Steven Morris asked:

SEO is very important to the online business with on average the number of leads the search engines produce being anything from 60% – 100% of the visitors to a website. So as an SEO, how do you work out your SEO pricing? I find this part of the job one of the hardest. Search engine optimisation and pricing, it is a minefield. Price too low and the client thinks your unskilled at your art, price too high and your run the risk of pricing yourself out of the job. So where’s the middle ground.

SEO is a two stage process the first being the on page optimisation where the structure and content is optimised to take full advantage of how the search engines rank a page / site. The second stage is off site optimisation this involves building links to the site from relevant sources across the internet. Pricing should always reflect the amount of time that is going to be spent on the optimisation process. A rule of thumb is an newly trained SEO’s time is worth £25 per hour and an SEO at the top of their game can be worth up to £175 an hour. So you should be pricing for your SEO service accordingly.

Word of warning, if you are a new to the world of SEO, know your own level. You don’t have to tell your customer, but if you price according to the the results you expect, then you shouldn’t go far wrong. There is nothing more irritating then an SEO who is over confident and under skilled, they give the whole industry a bad name.

Method one: Price on performance SEO

This sounds simple, you get the customer on first page and they pay you. This method is problematic especially with the introduction of personalised search. You may find yourself educating your clients on the search engines so they can validate the data you send over in your monthly report. I’ve talked to business owners who have used this type of service and it seems to turn into a pay us if you want to relationship. With the client only paying when they think the seo company has done enough. This may seem the fairest but its often the SEO company that is left out of pocket.

This opens the system up to abuse by not having a set metric. I normally see this sort of SEO pricing at the lower end of the market with uncompetitive phrases and localised search. Price wise you are looking at £50 – £150 a month on phrases with moderately low level of competing sites.

Method two: Fixed monthly fee

You agree with the client a fixed monthly rate no mater what the performance is in the serps. This is a risky situation for the customer as they have no regress if the performance is not up to standard. Most customers will need to see your past victories to make them feel comfortable with this pricing module. You may need to educate your client that SEO is not an overnight process and the monthly fee needs to be considered as an investment in the long term success of a website.

Method three: Pay Per Action

This method is the most risky for the SEO company as they will only get paid on the event that a pre defined action is taken. This action can be someone signing up for a newsletter, a customer making contact with the client or directly making a sale of a tangible product. Normally this is worked out as a percentage of the sale normally ranging from 10% – 15%. At this point you start to leave the SEO world and merge with the affiliate marketing fraternity. I would only follow this form of SEO pricing if you have total control of the website design. Leaving it down to a third party to implement conversions is not a good idea. A lot of work but the rewards could be good especially if it’s a large company with lots of customers.

Which ever method you use for your Search engine optimisation pricing you must have a clearly defined contract. Your contract should be in plain English with in detail definitions of the criteria that is to be met. After meeting those goals you would expect to be paid by the client a pre agreed amount. SEO is not like a normal service it can be hard work. Some clients don’t want to pay the amount you quote. Sure, negotiation is part of business but always have a bottom pricing line that your not prepared to cross. This will save you from taking on unprofitable jobs

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aLiAnNaH^ asked:

You need d&amp réellement; #39; money to put it in your blog? which is the méthode d& #39; to have référencement your blog?

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Jessica N King asked:

The most crucial challenge that every online entrepreneur has to face in this highly competitive environment is drawing in the targeted traffic. SEO can be the only solution for this problem. SEO helps the websites to get the traffic that they are aiming for. If you are planning to become an expert in this scenario, the information given below will help you a lot.

Quality of the content is of great importance, if you are aiming to get a high-ranking in the search engines. The content posted in the website or blog should not only be of high quality but should be updated regularly too. It is a known truth that search engines show favoritism to the websites that post fresh content on them regularly. You can grab the attention of the search engines by just posting fresh content regularly.

Hard work is the only way to attain success in any niche. The same is true with SEO too. If you are trying to optimize your website perfectly, you have to put in a lot of hard work and time. Getting in bound links from the relevant sites is also a great thing to do. However, it requires you to work out the different ways in which you can make other online entrepreneurs would agree to do that.

There are certain things that can be done for improving the search engines rankings without spending a fortune too. Article marketing, forum posting, free ad classifieds, blog commenting and all are among the different ways adopted by online marketers to optimize their websites without spending much. The amount of exposure, you get will increase drastically, if you are adopting any among the above-mentioned techniques. Informative decision along with hard work is the key to success in the field of search engine optimization.

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In a small business, one of the best ways to win over new customers is through the use of samples. If it is possible for the owner to let potential future customers try out a product or service first, this can greatly reduce the buyer’s risk, and increase sales.

