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Finally Starting To Charge Higher Prices

by mrmatt
20 replies
I am finally starting to charge higher prices and feel really good about it. For the longest time I was hesitant to charge high prices for fear of not delivering good results.

I have been doing this offline gig for about 3 years now and on average was charging the following:

Web Design
Write Content (usually 10 pages)
SEO site (inter linking, seo'd pages, seo'd photos)
3 Videos
Taking photos if needed.
Getting logos created
Directory Submissions (general/local/niche)
Claiming and Optimizing 3 big listings (G places, Bing, Yahoo)
Press Releases
Setting up Facebook and Twitter is they wanted it.
Adding links to my network
Getting an infographic created and distribution
Writing and article and submitting to about 15 directories
Social bookmarking pages
Link building to videos
Setting up adwords (if they wanted to try it out)
Setting up and building Web 2.0
Getting guest posts
Other general link building

Up front cost: $1500
Monthly SEO: $300-$350

Every single client has front page rankings top spots, plus videos and other web properties showing up on first page as well.

They are all getting tons of calls, making lots more money and very happy with the results.

I finally realized I am way underpricing my service for the amount of work and the results I am getting my clients. And when I say results I am not just talking about rankings I am talking about them generating a significant increase in sales. I finally realized how much value I am providing to my clients.

So a couple of months ago I decide to try a higher price. $1950 upfront and $450 a month. Client does not bat an eye and asks where to sign.

A couple of weeks ago I submitted a proposal. $3500 upfront and $1500 a month. Client does not bat an eye but says they are getting another proposal, which they were. Just heard back from them and it sounds like I am getting this one too.

I have a follow up meeting to go over a proposal for another client in Tuesday. This one will be similar if not higher than the one above.

Of the three above 2 were referrals. The last one for the meeting on Tuesday found a Craigslist ad that I wrote one night when I has a wild hair up my ***.

With the last 2 clients above I would need to get 10 new clients to get the same monthly income. DOH! What the hell have I been doing?

I guess the point I am trying to make here is that if you are good at what you do and you know you can produce, stop holding yourself back and start charging more. For me it was the best decision I have ever made.
#charge #finally #higher #prices #starting
  • Profile picture of the author TeamBringIt
    You charge, what you are worth...Not what has to please a client. there are PLENTY of clients that are willing to pay higher prices. Deal with higher end clients, higher end niches and price should not be a problem. The higher end businesses (niches) know, the value of good advertisements/marketing and are much more open to pay more money, than small mom-n-pop shops that are pinching their pennies (not all, but most).

    By charging more, you'll even get better clients.
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    • Profile picture of the author mrmatt
      Originally Posted by TeamBringIt View Post


      By charging more, you'll even get better clients.
      That is the truth!
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    • Profile picture of the author sodomojo
      Originally Posted by TeamBringIt View Post


      By charging more, you'll even get better clients.
      I get so tired of hearing this. It jugs isn't true.

      I has a $1900 mo client and he is the biggest pain in the butt. Plus he was always wanting payment arrangements and was always late paying. He thought I was at his beck and call. I have a $425 mo client I've had over a year (before I raised my rates) and he is one of my easiest clients I have. I never hear from him and he always pays on time.

      It's just idiotic to make blanket statements like that.
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      • Profile picture of the author TeamBringIt
        Originally Posted by sodomojo View Post

        I get so tired of hearing this. It jugs isn't true.

        I has a $1900 mo client and he is the biggest pain in the butt. Plus he was always wanting payment arrangements and was always late paying. He thought I was at his beck and call. I have a $425 mo client I've had over a year (before I raised my rates) and he is one of my easiest clients I have. I never hear from him and he always pays on time.

        It's just idiotic to make blanket statements like that.
        Excellent! Stay with low end clients
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        • Profile picture of the author sodomojo
          Originally Posted by TeamBringIt View Post

          Excellent! Stay with low end clients
          You missed the point.

          While I wouldn't offer that price (425 mo) or anything close to it now, it goes to show that you can't accurately single out a group of people's actions based on what they paid for something.

          High paying clients can be a pain, and low paying clients can be a pain. Fortunately for me, I prequalify them based on numerous things, including budget and how big of a headache I think they'll cause me.
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          • Profile picture of the author 9999
            Selling a package is so valuable for business owners. Turn key solution to fit online marketing strategies.
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          • Profile picture of the author Matt Lee
            Originally Posted by sodomojo View Post


            High paying clients can be a pain, and low paying clients can be a pain. Fortunately for me, I prequalify them based on numerous things, including budget and how big of a headache I think they'll cause me.
            I find that low-paying clients are a much bigger pain in the ass than high dollar clients. Every issue I've had has been with a client that I charged less then $700 or so. But if you're going to charge like the big boys you need to deliver.
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      • Profile picture of the author Jason Kanigan
        Originally Posted by sodomojo View Post

        I get so tired of hearing this. It jugs isn't true.

