In just under 60 days, I have 3 "clients" for SEO, today securing my 3rd. This is the first client that I actually had the confidence to ask for $797 set up fee, $500 monthly recurring, with a straight face, %100 absolute confidence in my prices, and not batting an eye. Let me explain.
With the previous two, at the first sign of "Well I am not sure.." sort of talk, I IMMEDIATELY dropped my set up fee from $697 (having no confidence in what I am asking for), and went straight for a "give me $100-$197 and let me show you what I can do". Now dropping the set-up fee and securing my first two clients was huge confidence booster, proving my worth has worked, But I cannot build a substantial business by offering this forever! Now, with the 2 lowered set up fees, I have "proved my worth" (I also have 2 references) and they are turning into bigger contracts come Jan 1 2012.
Yesterday I got a call back from a potential client (I direct mailed a letter), who was interested in my services. In having talked to other "potential clients" with stuttering and not much confidence, for some reason, for the first time, I took this call with %100 confidence, knowing what questions I was going to ask, and knew I was going to ask for at least $697 for a set up fee, and I was NOT going to drop the price for a "let me prove my self model". The conversation flowed smoothly, I didn't stutter or stammer. Then came the time where I usually flail and fail: "I like what I hear, what are your prices how do we get started", I simply replied "My set up fee is $797 (I just spontaneously tacked on another 100 in my mind), that includes all set up fee's, changing of your on-page SEO, and the initial back linking set up strategy and implementation, my recurring fee is for $500. This solitifies the rankings every month, and sort of retains me so I do not go work for your competitor. You'll get 5 local keywords, which I will research and tell you the highest traffic keywords, I will need access to your hosting , or to get in touch with your web guy in order to make the on-page changes, Do you want the invoice e-mailed to you right now? Or would you rather mail it to you via snail mail?", he didn't flinch, gave me his e-mail. This morning he made the payment (see screen shot below):
To wake up and finally see a 797 set up fee in my account is huge, motivating, and makes me go "Gee Ryan, that wasn't so hard was it".
Within 60 days, and numerous call backs, I am finally completely confident on the phone, I have learned from the previous calls, and can't wait to kick start 2012 and expand the SEO portion of my business.
I would say to anyone who is thinking about starting an offline consulting business, these are the things that have helped myself, dramatically:
A. You need a motivating factor, something that drives you, a reason you want to do this. Is it to quit your job? Is it for your kids? Is it $$? Put a picture of that motivating thing somewhere you see every day.
B.Taking action, just do it. You are going to flop and mess up along the way, but it get's easier very fast. Stop making up excuses why you can't start today.
C. Having someone who is doing what you want to do and successful at it helping you (mentor type)
D. Being apart of the WF - I have got plenty of feedback, and help when needed just from fellow Warriors.
P.S. If having a 9-5 is one of your excuses, I have done this in 60 days, and I have a 9-5, but not for much longer