Here are some guidelines which can help you use samples more effectively:

Keep It Simple You should not overwhelm your customers with too many samples. Try to figure out which one or two products or services would be ideal, and let them choose from among those. Even the simple act of suggesting the most popular (among several options) can improve sales for you. The danger in using too many samples is that customers can become overwhelmed, and may find it easier to make no purchase at all, instead of the targeted choice you suggest. Present Your Offer Soon After Once someone has tried your product or service, and been favorably impressed with the results, it is important to keep the buying process moving forward by allowing the potential customer to buy the larger version of your offering. Getting bogged down in other details, or allowing the customer’s attention to become occupied by distractions, generally will work against you. Presenting your offer when a customer’s emotions are most favorable (after successful performance) increases the likelihood of a sale being made. Move On Quickly When A Sample Fails If a potential customer does not care for a particular offering, then the best alternative is to move on smoothly to a product or service offering which may fit them better. You might also ask a few targeted questions to improve your recommendations. The reasoning here is that if your best offerings do not match what the customer is looking for, it is unlikely that you will have more opportunities to make a sale. Of course, if you have reason to believe that none of the products would be a great fit for a customer, you should disclose this and part as friends. This strategy might cost a few sales in the short-run, but the long-term benefits to reputation usually more than make up for it.

In summary, product and service demonstrations are a powerful way of increasing sales. By limiting the available choices, making an offer soon after the sample, and moving on when a sample is not working, you can improve your sales tremendously.

Copyright 2010, by Marc Mays
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Michael Hatfield asked:

& lt; br/& WP; Négliger from research services d& #39; optimization of engine of marketing in difficult marchés d& #39; aujourd& #39; today être a fatal error can à a great d&amp number; #39; companies small and medium-size companies. & lt; br/& WP; More than 90% of all the Net surfers of research with-delà from the 3 premières pages on the main motors of research (Google, Yahoo, Bing and others). Therefore, if your site does not allow an installation of research in top of the engine for your words clés ciblés, you êtes to lose customers à your compactors each day. & lt; br/& WP; Seek services d& #39; optimization of the engine and the research services marketing on the engines are d& #39; a vital importance importance à all the companies small and medium-size companies for the following reasons: & lt; br/& WP; 1. According to Computer Industry Almanac, in 2010, it will be of 1,8 billion d& #39; users on Internet majority d& #39; between them use Internet to find all the opérations qu& #39; they can need. & lt; br/& WP; 2. More than 55% of all the customers use research on the Web before d& #39; to use the yellow pages. & lt; br/& WP; 3. More than 60% of all the traffic goes the 10 first résultats of the search engines of placement. & lt; br/& WP; 4. More than 80% of the liner trafic comes from the search engines. & lt; br/& WP; 5. More than 90% of all the Net surfers does not seek with-delà from the 3 premières pages on the main motors of research (Google, Yahoo, Bing and others). & lt; br/& WP; Therefore, if your company réalise not an search engine in top of placement for your words clés ciblés, you êtes to lose customers à your competitors à each day. & lt; br/& WP; The dernières années knew an increase considérable number of commercial sites and by conséquent, these sites are a compétition féroce to attract l& #39; attention of the Net surfers. & lt; br/& WP; l& #39; current hour, good number of your competitors use différentes stratégies of research d& #39; optimization of engine of marketing to steal your customers, in order to protéger your intérêts and to fight. Each site wants accroître its visibilité and of popularité to attract more traffic and to arrive à a place in the top of the classification of all the search engines. & lt; br/& WP; Seek companies of the engine d& #39; optimization of marketing can help you à améliorer your position Classification of sites. They référencement conçoivent stratégies of marketing for you a training course of research in top of the engine, while keeping à l& #39; spirit which the ultimate goal is always d& #39; to increase the sales of your company and the profits. & lt; br/& WP; Aujourd& #39; today & lt; br/& WP; Internet marketing, in particular marketing référencement is the méthode by far the fastest growth of the publicité for all the companies. & lt; br/& WP; marketing optimization of the search engines is without any doubt the most profitable méthode of publicité. & lt; br/& WP; It ya of many advantages of marketing on search engine d& #39; other forms of Advertisement: & lt; br/& WP; 1. The coÔ T of marketing d& #39; optimization of search engine is much less than n& #39; import which other type of marketing. & lt; br/& WP; 2. The résultats of marketing of research optimization rA©ussy of the engine lasts longer than n& #39; import which other type of marketing. Once your search engine d& #39; optimization of the campaigns marketing has été finished the sales and the profits will continue à to come for a long time. & lt; br/& WP; 3. Accessible of research services d& #39; optimization of engine of marketing are now more available than ever before. & lt; br/& WP; 4. Guarantee of research services d& #39; optimization of engine of marketing référencement ensures a good promotion of Web site of qualité by the majority of the services of d& #39; experts. & lt; br/& WP; 5. Free of research services d& #39; optimization of engine of marketing in the form of consultation référencement free, référencement free and l& #39; référencement analyzes reports/ratios free to return the process still much more accessible and guaranteed. & lt; br/& WP; For the small and medium-size companies, which are always on a budget serré, marketing d& #39; optimization of search engine is certainly the méthode most profitable to choose. & lt; br/& WP; For être able to compete on the marchés d& #39; aujourd& #39; today, the small and medium-size companies need d& #39; optimization marketing of search engine much more than the large companies. The large companies have budgets énorme marketing and can allow marché in many other supports off line. An effective stratégie Internet of marketing so that the maximum amount of the traffic will be dirigé towards your Web site by the search engines différents. & lt; br/& WP; There should be no doubt that, by négligeant the research services d& #39; optimization of engine of marketing in difficult marchés d& #39; aujourd& #39; today être a fatal error can à many small and medium-size companies. Seek marketing optimization of the engines owes être the base first of all your stratégies of marketing Internet and campaigns of publicité marketing Internet. & lt; br/& WP;

