If you’re an SEO consultant, you can probably name at least one experience you’ve had with a past client that simply ended up being more than you bargained for. Signing a contract with a client that’s a poor fit can lead to all kinds of headaches, including misaligned expectations, abusive clients, and projects that are significantly bigger than you anticipated.[Read more…] about Spotting Potential Pitfalls For SEO Consulting Clients
If you’ve studied sales and marketing as an SEO, you’ve probably been drilled on the “sales funnel” concept to near exhaustion. For years, agencies have been built around the funnel model and seen high levels of success. Some of the most prominent brands use the sales funnel to attract and convert new leads. However, the funnel concept carries a fundamental flaw by neglecting a massive piece of the business puzzle: client retention.
If you’re an SEO, chances are that managing your leads is not very high on your “favorite things to do” list. At UpBuild, we’ll be the first to admit that we’re not sales people, but we’ve found that keeping a well-organized sales pipeline is absolutely vital for our company’s success.
December is always an interesting time of year in agency life. Clients are having budget conversations, team members are taking holiday vacations, and we’re all trying to wrap up various projects and deliverables before the end of the year. While the same can’t be said for our PPC counterparts, in the SEO realm, this can also be the slowest time of year. Clients are also taking vacations, or focused on delivering their own projects before the end of the year, so they might not be giving their vendors the normal amount of attention (which is completely understandable). I always like to take some of this time to reflect on the past year and think about what we can tweak and/or implement to make the business even better next year. Think of it as a New Year’s resolution of sorts – here are some ways we’re setting up UpBuild for success in 2019. [Read more…] about New Year’s Resolutions: Setting Up Your Agency for Success in 2019
What Does Client Discovery Mean?
Client Discovery (more affectionately known as The Client Disco) is how we refer to Sales at UpBuild. We choose to call it a ‘discovery’ because our goal in communicating with prospects is to find out whether we’re going to have a mutual fit, rather than one-sidedly pushing our services no matter the situation, needs, or joint capabilities.
During our initial 30-minute discovery call, we ask a number of questions that allow us to better gauge whether an engagement will be successful and identify any roadblocks to see if there’s a way around them or if they could be potential deal breakers.
We also like to use this time to learn more about the organization itself, so that we can take that information and distill it for the rest of the UpBuild team for our client vote.