2. From Lean Startup
3 2 years?
6months?
months?
From UserCycle, as seen on SEO Metrics post on SEOMoz

3. Or Even This
Revenue
2.5
2
1.5 Time
Revenue
1
0.5
0
T1 T2 T3 T4 T5 T6 T7 T8

4. Financial Case for Retention
6-month retention = Lose Every Client
Twice This Year

5. Account Management
 Setting customer expectations and
preparing them for the SEO process
 Expectations
 Too High – customer is disappointed
and quits
 Too Low – customer doesn’t see the
value in the service and never signs
 Key Levers
 Targets
 Timeframes (contractual and
understood)
 Metrics for success
 Mix of services

6. Product Education
 Ways to learn about services
 Attend webinars
 Forums
 Industry news (SEOmoz, SEW, SEJ)
 The more you can become an
Internet Marketing Consultant, the
more trust you will build with your
clients

7. Sales Expectations
 Keyword difficulty
 Length of time for SEO
 Budget & Scope control
 Timelines
 Diversification (more programs)
 Under promise; Over deliver

9. Kick-off is Critical
 Revisit expectations from sale
after closes
 How the process works (using
task
system, dashboard, analytics)
 Turnaround time expectations
 Roles and responsibilities Think Ahead to What you Will Want
 Setup 90 Days From Now
 Get Google Analytics information
setup in dashboard
 Give the user a user/password to
login
 Lead form, Phone tracking, Social
Media & Email marketing

10. Show Value As Project Progresses
 Onsite updates to show long-tail rankings
 Analytics for traffic
 Phone tracking
 Web-To-Lead form
 Monthly account management meetings
 Educate -- webinars, forum, search news
 Proactive communication -- don’t wait to
hear from the customer
 Be honest about missteps

11. Collect Your Freebie!
 Thanks for staying until the end of this live Webinar.
 You are eligible to receive FREE onsite blog on any campaign
that has an active service plan on it.
 The value of this is $99! We are offering it to YOU for only $1.
 Act Now. You must submit a support ticket before 5PM EST
today to claim your freebie.
 How: Go into your portal and raise a support task on the
campaign where you’d like us to put the phone-tracking on!
 Include WEBINAR305 in the support task notes.