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Moved to Scottsdale, Growing a Web Design Firm

GuitarManDan

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Hey All,

Picked up an unexpected client today. Random real estate agent I networked with over a year ago (who referred me to a big web design job a while back) reached out saying her website maintenance guy randomly is closing his business.

Using lessons learned from Fox's courses and everything I've done so far, I dug a bit deeper to really figure out how business was and what the long-term goals were. Then she opened up about how she saw value in SEO and I mentioned that I did that.. did an in-depth free audit and she wanted to speak this afternoon.

She told me that a min of $1k per month wasn't in her budget, but she agreed to my rate of $90 per hour for web updates.

Realistically, this will be a one off of anywhere from $500 to $2k or so.. plus a little bit of monthly income for some pretty reasonable work.

Even better, she seems to really network a lot and before she even really knew me she's been referring me out, so once I work with her could be a great opportunity for an eventual SEO client or for her to refer me to others she knows.

On another positive note... saw a specialist this week for the health stuff going on and it was good news. Still have a few follow up tests and such to do, but it was encouraging. Flying home tomorrow for my friend's wedding back in the NY area so things have been crazy.

Working to keep grinding and really make it happen.
 
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Hey All,

Picked up an unexpected client today. Random real estate agent I networked with over a year ago (who referred me to a big web design job a while back) reached out saying her website maintenance guy randomly is closing his business.

Using lessons learned from Fox's courses and everything I've done so far, I dug a bit deeper to really figure out how business was and what the long-term goals were. Then she opened up about how she saw value in SEO and I mentioned that I did that.. did an in-depth free audit and she wanted to speak this afternoon.

She told me that a min of $1k per month wasn't in her budget, but she agreed to my rate of $90 per hour for web updates.

Realistically, this will be a one off of anywhere from $500 to $2k or so.. plus a little bit of monthly income for some pretty reasonable work.

Even better, she seems to really network a lot and before she even really knew me she's been referring me out, so once I work with her could be a great opportunity for an eventual SEO client or for her to refer me to others she knows.

On another positive note... saw a specialist this week for the health stuff going on and it was good news. Still have a few follow up tests and such to do, but it was encouraging. Flying home tomorrow for my friend's wedding back in the NY area so things have been crazy.

Working to keep grinding and really make it happen.
And now she's be even better able to refer you on because she'll be able to say what you've done for her business, and what it's like to actually work with you. Well done.
 

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Thanks MJ! Of course, more than happy to have this on the outside. I've been a lurker on the inside for a while so I wanted to have this be a kind of introduction as well.

Not going to lie, it's extremely inspiring how much wealth there is in Scottsdale. Other friends I know who lived here said it's intimidating, but it makes me want to hustle my a$$ off.
Good job Dan, I'm on the other side of town. Worked as an atty. for many years in Western Mass. (Berkshires.) We should compare some "F... You" moments ala MJ. I bet you have some great ones from working in finance in NY. Also, I have a rudimentary website so at some point I'll probably need some advice. Greg (Wolfman)
 
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GuitarManDan

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Good job Dan, I'm on the other side of town. Worked as an atty. for many years in Western Mass. (Berkshires.) We should compare some "F... You" moments ala MJ. I bet you have some great ones from working in finance in NY. Also, I have a rudimentary website so at some point I'll probably need some advice. Greg (Wolfman)

Hey man! We met at the lunches that Eskil put together when I first moved out to the AZ area (I believe one was around April or so of last year at Red Robin). I think we went to the same one at Oreganos too a few months later.

Would be great to catch up sometime! In terms of the site, feel free to private message it over if you'd like and I could provide some feedback to help out anyway I can.
 

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Hey man! We met at the lunches that Eskil put together when I first moved out to the AZ area (I believe one was around April or so of last year at Red Robin). I think we went to the same one at Oreganos too a few months later.

Would be great to catch up sometime! In terms of the site, feel free to private message it over if you'd like and I could provide some feedback to help out anyway I can.
Hey Man, What can I say? I'm a space-cadet (forgot we met.) We definitely need to get together. Thanks for the offer to help/provide feedback. I'll keep you posted. Greg (Wolfman)
 

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I think it's definitely a glass half empty kind of mentality to look at this whole thread and think that this is just another job. Honestly, maybe I'm working longer hours than in my old job, but the experience is 100% different. I have a lot of thoughts about this that I want to share to anyone viewing this thread so I'm just going to ramble them out here.

