014 - Paid Discovery for SEO Projects
In this episode, Jeff and Pete discuss the concept of "Paid Discovery" in SEO projects. They delve into why it's crucial for agencies to charge for the discovery phase of an SEO project, how it benefits both the agency and the client, and best practices for implementing this approach.Key Points Discussed:What is Paid Discovery?Getting paid to figure out if you'll work with a client and cover the time needed to determine if it's a good fitPuts skin in the game for the client to show they are seriousBenefits of Paid DiscoveryAllows agency to demonstrate expertise without giving away full strategyHelps ensure client is equipped for the SEO work requiredProvides opportunity to align on commercial goals and objectivesScreens out clients not suitable to work withRunning a Paid Discovery SessionBe clear it's not a sales pitch, though the goal is to agree on a proposalFocus on trust building and showing your capabilities as an expertInclude a "low risk offer" like a coupon to incentivize signing on for ongoing workOperational ConsiderationsTake the time upfront to understand infrastructure and capacity limitations clients may haveBe willing to walk away from bad fits even when it's uncomfortableHave your own audit process or leverage tools like Scout Reports to qualify leads