First thread, first post. Just closed some SEO deals this morning...

58 replies
PLEASE READ THE POSTS AT THE END AS I AM UPDATING THIS THREAD AS MUCH AS POSSIBLE!

So I work freelance for a company selling SEO and PPC management on a commission only basis and i'm really enjoying it.

Been here for a few years and been learning about online marketing for the past 3 or 4 years and can't believe this is my first post here! I basically found this forum looking for SEO pitches the other night and combined some information to come up with a fresh SEO pitch that I've started using this morning.

First things first a big thank you as it has worked! I've picked up some invaluable information and tips that have helped me close two 12 month contracts before lunch and i'm aiming to finish out on five by the end of the day! I will be keeping you updated!

The way I did this was by breaking down my pitch into 5 different sections, but first ensuring a 30 minutes 'sit down' with a warm lead and making them 'write my details down and time date before the call' 'do you have a pen handy pal?'

Once the meeting was established I then spent ten minutes critiquing their sites and doing basic keyword research - more importantly on their competitors existing at the top of the page.

Before the meeting I would text a reminder half hour before that I would be ringing them and then started the calls asking questions about their business and making it clear I wasn't interested in selling them something 'at this point in time'

I then proceeded with my pitch - that I will be happy to share when I have more time, (I have another appointment in ten minutes) and closed off two year contracts on one call. I've also managed to sell a website today which i'm very happy with!

I've not come to gloat, more to say thanks for the advice from a number of members and I look forward to giving and receiving some business banter and tips of the trade with some of you guys in the future

Regards,
Nate
#closed #deals #morning #post #seo #thread
  • Profile picture of the author MonteMichaels
    Nice job Nate! There is nothing wrong with a little gloating here and there. Just make sure that you keep the momentum going.


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    • Profile picture of the author gotguanxi
      Originally Posted by MonteMichaels View Post

      Nice job Nate! There is nothing wrong with a little gloating here and there. Just make sure that you keep the momentum going.


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      Thanks Monte!
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    • Profile picture of the author Torreylee
      Originally Posted by MonteMichaels View Post

      Nice job Nate! There is nothing wrong with a little gloating here and there. Just make sure that you keep the momentum going.


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      Yeah, I love a nice success story to keep me moving forward! Cheers!
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  • Profile picture of the author drees5761
    Well done. Looking forward to hearing more tips and tricks from you.
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  • Profile picture of the author MarlboroMonkey
    What I took away was damn it would be nice to find someone "in the know" about internet marketing willing to sell on commission only

    Congrats on the success Nate!
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    • Profile picture of the author gotguanxi
      Thanks very much everyone! Back on the grind again today.

      Managed to get another three 12 month contracts sent out yesterday, but didn't manage to seal the deal on them which i'm pretty disappointed with. However I will be following them up today - hopefully looking to close 1 out of the 3, I find with call backs it is more difficult to turn the client into business as i'm not often prepared to spend a further hour on the phone to them to be parred off without the deal again - but alas I don't like throwing away warm leads, even though I wish I had more discipline to work on the 'close or get rid' mentality.

      I've also got 11 phone appointments today that may well be stretching myself a little, however I always find it's better to over appoint than under. Most clients are busy business owners themselves so there always tends to be a % who can't make the appointment - on the flip side if I double book or an appointment runs over, MOST clients also understand this and are happy to reschedule.

      I know this is very basic idea, but to me it is vital to ensure the client is sat in front of a computer - this just simply means you can show them whatever you need and they only tend to look at exactly what you show them - it is also great to explain complex ideas to them.

      Another tip for selling SEO - use metaphors - for the life of me someone just couldn't understand the concept yesterday so I explained it like this...

      'The natural listings are like the music charts. Your competitor is at number one in the charts because more people support his music. You are none existant on the charts as you haven't even signed your record deal yet'

      A bit cheeky, but worked wonders

      Have a great day everyone and please keep contributing!
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  • Profile picture of the author gotguanxi
    A quick update:

    Another one bites the dust. One call open and close based on a prior appointment for a 12 month SEO contract. It seems getting a designated half hour pre warned with a client in front of a computer works wonders. I'm suprised to see most clients haven't really used the keyword tool and I can tell they really appreciate me sharing my knowledge and not holding my cards too close to my chest when it comes to the technical side of SEO.

    I'd love if anyone had any rapport building tips - whilst I was getting the contract sent over to my last guy, I found it difficult to fill the gaps with conversation - it's hard to grasp whats being over friendly and obviously there's a fine line between business and a friendly conversation. In addition to this i'm 24 and it must show to an extent on the phone, so not being cocky or too savy sure is important, but also being able to chat to these business owners twice my age is a skill I need to work on.