First off, the MAIN goal of all of this was to get my freedom back. It always seemed like a pipe dream to me and something that would never happen to be able to make the leap and move somewhere completely different where I didn't know anyone/anything and make it work. This business has allowed me to move across the country, meet new friends, experience new things and just learn so much it's incredible.

When I was working at the most recent investment bank, I was getting to the point where I almost didn't recognize myself. I was so stressed out and wound up that I was legitimately developing health issues that were 100% stress induced. Maybe 1 month after moving here and having the freedom/flexibility to be on my own schedule, and all of those health issues have almost completely gone away.

What I see as the most valuable thing out of all of this is what I've learned from this business so far. Every day I wake up and feel like my clients are paying me to learn how to run a business, how to close sales, how to effectively market my business, etc. I've learned so much from this experience and amazing members on this community, special shoutouts to @Fox and @Eskil with their support.

My long term plan is not to run this business until it falls apart, but instead to use this as an opportunity to learn how to successfully run a business, and have this fund a different business venture down the road (maybe a 2-4 years away) where if I hit a homerun, it's life-changing money instead of just good SEO/web design money.

There have been so many amazing stories on here of forum members who had to really grind and hustle in the beginning or else it wouldn't have worked. I think trivializing the beginning stages of ANY business to "just another job" gives an excuse to never try.

Stories that come to mind is Likwid taking 2-3 years from idea to ending up on Shark Tank, Vick taking a few years to make his first sale with his sunglass business and absolutely killing it after that.

Working for me feels SO much different when it's your own business. At my old job, I'd stay late because a coworker messed something up or my boss wanted to look good to the higher ups... now when I work late hours it's to grow my business and to invest in my future and my freedom from ever going back to another soul-sucking job again.
This was a very well-stated post. Be proud of your communication skills.
 
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Great story man! Love it. I'm currently learning code myself but have wondered... What value do you offer that a person could not create with a wordpress/wix etc?
 

GuitarManDan

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Hey All,

Quick update, have a great feeling June is going to be a solid month! A few updates from my side (in addition to the usual 2k per month recurring rev):

1. The recent client I mentioned gave me the go ahead to get started on the web design edits (charging $90 per hour) for around 20 different items. Realistically this will end up being $800 to $2k in revenue for the business depending on how long it takes.

2. Almost finished with the travel agency website... the client loves it so far and we're just doing the last tweaks (setting up the payment processing for clients to book trips online). Once that goes live, I'll collect the other 50% ($1.85k)

3. Have a call with my old financial services web design client this Friday.. guy is good for his worth, doing some touch up work on the site and some email automation for $1,150 per month (month to month basis), but he has had history for pushing things off so it's possible this one goes through this week too if he's ready.

4. Sent out a chaser email to the potential $5k per month financial marketing client. They basically said a few months ago that they were still interested but to follow up in a few months when the timing would be better.

5. Gave my contact a follow up call for the $4.5k per month fashion designer client (former web design client) and should hear back sometime this week or early next week to see what the update is with that. She mentioned she was going to run this budget by the decision maker and let me know.

Those are the most notable ones, but big things happening! Need to keep pushing and making it work.

Another huge milestone for me (as someone who always likes to control everything), I outsourced some of my link building for my SEO monthly clients and am excited to see how those come back. Starting to build up the process to scale things up!
 

GuitarManDan

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Hey Everyone,

I usually don't ask for guidance on here but it's definitely something I should be doing to take full advantage of this amazing resource.

Got a tricky email back from a client that I pitched and was wondering the best way to respond back to this to a) reaffirm why I charged a higher amount in the first place b) put myself in the best possible position to still close this deal. I'm going to include my response I just got back and the original proposal email I sent below:

BACKSTORY: Did the full site redesign for them and we had a really great working relationship for the last 6-8 months or so. Mentioned SEO and they said they'd be interested so I sent over a pitch (after working with people in Fox's sales group and a few others):

CLIENT RESPONSE TODAY:

Hey Dan,

Saw you called yesterday, sorry I missed you. I imagine you wanted to follow up re: your SEO proposal. Apologies for the delay, but I've spoken to (3rd party social media contact) and (decision maker) at length, and right now we're not certain if we're ready to take up the SEO work just yet. Additionally, we've gone out for a few other quotes just to have a basis for comparison, and they're coming in at nearly half of what you're proposing. We all really love working with you and I know you're certainly not trying to gouge us, but I'm wondering if there's any flexibility in your proposal. If we could pay $3000 for the first two months and then $200/month after that, that'd be more realistic for us.