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Debbie LaChusa asked:

One of my clients recently asked me the following question…

“So I have the new prospects and I send them ‘Good to meet you’ cards. In three months I send them another card … then what? How do I develop and build relationships with busy interior designers so they’ll think of me for decorative painting?

Building Relationships Takes Dedication and Frequency

In marketing, it’s all about frequency. Sending out a “good to meet you card” is great, but waiting three months is way too long. By that time, your prospect has probably already forgotten about you.

The 3-10x Rule

Did you know that you need to hit your prospects at least 3 to 10 times in order to get their attention and move them to action? Maybe even more. So, it’s crucial that you set up a marketing system that allows you to repeatedly follow-up with your prospects at least this many times.

There’s a reason when someone subscribes to my email list that they receive three email messages within the first 7 days. And, there’s a reason I take the time to write and distribute this Ezine every single week.

It’s because I know that even if my subscribers don’t read every issue, I am reminding them every single week that I am here, sharing valuable information and letting them know I am available to help them with their marketing, if they are ready for some help.

You Must Provide Value

In my experience, the best way to build relationships is by providing value. While sending the occasional postcard or promotional letter may serve to remind your prospects about your product or service, it won’t do much to build a relationship with them.

You must provide them with valuable information. Maybe my subscriber who wrote in with the question about following up could send out weekly, biweekly or monthly tips on decorating. Maybe it’s a quick painting or color tip or trend. Or, maybe it’s educational information about decorative painting.

Your Prospects Buy When They’re Ready, Not When You Are

It is important to remember that just because you are ready to sell your product or service, does not mean your prospect is ready to buy it. They’ll buy when THEY are ready or have an imminent need for what you are offering. Until that time, your job is to provide value, educate them and remind them you are there and available whenever they are ready.

Don’t Worry About Being A Pest

If you are providing value, you really don’t have to worry about following up too often. If however, you are only following up to ask for the sale, you’ll become a pest relatively quickly.

And regardless, you will lose some prospects along the way. People will no longer be interested in what you offer or they may not want to hear from you. But consider this … if they don’t want to hear from you, odds are they weren’t going to buy from you either. If they ask to be removed from your list, they’re just helping you out by improving the quality of your list.

So don’t take it personally. Remember it’s just business.

It Takes Time … Sometimes a LONG Time

I have had people on my list for over a year before they decide to purchase anything. And, I know that some people on my list may never make a purchase. That’s why having an automated way to follow up (like a weekly Ezine) is so important. Because it doesn’t take any more effort on my part to follow up with 10 people or 10,000 people.

Your Marketing Step

Take a look at your follow-up system this week. How often are you following up with your prospects? Do you have a system that ensures they hear from you repeatedly? Is that system automated? Are you providing value?

Make sure you are not stopping after one, two or even three contacts. Create a long-term follow-up system that provides lots of value to your prospects and start building relationships for the long haul.

It may take some time to “prime the pump” as they say, but before long this process will start delivering paying clients to you on a consistent basis.

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Itai Levitan asked:

Goodbye to ranking-focused SEO, Hello to Conversion-focused SEO.

SEOs are good at understanding the influence of links, content, keyword targeting and organic search engine rankings, but few are focused on transforming SEO traffic to leads and sales. Building an analytical-driven SEO process focused on growing profitability of organic search is a significant opportunity.