    Still have alot more clients lined up today, so i'm expecting more business! If anyone has any questions or likewise advice then please pm me or just ask

    Regards
    Nate
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  • Profile picture of the author RoryF
    hey is there anyway to contact you PM style, as my count won't let me send a PM?
    Regards
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    • Profile picture of the author gotguanxi
      Originally Posted by RoryF View Post

      hey is there anyway to contact you PM style, as my count won't let me send a PM?
      Regards
      I am available on the email address of gotguanxi at googlemail dot com. I am also unable to post email addresses due to my low post count - but I will get there shortly no doubt

      Regards,
      Nate
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  • Profile picture of the author arenabacklink1
    Well-done Bro...
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  • Profile picture of the author eternalwarrior
    Congrats Nate. Wish you all the best
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  • Profile picture of the author IMHunter
    Congrats Nate! I hope you get more success.
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  • Profile picture of the author gotguanxi
    Just another update ready for tomorrow. Now I don't just tend to sell SEO services, I often like to mix things up and sell PPC, websites or to be honest generally whatever vibe i'm feeling either that day or that even that hour!

    When I'm selling PPC on a month by month basis I often aim to make in the region of 300 to 400 calls on an average 8 hour shift and i'd be disappointed to finish with less than 2 sales for any given day on the basis of this volume of calls. I have zero time for callbacks in this situation as a one month trial even with an upfront payment should always be closable - there is nothing worse than chasing these bum deals around and getting distracted by them for the rest of the week.

    Just thought I'd now share some insight on who i'd aim to sell to at this point and why...

    The sectors I go for generally are those that will cover the cost of the investment with just one client. That way I know that if the services yields just one client for them then it covers their initial investment and anything else tends to be above expectations.

    With the number of calls I make, I try hard to ensure the people I call are
    a) sole traders - no gatekeepers
    b) mobile - just ring the mobile straight away and get in touch with the business owner straight away.

    Sectors that cover this criteria generally...

    Locksmiths/plumbers/electricians (i appreciate not always in the situations)
    Counsellors/Hypnotherapists
    Personal Trainers

    Most of these guys tend to have poor websites - so in addition to the business there is always the fall back if you do fail to get them clients 'you website is outdated' 'would you use that website if you were a client' 'the bounce rate is ridiculous' etc. Leaves great room to cover your backside and also room for you to upsell in the future!

    Regards
    Nate
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    • Profile picture of the author phil.wheatley
      Originally Posted by gotguanxi View Post

      When I'm selling PPC on a month by month basis I often aim to make in the region of 300 to 400 calls on an average 8 hour shift and i'd be disappointed to finish with less than 2 sales for any given day on the basis of this volume of calls.
      Hey Nate

      First of all, congrats. There was a line of yours I quoted above which I found interesting. I'm wondering how many people from this forum started scanning your posts looking for the 'secret'...and then when they saw how many calls you are making, thought to themselves "sod that, I'm off to buy a $7 WSO".

      The truth is, I think the 'secret' to your great results is the fact you are prepared to role your sleeves up and work hard.

      Most people who are successful made it because they work hard, and not because they got lucky.

      Anyway, well done mate and may it continue, awesome thread by the way!

      Cheers
      Phil
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      • Profile picture of the author gotguanxi
        Originally Posted by phil.wheatley View Post

        Hey Nate

        First of all, congrats. There was a line of yours I quoted above which I found interesting. I'm wondering how many people from this forum started scanning your posts looking for the 'secret'...and then when they saw how many calls you are making, thought to themselves "sod that, I'm off to buy a $7 WSO".

        The truth is, I think the 'secret' to your great results is the fact you are prepared to role your sleeves up and work hard.

        Most people who are successful made it because they work hard, and not because they got lucky.

        Anyway, well done mate and may it continue, awesome thread by the way!

        Cheers
        Phil
        Hi Phil,

        Thanks for you kind words!

        It is very true. What me from others is not that i'm a particularly great salesman. However I do work hard and make a large volume of calls. I used to work for a telecoms provider selling business to business and I A;ways remember the analogy he offered using a pack of cards.

        He would remove 3 aces from a deck of cards leaving only one ace. He would then shuffle and turn over the cards until the ace was revealed. This could be the 1st, 15th, or the last card in the pack. The point being your ace is there, you don't know where but if you knock on enough doors you WILL find him.

        The analogy has always stayed with me and it's something I genuinely believe to be true.

        Now I own the company I work for I will ONLY employ COMMISSION ONLY sales staff. Alot of people disagree with this 'pay peanuts get monkeys' etc etc. However I know this is not the case. Why? Because I did it myself for nearly 3 years and made a great living from it with flexible hours and a great return.

