[Brotherman]

Here are some more answers to FAQ's:

WHAT SERVICES TO OFFER

At first, I started by selling "Organic SEO" services. I found a couple of companies who had terrible websites, and I offered to build them a site that would rank better. Then I just used Wordpress, just like the 30DC. (You can scoop up some great themes for cheap at themeforest.net)

I did keyword research, and tried to add pages for as many relevant keywords as possible, then built links 30DC-style.

Note: This actually works really well for LOCAL keywords. Like "Springfield Contractors" or "Virginia Beach Pest Control." Make sense?

So, now I sell Organic SEO services, Adwords Management services, and Website Conversion Optimization services.

It works. The key is to find business owners who already know they are missing the boat on the internet, but don't have a clue as to how to do it themselves.

HOW TO GENERATE LEADS

You have to make direct contact, though. Either face-to-face, or over the phone. Email doesn't work at all. But cold calling does.

I suspect direct mail would work if you compiled a good enough list and wrote a great sales letter, but it costs money. And I'm guessing it would take a couple of test mailers or more before you found something worth pouring real money into. It would be nice not to have to talk to people, but wouldn't you rather generate leads for free?

Back to cold calling:

The VERY FIRST cold call I ever made in my life turned into a sale. (!) That probably won't happen for you, but if you make 100 targeted dials, you WILL make a sale...or you're not being authentic and helpful.

Now, I hate cold calling, but it works in a pinch, and it's FREE. If you can, just go to networking events and use your existing relationship base. But calling works. It really does. Try calling local businesses. Tell them you're "just down the street," you own an online marketing company, and you wondered if they have any questions about how to get new customers using the internet. Every "NO" brings you closer to the next guy who says, "You know what, we are about to redo our website. I'm glad you called. Can we meet this week?"

Seriously. It works.

There are some other people calling these business owners, but they are impersonal, huge, national businesses who are not my direct competitors. My edge is I'm local, I have no overhead, and you deal directly with me. Make sense?

PRICING

In the beginning, for this type of project, I would charge an up-front fee of $1000 to $2500, and then a monthly hosting and maintenance fee of $75 to $100.

Now, after a few of those, I moved up to wanting a higher monthly fee, and I was willing to accept less up front. Now it's a minimum $500 per month fee. See how fast you can build a great income? How many clients do YOU need at $500 per month to live well?

To get a higher monthly fee, I started selling Google Adwords PPC management as a service. Use the 30DC Adwords tutorials to get your feet wet. Then, go through the Adwords Learning Center and watch all the videos.

If you find just ONE good client to manage Adwords for, you can get your Google Adwords Qualified Professional certification. Just pass the test and manage an account over 90 days, and you get to use the Google logo in your marketing materials! It works like gangbusters when you have it. But until then, you can easily get along without it.

So, I target local businesses and charge them anywhere from $500 to $1000 per month to manage their PPC campaigns. And if you set expectations well, you can keep clients on by showing them how you are bringing them TONS of new business. Use your 30DC knowledge about traffic and conversion factors.

The world of small businesses is HUGE. There are other companies doing this stuff, but the market is endless. A guy can carve out a very nice living for himself with only 10 or 20 clients.

The single fastest way to do this is to get an example website set up, get it ranked for a local keyword phrase, and start calling local businesses. Make a list of 100 businesses (at Superpages.com or Manta.com) and sit down and start dialing. Be friendly and helpful, and don't let yourself get discouraged. You will start to get a feel for it after about 10 or 20 calls. A hell of a way to invest just 30 minutes of your time, don't you think?

I like to think to myself, "Boy, I wonder what ornery old goat I'm going to get on the line this time? And I wonder what amusing things he will say." ha ha. It's totally entertaining once you step back and get over the feeling of "rejection" -- which really isn't real rejection. These are people who don't know you, and never would have ended up talking to you anyway, if you hadn't called them. You will find that if you are nice, understanding, and helpful, most people will be glad to chat about it if they have a few minutes to spare.

Good luck!