I thought I knew everything about pricing...

by link82
5 replies
Hey everyone!

I have a meeting in a few hours and it's my first meeting ever! I'll be offering marketing services to a yes, *gasp* dentist... if all goes well with the meeting.

If not, it'll be a great practice session

Either way, I thought I knew about pricing but I apparently don't know crap. First, let me give details on what I'd be working on:

-I'd be giving his business exposure through video marketing, reputation management and an exact match domain for several keywords (mixed).

-Keyword details:
dentist city
dentists city
city dentist
city dentists
dentist city state

Now, I'll shed the light on the city since that can majorly help with pricing. I'm in San Diego.

I guess with this being my first meeting ever, I'm supremely nervous. He already left a message saying his current SEO company hasn't paid off at all and that he was impressed with the video I had sent him. Brownie points.

I don't want to under-quote him. This is a service I'm offering and I'd like to take on medium-sized clients. (For me, that would be $3k-$5k/month... definitely at least $1k a month).

I do understand he's my first client. I'm realistic. I want to charge enough where it's all worth it and have the type of clients that can afford these services.

So what do some of the more experience Warriors have to say? I do plan on asking questions regarding his current/former SEO company and what budget he has. I'm just not sure how straightforward he'll be.

New Question: Is there a way to track calls coming in from my marketing efforts? How do you do this for your offline clients?
#charging #knew #pricing #thought
  • Profile picture of the author rhinocl
    Find out what he's paying the old company.
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    • Profile picture of the author link82
      Originally Posted by rhinocl View Post

      Find out what he's paying the old company.
      I saw part of the contract. It was a fair lump-sum but here's the problem: that company hasn't done crap for him. So naturally, now he's careful and wants to start with a low budget.

      Originally Posted by mlmmarketingguy View Post

      Good job! How did you get the meeting?
      E-mailed a video review of his website presence [short answer]. Did this for quite a few of them.

      Originally Posted by Digital Traffic View Post

      I wouldn't quote him a price at this meeting, I would make this a fact finding and educational meeting.

      First, you need to understand the nature of what he is expecting to be done, ask questions and make notes of his previous experience with SEO.

      Once you have a handle on what his expectations are and researched the competition, then you can put together a game plan to make this happen.

      How do you know how many videos or web sites he even wants at this stage?

      Schedule a second meeting while you're there and then present your solutions at the next meeting. When you do this, have three different pricing options for him to choose from.
      I asked him questions about his current company. I asked him a budget. But before we parted ways, it seemed he was eager to work with and he asked me if I can put together a couple of options for him to choose from. Since he's not available for the next couple of days, I told him I'd present him with options by Monday.

      We connected over the fact that his last SEO company blew chunks and didn't deliver crap for the payment they took from him: he's losing money; I'm having to prove not to be an a**hole who takes money and doesn't deliver

      Originally Posted by Dexx View Post

      $3-$5k a month for a retainer is all fine and dandy...but you better be able to generate $12-$20k a month in revenue as a result...otherwise the Doc will take his business elsewhere...

      How confident are you in your ability to do that?

      ~Dexx
      Dexx! What a great response! Certainly gave me a lot to think about. However, let me ask: how do you put value on what you are delivering? If I can get him great exposure for his main keyphrases in Google and other search engines, how can I track business resulted from my efforts?

      Analytics are one way. But how do I measure calls coming in from my video & other marketing efforts?

      Having a system in place would protect me and him. I get to show how much business I'm helping him bring in and he gets to see proof.

      So that's an official question now. Are there any tracking measures for something like this?

      Here's the main update: he wants pricing options and what I'll deliver by next Monday. From talking to him, seems like he'd be comfortable paying less than $2k a month [as long as he starts seeing results!]

      My best strategy, I think, is to deliver a decent package for him and show him what kind of (good) exposure I can bring him. After all, trust has to be built. I'm sure if I do this well, we can work on ranking him for more keyphrases later on.

      Thanks for all the responses guys. I always have a ton of questions and love everything I'm learning here from you all.
      Signature
      Quietly Selling Powerful Links. Just a handful on clean domains, PM me for inquiry :D
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  • Profile picture of the author MrSDPromo
    Originally Posted by link82 View Post

    Hey everyone!

    I have a meeting in a few hours and it's my first meeting ever! I'll be offering marketing services to a yes, *gasp* dentist... if all goes well with the meeting.

    If not, it'll be a great practice session

    Either way, I thought I knew about pricing but I apparently don't know crap. First, let me give details on what I'd be working on:

    -I'd be giving his business exposure through video marketing, reputation management and an exact match domain for several keywords (mixed).

    -Keyword details:
    dentist city
    dentists city
    city dentist
    city dentists
    dentist city state

    Now, I'll shed the light on the city since that can majorly help with pricing. I'm in San Diego.

    I guess with this being my first meeting ever, I'm supremely nervous. He already left a message saying his current SEO company hasn't paid off at all and that he was impressed with the video I had sent him. Brownie points.

    I don't want to under-quote him. This is a service I'm offering and I'd like to take on medium-sized clients. (For me, that would be $3k-$5k/month... definitely at least $1k a month).

    I do understand he's my first client. I'm realistic. I want to charge enough where it's all worth it and have the type of clients that can afford these services.

    So what do some of the more experience Warriors have to say? I do plan on asking questions regarding his current/former SEO company and what budget he has. I'm just not sure how straightforward he'll be.

    Good job! How did you get the meeting?
    Signature
    Jake Widmer
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  • Profile picture of the author Digital Traffic
    I wouldn't quote him a price at this meeting, I would make this a fact finding and educational meeting.

    First, you need to understand the nature of what he is expecting to be done, ask questions and make notes of his previous experience with SEO.

    Once you have a handle on what his expectations are and researched the competition, then you can put together a game plan to make this happen.

    How do you know how many videos or web sites he even wants at this stage?

    Schedule a second meeting while you're there and then present your solutions at the next meeting. When you do this, have three different pricing options for him to choose from.
    {{ DiscussionBoard.errors[4859210].message }}
  • Profile picture of the author Dexx
    Originally Posted by link82 View Post

    I don't want to under-quote him. This is a service I'm offering and I'd like to take on medium-sized clients. (For me, that would be $3k-$5k/month... definitely at least $1k a month).
    $3-$5k a month for a retainer is all fine and dandy...but you better be able to generate $12-$20k a month in revenue as a result...otherwise the Doc will take his business elsewhere...

    How confident are you in your ability to do that?

    ~Dexx
    {{ DiscussionBoard.errors[4861006].message }}

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