Would still need to re-propose to (Decision Maker), but wanted to see what might be possible.

ORIGINAL PITCH:

Hey (My Contact) / (3rd Party Social Media Person),

Thanks for taking the time to catch up last week, it really helped to gain some more insight into this SEO project and the best way that I'd be able to add value here.

It's great that you guys are already getting the amazing press coverage and with the plan for (My Contact) to reach out on a steady basis and get those great backlinks (and additionally include a request to add in a link back to the site for future articles) that will cover the backlink building necessary for a successful SEO campaign.

Since we have the backlink building and the content writing covered, obviously I wanted to completely redo the proposal sent over (since the reason the budget was set to that original number/structure was mainly around the monthly content writing + link building)!

As (Social Media Person) mentioned, it definitely makes more sense to structure the work that I'd be doing to have the majority of the costs associated with the initial set up for the first few months. This way I'd be acting as an SEO consultant to help you guys out providing assistance on an hourly basis in the following way (the hourly rate my business charges for SEO work is $100 / hour):

1. Phase One - Initial In-Depth Keyword Research/Competition Analysis/Planning/Initial Set Up:

This would be 3 months of work and I would act as a consultant to complete everything listed above in Phase One for a minimum of 45 hours per month.

2. Phase Two - Detailed Metrics Tracking:

This would be after the first 3 months and I would be providing detailed metrics for a minimum of 2 hours per month.

This model is more in line with what (Social Media Person) discussed on our call last week where the majority of the work/costs are linked to the initial set up (which will be the first 3 months) and after that it will just be reporting SEO metrics (and any tweaks that we may have to make as we get the data back).

Let me know if you have any questions and I would be more than happy to jump on another call to discuss further.

Thanks,
Dan
 
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MJ DeMarco

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and was wondering the best way to respond back to this

I'd focus on the variety of what entails "SEO" -- it's all over the map.

For instance, many SEO firms are located in countries where wages and rates are different.
Many SEO firms outsource using talent in lower-wage countries.
Many SEO firms have a variety of different talent, processes, and expertise.

Obviously the price for your expertise and the price for an outsourced SEO guy in Vietnam will be different.
 

GuitarManDan

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I'd focus on the variety of what entails "SEO" -- it's all over the map.

For instance, many SEO firms are located in countries where wages and rates are different.
Many SEO firms outsource using talent in lower-wage countries.
Many SEO firms have a variety of different talent, processes, and expertise.

Obviously the price for your expertise and the price for an outsourced SEO guy in Vietnam will be different.

Thanks MJ - agreed, that's a good approach to take. SEO is a very generic term and I will frame so that I originally pitched 45 hours a month in order to really deliver the best for them but understand if they want to scale back a bit and only do 30 hours per month for 2 months instead to get this taken care of.

$3k per month for the next two months would be a nice win (especially since I built the site so no learning curve how it's set up).

I can also frame it like others may outsource the SEO to other team members or those internationally.. they know I will be handling all of the work for this project and that they will get the level of quality they've grown accustomed to working with me.
 

GuitarManDan

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I'd focus on the variety of what entails "SEO" -- it's all over the map.

For instance, many SEO firms are located in countries where wages and rates are different.
Many SEO firms outsource using talent in lower-wage countries.
Many SEO firms have a variety of different talent, processes, and expertise.

Obviously the price for your expertise and the price for an outsourced SEO guy in Vietnam will be different.

Just a quick update, this is the email I ended up sending after giving it some thought.. I think this gives me a great shot and if it goes through a $6k payout over the course of the next two months would be fantastic as I work on growing the recurring revenue aspect of things.

I may still get some pushback or objections from the initial offer and why it was 2x the price of other quotes, but I'd much rather err on the side of charging a higher rate than undercharging for my services. Additionally, like you mentioned SEO is so generic there are a lot of different ways I can explain it. I'll keep everyone posted.

-------

Hey (Name),

Thanks for following up here, it's really been a pleasure working with you all as well so of course I'd be more than happy to be flexible with this proposal to work with your suggested monthly plan.

