Jake Setterlun explains how trusting a proven partner changes your sales pitch. When you know an SEO company will deliver, you can charge upfront and guarantee results. He also covers a model where the service provider generates leads first, then bills the client, building trust through delivery.
You know, we're at the point now where we'll pay for proven stuff, right? So, or, so I'll pay somebody and they'll tell us like, okay, this works. We'll still test it out. But, you know, as an example with the SEO company, we had a fulfillment partner that all they do is the SEO. They know it works. They have this whole track record. So it's like, I feel comfortable enough. I've vetted them to know that I can get this result. So I'm gonna sell, you know, hey, we're gonna get you this result and I'm gonna take your money upfront because I'm comfortable with it. Sure. Sometimes that's, you know, why you would put a guarantee on it. Now obviously you don't use, it's kind of like, A lot of times use a guarantee to sell. Another thing that we've done in businesses is we'll say, hey, we're gonna take you on, don't pay me anything right now. We're gonna get you this result and then you're gonna start paying us. You can start working with them, build a relationship, and then it's like, hey, you know, once leads are coming in, then, then just start paying us. But you don't have to pay us right now because we're gonna build it out, we're gonna start testing, and then you're gonna pay us and we're gonna work together.
