Today we have a guest post by Ben Pate who shares with us the exact system he uses to find and close new Google AdWords clients. Â These are BIG deals worth thousands to tens or hundreds of thousands to your bottom line. Â But here is the kicker, most of my clients were completely new to PPC or AdWords. Â He first revealed this system a year ago and was nice enough to share it with us here. Â Quick Note: You can use this 10 step system to get new clients in ANY industry (not just PPC), you’ll just need to alter the steps slightly.
Step 1: Determine Niche
What industry are you going to target?
- Get ideas by looking at businesses advertising in your area
- Coupon magazines, phone books, newspapers
- What niches do you already have insider knowledge of?
- What niches are making money and have high customer value?
Step 2: Find businesses advertising with Google AdWords
Don’t try to educate them on something new, instead help them with something they’re already doing, but doing a bad job at.
- Determine relevant keywords from chosen niche
- Search Google for those keywords
- Search SEMRush or SpyFu for those keywords
Step 3: Pre-Qualify
Don’t waste your time with low dollar time suckers.
- Is your chosen niche spending a decent amount on Google AdWords?
- If not, then consider another niche
- Find with SpyFu or SEMRush
- Gather a list of prospects with an estimated ad spend > $1,000
- Gather a list of prospects with an estimated ad spend > $10,000
- Remember the low dollar clients are a bigger time suck
- Focus on the higher dollar clients as much as possible
Step 4: Complete Mini-Audit
Find the pain and agitate it. The more problems you find the bigger the opportunity.
- Find problems with their website and ads
- Are they split testing?
- Are they using a call to action in their ads?
- Are the Display URLs optimized?
- Do the top three ads contain Ad Extensions (Sitelinks, Call, Location)
- Mobile optimized website?
Step 5: Make Contact
It’s time to reach out to let them know, “Houston we have a problem” 🙂
- Research business to learn of the contact info and personnel
- Contact the prospect
- Start with email and then follow up with phone
- Get past the gatekeeper
- Did I catch you at a bad time?
- Who is the best person to speak to about some issues with the Google AdWords account?
- I’m calling/emailing about your Google AdWords account and glaring issues that are costing you money
- Conversion action is a second appointment
Step 6: Retract and Qualify
You’re busy and can’t work with everyone, so make sure they’re a good fit.
- Once they are hooked let them know you can’t work with everyone
- Tell them you need to ask them a couple further questions to make sure they qualify
- Verify how much they are spending per month with Google
- Verify they have access to the AdWords account (some businesses that are working with agencies like ReachLocal don’t have access to their account)
- Set the second appointment to review your findings
Step 7: The Meeting
It’s time to show them what they’re doing wrong.
- Show up early
- Dress for the job you want
- Be prepared with a business card, notepad, pad and paper
- First, tell them a little about you and your company
- Present your mini-audit findings
- Integrate trial closes throughout the meeting
- Does this make sense?
- Do you see why this is important?
- Did you learn something today?
Step 8: Close the Deal
Photo Credit:Â Nicola Corboy
You’ve demonstrated they could be doing better and you have the knowledge and the team to fix what’s wrong.
- After you’ve presented your findings sit quietly for a moment
- Give them a chance to speak up
- With any luck, THEY ask YOU “what’s next?”
- If they don’t speak up, simply ask, “do you want some help fixing these things?”
- If they want your help, you sell them the full-audit
- Internal look into the account instead of external like the mini-audit
- You are going to need to do this work anyways, so you might as well get paid
- Gives them another hoop to jump through before the big commitment
- If they want you to jump in right away and start fixing then, include the cost of full-audit in the setup fee
Step 9: What to Charge
Start high, it makes you look more valuable and you can always offer a discount.
- Mini-Audit – Free
- Full-Audit – $1,000 or more (roughly 5 – 10% of ad spend)
- Monthly Management – depends on ad spend but roughly 15 – 20% of monthly ad spend
- Cost should depend on work that needs to be performed
- Account setup
- E-commerce site MORE depending on a number of products
- Lead gen site LESS than e-commerce, cost depends on the number of services
- Don’t forget to charge for setting up the stats tracking
- Google Analytics goal tracking
- Google AdWords conversion tracking
- Call tracking
- Google Analytics E-Commerce tracking
- Increase value instead of decreasing price
- Discount for payment in advance (this works great towards the end of the year)
- Don’t be afraid to push back
Step 10: Contract/Agreement
Don’t forget this step, it’s one of the most important. A reliable e-signature tool can facilitate this process. You could consider various options like DocuSign, and HelloSign, or even explore some alternatives.
- A 12-month term with 90 days out if not happy
- Auto-renewal if not canceled
- Assignable
- Mostly boilerplate except for Statement of Work
- Statement of Work shows what you’re going to do
- Set expectations of meeting times, mediums (in-person, phone, email, skype) and frequency
- Show example of the monthly reporting template
Conclusion
If you follow these steps you should be well on way to landing your first AdWords client in no time. Â Recently I helped a friend with this system who used only half of the steps to land a 10k per month client. Â It was also the first PPC client he’s ever landed.
Any questions? Â Leave them below and I’ll answer them!