Need help with a 'Golden Egg' client

He's a very down to earth guy, freely admits he doesn't know much technically but he does know of everything I've talked about. I've had a long conversation with him about how he runs his business etc I thought it might be worth asking if anyone had any extra ideas.

I'm thinking of getting him on LinkedIn to start positioning himself as an expert and marketing himself on there. As for taking the proposal and going elsewhere although he could he's had trouble with using companies before and he's very set on using me fortunately!

The main frustration is being between 3 main towns his G+ Local page doesn't rank so well for searches within those towns, and it's a case otherwise of getting his company info in front of the right people - estate managers, people in charge of workshops etc. Possibly a direct mail introduction might yield some results there.

I guess you were just giving an example, but in case you were not - most definitely do not charge $300. That's simply way too low.

I agree with Jason here 100%. I would also be wary of sharing too much detail in a proposal. He may be interested and sincere, but he might also fishing or just curious.

One way I've handled this in the past is to propose that the project be done in stages, and that the deliverable for stage one is a complete research/strategy document and marketing plan (no execution, just the plan). That way you can spend time really digging into his business and industry and offer what he needs to grow his business, not just a menu of options that he may or may not want. (Or more likely he doesn't even know what he wants, other than more business.) Don't forget that you initially offered him "just" a mobile website, and now he's coming back and asking for something more comprehensive.

You don't necessarily need to charge him for all of the time you'll likely spend on the strategy/plan, but make sure it is a significant enough amount to know that he is serious about moving forward. Depending on the long-term value of the project, I would say not less than $250 to as much as $2,500 for you to even start the research put together recommendations (and cost estimates, of course).

If he balks, a way to soften this is to make it clear that your strategy document and recommendations will be a plan that he can take and have any qualified professional implement. That while you hope he'll continue working with you, he doesn't have to necessarily. Yes, it's a little risky but I've never had anyone NOT move ahead with our firm after this stage one planning (especially if you use that planning time to further your relationship and demonstrate your expertise) -- and making that offer also creates less risk in the customer's mind on the "what if I pay this random guy and he can't do it" front.

Good luck and keep us posted...