Conducted by John Alexander

Academy of Web Specialists

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22:57 johna Let's chat about picking up some new business
23:15 johna Things you can do to get started
23:29 johna Things you can do to get noticed
24:23 johna Here is something I did within my community to kick off my popularity
with potential prospects
24:53 johna I have always tried to take an alternative approach
25:25 johna Some of you may think this is really crazy and it has nothing to do 
with SEO
26:10 johna It has to do with making a strong impression and finding new prospects...and setting yourself apart from the competition
26:33 johna I built a small community site featuring several merchant stores on our main street in town.
26:50 johna I built it at my own expense and put single pages up for each of the stores
27:28 johna You understand this was nothing special but all of these merchants were struggling in their location
28:01 johna They were trying to compete with the big shopping Malls
28:08 johna Very hard to do
28:43 johna Anyways, after I built the community site, I started up a contest by doing the most radical thing I could think of.
29:02 johna I gave away FREE MONEY.
29:11 johna Here's how it worked.
29:30 johna I took $1000 and divided it up into $5 - $10 - $20 and a few $50 bills.
29:55 johna I created little cards that said "Thank you for Shopping on Main Street" (it also contained the web address too)
31:13 johna You understand that this was one street with a number of merchants but the problem is everyone goes to the malls to shop rather than this old historical Main Street
32:16 johna I took the $1000 in cash and divided the money up into envelopes
32:42 johna I stuffed each bill into an envelope with one thank you card and then shuffled them all up.
32:59 johna Over a period of about 3 weeks, I would walk up and down the street and each time I spotted someone at a counter making a purchase, I simply walked into the store and said "Thankyou for shopping on Main Street and handed them a card.
33:41 johna I explained that within the card was a free gift of somewhere between $5 and $50 which was a thank you for being spotted shopping on Main street.
34:15 johna Many shoppers did not believe I was serious until theyd the card and out came the cash
34:37 johna The expression on the business owners face was priceless
35:18 johna It was only 3 weeks for this promotion and I ran out of money envelopes
36:20 johna You understand however, that it did not take long for the merchants to fall in love with this strange, crazy guy who walked into their store every once in a while and paid people to shop there.
36:47 johna The word spread pretty quick.
38:03 johna I was the talk of the town, I had the Toronto Star come take my picture and they did an article about what I was doing in the small business congress section
38:33 johna It was so funny too
38:55 johna After a while, I'd be walking down the street and merchants, seeing me coming down the street would be waving me over because they had a customer :o)
39:29 johna So what's my point to all this...it's simple
40:35 johna Well most of those merchants today, have all bought Web sites or SEO promotions or both from me and many have been my customers now for over 5 years
41:19 johna Sure it was different and kind of crazy but I have had thousands of dollars of business from those customers over the years and even though I have never given away any money since, they still all smile when I walk through the door today
42:11 johna Learn to think laterally about your promotions
43:41 johna I think most of you here have heard me talk about Networking strategies
44:27 johna Working with groups like the Chamber of Commerce or your local Rotary club are great places to find new business
45:24 johna Another thing I did was to start my own Newsletter (in hardcopy printed on 11X17 folded)
46:07 johna The neat thing about putting a hardcopy printed newsletter out to the community is that it has an incredible shelf life.
46:35 johna I had business from some of my early newsletters as far as 2 years later
47:31 johna My experience is that many prospects keep them on file for years....that is if you put out a useful product loaded with useful information
48:06 johna Have you thought about joining forces with other affiliates?
48:47 johna Perhaps not competitors but then I have even had a competitor one time send me a HUGE account.
50:45 johna Some of the best affiliations to explore are with businesses already established. You reffer business to them and they reffer business back to you. Surprisingly effective. Just make sure that who ever you deal with has quality products and services.
51:56 johna Let's break for a second and turn things around...do you have some questions or special challenges? Talk to me...
53:42 pata Is anyone talking anymore??
