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How to Lock In 4 Figure Offline Clients Over Small Deals

by ej155
8 replies
Since we're spending our time in finding leads and offline clients, it only makes sense to maximize our ROI by closing deals that are higher into the 3-4 figures per deal and recurring. If not, we'll be working 12-16 hour shifts just to secure more smaller deals which would defeat the purpose of freedom for working online

Anyone want to share your experience in locking in the "bigger fish" over the "smaller ones" and what's your approach?
#clients #deals #figure #lock #offline #ppc #seo #small
  • Profile picture of the author Lopaca
    More work and longer time to close but in the long run the 3-4 figure deals are worth it. They won't nit pick you to death as well. They know what to expect and if you provide value for the dollars they will be the best clients you can have (in most cases)
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    Lopaca
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    • Profile picture of the author AndrewCavanagh
      Generally speaking the more you charge a client the better.

      Clients who pay you more value your service and your time
      more and are usually much easier to deal with.

      There are a few ways to get higher paying clients:

      # Simply start by quoting much higher prices after you've
      gone through your service and explained it's value to your
      prospects (you can always negotiate your price down if
      you have to...it's impossible to negotiate up).

      # Invest more time in really getting to know a business and
      it's owner before you start suggesting customized solutions.

      Business owners who trust you and know you have their
      best interests at heart will pay you more. They'll also pay
      far more for a solution that they perceive is customized
      to them and their business.


      # Establish the potential dollar value of any strategy you
      suggest. This one is huge because if you explain to a
      business owner how the strategy you suggest should make
      him $10,000 in extra profits over the next 3-12 months then
      it's not hard for him to justify paying you $2,000 to $3,000
      for implementing it. He knows he should get a return much
      higher than that.


      # Remind yourself of what your services are really worth to
      your clients.

      Often low fees are the result of not having enough value in
      your mind of what you're doing.

      If a simple strategy brings in just $20 a week in extra profits
      that's over $1,000 a year and many strategies keep working
      for several years so it could be worth $2,000 to $5,000+ to
      the business.

      3 or 4 of those and the profits start mounting.

      There are very few people working with businesses who will
      help them make real profits...but you're one of those rare
      people.

      Don't be afraid of charging what you're worth.

      Kindest regards,
      Andrew Cavanagh
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      • Profile picture of the author ej155
        Originally Posted by AndrewCavanagh View Post

        Generally speaking the more you charge a client the better.

        Clients who pay you more value your service and your time
        more and are usually much easier to deal with.

        There are a few ways to get higher paying clients:

        # Simply start by quoting much higher prices after you've
        gone through your service and explained it's value to your
        prospects (you can always negotiate your price down if
        you have to...it's impossible to negotiate up).

        # Invest more time in really getting to know a business and
        it's owner before you start suggesting customized solutions.

        Business owners who trust you and know you have their
        best interests at heart will pay you more. They'll also pay
        far more for a solution that they perceive is customized
        to them and their business.


        # Establish the potential dollar value of any strategy you
        suggest. This one is huge because if you explain to a
        business owner how the strategy you suggest should make
        him $10,000 in extra profits over the next 3-12 months then
        it's not hard for him to justify paying you $2,000 to $3,000
        for implementing it. He knows he should get a return much
        higher than that.


        # Remind yourself of what your services are really worth to
        your clients.

        Often low fees are the result of not having enough value in
        your mind of what you're doing.

        If a simple strategy brings in just $20 a week in extra profits
        that's over $1,000 a year and many strategies keep working
        for several years so it could be worth $2,000 to $5,000+ to
        the business.

        3 or 4 of those and the profits start mounting.

        There are very few people working with businesses who will
        help them make real profits...but you're one of those rare
        people.

        Don't be afraid of charging what you're worth.

        Kindest regards,
        Andrew Cavanagh
        These are awesome insights Andrew, thanks!!

        How are your offline clients? Are all of them high end? What do you usually offer to them?
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  • Profile picture of the author sdentrepreneur
    Totally agree....my clients pay monthly and average from $750 up to $2,500 per month.
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    • Profile picture of the author mrtrance
      Originally Posted by sdentrepreneur View Post

      Totally agree....my clients pay monthly and average from $750 up to $2,500 per month.
      How are you basing your fees for each client?

      What sort of niches do you typically go after..more of the professional niches like dentists, chiropractors, lawyers, or service based like plumber, electrician, etc.?

      Are those fees strictly for SEO or a mixed of services such as SEO/Google+ Local/Social Media?
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  • Profile picture of the author equal
    Great insights Andrew.
    Basically you need to take some time to know your prospect before you start selling. With that you can charge few time more than others that are "selling to masses". Personalization is veeery powerful stuff.
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  • Profile picture of the author RussellMax
    Look at their ROI and what you can provide to them. If you can get them 5 clients a month that will bring in $500 net each that is $2500 into their pocket. Base your fee of of that.
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    • Profile picture of the author mrtrance
      Originally Posted by RussellMax View Post

      Look at their ROI and what you can provide to them. If you can get them 5 clients a month that will bring in $500 net each that is $2500 into their pocket. Base your fee of of that.
      So pretty much what each new client/customer is worth to them and the number of them they get on a monthly basis. Then to figure out the SEO fee for instance it would be like 20-30% of what they generate so in your example it would be between $500-$750 a month. Even at the high end of the fee they would be getting a 200%+ ROI.
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