Giving Away the Farm: Proposal Development for New SEO Agencies

Posted by BrianChilds

There’s a huge difference between making money from selling SEO and actually making a living — or making a difference, for that matter. A new marketing agency will quickly discover that surviving on $1,000 contracts is challenging. It takes time to learn the client and their customers, and poorly written contracts can lead to scope creep and dissatisfied clients.

It’s common for agencies to look for ways to streamline operations to assist with scaling their business, but one area you don’t want to streamline is the proposal research process. I actually suggest going in the opposite direction: create proposals that give away the farm.

Details matter, both to you and your prospective client

I know what you’re thinking: Wait a minute! I don’t want to do a bunch of work for free!

I too am really sensitive to the idea that a prospective client may attempt to be exploitative. I think it’s a risk worth taking. Outlining the exact scope of services forces you to do in-depth research on your prospect’s website and business, to describe in detail what you’re going to deliver. Finding tools and processes to scale the research process is great, but don’t skip it. Detailing your findings builds trust, establishes your team as a high-quality service provider, and will likely make you stand out amongst a landscape of standard-language proposals.

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