How would you upsell a client who you gave a FREE website to?

21 replies
How would you upsell a client who you gave a FREE website to?

Yes I know giving away free stuff can cause a headache but I blasted out emails to local businesses offering them free websites and I have 4 replies so far!!!

Should I sell them on $40/month hosting/maint.

And just set them up with a basic 5 page WP site? my offer does say up to 5 pages free.

Anyhow thoughts?
#client #free #gave #upsell #website
  • Profile picture of the author Jubu
    Hosting/maint is fine. You could also sell them seo services. Google Places services. Social media services like creating a fanpage. etc.
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  • Profile picture of the author weheartcontent
    While giving away free stuff may just encourage free loaders to leech off of you, its definitely a good way of getting your feet in the door.

    To be honest I don't think you would have much to lose setting a 5 page WP site.

    Do you mean setting the site up then charge them $40 a month? If thats the case, that's pretty low don't you think?
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    • Profile picture of the author ebizman
      Originally Posted by weheartcontent View Post

      While giving away free stuff may just encourage free loaders to leech off of you, its definitely a good way of getting your feet in the door.

      To be honest I don't think you would have much to lose setting a 5 page WP site.

      Do you mean setting the site up then charge them $40 a month? If thats the case, that's pretty low don't you think?
      Well $40/month for hosting/maint. fees then I could also upsell them on other services.

      Is $40/month for "hosting and maint" low?
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  • Profile picture of the author weheartcontent
    Ahh sorry, I mistakenly assumed your maint. may involve SEO/updating etc. But yes, definitely upsell them on SEO services!
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  • Profile picture of the author ryanmckinney
    The more they pay for your services the more they will appreciate it.

    True Story:

    I had a guy who wanted "Free Seo" work when I first started out. I toyed around with the idea, because I was just starting. I talked with a few people I respect about it and they told me to tell him to pound sand.

    So I did.

    Today , he is my highest paying client per keyword.

    Get away from free, you will never make money -

    If I have a good client, I will do something for "Free" for them with out them knowing and just tell them I did it as a way of saying thank you, that is the only free stuff I give out.

    Ry
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  • Profile picture of the author ebizman
    Thanks Ry makes total sense. I might have to step away from the free zone
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  • Profile picture of the author NickSway
    You definitely have the right idea of getting your foot in the door, especially if this isn't something you have a lot of experience with it. I also try to have an asterisk in your listing and say *only pay for hosting and maintenance. That way it's less like you were trying to completely trick them. Or you could not charge for hosting and maintenance and charge $197/month for SEO and even more for google places.
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    • Profile picture of the author Shadowflux
      I've used free offers to upsell clients in the past and some of them stuck with me for a while and spent a good amount of money. They were, of course, all very happy with the work which is very important to me.

      I think the key is to offer them other related services which they will need. They have the website so now they need graphics, content, copy, seo, videos etc etc

      Offer them everything you think they would need for their new website. If they need content, for example, then offer it to them for slightly more than you'd pay for it. (note: I obviously don't outsource my client work but it's a different situation.)

      One of the most important things to remember, however, is that customer service is what will really make people come back again and again. If they're happy with your work and they like working with you then you will have a long lasting customer.

      Deliver more than they expect, treat every client like they're your only client and let them know how much you appreciate their business.
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    • Profile picture of the author ryanmckinney
      Originally Posted by NickSway View Post

      completely trick them. Or you could not charge for hosting and maintenance and charge $197/month for SEO and even more for google places.

      $197 for SEO? For how many keywords? Even more for google places?
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  • Profile picture of the author Lesley Huntley
    That's how I started out, and I am having all sorts of trouble getting away from it. It's easier to start out with, but if you ever want to be charging for your services, do it for a very short time to build your portfolio, then start charging what you are worth.

    One thing is to make sure they know you are doing it to build your portfolio, otherwise everyone they refer will expect you to do everything for free. I still get emails saying 'so and so said you gave them the farm for free, and I want the same.' It's disheartening and I feel a bit silly for all I used to do for nothing. It's hard to try and get that respect back when you gave it away at the beginning.