        Everyone is always looking for an easy buck and the next best easy thing but that actually makes it easier for those who are prepared to put the time and effort in and work hard. These are the people that succeed in my experience!

        All the best,


        Nate
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  • Profile picture of the author Zen Productions
    Awesome Nate! That is freaking fantastic.
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  • Profile picture of the author gotguanxi
    Morning everyone. I have quite a few meetings set up today across a range of sectors, thought people might be interested in who I sell SEO too. Well the real answer is anyone and everyone!

    Few people i'm calling today:

    Alloy wheels repair,
    Driving instructor,
    Limousines,
    Cleaners,
    Video production,
    Removals.

    I guess the point really to this post is not to pigeon hole or restrict yourself to certain markets. All niches need SEO and most people have 'heard it all before' but don't let this put you off. I admit it can be more difficult to reach and deal with these people, as likely hood is they are running a business with employees or work in an environment that's labour intensive - however they do tend to have bigger budgets, so really it's the yin yang situation when taking into account points I made in my last post.

    There is also a huge difference in my approach when attempting to close a month by month ppc campaign in comparison to that of a 12 month SEO contract; but that's something i'll touch upon at a later date!

    Please share some experience and your thoughts with me!

    Regards,
    Nate
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  • Profile picture of the author gotguanxi
    Another update of what i've manage to achieve today...

    We had a member of staff sell key phrases on a PPC campaign for 'villas in spain', 'villas in greece' and a few more keyphrases for £120+VAT per month. As anybody knows who deals with this industry it's highly competitive and click costs are quite high for most relevant key phrases.

    As far as i'm concerned SEO was the best way forward for this client and I can tell by speaking to him he has the potential to turn into a big deal for me. (spending £2000-5000 a month on 12 month contract if not more) I know he has only took this deal in the first place 'as it sounded too good to be true', and obviously £120+VAT for a business his size is a viable purchase for a punt.

    First thing I did was refund him the money back into his account and told him he had been missold. I knew he must be savy enough to understand we can't run a professional ppc campaign for those key phrases on that price and of course, he did know this. However rather than losing the client I did some analysis on his site - website didn't even have a sitemap and it's not correctly indexed with google. I offered to do this for him free of charge and run a adwords campaign on key phrases of my choice and resold him a package for £250+VAT - he agreed straight away and told me to go to work.. I could tell the reason it was so easy to close this deal was due to the fact I approached him and told him i'd refund him straight away and he'd been missold. It helped instantly gain an element of trust.

    The idea now is to index his site and run a hard hitting, many clicking campaign which I will discuss the results with him next month. I am also going to do some extras - free facebook campaign etc, but only show him this at the end of the month when I speak to him next. The key to this client in my eyes is to over perform and do alot more for him than we initially agreed.

    Keep an eye on my progression with this client as i'm confident based on our initial rapport he will be worth at least £1000 a month to our company within 3 months




    On a side not - i'm very close to another 12 month contract with an 'alloy wheel repair specialist' - only a £300 a month contract - but still a decent pay return for me as I will get at least the first payment if he signs into the agreement!

    Anyone have any tips or ideas fo me or questions then please let me know!

    Regards,
    Nate
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    • Profile picture of the author Riz
      Hi Nate,

      First off congratulations on all your success. You must be making the company you are working for very very happy :-)

      With all your efforts what are you making from the company? No need to give figures just asking you to think about it yourself. You will be making good money on the commissions, especially with your success in securing these deals.

      However, what makes you want to keep letting the company you are working for keep the lions share of the profits, ie upfront and ongoing.

      You seem to know what you are talking about in terms of IM as you have been learning it for a few years. Have you ever considered setting up in business yourself and offering the services from your own company?

      If you do not know how to do the work, or you don't want to do the work you can always outsource and eventually hire full time employees. Create your own business system. Have sales reps working for you and train them how to sell. Be the lion

      Now you will be creating an asset for yourself as opposed to creating it for someone else.

      I'm assuming the warm leads are provided to you by the company? Which is what might make things easier for you to stick with the company. However, with your levelof sales success i'm sure you can get these warm leads yourself

      Good luck in however you decide to proceed.

      Riz
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      • Profile picture of the author gotguanxi
        Originally Posted by Riz View Post

        Hi Nate,

        First off congratulations on all your success. You must be making the company you are working for very very happy :-)

        With all your efforts what are you making from the company? No need to give figures just asking you to think about it yourself. You will be making good money on the commissions, especially with your success in securing these deals.

        However, what makes you want to keep letting the company you are working for keep the lions share of the profits, ie upfront and ongoing.

        You seem to know what you are talking about in terms of IM as you have been learning it for a few years. Have you ever considered setting up in business yourself and offering the services from your own company?