The reason I prefer breaking down the monthly SEO work for situations like this on an hourly basis is so I can be fully transparent and provide detailed summaries to show you exactly what services were completed (and how long they took).

We could definitely scale the hours/timing back for the SEO work so that it would be a breakdown of 30 hours each for the first 2 months and then after that just the basic reporting for around 2 hours per month and I'm confident we'd still get great results with the SEO campaign with that updated schedule.

Please reach out if you have any questions at all!

Thanks,
Dan
 
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Hey All,

Quick update, my first SEO client is still really happy and she's gotten some great results so she went ahead (paying month to month) and paid for the next month's worth of work - adding in the additional $500 for tracking purposes.

On another quick note, the big travel site went live so should be collecting the roughly $1900 for that soon too (still have to make a few tweaks):

2019 Revenue Tracker: $20,785 Revenue / $100,000 Goal

Monthly Recurring Revenue: $2,000 Per Month / $10,000 Per Month Goal
 

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late June / July / August you can't be outdoors during daylight, but as soon as sun is down, the temps are bearable.
I agree that it is hot. But, I spend my life outdoors. Even through the summer months. Still run, golf, hike, work, etc. right out in the sun. Just wear a good hat.
***edit- looks like I answered this already in this thread quite some time back. Oops.
 
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GuitarManDan

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Hey All,

This definitely isn't a post that I wanted to make, I've been saying for the past probably 3-4 months or so that my goal was to reach $10k per month in recurring revenue by June 30th of this year. It doesn't do anyone any good to either blame outside factors or to go the opposite way and beat yourself up and deem that you're a failure. I'm definitely a perfectionist and sometimes I feel like I hold myself to a crazy high standard, so it doesn't feel great to fall short of the goal I've stated for a while now.

I want to learn from this experience and become better from it. I came up short (currently at $2k per month in recurring revenue but overall averaging around $4k a month this year with the business). I'd love any feedback that others have on here because it's difficult to objectively look at your self and challenges/opportunities.

This is what I feel I could be doing better and what I'm going to adjust for to improve:

Issue #1: I Have Been Doing Almost All of the Work Myself

This is the first one that stands out to me. I know that the way I work, if I close enough business where it's virtually impossible for me to do it all myself, I'll adapt and find creative ways to outsource and start building up a scalable business that way.

However, when I can stretch myself to do all of the work myself, I'll find excuses to do it all (probably stems from me being a perfectionist) and not wanting to cut into my profits. I think it's very short-term thinking and that it's not looking at the big picture for what's possible.

I've already started to work on this one, for the first time with this business I've outsourced some of the SEO work and it's amazing how much time it frees up. A little bit intimidating as someone who always handles all of the work, but it's giving me a lot of time back.

Issue #2: I Don't Think My Goals Are Ambitious Enough:

Curious to get the take of others here, but I feel like what set our minds on is what dictates every single action we take. If I set my goals small like getting to $2k a month, maybe I would've gotten nowhere near that with my current business because I'd be thinking small.

I think if I set my ambitions and goals higher, it forces me to think how to create a scalable system and it makes me think outside the box. I know the market is out there for it, my Aunt told me her small company is paying a company $5k a month for SEO services and I've worked with businesses much larger than that.

Instead of focusing on $500 per month or smaller projects like that, I want to set my aim on larger clients and maybe offer a different type of service (instead of one-off website projects and SEO.. maybe just bunch them together).

Something like a large company puts me on a monthly retainer of $5,000 per month and at the end of a 6-12 month contract, they'll have a website and monthly SEO work (could always increase the price and outsource other services I don't know like PPC or social media) to be kind of a one-stop shop for a niche I'm familiar with (such as financial services).

Those are the main issues that I believe from my side of things, but I'm going to make the adjustments and will continue to grind and make it happen.
 
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GuitarManDan

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Hey All,

Kind of an unrelated post to the business, but I got some really good health news today. I know I've included some info about some unexpected surgery I had to get taken care of, but on top of that I had a completely unrelated other thing going on as well. It seems like both of those are past me now.

I don't want to get into too many details, but it was really stressful at age 28 to have multiple doctors tell me they had "no idea what was going on". In addition to that, it was tough to fit time in to grow the business going back and forth between doctors and specialists. Finally, my health insurance is pretty suspect this year (definitely going with a marketplace plan next year) so the insane bills added unnecessary stress as well.