There has never been a better time to rethink SEO far beyond the ranking or click. The Google algorithm is also becoming increasingly efficient at detecting post-click user engagement and conversion metrics, via a variety of data collection sources. Better engaging websites will also improve rankings. SEO itself should be more about conversions that essentially convert to additional revenues from traffic.

Making SEO more conversion-centric also means that some current SEO strategies and processes need updating to focus on conversions.How to get your SEO focused on conversions. The following methods may help to get your SEO more focused on conversions:

1. Assign dollar value to conversions. Using your web analytics platform, assign conversion dollar values for different conversion types, and following data collection, evaluate for organic keywords and keyword categories. When using an internal tracking system to track referrals, do not limit it to advertising campaigns only — track referral URL traffic too. Proper SEO measurement and metrics are the basis for drilling down on SEO profitability at a deeper granularity level (keyword, landing page, SEO category, geo, etc. and combinations).

2. Evaluate and optimize the effectiveness of your SEO landing page in terms of its contribution as an initiator of a successful conversion funnel. Your SEO landing page may receive a lot of organic traffic but not necessarily spark conversions. Analyze the landing pages that do, and optimize.

3. Customize your value proposition for major target verticals. Your solution may appeal differently to various market segments. Identify main user segments and customize offerings according to the ‘reason why’ they are interested in your offer.

For example, a company that offers moving services may decide to tailor one value proposition for potential clients who are ‘price sensitive’ and another value proposition for those who are sensitive about moving company insurance coverage. You may want to have a separate SEO target page or a more comprehensive SEO ‘hub’ page per value proposition.

4. Test your page title and descriptions. These may appear in the SERP listing and may significantly affect how users click your organic listing. Past the click, a more focused snippet will lead to higher conversion rates.

5. Re-think internal linking structures (anchor and placement). Do not think about links only in terms of site structure or PageRank. Test performance of placed links in terms of appeal to users, call for action effectiveness, and conversion rates.

6. Build your keyword targeting strategy based on best converting keywords. Often using paid search to identify best converting keywords is instrumental in formulation of an ROI-driven keyword targeting plan.

7. SEO click stream analysis (first click or last click?). Many conversions have a “click stream to conversion”, meaning the same user arrived multiple times via different sources before conversion — from multiple keywords/sources. Most analytics systems assign 100% of the conversion credit to the last click. Be aware of the setting for your analytics system, and take into account the contribution of each click in the stream. Note that certain organic keyword queries should serve well for increasing awareness and building intent, while others, among them brand keywords, do a better job at driving the “last click” conversion and thus are fully credited for the conversion.

8. Scale
Within PPC activity, it is common to scale by identifying new niches, expanding the keyword bedded on, and optimizing a large number of micro segments and ad groups. When the performance of each micro segment is improved, overall performance can improve significantly, and is also where search marketing technology is essential.

As far as the scaling approach, advanced SEO within competitive markets should essentially be the same. By better segmenting SEO activity, as broken down into separate keyword groups and SEO target pages, and optimizing the conversions of each individual segment, accumulated results of SEO activity should significantly improve.

Time to rethink what SEO is all about:

SEO has changed and you must change with it to stay competitive. There has never been a better time to rethink SEO, taking action to transform it away from ‘rankings’ and ‘traffic’ and into more systematic, tested client acquisition activity. By establishing measurement and metrics, analyzing pages within the SEO conversion funnel, customizing value propositions for different verticals, testing SERP snippets, and re-thinking keyword targeting and linking strategies, you can scale your SEO results and discover new revenue potential.

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When it comes to small business marketing, cross-selling is a great technique to increase sales and improve the bottom line. I often work with my coaching clients to create cross-selling programs for their small businesses.

The problem with cross-selling is that it can sometimes confuse your customers and cause them to abandon their purchase in the middle of the process. It’s important that you employ cross-selling techniques correctly so that your sales will actually grow and not dwindle.