    If you do decide to go the free way (it's totally viable if done right), get the Bower Method by John Durham. Use the same theme on subdomains, get on the phone and bang out 2 - 3 a day. If I was to go back I would do it this way. Don't spend any time on free websites or you will end up feeling taken advantage of.
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  • Profile picture of the author maricelu
    Here is what I would sell them on (it has been shared before by JD):

    1. Professional Hosting (including monthly back-ups of your site)
    2: Maintenance (including database management and log monitoring)
    3: Periodic performance checks and analysis, including quarterly reports sent to you via email.
    4: Continual SEO monitoring to keep you optimized as keyword trends change and evolve constantly.
    5: 24/7 Customer service.

    " All these things are important in making your site run at full. "
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  • Profile picture of the author Aussieguy
    I've toyed with (and have pages of notes on) the free website idea. Lot of reasons not to do it, but there are ways to make it do-able (on paper) and apparently some have done it.

    The point is of course, eventually you want to be paid! Therefore, the simple logic is:

    If you're going to give away a free website it either needs to be:

    (a) a lead in service to bigger and better things...in which case you still want to be selective with your clients (a point that is probably missed when we start talking 'free'). i.e. you want to select clients that you believe will lead on to those bigger and better things.

    OR...

    (b) like the not uncommon business model of selling higher priced, complimentary goods. One that will probably spring to your mind immediately are the almost given away free prices charged for a printer, with the prices of replacement ink being expensive.
    A non-technology example: almost giving away the latest great razor, and then charging a small fortune for the blades.

    Back to the printer example, just to cement that it can and does work:
    (i) Tests have shown that a more expensive printer will be cheaper to run over 3 years than those cheap printers.
    (ii) there are plenty of generic brands, ink refillers, information on the internet about how to reduce your ink costs.

    Yet, despite those two above facts, the business model continues to work because (according to one research analyst), consumers don't want a 'high involvement decision' when it comes to procuring replacement ink. The sales model has been so profitable that the low end of the market is becoming increasingly crowded.



    So....if I were going plan (a) I would be looking at who needs a website that is honestly going to lead on to bigger and better things. Personally, I wouldn't go with plan (a), the 'lead in service'.

    Plan (b) on the other hand, is the way I would go if I were to do this, i.e. higher priced, complimentary goods".

    Yes you could do that by offering a "do nothing" solution where you take care of all hosting, domain, backup, maintenance, upgrades, minor changes etc. at a decent monthly price.
    My issue with that is that it may lack in perceived value. If the business owner isn't really up on 'hosting and all that stuff', their could be an issue.

    Another way to go, I've not seen mention: package in all that stuff and a heap of other stuff too......fan page set up, email thingy set up if they want, google places etc. Throw in text messaging for promoting or appointment/booking reminders if you want! These don't all have to be done at once, but periodically.
    Think about what could be ongoing though as well. Maybe you've set up a successful local or niche directory and they get free, ongoing listing on that. Maybe you have a valuable monthly newsletter, or training or even a membership site they get ongoing access to.

    Or, maybe something completely different. Maybe you're great with PPC. Target clients who are really thinking about PPC / doing PPC (and need a new website?) Use your managed service and they get a free new website with landing pages etc. Free site management package whilst they're using your PPC service, otherwise reverts to $50 a month if they cancel (or whatever). Or lock 'em in for 6-12 months as a PPC client otherwise they become liable for cost of website.
    Lots of ideas.
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  • Profile picture of the author DoWhatWorks
    It might be tough to sell them on $40/month hosting since most hosting for similar (5 page) sites is around $8-$10/month. If they've done any shopping around at all, they might think that your pricing is a little high. Of course, it would also depend on the specifics of the maintenance services you'd be providing. Maybe you could also upsell them on logo design work for their website and farm the work out through a reputable fiverr vendor. Another possible upsell could be a mobile site too.

    -Terry


    Originally Posted by ebizman View Post

    How would you upsell a client who you gave a FREE website to?

    Yes I know giving away free stuff can cause a headache but I blasted out emails to local businesses offering them free websites and I have 4 replies so far!!!

    Should I sell them on $40/month hosting/maint.