Funny enough, I feel like I came out of this healthier though and it was a good learning lesson. Who knows what will happen in the future, but I'm excited to put my head down, focus on what I can control and crush it with my business for the remainder of this year.

Had a meeting yesterday from a referral and he's looking to take on a pretty huge task (customized ecommerce platform). The guy seems like he has the budget, he told me retired early and he's looking to put the funds into this project. Speaking with a bunch of people in @Fox 's groups (who specialize in this type of project) I'm going to pitch something along these lines (which is much more in line for my long-term goals with this biz):

1. Phase One - One month of overall strategy for the platform, how we'll market it, competition analysis, how we'll price different components, etc (thinking between $2 to $3k) for this first component.

2. Phase Two - Actual building of the platform. Someone on Rob's groups specializes in ecommerce and I'd be more than happy to pay him whatever he charges typically (and add in a premium for myself) because I know he does an excellent job. He told me this would be quoted around $25 to $40k for the owner.

3. Phase Three - Maintenance and digital marketing, this would be at least $500 to $1k per month for maintenance and then in addition, min of $1k per month for SEO and could be additional monthly income if he wants my help with PPC strategy, social media marketing/ads (could outsource those to contacts I know as well).

Even if this one falls through, great practice to get some experience pitching larger deals like this (this would be by far the largest one I've ever pitched.
 

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Hey All,

Great news today! The fashion designer client finally pulled the trigger and confirmed today via email that they all spoke about the updated SEO proposal and they want to move forward!

It's going to be:
-$6k over 2 months for on-page SEO work (with a fixed hourly amount of work around 30 hours per month)
-Minimum of $200 per month after that for just 2 hours of monthly reporting

Going to have a call with them on Monday to figure out the logistics (so they can send over the first monthly check) and how we're going to kick things off.

Funny enough, had two really interested prospects reach out via email too for SEO services, it's funny how this stuff seems to come in bunches.

Just want to keep grinding away at this and bring it to the next level! I'll update the 2019 revenue metrics once I receive the check, but this will update things to be a minimum of $5k per month for the next few months!
 

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Well done Dan!

I like this web progress thread more and my own ha. You are flying it man and I know the figures are still "smaller" but you are consistently progressing and raising the bar. Give it a few years and there will be big gains made.

I got to get over to you and everyone else in Scottsdale next year.
 
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Well done Dan!

I like this web progress thread more and my own ha. You are flying it man and I know the figures are still "smaller" but you are consistently progressing and raising the bar. Give it a few years and there will be big gains made.

I got to get over to you and everyone else in Scottsdale next year.

Thanks man! Still have a decent ways to go, but it's been an amazing experience so far. For the rest of this year and going into next year I really want to take this thing to the next level.

I'm planning on kicking things off with this new client July 1st so July is shaping up to already be a great month with just the minimum recurring revenue of $5k plus the $2k or so of work I've already done for the real estate client (almost completely finished, just a few touch ups) but that will be invoiced in the next week or so as well.

From all of your help over the last few years, I definitely you a beer when you visit Scottsdale haha
 

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Hey All,

Quick update for the revenue for this year, since it's the 1st of the month got the recurring revenue from my wealth management SEO client for $1,500:

2019 Revenue Tracker: $22,285 Revenue / $100,000 Goal

Monthly Recurring Revenue: $2,000 Per Month / $10,000 Per Month Goal
 

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One more update! Spoke with the newest SEO client (fashion designer who was a previous web design client) and I got the green light to send over the invoice for the first month for 30 hours of work ($3k) and she mentioned she will have someone cut a check and send that over asap.

Just sent over the invoice and we mentioned that I will get started right away so that will cover from Jul 1st to Aug 1st. Updated numbers below!

2019 Revenue Tracker: $25,285 Revenue / $100,000 Goal

Monthly Recurring Revenue: $5,000 Per Month / $10,000 Per Month Goal
 
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One more update! Spoke with the newest SEO client (fashion designer who was a previous web design client) and I got the green light to send over the invoice for the first month for 30 hours of work ($3k) and she mentioned she will have someone cut a check and send that over asap.

Just sent over the invoice and we mentioned that I will get started right away so that will cover from Jul 1st to Aug 1st. Updated numbers below!