        If you do not know how to do the work, or you don't want to do the work you can always outsource and eventually hire full time employees. Create your own business system. Have sales reps working for you and train them how to sell. Be the lion

        Now you will be creating an asset for yourself as opposed to creating it for someone else.

        I'm assuming the warm leads are provided to you by the company? Which is what might make things easier for you to stick with the company. However, with your levelof sales success i'm sure you can get these warm leads yourself

        Good luck in however you decide to proceed.

        Riz
        Thanks for your kind words Riz.

        The company I work for are based in the UK and they employ about 15 sales people and have a small SEO team, web desginers and a customer service team.

        I'm the only person who works commission only at the business as i'm sure people know it's hard to find people who will work commission only. On average i'd say I worked 30 hours a week and I wouldn't be impressed with my self if I left with less than £400, however an average week would be £500-600. Obviously there are alot better weeks than that too, but there isn't really ever a disastrous week (well not yet!) and i've been doing this for roughly 8 months.

        I'm happy to work on this basis for the time being, it keeps me with a steady income and i'm increasing my product knowledge and confidence daily. However you are right with what you say when it comes to the lions share

        I have every intention of switching to my own services and probably running with around 100 PPC and SEO clients - more than likely outsourcing the work if it becomes to much and pretty much just getting new clients as and when needed.

        What do you do if you don't mind me asking?

        I get alot of warm leads from the company and I can work alot with existing clients and so forth. However I do do alot of business from cold calling too, I like to freestyle with what i'm doing and mix it up - it keeps things fresh and interesting for me
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        • Profile picture of the author Riz
          Originally Posted by gotguanxi View Post

          Thanks for your kind words Riz.

          What do you do if you don't mind me asking?

          I get alot of warm leads from the company and I can work alot with existing clients and so forth. However I do do alot of business from cold calling too, I like to freestyle with what i'm doing and mix it up - it keeps things fresh and interesting for me
          I do exactly what i suggested you do and other things in between

          Totally understand that you want to keep the warm leads going. However, if I were you i'd start sooner rather than later building your own clientèle.

          There are so many services you can offer that you could start on the side building your own client base for different services than what the company you work with offers. As you build your client base whilst building your income you can slowly phase yourself out of working for the company you are with and start building your future asset at a faster pace.

          Riz
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          • Profile picture of the author gotguanxi
            Originally Posted by Riz View Post

            I do exactly what i suggested you do and other things in between

            Totally understand that you want to keep the warm leads going. However, if I were you i'd start sooner rather than later building your own clientèle.

            There are so many services you can offer that you could start on the side building your own client base for different services than what the company you work with offers. As you build your client base whilst building your income you can slowly phase yourself out of working for the company you are with and start building your future asset at a faster pace.

            Riz
            Thanks again Riz for your advice and input. I am deffo on the same page here with my objectives in the future! Please keep following this thread and i'd really appreciate the input in future. Hopefully in a few months i'll be well on my way

            I'm here to learn, also looking to provide some valuable input in this forum though also where i feel i can actively contribute!

            Regards
            Nate
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  • Profile picture of the author iAmNameLess
    Are they paying you well? What is your average ticket size and commission? I bet I can beat it.
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    • Profile picture of the author wesb
      Good for you! You learned & took action!
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    • Profile picture of the author gotguanxi
      I'll try to make it as simple as possible on opportunities I have and have had success with.

      A)I get up to the first month and half payment on each 12 month SEO. (I can recieve 2 months if the payments are up front for the year)

      B)50% of anything collected on chargebacks.

      C)£100 for a £120+VAT (one month rolling agreement) PPC campaign. (prob best and easiest way to make money)

      D)50% on any websites sold after an initial £50

      E)20% on any standard debts collected.

      F)20% for 'saving' any cancelled clients - from maybe using a drop close etc.


      I am a bit of the companies bike in the sense that i've got around and had success in pretty much every department - to the extent that i'm pretty much now left and trusted to get on at my own devices. This is a big bonus to me as I get a lot of freedom and time to concentrate on my own projects that i'm really only making baby steps with and to be honest it's what i'm mostly here to learn about!

      Always open to offers though at the end of the day
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    • Profile picture of the author gotguanxi
      Originally Posted by iAmNameLess View Post

      Are they paying you well? What is your average ticket size and commission? I bet I can beat it.
      Last answer was aimed at you by the way pal. Was hoping a guy of your calibre would have a gander in here
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  • Profile picture of the author Mitsakis
    thanks for the advice Nate.

