contract so you have some recourse if they decide not to pay you the 2nd 50%!

    -Ben
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  • Profile picture of the author RRG
    Give away FREE information (reports, CDs, case studies, etc).

    Do NOT give away FREE services.

    Instead, offer bold risk-reversal guarantees.
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    • Profile picture of the author TheCG
      Originally Posted by RRG View Post

      Give away FREE information (reports, CDs, case studies, etc).

      Do NOT give away FREE services.

      Instead, offer bold risk-reversal guarantees.
      Right on!

      The ones that want all the freebies will ALWAYS want the freebies.

      My experience, anyway.

      You are running a business not a charity. Get paid.
      Signature

      Yes, by the way, I AM in the Witness Protection Program. I could tell you who I am but then I would have to kill you.

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  • Profile picture of the author ScottyM2
    Go to their competition and show them what you've done for the first dealership. Offer to do the same for them. When they ask how much, let them know. If they accept and the first company still wont pay, cut that first company loose.

    Then blow them out of the water.
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  • Profile picture of the author PhilaPM
    I wouldn't start any work without getting an agreement signed and collecting a down payment. What if they decide to not pay you once you get them on page one? You could offer a guarantee...something like you'll get them on page one within 6 months otherwise you won't charge them beyond 6 months until you do.
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  • Profile picture of the author IdeaFool
    If a person continually asks for freebies, it is my opinion that they do not take you seriously, nor do they respect you. If you are willing to walk away, then they will follow or they won't. I'm a bit vindictive, so the first thing I would do would be to immediately go and pitch their competition. But that's just the Sicilian in my blood.

    I have been involved in a ton of companies, and only the ones that come across as too casual and less-than-professional get hit up all the time for freebies. The client thinks they can get away with it.

    I do believe in giving some freebie up front to build goodwill, but the terms of the freebie must be absolutely clear. In your case, I would have done the keyword research because, although the information is valuable, it is worthless to someone who doesn't know what to do with it. It's like giving someone half of a $100 bill. Giving a comparison between the prospect's site and his main competitor's site could be valuable as well. Especially if the competitor is ranked higher.
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