2019 Revenue Tracker: $25,285 Revenue / $100,000 Goal

Monthly Recurring Revenue: $5,000 Per Month / $10,000 Per Month Goal
Well done. Just remember that money can’t be in two places at once. If it’s still in her bank account then it’s not in your bank account.
 

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Well done. Just remember that money can’t be in two places at once. If it’s still in her bank account then it’s not in your bank account.

Hey Andy,

Completely agreed, but I figured once the check was in the mail (and I've worked with this client before and know they're really reliable) I'd add it in haha.

I was thinking about you on a great sales call that I had today for a potential new SEO client when you always told me to "show the client their bleeding neck".

One executive at this company told me how angry he was when he saw that financial companies with "1/5 of our assets under management were outranking us".

Will make a more detailed post about this later but had a solid call this morning and putting together a proposal now for how I can help them out with SEO and what my prices are.
 

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Hey All,

Had a really great sales call this morning. Although I tried to get away from it, without a doubt, my response rate is so much higher when I do outreach to those in financial services because I speak their language and can easily develop rapport.

The secretary to the owner of this wealth management firm told me she'd like to have a call this morning. I was expecting just a quick intro phone call... I dial in, and someone says "you have the entire management team in a conference room". This just screamed to me that they were interested and this is where I do really well presenting in meetings like this (from my past experience working in the industry for 5 years).

Thanks to lessons learned from @Fox I kept it simple - why should they care about SEO and what I am offering? They clearly understood the problem they have and saw what my plan would be to fix it. I'm starting to see patterns of the same questions coming up during these meetings and I can handle them really well now.

They understood an idea of the price (told them the lowest plan started at $1250 per month) and the owner specifically asked that I follow up with more details of the different plans with the price points.

This one seems solid and I sent out the detailed proposal thing morning so we'll see what they come back with. The plan I recommended is for a good monthly budget (and they mentioned they'd want a 12 month contract) so this would be solid if it went through.

I know it's the 4th of July holiday coming up so I'm going to let this one sit until I hear back for a week or so and see what happens!

Regardless of what happens though, it just felt like everything kind of came together on this sales call (between what I've been learning with sales/marketing/handling objections and my past experience of dealing with financial services people).
 
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Although I tried to get away from it, without a doubt, my response rate is so much higher when I do outreach to those in financial services because I speak their language and can easily develop rapport.
Hold on... why were you trying to get away from it? Stack your experiences on top of each other and create your high ground. What other web devs and SEOs have 5 years of financial services in their background? Seems like just the niche to focus on?
 

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Hold on... why were you trying to get away from it? Stack your experiences on top of each other and create your higher ground. What other web devs and SEOs have 5 years of financial services in their background? Seems like just the niche to focus on?

Very good point, I think because of how highly regulated it is it makes things difficult some times for SEO since I don’t have free reign.

However like you mentioned, it means I can charge a premium and offer a superior service to customers (and much more easily scale up since I’ll be focused on one niche)
 

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Very good point, I think because of how highly regulated it is it makes things difficult some times for SEO since I don’t have free reign.

However like you mentioned, it means I can charge a premium and offer a superior service to customers (and much more easily scale up since I’ll be focused on one niche)

I second what Andy said.

As for the high regulations that could be a selling point for you: "As the financial industry is highly regulated, a lot of SEO practices can get you in trouble really fast.
I, however, know what to be aware of and can help you to optimize your website without getting into trouble"....
 
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I second what Andy said.

As for the high regulations that could be a selling point for you: "As the financial industry is highly regulated, a lot of SEO practices can get you in trouble really fast.
I, however, know what to be aware of and can help you to optimize your website without getting into trouble"....
Exactly. Problems are stepping stones, and barriers to entry.
 

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The good week continues! Real estate client I picked up last month paid for some hourly work I did for a total of $1,845 and she just paid the invoice. Updated numbers below:

EDIT: Just a quick note, the novelty of having all of this freedom still hasn't worn off after being used to the corporate lifestyle for years and years! I had a big smile on my face today grabbing lunch in gym shorts and a t shirt when everyone else there was sweating in the 105 degree AZ heat in their suits and dress pants.

2019 Revenue Tracker: $27,130 Revenue / $100,000 Goal

Monthly Recurring Revenue: $5,000 Per Month / $10,000 Per Month Goal
 
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