    Originally Posted by gotguanxi View Post

    I basically found this forum looking for SEO pitches the other night and combined some information to come up with a fresh SEO pitch that I've started using this morning.
    can you post or PM me some of the pitches you have found?
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    • Profile picture of the author gotguanxi
      Originally Posted by Mitsakis View Post

      thanks for the advice Nate.



      can you post or PM me some of the pitches you have found?
      Hi Mitsakis - to be honest I didn't really find any SEO pitches. What I found was information from great posters in great threads and then used the information to patch something together that was relevant to me and played on my best attributes and areas of SEO I felt confident with.

      Here are some of the threads that I found really valuable information in over the past week:

      http://www.warriorforum.com/offline-...-services.html

      http://www.warriorforum.com/offline-...chnically.html

      http://www.warriorforum.com/offline-...hem-ideas.html

      http://www.warriorforum.com/offline-...l-closing.html

      http://www.warriorforum.com/offline-...marketing.html

      I would be happy to write up my notes and put them in this thread at some point in the near by future but at the moment i'm a little busy.

      I don't think ever copying someone else's pitch word for word will ever benefit a sales person with this product due to the number of variables. This aspects of sales is more of a designed craft and one question can force you off course massively in this style of sale. I guess the best thing to do is be equipped to sail in all directions no matter the circumstances - although having a structure to your pitch is what I think is most important - just like an essay - intro - beginning - middle - conclusion - close!
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      • Profile picture of the author Gouldmine
        I would be happy to write up my notes and put them in this thread at some point in the near by future but at the moment i'm a little busy.
        Hi Nate,

        The information you have shared here is very valuable and well received.

        Just a thought.... but you could turn your notes into a product and sell as a WSO (Warrior Special Offer) on this forum. There could also be additional services you could offer as part of the product....
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        • Profile picture of the author gotguanxi
          Originally Posted by Gouldmine View Post

          Hi Nate,

          The information you have shared here is very valuable and well received.

          Just a thought.... but you could turn your notes into a product and sell as a WSO (Warrior Special Offer) on this forum. There could also be additional services you could offer as part of the product....
          Thanks for the kind words! I am glad people are finding this info helpful or inspiring - it means a lot!

          I would certainly like to potentially do this at some point in the future - but for the time being i'm looking to learn a lot more about aspects of the IM game and in the meantime contribute by giving something back to the community in the subjects I am well versed in.

          There may well come a time when I delete this thread and concentrate on a WSO product
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  • Profile picture of the author John Durham
    Originally Posted by gotguanxi View Post

    and making them 'write my details down and time date before the call' 'do you have a pen handy pal?'
    I was always love this question, because when you get far enough into the pitch where you are engaging the customer physically like that, and they are cooperating, you know you have it in the bag practically. It's like a milestone question.
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    • Profile picture of the author gotguanxi
      Originally Posted by John Durham View Post

      I was always love this question, because when you get far enough into the pitch where you are engaging the customer physically like that, and they are cooperating, you know you have it in the bag practically. It's like a milestone question.
      Hi John, thanks for passing by! First things first I must thank you for your posts on here as you have provided some stellar info and tips here that have worked wonders for me in the past week or so!

      When it comes to engaging the customer there is always for me that 'penny drops' moment - often when they realise for the first time or even accept for the first time, the internet is the most valuable source for them to recruit new customers for themselves.

      Sometimes it's when you cross that barrier from being a salesperson in their eyes to somebody who actually knows what they are talking about and has identified concerns that they were aware of without being coerced by them initially. It's a great feeling when you get on that level with a customer - if you can't make them into a client at this point you need to have a quiet word with yourself!

      You made a great thread John posting about what a director would think about when listening to an SEO pitch - could you locate it if you know which one i'm on about as I think it will be very beneficial to Mitsakis!

      Regards,
      Nate
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  • Profile picture of the author gotguanxi
    Bit gutted today - gas leak in the building so only managed to sneak in about an hours fresh pitching and had to cancel the rest of my afternoon appointments!

    ARRRGGh.

    Corroding gas pipe is costing me money!
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  • Profile picture of the author swd123
    Hey, have been following your great progress! Based in the UK myself (essex way) and am looking for the same setup you currently have but would be happy to pay more than they do. I know the chances you will want to do this are unlikely but thought it'd be worth a shot

    I own the company and have 4 members of staff - so a little support team.

    Thanks!
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    • Profile picture of the author gotguanxi
      Originally Posted by swd123 View Post

      Hey, have been following your great progress! Based in the UK myself (essex way) and am looking for the same setup you currently have but would be happy to pay more than they do. I know the chances you will want to do this are unlikely but thought it'd be worth a shot

      I own the company and have 4 members of staff - so a little support team.

      Thanks!
      Do you fancy sending me a PM with your website? If it's a similar sort of set up i'd be interested in having a chat with you about things
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      • Profile picture of the author swd123
        Originally Posted by gotguanxi View Post

        Do you fancy sending me a PM with your website? If it's a similar sort of set up i'd be interested in having a chat with you about things
        Only just approaching PM amounts myself - have you got an email address?

