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The Exact Pitch I Used to Close an $8,000/month Contract

SEO Guy

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A bit sick right now... I say "um" too much in this video and the audio is a bit quiet unless you have earphones in. If you have questions just post them below, thanks everyone.

After re-watching this video, it could have been way more exciting. But there is gold in there for those who watch it all the way through and are interested in selling marketing services
 

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killa_graham

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A bit sick right now... I say "um" too much in this video and the audio is a bit quiet unless you have earphones in. If you have questions just post them below, thanks everyone.

After re-watching this video, it could have been way more exciting. But there is gold in there for those who watch it all the way through and are interested in selling marketing services
Great job bro!
 

Argue

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Lmao @ “I bet all of these likes are from your employees.”
:rofl:

Bro, this is gold. You’re doing a great job, and I got so much insights from this one video.
 

ShinyCarlos

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Thanks for sharing! Lots of tricks usefull for my project.
@SEO Guy May I ask you what is your range of skills you propose to your clients (SEO specialization only or complementary stuff?) and for how long you're doing it?
 
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SEO Guy

SEO Guy

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Great job bro!
Thanks!

Lmao @ “I bet all of these likes are from your employees.”
:rofl:

Bro, this is gold. You’re doing a great job, and I got so much insights from this one video.
Appreciate the feedback. Are you in marketing?

Thanks for sharing! Lots of tricks usefull for my project.

@SEO Guy May I ask you what is your range of skills you propose to your clients (SEO specialization only or complementary stuff?) and for how long you're doing it?
I used to only sell SEO and I had a really hard time getting clients. Now, I position myself as a full service digital marketing agency. I come up with a very detailed plan to sell someone's product online and present it to them. I show them how the campaign is going to work, how long it's going to take, how much money they will make, etc.

If they see value in the campaign - I give them my prices. Not everyone can afford all the pieces to the entire package. Therefor I let them pick and choose as they please. As they start to make more money from my services, they will be able to afford the other packages. I of course advise them on which packages work best together, and always try and get them to take the whole thing. But sometimes just a social media management client or just an seo client is what you get at first.

For this dealership I sold them on a mix of Offerup, Letgo, Instagram, Twitter, Facebook, SEO, Adwords. 90% of it is outsourced and the Adwords campaign is already set up.

As for how long people sign up for - hopefully for as long as they are in business and as long as I own my company!

I don't do any binding contracts of any sort. I've never done one. People request, and I decline. Has never really been a problem. I just give them a letter of intent which allows me to earn their business month after month, allowing either party to terminate at any time. No refunds given.
 

Argue

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Appreciate the feedback. Are you in marketing
Anytime. And yeah, I am. Here’s my focus:
  • Help a business explore exisiting online opportunities.
  • Check to see if they’re leveraging other digital channels (social media, search ads, etc.)
  • List the online opportunities a business can take (improve SEO performance, local listings, etc.)
That’s the gist of it. Of course, I can always improve and learn.

You did an excellent job on your pitch and how it was packaged.
 

Fox

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Solid video - you got your first sub.

I like your 5/8k pitch - 5k gets you results in 12 months, 8k makes you profitable right way. Thats a smart way of framing the upsell.

Thanks for sharing.
 
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SEO Guy

SEO Guy

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Solid video - you got your first sub.

I like your 5/8k pitch - 5k gets you results in 12 months, 8k makes you profitable right way. Thats a smart way of framing the upsell.

Thanks for sharing.
Thanks Fox - genuinely appreciate the support. You've definitely kept me motivated through some tough times I've had. For that, I thank you!
 

Stargazer

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A lot to like. Nice :thumbsup:

Just a quick 3 that I like, there are more.

1) You set broad levels of expectation of different packages early on. I will do this and you will get this by this time. Human brains like mental checklists. Your second meeting then goes into real detail of this after they have bought into you in meeting one.

2) You took the initiative and showed them how you had already created enquiries for their trucks. I bet that made them sit up!

3) At approx 9 mins 15 seconds you are talking about our trucks not their trucks. We are a team!

Dan
 

Fox

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3) At approx 9 mins 15 seconds you are talking about our trucks not their trucks. We are a team!
This is a great move...


- When you talk about any sort of work with a client on the phone you use "we".
What we could do is switch up this design and then really focus on the sales system.

It paints the picture of working together and also gives them a little bit of an ego boost (they think they are doing that great work too!)


- When you talk about any sort of result you then use "you".
Once that sale system up you are going to be seeing a lot of fresh prospects...

This gives them the full feeling of wanting all those juicy results.
 

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Stargazer

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Yes.

I was trying to figure out whether he used 'our' on purpose or by accident but it would have been totally congruent to their thinking in the sense they probably did not notice it (don't know if that makes sense)

What I mean is if he started off the bat using 'our' then it would stand out. By this point in his presentation I think any business person has realised this guy knows what he is talking about so doesn't notice it. It is very subtle now.