54:07 johna I just stopped to ask if anyone had any questions
54:12 benu I feel it is some time hard to explain teh customers benefit when there is another guy who is just doing mass submission of the web site
55:02 johna Benu....let it come from your tone.
55:16 johna When you communicate and educate....
55:34 nachtman Do you have any suggestions on dealing with non-profit organizations that expect pro bono?
56:16 johna remember that people are always mindful of your style and the tone of your communication.....be comfortable with the WAY you deliver your information
56:25 johna It sounds strange
56:48 johna But I have had people copy me on competitors offerings
57:08 pata Forgive me for coming so late (when it was over). I will have to read the transcript. I struggle with what to charge. I am past doing free / cheap work for clients to get my foot in the door, and have new clients intereted in this work? But have NO IDEA what to charge.
57:39 johna All they want is your opinion. Your professional opinion is delivered with calm authority. There is no struggle to prove anything.
57:50 benu some time I just do not even try to educte.. I try to select people who will trust me.. I do not know if it is right but that way I have customer I feel like working for,er
59:06 johna Benu, you are a cut above the rest to start with! Did everyone catch that! The ideal scenario is exactly what she said. Be selective with who you take on for a client.
59:59 johna Pata....Your question of what to charge
00:23 pata yes
00:55 johna What is your comfort level with bring results to the client? One of the things I do...
01:23 pata I am fairly comfortable
01:26 johna is to do some homework using Wordtracker before I even accept a new client
02:01 johna Do you know what I mean? What you are really building is your reputation client by client.
02:08 pata How long do you typically spend doing keyword reseach? Before & after you get the client
02:17 johna As for what to charge...try this
02:51 johna Try selling SEO as a long term subscription service over say a 12 month period.
03:44 johna Depending on the client you might charge a set up fee and a monthly fee for reporting and site monitoring
03:57 nachtman Have you ever worked on a percentage of the increase - if so how did you structure it and how do you measure it.
04:25 pata But how much set up, How much of a monthly?
04:26 johna Throw in a few extra consultation services and perhaps offer a service to help them write their press releases
06:06 johna Pata...To that I ask what kind of impact will you make for them? Are you comfortable that you will truly impact their business.....
06:18 pata Yes
06:41 johna What are your services worth to turn a business radically around into the black?
07:32 johna You also might charge based on a kind of vertical contract where you take a percentage of the profits. I do both of these.
08:04 johna I have also offerred one time seasonal promotions
08:17 johna For just one fee
09:07 johna What is your trouble with pricing out your services? Do any of these suggestions help?
09:22 pata If I were a potential new client and I wanted  1. Keyword Research, doorway / gateway info pages, submission services and reporting on position before and after what would YOU charge?
09:56 pata I know how to charge and what to charge for just not how much?
11:07 johna Is it your intention to advertise your prices?
11:24 pata No, I go bid by bid
12:01 johna Okay, I'll give you an example
12:38 johna I have charged a client $5000 for 15 gateway pages
13:04 johna I have charged a client $7500 for 25 gateway pages
13:15 pata Would that include keyword research, submission and reporting?
14:11 johna Absolutely although each case was different, some people will want all of your individual services broken down
14:20 pata Thanks John
15:23 johna I have also taken poorer companies and given them assistance to demonstrate the power of SEO and then they magically acquire a budget once they see they can make money.
16:21 pata Is there a benifit to be indexed with Inktomi BEFORE you submit to AltaVista or can I do them on the same day?
17:32 johna Do you pay for AV inclusion? My opinion on that is....save your money. You can do them the same day though.
18:00 johna I'm looking at the time folks and I must be off to the dentist!
18:09 pata What do you mean... Don't pay for inclusion on AV?
18:39 nachtman Okay - Thanks John!
18:44 pata Thanks John.  See Ya
18:44 johna I do not participate in Altavista's pay inclusion program.
19:16 johna See you next time and God bless!