Here are 8 of my favorite and most effective cross-selling techniques:

Know your clients very well. It’s important that you know your clients, their projects and their goals, in order to know which additional products and services to suggest. Outlining a typical customer scenario, based on your own target market profile, will help you know which products and services are complementary. Have your cross-sales planned out ahead of time. You don’t want to wait until the customer has made her final purchase decision before asking yourself, “What product or service should be next?” Have your cross-selling plan mapped out ahead of time for each and every product or service that you offer and begin the subtle sales process before the customer has solidified her final purchase price in her head. But don’t start the cross-sales process to soon. If your prospect hasn’t decided to become a customer yet, it’s much too early to start throwing other services at her. Make sure she has chosen to actually do business with you or your company, or else your cross-selling will seem way too pushy and way out of line. Never cross-sell for the sake of cross-selling. If you’re selling additional services or suggesting additional items simply for the sake of fattening up an invoice, you’ll be doing a disservice to your customer as well as your business. Cross-selling should only be done when it truly benefits the client. Offer discounts for cross-selling packages. When a customer purchases a bundle of products or services, it saves you money on marketing, packaging, delivery, etc. Turn that into a win-win situation, and increase your overall sales revenue, by discounting these bundled packages. Use past purchase history to create cross-selling packages. Do customers who buy Product A typically purchase Product B several weeks later? Why not create a package consisting of both products and offer it to customers purchasing Product A? Use your prospects’ typical objections to create cross-selling packages. Next time a client objects about your price, your options, your style, etc. you’ll have something ready to counter with. Create time-based cross-selling programs. Will a customer who purchased a blue widget be needing a red gizamajicky in 12 months? Don’t wait for the customer to come to you, or risk him going to the competition. Contact the customer in 10 months and begin your cross-selling process.

Cross-selling is an excellent way to increase your sales revenue and improve your bottom line. When done properly, it’s not only good for business, but it’s good for your clients as well.

By: Karen Scharf

About the Author:

Karen Scharf is a small business marketing consultant who helps business owners attract and retain more clients. Karen coaches and trains website owners on various tricks and techniques that have been proven to increase website conversion. She offers several whitepapers, reports and checklists, including her FREE 4 Simplest Tactics for Increasing Your Customer Base and Growing Your Bottom Line. Download yours at http://www.ModernImage.com

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Its a question that often gets raised, and when you compare large businesses with their smaller counterparts its one that you would be forgiven for asking as they seem light years apart, but there are key principles that actually apply to all businesses no matter what their size which reflect the effectiveness of the marketing they do.

If you were to look back into the history of most big companies and what made them successful, you would find that over time the principles that made them successful eventually become lost as the business got larger and embroiled in corporate policy and its own self importance.

Slowly these behemoths disengage from their market and marketing becomes a tool for telling people how big they are, how great they are and all sorts of other chest beating and ego boosting messages.

Rarely though does any of this actually engage with people. Because they have huge budgets and resources and have built up a loyal customer base they can afford to do what they like, or so they think. Following them could lead the small business up the garden path.

The main difference between small and large businesses is that smaller companies don’t have the luxury of big budgets and lots of staff, but they do have the need to generate more sales and keep profits coming in and with little room for error they need to get the most return from their investment. That means doing simply what works, not what everybody else is doing or because that’s what the belief they should do.

When you’re small you need the most return from the lest marketing effort

A lot of small businesses have or probably are doing some kind of marketing and they’ve either found it frustrating or expensive and wonder why they should bother to continue or sign the cheques to keep paying for those ads. That’s because they’re following conventional marketing beliefs which don’t actually generate the kind of response businesses expect.

Instead they are founded on fads or creative elements that are not proven to actually make any kind of money consistently. However, there are strategies that have been successfully used for many years that have withstood the test of time and are still used today by expert marketers.

Focus on fundamental principles to get marketing results

In fact so effective are these ideas that entrepreneurs such as Richard Branson, Alan Sugar and Martin Sorrell have built multi million pound businesses founded on these very ideas. Its so easy to forget the most important component in the whole buying and selling process and that’s people and whether you like it or not we all make decisions based on what is mostly an emotional or irrational response.

Many would like to believe that everything they do is perfectly logical but its impossible as we are driven by desires, impulses, needs and all sorts of other animals instincts which govern our lives.

So your marketing or selling should be based on delivering an emotional response based on what you can do for your prospects and customers. That is fundamentally the real difference between small business marketing and big business marketing. You connect directly with people and what’s important to them, make it simple to understand and get involved with and follow up and deliver in a way that delights your customers and separates you from your competition.

The small business marketing advantage

So, as a small business you have a distinct advantage that you are closer to your market and your customers, can react to their needs and desires and adapt to market shifts and changes quickly. The larger business will find it much more difficult to adapt to any changes if they ever see them coming in the first place.

By keeping what you do as human and personal as possible so that potential customers can answer one of the key questions that they are asking subconsciously and that is why should I buy from you, being small is about doing it right and the smaller you are the better you should be at doing it right if you focus on core principles.
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Angela C West asked:

The following techniques can not refuse you want fries with that how many small amount create unique selling proposition something that particular momentbrbrirresistible offersbrbroffer great deals your competition your company and make them.


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