        More than interested in getting this moving as I currently do most of the sales myself and would happily pay you well for closing deals.
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        • Profile picture of the author gotguanxi
          Originally Posted by swd123 View Post

          Only just approaching PM amounts myself - have you got an email address?

          More than interested in getting this moving as I currently do most of the sales myself and would happily pay you well for closing deals.
          my email address is gotguanxi@googlemail.com - if you are in the same industry as me i'm sure i'll be able to help out in some way or another, so i'll look forward to hearing from you



          Just a quick update for today. Speaking to some video production guy yesterday and I visited his website - it had been hacked. Awful for him, but excellent news for me, as this gave me my in.

          I found out who was hosting his site as he had forgot and got the customer service line number with a simple google search. At this point this guy pretty much thinks i'm some guardian angel who has alerted him to his blocked site and in addition to this help fixed it and i've not even mention the reason why I was actually calling or asked for a penny yet!

          So, today I ring him back and it's sorted out but luckily for me his website is not up to scratch for his field of work. I make this clear in the politest way possible and say it needs upgrading and we are the people to do it. He agrees it needs upgrading and starts feeling around for prices...

          I don't give him any prices whatsoever instead I take him to the google keyword tool to show him some key phrases about video production and video production companies 100,00 local searches on about 3 key phrases per month. He sees this with his own eyes and I can tell by the tone of his voice he is impressed and it's open up a new train of thought in his mind. He actually asked me 'well how do I get there and compete with these guys'

          My answer: simple. Stick with me and work with me and my company and we will achieve your online objectives for you and most importantly provide you with a ROI for your investment. I focused alot of my pitch on the social media results - as mobile video production relies heavily on this as I know from my own interests and experiences outside IM and work. I talked to him about progress we can make with Google + and the increase of subscribers we will provide on his youtube page and views on his videos by creating a squeeze page on his facebook page. In conjunction with this also providing him with a demographically targeted facebook advertising campaign in order to capture email addresses and increase the traffic on his website significantly.

          This guy was sold.


          At this point I had to figure out what to take him for and how I could upsell him: hey I work on commission only, so give me a break

          I decided a wordpress content management system for his site and a 12 month SEO contract would suffice and he started sounding really sheepish.
          "I want to proceed but i'm going away to Indonesia in 5 months"

          Wounded for me, had to decrease his contract to 6 months and sell him a new website. All in all a great sale and i'm confident i've found a guy who will work with our company for a long time when he comes back from his travels, which is secondary most important thing for me whilst working after lining my own pocket.

          Regards,
          Nate
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          • Profile picture of the author rushindo
            Originally Posted by gotguanxi View Post

            Speaking to some video production guy yesterday and I visited his website - it had been hacked. Awful for him, but excellent news for me, as this gave me my in.
            How did you know his website was hacked?
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            • Profile picture of the author gotguanxi
              Originally Posted by rushindo View Post

              How did you know his website was hacked?
              Basically every time you visited his web URL the site would attempt to download a file into the toolbar and wouldn't load the sites interface. It wasn't a word document just a random .xtml file!
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  • Profile picture of the author gotguanxi
    Good morning.

    Closed a 12 month contract towards the end of my shift last night. This time with a painter and decorator believe it or not. Two SEO contracts in a day is pretty decent - but I need to step up a gear and aim for 3 or 4. I'm struggling to keep focus at work and make the most out of my time in the office which is frustrating me as i'm too easily distracted and need to kick myself up the backside to get back on task at some points throughout the day.

    Anyone have any tips on maintaining focus? They would be appreciated.

    There's not too much to report on this SEO deal from last night - it was very straight forward but I did again use the 'music charts' analogy to get across my point. I told him his competitors were number one in the charts and he was yet to sign his record deal to even release his tunes


    I've had a good start to the morning - managed to get another three 12 month SEO contracts out to some prospective buyers - so I will be looking to close some of those hopefully this afternoon too.


    Also had a meeting today with a solicitors who are looking to outsource some work to me paying £150 a lead. This involves contacting businesses that have issued 'windups' in the past to debtors and they help recover the money. It's easy and essentially lead generating in comparison to what i'm doing now which is taking names and taking credit card payments in one or two calls and even has a better return. However i'm not sure if it's the type of business I want to be involved in - i'm not sure if morally I agree with procedures and so forth.

    Anyone have any thoughts or advice it would be appreciated.

    Regards
    Nate
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    • Profile picture of the author RoryF
      Originally Posted by gotguanxi View Post

      Good morning.

