Helping an SEO Agency Fix Their Offer — Transcript

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1. 0:00So Craig,
2. 0:02welcome to Prozi.
3. 0:03>> Alex,
4. 0:04>> what's up, dude? $18,000.
5. 0:07$18,000 a month, right? That's where
6. 0:08we're at. 18K per month. Ad spend is
7. 0:11zero. Okay, got it. Industry is digital
8. 0:14services.
9. 0:16>> Got it.
10. 0:17>> Yes. Yeah.
11. 0:18>> And you're selling to e-commerce?
12. 0:19>> Yes, we are.
13. 0:21>> Okay.
14. 0:22>> To e-commerce brands trying to um so
15. 0:24basically business is about a year old.
16. 0:27Um, and we've kind of like my best
17. 0:30friend is a really good web developer.
18. 0:31We joined forces, uh, started like using
19. 0:34his network to get clients. So, we've
20. 0:37done around $25,000 in the last uh, 12
21. 0:40months.
22. 0:41>> We're proud to say we've never had a
23. 0:43client churn,
24. 0:44>> but we're kind of like a glorified tech
25. 0:46support department. So, like basically
26. 0:48anyone with a credit card and a pulse.
27. 0:50>> What's price point?
28. 0:51>> Price point? Um, we're basically billing
29. 0:53hourly at the moment. I'm putting
30. 0:55together like an offer funnel and
31. 0:56everything. So, don't do that.
32. 0:57>> Yeah. It's like So, okay. So, what are
33. 1:00you what are you billing right now on
34. 1:01average?
35. 1:03>> Um like £50 an hour, say. So, like $70
36. 1:08or so. Um
37. 1:10>> right, it's just you and
38. 1:11>> I'm trying to
39. 1:14uh with one other full-time developer, a
40. 1:16few freelancers and everything. So, we
41. 1:17do offer like, you know, we do SEO, we
42. 1:20do goods web web development, PPC, um
43. 1:23some CRO stuff. It's kind of like we
44. 1:25need to really rein in on our ideal
45. 1:26avatar. I kind of
46. 1:28>> I feel a bit silly because you've
47. 1:29already showed me what to do. Um I need
48. 1:30to go move mountains, get a ton of
49. 1:32leads. Um get them get our ideal avatar.
50. 1:35But um
51. 1:35>> Well, you do need to change your offer.
52. 1:36>> The opportunity to speak to you. So
53. 1:38>> you do need to change the offer.
54. 1:39>> Yeah. Yeah.
55. 1:39>> The offer sucks
56. 1:41>> for sure.
57. 1:42>> We we need an offer.
58. 1:44>> Dude, you're selling to people who are
59. 1:44doing 30 to 100,000 a month, right?
60. 1:49>> Uh yeah. Well, that that's the target
61. 1:50audience. Some are a bit smaller, but
62. 1:52yeah.
63. 1:52>> Well, whatever. I mean, I don't know if
64. 1:54you just heard, I had uh who did I have
65. 1:56on earlier? I had um Liz, I think Liz is
66. 1:59doing $600,000 a month doing many chat
67. 2:02automation and she's selling to
68. 2:03e-commerce owners doing $25,000 a month
69. 2:06and she's selling 6K a month,
70. 2:08>> right? Yeah.
71. 2:09>> You're selling like
72. 2:10>> Yeah. Yeah.
73. 2:10>> $100 a month.
74. 2:13>> Yeah. Under underpriced is uh you're
75. 2:16wildly underpriced, but we have to tweak
76. 2:17the offer and the pricing together. So,
77. 2:19I would want to say like, can we say
78. 2:20like, uh, we'll get we, you know, we
79. 2:22we'll replace 10% or 20% of your traffic
80. 2:24with SEO within a year.
81. 2:26>> Um, and our services are I don't know,
82. 2:28starter $2,500, $3,500 a month just to
83. 2:31like get going.
84. 2:34>> Yeah. Yeah. I I have an offer I'm
85. 2:35starting to pitch on cold outreach if I
86. 2:37can run that by you.
87. 2:38>> Okay.
88. 2:40>> Uh, yeah. So, I mean, basically SEO
89. 2:42industry is like really commoditized by
90. 2:44retainers. So, I'm trying to just ramp
91. 2:46up cold outreach and basically offer
92. 2:48people like a free personalized audit as
93. 2:50a lead lead magnet. So, I'll show them
94. 2:52where their competitors are ranking,
95. 2:53where they're ranking, and what they're
96. 2:55missing out on. Give them a personalized
97. 2:57loom, sort of showing them uh where how
98. 2:59to improve. And then we're we're going
99. 3:01to do like a 28 day sprint to basically
100. 3:03fully optimize the website as much as we
101. 3:04can. Try and get them as many wins as we
102. 3:06can in the first 28 days.
103. 3:07>> I wouldn't use the word audit
104. 3:08>> for the guarantee.
105. 3:10>> Yeah, I wouldn't use the word audit
106. 3:11because I think that sounds boring and
107. 3:13not fun. So, I would say like look at
108. 3:15like we will find you at least seven
109. 3:18revenue opportunities
110. 3:19>> that you can set up within the next 30
111. 3:21days for free.
112. 3:23>> Gotcha. Okay.
113. 3:24>> And then you walk them through it. Yeah.