        I has a $1900 mo client and he is the biggest pain in the butt. Plus he was always wanting payment arrangements and was always late paying. He thought I was at his beck and call. I have a $425 mo client I've had over a year (before I raised my rates) and he is one of my easiest clients I have. I never hear from him and he always pays on time.

        It's just idiotic to make blanket statements like that.
        That's because money is only one part of "fit".

        There are actually three things you have to find out to determine whether this prospect is a fit with you or not.

        Need.

        Budget.

        Personality.

        All three have to be green lights. Or else you're going to have problems.

        Budget (money) fit by itself is not enough to ensure a good experience.
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  • Profile picture of the author duplication
    How many clients do you have?
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  • Profile picture of the author TeamBringIt
    For all, the above services, you provide $4500 up-front...$1000-$1500 a month is a steal. Again, it all depends on the niches that you deal with. Some businesses are burning 10ks a month, or more on non-effective marketing and would welcome packages, such as your in a heartbeat.

    Simply show them, the advantages of your system compared... to weaker alternatives that they are losing money to. Always think ROI, for the time and effort you have put in. Educate the business owner (if they, already don't know) on the ROI for doing business with you. Explain the life time value of a customer to them...

    Tell them, "hey, if you can spend $1 and possibly make $1.50 or $2 in return...does that sound good?"

    Keep charging higher fees, there is nothing wrong with that. There are tons of well known marketers, that charge ultra-high fees for their products and services. This happens because of their authority status and positioning. I am sure you are somewhat of an authority, in your niche(s) so you for sure can command higher fees. Charging low fees, will even make your services look not all that great to some clients (some people associate, low fees to services that are not that great).

    There are speakers, that charge $200 for a 1 day speaking engagement/workshop, but then there are people like Grant Cardone that charge $15-$30,000 for a 2 day workshop. What separates the two? Cardone charges higher, because of his authority/positioning and knows he can demand that kind of money. The crowds that go to his seminar are different from those that go to a $200 seminar. The people that will complain the least are the HIGHER end crowds as well....

    The quality will also be very different in those, 2 seminars.....Charge higher, over deliver and command fees that represent your worth.....If you don't, trust me others will and have been doing it
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  • Profile picture of the author Ricardo Furtado
    Wow! That is really awesome.

    You must be real good at what you do and you must be one helluva salesman.

    All the best. Regards.
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    Ricardo Furtado

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    • Profile picture of the author Jason Kanigan
      Originally Posted by Ricardo Furtado View Post

      Wow! That is really awesome.

      You must be real good at what you do and you must be one helluva salesman.

      All the best. Regards.
      No, Ricardo, if you're referring to the OP his prices are STILL low compared to other designers and SEO guys I work with.

      When you get used to the low end clients, you literally put blinders on yourself. You really cannot see bigger opportunities despite the fact that they are parading themselves right in front of your face every day.

      Ask yourself: "Who am I ignoring, because I think they are out of my league?" The indicator is that sinking feeling in the pit of your stomach you feel when you glance at some businesses. There's the head trash.
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      • Profile picture of the author SomeRandomBadger
        Originally Posted by Jason Kanigan View Post

        Ask yourself: "Who am I ignoring, because I think they are out of my league?" The indicator is that sinking feeling in the pit of your stomach you feel when you glance at some businesses.
        Jason that is one of the most helpful things I've read so far in 2014!

        So, so true.

        Thank you.

        Ryan
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      • Profile picture of the author Ricardo Furtado
        Originally Posted by Jason Kanigan View Post

        No, Ricardo, if you're referring to the OP his prices are STILL low compared to other designers and SEO guys I work with.

        When you get used to the low end clients, you literally put blinders on yourself. You really cannot see bigger opportunities despite the fact that they are parading themselves right in front of your face every day.

        Ask yourself: "Who am I ignoring, because I think they are out of my league?" The indicator is that sinking feeling in the pit of your stomach you feel when you glance at some businesses. There's the head trash.
        Thanks for the advice and the information Jason.

        Only problem is - how do I get such high paying clients?

        All the best. Regards.
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        Ricardo Furtado

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        • Profile picture of the author Jason Kanigan
          Originally Posted by Ricardo Furtado View Post

          Thanks for the advice and the information Jason.

          Only problem is – how do I get such high paying clients?

          All the best. Regards.
          Identify a different target market than who you've been dealing with until now. (The pit-in-the-stomatch test is a good indicator.)

