How would you respond?

by kcom
14 replies
Fairly new @ Offline SEO, but have ranked a few Amazon sites and one for a political campaign. I am confident in my abilities, but not sure how to respond to a potential customer.
I responded to an online ad for a painter looking for business leads. He finally replied so I sent him some details of what I could do. Now he is looking for 8-10 references, which clearly I do not have. I have one great testimonial from the political campaign, and another happy customer, but have not yet ranked anything for him as of yet. Suggestions? I do recall one warrior stating that he never gives references, but need some help of how to reply, as I could really use another customer.
#respond
  • Profile picture of the author Yetisam
    I would explain that you don't have lots of references as you are new at the job explain your back ground ect

    Then go onto to say all the clients you have worked for are really pleased with your results and you will be happy to send over the references from them

    Sam
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  • Profile picture of the author JeremyHoover
    Just explain the process to him and that you will be working towards long-term ongoing leads rather than quick leads today with nothing tomorrow.
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  • Profile picture of the author kcom
    Thanks for the suggestions, what I am leaning towards right now, is to explain the situation, tell him I do have a few, and then offering a discount to the prices I quoted.
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    • Profile picture of the author AndrewCavanagh
      Originally Posted by kcom View Post

      then offering a discount to the prices I quoted.
      Don't discount for that reason.

      Negotiating is fine and most business owners will be trying to beat you down on price which is one reason you quote high with multiple services or projects so you have some breathing room (you can reduce the price and the services or projects you provide).

      Discounting because you only have 2 references is sending a message that there might be something wrong with your service.

      What is more powerful if you have one or two obviously genuine references who are happy for people to contact them.

      Then you tell the prospect they can call these two clients and find out exactly what they think of you.

      Kindest regards,
      Andrew Cavanagh
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  • Profile picture of the author kcom
    @Jason- That makes sense, since I already explained I am a fairly new company. I guess I have to man up and state that my services are worth what I charge.
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  • Profile picture of the author kcom
    Well, I responded, pointed him towards a testimonial on my website. Gave him an email address of a current client, told him that should prove I know what I am doing and will work hard to get the results he wants. Then I used a "fear of loss" tactic and stated if that is not good enough for you, thank you for your time. Will post update if I hear back.
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  • Profile picture of the author mwds120
    Maybe offer him special pricing in exchange for him becoming one of your testimonials at a later point.
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  • Profile picture of the author kcom
    @Jason Kanigan wins! The client's reply was to ask for a 50% discount, not going to do that, that's for sure.
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  • Profile picture of the author kcom
    Lost the client, but I don't think I want to work with a cheapskate anyway.
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  • Profile picture of the author kcom
    I told him, I only give a discount for prepayment of services. He called me an amateur. Stated he wouldn't give money to me without 8-10 references. Which is a lie, because earlier he would have, if I gave him a 50% discount. Yes, I need the money, but I didn't back to down and now have more resolve to get the next client.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by kcom View Post

      I told him, I only give a discount for prepayment of services. He called me an amateur. Stated he wouldn't give money to me without 8-10 references. Which is a lie, because earlier he would have, if I gave him a 50% discount. Yes, I need the money, but I didn't back to down and now have more resolve to get the next client.
      Nice, he does a little namecalling.

      You did not lose anything, because you didn't have anything in the first place.

      This guy is a prospect, not a client. He qualified Out on budget and personality fit (lack thereof).

      Good for you. Your next great client is right around the corner, and you didn't get involved with a jerk.
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  • Profile picture of the author JoeRockefeller
    @kcom - I think you have saved yourself a headache of a client. One who expects the world for peanuts.

    For future reference, if someone is adamant about getting references from you or your lack of references might keep you from a job that you know you could do, you could utilize a NDA (Non-Disclosure Agreement). You can tell them that you have signed a NDA with a majority of your clients and were not allowed to divulge any information with regards to what was done and with whom. But, you would gladly pass them along to clients who you did not have a NDA with. Then send them to those that are willing to give a reference.

    That should work for most potential clients. They would even appreciate the fact that you can keep "secrets" and hold your tongue. I have done that in the past with corporate clients that were asking about specific workloads and it worked like a charm.

    You shouldn't need this for very long as I assume that once you get solidified you will be able to provide clients with all the necessary info.

    Hope this helps.
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  • Profile picture of the author Bayo
    This is a great thread for people just starting out to read.

    A case study from someone who knew he needed to know what to do, got the advice, went out and did it and came out wiser.

    Absolutely NOTHING beats this type of experience because you're now carrying that knowledge forward in a more confident you.

    Well done.

    BAYO
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