What happens next after you close the sale?

Good questions wb_man,

Its always tough to figure out these kinds of things when you are first starting out.

I would say yes, your first step is to develop a proposal on what you are going to do with them. Hopefully you have already hashed this out a little in an initial meeting so it shouldn’t be too hard. Just make sure you are very clearly managing their expectations. Don’t be vague in what you offer, be very specific about what you will do and what their role should be. Try and include timelines, estimated hours and hourly rates or flat fees (which ever you are using). A lot of the trouble with transactions in this business arise because client expectations were not properly managed.

Assuming they agree to the proposal, you can approach the next step in a number of ways. You could have a more formal contract drawn up and I would recommend that you do. I have seen people work on a handshake and be successful and I suppose you really have to get a feel for the situation. You want to balance the need for clarity of the relationship with the equally compelling need to make things simple for your client and easy for you as a first timer. Its always good to get things in writing though, even if its just a few emails and your proposal.

As far as collecting payment, this would depend on how you are billing the client as well as your own personal feeling. If you don’t know whether or not you should collect up front, I would collect some money up front. I think its perfectly reasonable to ask for 50% to start and 50% upon completion of project. On the other hand if you are using an hourly rate, invoicing on a monthly basis would seem appropriate but only in scenarios where the relationship will last for a while. Obviously if all they want you to do is optimize a page or two of their website then you may just charge a flat fee and be done with the job in a day or two. Again, you have to develop a feel for these things and for starters it may be good just to get some cash up front.

As far as invoicing, there are a variety of free templates online. I think as long as it looks professional you will be fine. Be sure and describe exactly the services you perform in your invoice to further drive home clarity for your clients in what they are receiving. I also like to provide screen shots, URL’s and other evidence of my work especially in cases where the client is not that knowledgeable. It helps them understand the effort you are putting in.

Perhaps you can get some further ideas here,

7 Lessons Learned Running an SEO Agency | SEOmoz

Here is a template for an invoice that you can customize to your liking,
Microsoft Excel 2010: Invoice makeover - Office.com

And here is another post on what to charge for inbound marketing services (should translate to seo too),
What To Charge for SEO and Inbound Marketing Services - YouMoz | SEOmoz

Hope that all helps you,

Good luck!

Shawn

First make proposal ---> cold calling ----> Emailing

It works well in my opinion.

How do you "close the sale" before you and the prospect agree on terms??

I think you have your steps out of order.

Nothing should be a surprise, to you or your prospect. Work out the details before you agree to work with them. You are new at this and desperate for sales, I can see that. Not a good headspace to be in.

Agreed. When I close a sale, most, if not all of the details have been worked out. My best advise is to make sure to collect up front. I realize you are just starting out, but you also don't want to work for free.