      Closed a 12 month contract towards the end of my shift last night. This time with a painter and decorator believe it or not. Two SEO contracts in a day is pretty decent - but I need to step up a gear and aim for 3 or 4. I'm struggling to keep focus at work and make the most out of my time in the office which is frustrating me as i'm too easily distracted and need to kick myself up the backside to get back on task at some points throughout the day.

      Anyone have any tips on maintaining focus? They would be appreciated.

      There's not too much to report on this SEO deal from last night - it was very straight forward but I did again use the 'music charts' analogy to get across my point. I told him his competitors were number one in the charts and he was yet to sign his record deal to even release his tunes


      I've had a good start to the morning - managed to get another three 12 month SEO contracts out to some prospective buyers - so I will be looking to close some of those hopefully this afternoon too.


      Also had a meeting today with a solicitors who are looking to outsource some work to me paying £150 a lead. This involves contacting businesses that have issued 'windups' in the past to debtors and they help recover the money. It's easy and essentially lead generating in comparison to what i'm doing now which is taking names and taking credit card payments in one or two calls and even has a better return. However i'm not sure if it's the type of business I want to be involved in - i'm not sure if morally I agree with procedures and so forth.

      Anyone have any thoughts or advice it would be appreciated.

      Regards
      Nate
      To focus I would recommend using the psycho-cybernetics "clear the calculator" or the 50 minute focus finder both of these have helped me in the past to get down and focused!
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      • Profile picture of the author sodomojo
        How much does your company charge? Do people have reservations on signing a year contract? How many calls per day are you making to get those sales? You get about a sale per day?

        Sounds like you are a natural over the phone. Keep it up!
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        • Profile picture of the author gotguanxi
          Originally Posted by Tydowns View Post

          How much does your company charge? Do people have reservations on signing a year contract? How many calls per day are you making to get those sales? You get about a sale per day?

          Sounds like you are a natural over the phone. Keep it up!
          At a minimum the contracts are £100+VAT but obviously from my point of view and collecting the first months payment as my commission - i'm aiming to take on contracts charging as much as possible. I would say the average contract I take is round about the £150+VAT mark.

          People have reservations joining a one month trial, let alone a 12 month contract. I can understand and appreciate this view point from a customers perspective as it is a lot of money and SEO/online marketing doesn't have the best of reputations. The most common reservation and objection I receive is normally due to established businesses who have tried SEO before and have been 'ripped off', 'keyphrases didn't make the first page' etc etc. To be honest I find it easier to pitch companies that have not tried SEO before as they tend to have (but not always) more realistic expectations of what can actually be achieved through an SEO program.

          I would say I average a 12 month SEO a day - but I do work on other things too. So for example if I was given 5 PPC cancellations to deal with in a day I would expect to save 3/4 of those or I would be disappointed. Likewise I sometimes pitch PPC on a month by month basis too but I am seriously trying to avoid doing this in future and concentrating on SEO and websites.

          The number of calls can fluctuate massively - sometimes I can make up to 400 calls a day, but if it's a good day I can only make 50 calls, as I could spend 3 - 4 hours on the phone to 8 - 10 business owners. I would hope to close about 1 in 3 of the pitches where I spend over half an hour on a phone call with them if that helps answer your question! When making 400 calls, most will not connect, call out, slam me, gatekeeper etc etc.

          And thanks for the kind words!

          Nate
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          • Profile picture of the author remmy1uk
            Originally Posted by gotguanxi View Post

            At a minimum the contracts are £100+VAT but obviously from my point of view and collecting the first months payment as my commission - i'm aiming to take on contracts charging as much as possible. I would say the average contract I take is round about the £150+VAT mark.

            People have reservations joining a one month trial, let alone a 12 month contract. I can understand and appreciate this view point from a customers perspective as it is a lot of money and SEO/online marketing doesn't have the best of reputations. The most common reservation and objection I receive is normally due to established businesses who have tried SEO before and have been 'ripped off', 'keyphrases didn't make the first page' etc etc. To be honest I find it easier to pitch companies that have not tried SEO before as they tend to have (but not always) more realistic expectations of what can actually be achieved through an SEO program.

            I would say I average a 12 month SEO a day - but I do work on other things too. So for example if I was given 5 PPC cancellations to deal with in a day I would expect to save 3/4 of those or I would be disappointed. Likewise I sometimes pitch PPC on a month by month basis too but I am seriously trying to avoid doing this in future and concentrating on SEO and websites.

            The number of calls can fluctuate massively - sometimes I can make up to 400 calls a day, but if it's a good day I can only make 50 calls, as I could spend 3 - 4 hours on the phone to 8 - 10 business owners. I would hope to close about 1 in 3 of the pitches where I spend over half an hour on a phone call with them if that helps answer your question! When making 400 calls, most will not connect, call out, slam me, gatekeeper etc etc.