          REFUSE to deal with any new customers in that old market--unless you want to offer them low service levels for those discount prices, which is what they deserve in return (hey, now you're thinking--do you really want to be known as 'the low service guy'?)

          Realize you create far more value than you thought before, even for those little guys, and that you can create EVEN MORE value for the improved class of clientele because they're doing better. What is "a lot of money" for you is peanuts for someone else. Don't let your own head trash get in the way.

          Consider these ideas:

          You win or lose at the game you play, not the game you don't--just by being there you have a chance of getting those clients. And how many potential competitors of yours have been scared off just like you were?

          You ARE your clients

          You become what you think about.


          Start conversations with this new class of clientele. Qualify them. Don't be so eager. Being desperate is the absolute worst place to come from when selling. Believe that you DESERVE to help them...that it's a crime that other people are allowed to help them because you can do such a much better job.

          Are you starting to see that it's all in your head?
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          • Profile picture of the author Ricardo Furtado
            Originally Posted by Jason Kanigan View Post

            Identify a different target market than who you've been dealing with until now. (The pit-in-the-stomatch test is a good indicator.)

            REFUSE to deal with any new customers in that old market--unless you want to offer them low service levels for those discount prices, which is what they deserve in return (hey, now you're thinking--do you really want to be known as 'the low service guy'?)

            Realize you create far more value than you thought before, even for those little guys, and that you can create EVEN MORE value for the improved class of clientele because they're doing better. What is "a lot of money" for you is peanuts for someone else. Don't let your own head trash get in the way.

            Consider these ideas:

            You win or lose at the game you play, not the game you don't--just by being there you have a chance of getting those clients

            You ARE your clients

            You become what you think about.


            Start conversations with this new class of clientele. Qualify them. Don't be so eager. Being desperate is the absolute worst place to come from when selling. Believe that you DESERVE to help them...that it's a crime that other people are allowed to help them because you can do such a much better job.

            Are you starting to see that it's all in your head?
            Thanks again Jason. Really appreciate it.

            All the best. Regards.
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            Ricardo Furtado

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  • Profile picture of the author Jason Kanigan
    Don't miss this. I shared some things in this thread I've never shared before.

    If you're frustrated with your earnings and your clients, the secret to changing them is here.
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    • Profile picture of the author jamesfreddyc
      Originally Posted by Jason Kanigan View Post

      ...the secret to changing them is here.
      Disagree.... You leave gold bars everywhere.
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  • Profile picture of the author mrmatt
    My main focus has been on contractors. This market is tough and easy. It's tough because they don't want to spend the money on online services but they'll put a full page ad in the yellow pages. For some reason they just can't see the value. It's easy, because in most cases it is easy to get them to rank well and the maintenance to keep them there is minimal. Every contractor I work with has their phones ringing off the hook.

    Oddly enough the majority of my contractor clients are age 55+. Most of them barely know how to use a computer. Yet they know they need to be doing this. The younger contractors are the toughest sell. Go figure!

    The last 3 clients (2 of them potential clients but feeling confident they will be working with me) are way out of this niche on the professional side and operate nationally...one of them internationally both of them in niches I would have never thought of myself as far as targeting.

    One of them a single new client is worth $25,000 a year. The other a new client could be worth anywhere from $65 to $65,000. This in and of its self is why I am charging more. I realize I am still on the cheap side of things I just need to keep pushing it to see where I end up. I also realize that I need to show the value with the higher prices. The one client that earns a minimum of $25K per client, their main search term gets about 40 searches a month, 40 searches! But as you can imagine that search term is very competitive.

    As far as pain in the ass clients I have not had a single one. Most of them never call me. They just let me do my thing. As long as their phone is ringing and they are selling that's all they care about. Every once in a while I might get a panic phone call because some telemarketer got them on the phone and filled them with BS. Stuff like "When we Googled "who is the best insurance agent in city state" we didn't find you. Or "You are not listed in such and such directory" or blah blah blah. But that is about it.

    If I did have a pain in the class client we would be having a very candid talk. If that didn't work I would fire them. It's not worth it. They will use and abuse you and still talk shi* about you.
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  • Profile picture of the author mrmatt
    Originally Posted by joan2009 View Post

    if you can put a popular keyword on top of google then it's worth the price
    Joan I agree and disagree with this statement. There is no point in getting a keyword ranked for a popular keyword if you can't make the page convert into sales, leads or calls.

    That is one of my big things I work with my clients on. Which is "Why should someone call you?" It takes a lot of digging and lots of questions but eventually you find a reason. But that reason can make all the difference in whether you get the calls or not.
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