Dan

PS: Bloody awful explanation :rofl:
 
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SEO Guy

SEO Guy

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@Stargazer @Fox highly recommend reading the post above by these two.

Thanks for conceptualizing what I was doing. I don’t always know why I do certain things so thanks. Would either of you two recommend any reading that digs deeper into the psychological part of sales
 

Stargazer

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Not really.

I'll tell you why. I have loads of sales books but I don't understand women :rofl:

If you deal with truck dealerships, over time you will pick up their language, their problems, needs, wants (needs and wants are different things)

If you do for these guys what you have promised they are going to be good buddies of yours for the long term.

You will know what makes them tick. They have been bombarded by calls and said no but to you they said yes.

So this is why you don't need a book.

You are going to pop round and have a coffee once all is going well and simply ask them 'Why me? What did I say that made you take the leap and why didn't you go with anyone else?'

They will tell you exactly what their psychology is. A generic book won't.

And then you will approach other truck dealerships knowing this plus 'look what I did for these guys, call them and see'

Dan

PS: Ok. I like a book called The Brain Audit by Sean Souza. It just makes sense. Add in Cashvertising and you don't really need anything else. Those two will help you think about selling trucks to the consumer.
 

AdamMaxum

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Nice work.

Question from slideshow where you stated additional 15-20 cars per month. That's a big number. Is it a guess on your part (more or less) or do you actually crunch the potential numbers to come up with that sell number?

I personally stay away from concrete sales numbers like that because a) it's hard to prove unless you're in the biz or relying on the owner to provide the details on sales and b) it's a way for a client to point back to the original proposal and cancel when it's not met.
 
G

GUEST417

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The isn't working.. did you delete it?

A bit sick right now... I say "um" too much in this video and the audio is a bit quiet unless you have earphones in. If you have questions just post them below, thanks everyone.

After re-watching this video, it could have been way more exciting. But there is gold in there for those who watch it all the way through and are interested in selling marketing services
 

DrunkFish

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Very sad it's gone! Trying to scrape up what i can from comments...

Nice work.

Question from slideshow where you stated additional 15-20 cars per month. That's a big number. Is it a guess on your part (more or less) or do you actually crunch the potential numbers to come up with that sell number?

I personally stay away from concrete sales numbers like that because a) it's hard to prove unless you're in the biz or relying on the owner to provide the details on sales and b) it's a way for a client to point back to the original proposal and cancel when it's not met.
Also interested in this.
 

Yaco

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Hey! how are you? I'm trying to watch the video but it says isn't available. Can you please re-upload it? I'm very interested in this video, because I'm starting to create a SEO and Digital Marketing service.
 

keith4444

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Hi @SEO Guy
I was alerted to this thread from @MJ DeMarco weekly “most popular” threads email.
Please can you reupload the video for us to see. Sounds like you did a great job in that pitch from the feedback here.
Keith
 
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SEO Guy

SEO Guy

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The isn't working.. did you delete it?
Very sad it's gone! Trying to scrape up what i can from comments...



Also interested in this.
Hey! how are you? I'm trying to watch the video but it says isn't available. Can you please re-upload it? I'm very interested in this video, because I'm starting to create a SEO and Digital Marketing service.
Hi @SEO Guy
I was alerted to this thread from @MJ DeMarco weekly “most popular” threads email.
Please can you reupload the video for us to see. Sounds like you did a great job in that pitch from the feedback here.
Keith
Video is back online!
 

DrunkFish

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Awesome, I'll be checking it out when i get back from the gym and give feedback :) definitely trying to move myself upmarket from 600-1.5k clients so I think this will be useful.

Edit: Dude, you definitely SMASHED this presentation. Already 'selling stuff' and making appointments for them and doing the math for them and using their own screenshots and stuff... definitely a BIG proposal. That's actually a TON of work compared to a usual proposal i would do.

My proposals are a lot quicker and basic. They've had good feedback and i have a high close rate but they weren't as concrete and promising certain numbers and stuff like yours. Been scared of that, like the guy said, if their sales guys suck etc. then you're the one not hitting your promised numbers.

Definitely would've never held myself to a timeline that was so indepth that it was 70 pages long either lol. The timeline setup was awesome though. Can't believe how long that was man, insane... theres no way 70 pages cant take hours on end. I'd have paid you $8k just because i felt obligated at that point ahah. Not to mention the cost even of laminating and printing 70 pages. Seriously mind blowing/impressive.

I've defintely learned a lot seeing someone elses proposal and thank you so much for the video. Although, it would definitely, definitely suck to be turned down after pouring all that research and time and actual money into it, but also getting an $8k client is huge.