            And thanks for the kind words!

            Nate

            Hi nate, have you got a skype ID as I would like to talk to you about a dog. Pm me your skype ID please.
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            • Profile picture of the author gotguanxi
              Originally Posted by remmy1uk View Post

              Hi nate, have you got a skype ID as I would like to talk to you about a dog. Pm me your skype ID please.
              Hi pal, happy to take anything via email. Really busy at the moment catching up after the bank holiday weekend! gotguanxi@googlemail.com

              Regards,
              Nate
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  • Profile picture of the author Darren964
    Banned
    [DELETED]
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    • Profile picture of the author gotguanxi
      Originally Posted by Darren964 View Post

      Thank you for sharing this, this actually gave me an idea of my own similar to this that i might have to do a little research on.
      No problem Darren, thanks for reading!
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  • Profile picture of the author swd123
    Hey - emailed you now
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  • Profile picture of the author drees5761
    How much of your business is done face to face with the client?
    Very impressed with what you have done, i am in the UK too, on the south coast and am struggling getting local clients to understand SEO / Google Places etc.
    Will take your tips and use them, thanks again.
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  • Profile picture of the author gotguanxi
    Hi guys, thanks for all the kind words and responses! I will look to answer them all properly when I'm back in front of a computer.
    Regards,
    Nate
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  • Profile picture of the author gotguanxi
    Hi guys. Took some time off work recently for a number of reasons. Absolutely regret that, but you live and learn. I'm back in work for the first time properly in a while so I will be updating this thread every few days with updates on how i've been getting on.

    Look forward to chatting about the process of selling SEO to clients with you guys.

    Regards,
    Nate
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  • Profile picture of the author TimGreen1
    Congrats on the new contracts and good luck in the future!

    As other have said make sure you keep the ball rolling, don't give up now you're onto a winner!
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  • Profile picture of the author ksimedia
    Hi Gotguanxi, I was wondering if you had time to type up your one close SEO script? I know you have been busy in the past, but I am sure some of around here would love to see what is working for you!

    Congratulations on all your success, and hopefully you can get back into the groove of things!
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  • Profile picture of the author Baldpilot
    Congrats on your success! Just more proof that the harder you work, the luckier you get!
    Keep up the hard work, and remember the sky is the limit!
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  • Profile picture of the author gotguanxi
    Hi guys, i know there are a few people subscribed to this thread and it's been over a year. I thought people may be interested in a quick update. After selling SEO for about 3/4 months I was then made shareholder and director at the company and transferred initially a 20% holding. I've been concentrating on looking after the business for the past year but the time has now come to start selling again - I miss it and the company needs some new sales over the next few months.

    Look forward to sharing my experiences with anybody who is still reading.

    Nate
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  • Profile picture of the author BillyParadise
    Missed this thread the first time around - great work!
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  • Profile picture of the author bobmcalister
    well...good for you ! nice to see you young people kicking butt!
    Signature

    email me if you are interested in day trading the emini contracts with 80% success.

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  • Profile picture of the author gotguanxi
    Thanks guys!
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  • Profile picture of the author gotguanxi
    So just a quick update again - another client upsold today.

    Adding value and flexibility to your existing customers is so important. I am going to start a new thread soon outlining how I upsell most of my clients from an initial 30 day trial of £150+VAT to anything up to our highest paying client who pays £1250+VAT per month currently.

    I build trust by improving relations with existing clients, often those who are unhappy with results or have higher expectations. I add value first before asking for payment - this builds rapport and people genuinely see that we can help move their business forward.

    I provide all clients with a personal email and a personal mobile number - this way they can contact me directly whenever they choose without having to go through a switchboard or wait for a random member of customer service to contact them back.

    I follow up all of my phones calls with ledger via email in order to put my claims or strategies in writing so they feel they are protected and they are then confident I'm not just talking nonsense over the phone in order to close the deal.

    I stick to the time when I call people back and I focus on meeting deadlines and going the extra mile. A client I upsold on Friday for example based in Ireland needed an English sim card for his business. I sent this to him by first class recorded delivery and put £10 credit on this for him as a small gesture of goodwill. He has upsold his campaign from £150+VAT to £280+VAT monthly payments in the past week in addition to providing me with two strong business leads.

    This morning I have extracted extra info from an existing customer who works with the sponsored listings on Google, he has multiple domains but without probing about his business I would never of known this. I have been able to explain the benefits of A/B ad testing in order to improve CTR to him and striving for monthly improvements. In addition to this I realised he had plans to expand into nearby areas so I was able to upsell his campaign from £72 a month to £180 total this morning.

    That's my cup of tea finished. Please let me know if you have any thoughts or questions, ideas or advice. It's all appreciated!

    Back to work for me!
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