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Starting from scratch / building credibility

by NathanZad
15 replies
Hey all,

I've attracted a potential SEO client who is asking for references. As I'm (brand) new to selling these kinds of services, I have none.

At this point, my plan is to offer them 1 month free in exchange for a glowing testimonial and their commitment to a 3 month contract at my regular prices.

Is this a smart move? I'd be out of pocket about $100 but it should be worth it in the long run.

FYI: I was planning to do this with a few 'warm market' businesses too: Offer them a month for a testimonial.

If anyone has any advice for starting out with your first few clients, I'd be very grateful.

Thanks,
NathanZad
#building #credibility #scratch #starting
  • Profile picture of the author Aaron Doud
    I would show him the SEO work you have done for your own websites.
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    Aaron Doud - Sales & Success
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    • Profile picture of the author Anthem40
      Originally Posted by Aaron Doud View Post

      I would show him the SEO work you have done for your own websites.
      I would second this recommendation.
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      95% of IM'ers have great relationships with clients who also advertise offline and with other people. Stop missing out on that cash and leverage into it. PM me if you are an established marketer and want to find out how.
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    • Profile picture of the author NathanZad
      Originally Posted by Aaron Doud View Post

      I would show him the SEO work you have done for your own websites.
      Thanks Aaron, but while I personally take care of Social Media for my clients, I will be outsourcing the SEO services.
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      • Profile picture of the author Aaron Doud
        Originally Posted by NathanZad View Post

        Thanks Aaron, but while I personally take care of Social Media for my clients, I will be outsourcing the SEO services.
        See if you can get some examples of the SEO work your team can do.

        Never mention them as not employees. Just call them your team.
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        Aaron Doud - Sales & Success
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        • Profile picture of the author NathanZad
          Originally Posted by Aaron Doud View Post

          See if you can get some examples of the SEO work your team can do.

          Never mention them as not employees. Just call them your team.
          Another awesome idea. Thanks, Aaron!
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  • Profile picture of the author DaniMc
    Turn it into a positive.

    When I launch into a new service line - I use this in my pitch:

    "This is a great time for you because I am just launching this service. That means you are getting a great price and you know I am fully committed to making this a successful campaign. I need your testimonial. In the future, I will be charging much, much more."

    It really works. This turns on their desire to not miss out on the advantage of being an early customer.
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    Be kind, for everyone you meet is fighting a hard battle.
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    • Profile picture of the author NathanZad
      Originally Posted by Dan McCoy View Post

      Turn it into a positive.

      When I launch into a new service line - I use this in my pitch:

      "This is a great time for you because I am just launching this service. That means you are getting a great price and you know I am fully committed to making this a successful campaign. I need your testimonial. In the future, I will be charging much, much more."

      It really works. This turns on their desire to not miss out on the advantage of being an early customer.
      This is a smart, win-win kind of approach. Thanks for the advice.
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  • Profile picture of the author mrmatt
    What you are proposing you want to do is how I got started.

    I knew the business owner had been in business for a long time and knew lots of other businesses. I did the work for free in exchange for a testimonial and referrals.

    I ended up getting 9 referrals from him and an awesome testimonial. Plus he ended up hiring me to do more work later.

    You do run the risk of them not holding up their end of the agreement.
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    • Profile picture of the author NathanZad
      Originally Posted by mrmatt View Post

      What you are proposing you want to do is how I got started.

      I knew the business owner had been in business for a long time and knew lots of other businesses. I did the work for free in exchange for a testimonial and referrals.

      I ended up getting 9 referrals from him and an awesome testimonial. Plus he ended up hiring me to do more work later.

      You do run the risk of them not holding up their end of the agreement.
      Thanks Matt! Glad to know this has worked for you in the past. Because they're a newer company I'm leaning toward Dan's idea above for this one. But I can see it coming in handy for a more established business for sure.
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  • Profile picture of the author cshilling22
    It is really about what you are comfortable with. If you are outsourcing the SEO than your outsourcer should have examples that you can share with the potential client as your own. If you are not comfortable with this I would recommend letting the potential client know that this is a new service that you are offering, but it is a great time for him or her to start using the service because even though you are an expert in the area, because you do not have a lot of client testimonials you are providing the service for a lot cheaper then your regular prices to build up your testimonials and prove the value of the service. Of course as one of the first clients to take advantage of this service offering they are locked into those reduced prices for life.
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    • Profile picture of the author NathanZad
      Originally Posted by cshilling22 View Post

      It is really about what you are comfortable with. If you are outsourcing the SEO than your outsourcer should have examples that you can share with the potential client as your own. If you are not comfortable with this I would recommend letting the potential client know that this is a new service that you are offering, but it is a great time for him or her to start using the service because even though you are an expert in the area, because you do not have a lot of client testimonials you are providing the service for a lot cheaper then your regular prices to build up your testimonials and prove the value of the service. Of course as one of the first clients to take advantage of this service offering they are locked into those reduced prices for life.
      This is totally pro as well, Chris.

      You guys have all been super helpful and I've responded to the potential client. Let's see what happens and now I've got some great ammo for future client dealings. Thanks again!
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  • Profile picture of the author Jason Kanigan
    This will help

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    >> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 12+ Year Vet]

    >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
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    • Profile picture of the author NathanZad
      Originally Posted by Jason Kanigan View Post

      This will help
      Thanks Jason! It did help, and I'll probably watch that video a few more times later tonight. Thanks again!
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  • Profile picture of the author thedudeness
    Great thread! I'm building my business plan for my offline web design/marketing company and I have been thinking a lot about testimonials and getting my first clients. I will definitely be implementing the "this is a great time to get my services..." to my pitch. Thanks!
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  • Profile picture of the author bsummers
    If you have no references yet, best to show them what you have done. I also like your idea to give them a free month trial. I must warn you however that there are opportunist out there.
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