Wed Jan 09 13:02:44 PST 2019

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usually helps a person assume there is greater value. If you are selling SEO services
correctly, you should stress value instead of price, and the clients should view it as a
long-term investment.
If a client has too many questions about the price, then that might signal there are
other issues, such as business partners, lack of confidence, or other decision
makers. If the person you are talking to is the decision maker, but is doubtful of
the value, perhaps you can try to sell pay-per-click marketing or start their account
with a small, test, PPC budget to let them see what type of traffic and conversions
they could be getting.
Before you get too involved with a potential client, it is good to know everyone
who needs to sign off on a deal. On one occasion, I was talking directly with a
CEO of a company who paid me thousands of dollars to do preliminary work.
After I did that work, he wanted ongoing SEO services. He was ready to sign off
on it, but the venture capital firm that backed his company did not believe in SEO.
Given that lack of sharpness, that venture capital company may have killed his
company the day they invested in it.
Reports
I do not provide any sort of reports to any of my SEO clients, but some people
like to use software such as Web Position Gold, Web CEO, Internet Business
Promoter, or Advanced Web Rankings to provide client ranking reports. To me, it
is important to track the end results (mostly for detecting algorithmic changes
, but
I usually track those on tools like Digital Point?s free keyword tracker.
If your clients might be impressed by ranking reports, those software products cost
somewhere between fifty and a few hundred dollars. I have always tried to focus
my clients on results in terms of money in their bank account, so I never gave
reports, just rankings and cash.
Dependency on Free Traffic
One of the largest problems many people face when they are doing SEO well is
that they become dependent on free traffic. This ends up hurting them in other
areas since they can take that free traffic for granted.
Make sure you are working on sites that have specific goals:
? They are trying to build competitive advantages outside of SEO.
? They are maximizing conversion and profit potential.
? They are competitive in the paid ad market.

Also, make sure the owner realizes the free traffic can go away, and that they
should be establishing other marketing channels as a safeguard.