One thing video wise though, not sure if someone else said it but definitely up the audio volume.
 
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vinylawesome

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Nice work @SEO Guy!!

At a recurring revenue contract of $8,000 per month that's $96,000 per year.

Estimated 20% to 50% net margins if outsourcing most or all work. = $19,200 to $48,000 per year.

2 to 4 X Business valuation multiple on a "Web Agency" business model based on SDE. (Sellers Discretionary Earnings).

$38,400 to $192,000 on the high end of business valuations, off this one contract!

The longer it's kept the better in terms of valuation.

Genuine congrats!
 

Parker fields

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I know it's about a 1-month bump. Hows the contract going so far?
If you're outsourcing 90% of the job then you should be able to, in theory, find more businesses and follow through with more deals. Also, your sales are no-contract cancel anytime?
I also wanted to ask permission to copy your organic traffic document, even though it sounded like half permission in the video, thanks.
 

Maxboost

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What are the first few steps for learning SEO? Can someone point me in the right direction?
Thanks.
 

Argue

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What are the first few steps for learning SEO? Can someone point me in the right direction?
Thanks.
Hubspot Academy is a good start. Udemy offers a great source of information, too. Lastly, you can learn SEO from google. They offer info for free.
 
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SEO Guy

SEO Guy

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I know it's about a 1-month bump. Hows the contract going so far?
If you're outsourcing 90% of the job then you should be able to, in theory, find more businesses and follow through with more deals. Also, your sales are no-contract cancel anytime?
I also wanted to ask permission to copy your organic traffic document, even though it sounded like half permission in the video, thanks.
Hey Parker, month-1 results are in. We sold 41 cars, up 2 from the previous month. The record is 45. We're looking to tack on an additional 2-3 cars a month until we surpass the record. Once you break records, you've solidified your spot as a vendor.

Since signing this dealership, I have spent less time on client acquisition. My main focus right now is mastering the Digital Dealership game so that way I can disrupt the industry.

Feel free to replicate the organic traffic document. And yes, my contracts give my clients the ability to cancel at any time. I may change this in the future though for BIG clients ($20k+/month).
 

Late Bloomer

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THANK YOU, Devin! This is EXACTLY what I want to be doing now. My ONLY issues are how to get into these kind of meetings right away, and how to deal with the lack of a portfolio. (I suppose the portfolio issue could be dealt with by getting my team of freelancers ready to help me implement, if I can get the client, and I include their accomplishments with the "what our team has already done" part of the pitch. Otherwise, I fear I just gotta deal with doing a few freebies up front.)

It seems you wouldn't need many of these projects to afford Scottsdale, in the style you'd prefer!

I have some specific questions.

I love the explanation of how being top ranked in small, uncompetitive search terms still counts building credibility with the new client. King of the mountain still counts even if it's a small mountain. People can imagine, if they want, that you climbed Yosemite Falls with your bare hands. Even if conquering "boat towing Fresno" was actually just a stroll up the boat landing, right in town.

I hope Andy Black has recovered by now from his heart attack, at your saying Adwords is a silly waste of money!

What exact steps did you use to get in front of the general manager? Did you have any conversations with him, or other people at the dealership, before this appointment? Or nothing more than to pick a time to meet?

I see how you found the 6,170 searches for a month. How did you come up with the 36% capture, 5% conversion, and 10% closing rates, and the $2,200 average profit per vehicle?

You didn't finish the story about the manager pushing you, "Sure you could bring in more tire-kickers but what if they don't buy, then my money's wasted?" My impression is you pushed back with something like, "Well, I can bring people interested enough to search for a local used car today. Whether your sales staff is any good at closing a deal is really up to you, isn't it?"

My own twist on this would be, "Well, you should know your closing ratios for the initial meeting and for repeat visitors, right? Let's see if those are the same for the buyers from this Internet campaign. If those numbers need to be improved, I'll make another proposal for a sales training package for your team." But that's because I happen to have an idea in mind about how to present sales training.

Was there a discussion of the manager's marketing budget or ROI goals? Or of what else he's tried with digital marketing, beyond what you showed in your slides?

The "product names" and "features vs. benefits" or "task vs. outcomes" matrix in the schedule are awesome! Outstanding sales presentation and project management information there! I would imagine that this totally removed any fears of whether you could execute. Surely someone who could create that detailed a work breakdown, could get it done!

Did it ever come up with this client, that you outsource to a team of freelancers? Or do they imagine that it's all just you?

I really like your stance in the second meeting, "I'm the author of the Bible. For your own salvation, please follow the commandments, even if you decide to have someone else help you implement them!" :smuggy:

Did you have any concern that when you handed over the Bible of digital marketing, that the manager would say "Thanks for the free cookbook, Chef, we're gonna do this all in house, goodbye!"

Thanks again for sharing your success story!
 

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