    And just set them up with a basic 5 page WP site? my offer does say up to 5 pages free.

    Anyhow thoughts?
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  • Profile picture of the author Aussieguy
    Another random idea to add to the list in my post, 2 posts above....

    If you don't mind a small bit of content writing or social media writing etc....

    You do free website, free site management (domain, hosting, backup etc) and whatever else you want to add in free, if they choose one of your packages of online marketing services. Example: monthly blog post / social media updates / whatever.

    Just to examplify what I mean...so you might have 3 packages that are:
    $100 per month - monthly blog post
    $150 per month (for first 20 clients, normally $250 per month) - monthly blog post & facebook posting
    $400 per month deluxe service - blog post, facebook/youtube videos etc etc...

    Those are just made up examples.....just trying to give the idea. They are buying an ongoing online advertising/marketing package....and they get a free website / hosting etc....
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  • Profile picture of the author Michael William
    I've done a lot of tests offering free websites, both mobile and desktop, and the best thing to offer them, as far as conversions go, is a better website than the one you gave them. Give them an average functional one that looks "OK" to get your foot in the door, but then once you are in communication with your client offer a much better website with many more features.
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  • Profile picture of the author ebizman
    I just gave away 2 free websites yesterday. I should have the sites done this weekend.

    I'm getting $35/month per website for hosting/maint.

    I plan on upselling SEO services and social media.
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  • Profile picture of the author Craig McPherson
    Ebiz,

    I have tried this 5 times and it worked twice. See what you think.

    **example only**

    Before last winter I gave away a heater repair site to a plumber and gas fitter. This got to top 3 in a heartbeat and got him a mountain of work. Took me 3 hours to slap up so I wasnt crying in my milk about giving it away.

    3 weeks into Spring I email him about how the leads are going (I already know as they come to me first). Of course he tells me they have dried up because heater repairs are seasonal.

    Out of the goodness of my heart I tell him about the air conditioning repairs and servicing website I have that has already started getting leads for the coming Summer and he can have it for a price. (like a 2 for 1 deal if you want). He says yes, I then told him about the rainwater tank installation site as well that peaks here during the dry months.

    He took all 3 and another client took 2 only. The other 3 wanted the initial freebie only.

    Breaking down a niche seems to work for me for a few reasons.

    1. It allows me to do the above.

    2. The client becomes an authority on the chosen niche. Some people dont want a general plumber repairing their heater. They want a Vulcan gas wall heater repairer.

    3. The customer is getting a specialist in the area they want.
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  • Profile picture of the author developerholic
    Funny I was thinking the same thing. TO give away websites to get my foot at the door. But freeloaders are just everywhere, I have to rethink my strategy and consider this.
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  • Profile picture of the author TGforever
    Im doing this to. Just to get my foot in the door for upsells and to create my portfolio. But so far ive just put some adds on craigslist. I should consider blasting out e-mails to, when ive got the time.

    I plan on making a PDF of my "upsells" make it look nice and easy to read, plain and simple..
    "you can host on my server for x amount"..
    "or ill help you set up your own hotsting" and give them hostgator aff link
    "SEO package for full web presence optimization"

    If I make the site desing, I plan on using Artisteer. But when I make the site do I need to do all on on-page seo? Or can you just make it look pretty. And not do Keyword optimization and smaller seo, cause I was thinking if you dont do any of that and the site ends up no where on google, the people will come back asking for your seo services. Or is that not very ethical? IDK you are giving something away for free so why not do what you can to get more upsells! Sorry for kinda highjacking with this question.

    I do have a questions for the OP. Do you fork out the 10 bucks for the domain name or do you have them buy it themselves?

    Maybe that could be another upsell..."have me buy the domain if you have it on my hosting server..ect"
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  • Profile picture of the author Chris Beatty
    I offer a "Free 3 Page Website" (that I own) with a Google Places package. It seems to be a nice value adder for a local business. The great thing about you owning the site is, they spend all this time promoting it to their customers, using it in their marketing etc....... they'll think twice about stopping your Google Places service because they'll lose the site they've been promoting. Make sure you have a solid client agreement that spells this out!
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