114. 3:26Way better. And you walk them through
115. 3:27it. You say, "Hey, you can do this on
116. 3:28your own. Turn it over to, you know, a
117. 3:29web company or we'll do it for you."
118. 3:33>> Gotcha. Um, and I was thinking like a in
119. 3:36terms of like a guarantee, I was
120. 3:37thinking maybe like we refund sort of
121. 3:3925% of our cost, like our profit margin,
122. 3:41something like that. Yeah, that's fine.
123. 3:46>> Yeah, it's I'm trying to make it more
124. 3:48compelling, but it's um I think SEO is a
125. 3:51tricky industry to to sell right now.
126. 3:53>> Yeah. I mean, the thing is it takes time
127. 3:55for SEO to work.
128. 3:58>> Yeah. Well, I mean, we we can do a lot
129. 4:01in in like four weeks and and just show
130. 4:03them like initial wins and trying
131. 4:04because I'm trying to build the trust
132. 4:06because, you know, everyone's got a
133. 4:07million SEO guys in their in their inbox
134. 4:09just like, "Hey, you know,
135. 4:10>> can you can you do uh yeah, can you do
136. 4:12can you like guarantee around rankings
137. 4:14like we'll get you in the top 10 or the
138. 4:16first page or something?"
139. 4:18>> It is tricky because it's like we could
140. 4:20do everything right. Google changes
141. 4:21their algorithm and and you know, their
142. 4:23their site goes down. So, I try and
143. 4:25pitch it as like we're going to stack
144. 4:26the odds in your favor, but yeah, it's
145. 4:28it's hard to guarantee results. I guess
146. 4:31we could guarantee page speed, but I
147. 4:32mean, that's not really the the be all
148. 4:34end all of a business. No. Can you do
149. 4:38anything around just traffic, not
150. 4:40necessarily ranks?
151. 4:43>> Uh,
152. 4:45I mean, potentially. Um,
153. 4:47>> yeah. I mean, I like the seven revenue.
154. 4:49Like, if I'm just keeping it simple, I
155. 4:50think seven revenue opportunities. We're
156. 4:52going to unlock these things. this is
157. 4:53our price. You don't have to worry about
158. 4:54guarantee or anything like that for now.
159. 4:57>> Gotcha. Okay. So, so just like one time
160. 5:00one time kind of lead magnet. Here you
161. 5:02go. Uh and hopefully from there book a
162. 5:04call maybe go into like the sprint.
163. 5:07>> Yeah. I mean I would say like here's
164. 5:08what it is. We can implement this in
165. 5:10your business. Do you want us to
166. 5:10implement in your business? Great. And
167. 5:12so if you want have you read the money
168. 5:14models book?
169. 5:16>> Yep. Yeah. Yeah.
170. 5:17>> Yeah. I would use a wave fee offer for
171. 5:20you.
172. 5:21>> Okay. So for everyone who's watching
173. 5:24online, I'll I'll on this. So wave fee
174. 5:26offer is the last offer I think in the
175. 5:28continuity section.
176. 5:29>> And so when you have a business that
177. 5:31like takes time for someone to get
178. 5:32started, you do an AB and you say, "Hey,
179. 5:36um option one, uh you keep flexibility,
180. 5:39right?" And so you say, "Hey, it's, you
181. 5:41know, $25,000
182. 5:43and then it's $5,000 a month after
183. 5:45that." or I'll wave the 25 and it's
184. 5:48$5,000 a month, but you got to stick for
185. 5:50a year because it takes time for the SEO
186. 5:52to work. And the good news is that if we
187. 5:54haven't made progress within the 90
188. 5:56days, you can get out.
189. 5:57>> That that would be my like second
190. 5:59outdoor.
191. 5:59>> Cool. Like that way, it's like you don't
192. 6:00feel like you're committed. Like, but in
193. 6:0290 days, if we haven't
194. 6:03>> like you know what what to insert here,
195. 6:05but if we have an X within 90 days, then
196. 6:07we'll let you out of the contract. So,
197. 6:08instead of the guarant the guarantee is
198. 6:09that we can let you out of the contract
199. 6:11>> without having to pay the wave fee exit.
200. 6:14But if we hit our thing, Yeah. then you
201. 6:16got to pay that to get out because that
202. 6:17would have been the flexibility price.
203. 6:20>> Okay. Gotcha. Cool. That that makes a
204. 6:22lot of sense. I appreciate it. Yeah.
205. 6:24>> Okay.
206. 6:24>> Um Cool. All right. Um, and just to take
207. 6:28a second, I just I always thought if we
208. 6:30ever spoke, I just want to thank you for
209. 6:31for everything that you and Trev Trevor
210. 6:33have done and to drilling everything
211. 6:34down into a way that we can all
212. 6:35understand because uh yeah, when it when
213. 6:37it's like when I'm overwhelmed and I'm
214. 6:39overthinking, it really helps so much to
215. 6:40to be reminded it's input output
216. 6:42equation at the end of the day.
217. 6:44>> Well, I'm happy to hear it, man.
218. 6:45>> Yeah, thank you, man. You're awesome.
219. 6:46>> All right. All you.
220. 6:47>> All right.
221. 6:48>> All right, Sam.
222. 6:49>> For everyone online, we're
223. 6:51>> talking about page 153 inside the not
224. 6:53offer, excuse me, money models book. All
225. 6:54right. So, this is the last part of the
226. 6:56continuity offers. That's the wave fee
227. 6:58structure I was just talking about.