Dentist wants price quote...

So they have a website on the forge, and you'll rank THAT website? Big no-no in my book. Other then that it's a personal choice, really. You can tell them straight away your fees, or you can get them in a dance to see how much they are willing to spend.

I'm guessing we're talking US here and not UK as you can get dentistry over here for free in the NHS so I'm guessing they're not your clients
My suggestion for a price would be to see what other dentists in the local area are charging for dental implants and possibly get a friend to ring up with your client and ask how much they charge to know what they'd make per customer they get from you ranking their keywords.
I'd then take that figure, check the kw for search volume and just start low and say if I get 10% of that traffic (wayyy more if no.1 but start low regardless) and then 1% of that convert, how many sales is the dentist going to get?
That's the kinda figure you wanna work towards perhaps?
Also, charge an intial setup fee by explaining it away as configuring software to work with the keywords, setting up the seo plan of action etc etc and then charge your montly fee on top and a retainer once n0.1 has been achieved.

Just my 2 cents

yes andrew do not go cheap on the dentist

Dental implants can cost thousands from 1 patient

$500/month is nothing, even in the small markets. Do you know how much dental implants cost? My moms friend got them done 2 years ago and paid close to $30,000 cash. First they pull out all your teeth and this requires a surgical dentist, not a regular one. After that dental implants are inserted. This is not a one day procedure, it takes close to a year to have the whole mouth done. This is a price by some dentist in NYC and around here you can expect to pay upto $1000 for a root canal. I am no expert on dentistry but I think it would make sense that after the tooth is extracted that they pull the nerve. Or is it pulled out when the tooth is extracted?

Call a few other dentists first and tell them you dont have insurance. Ask how much it would cost to do X number of dental implants with all necessary work included. After you know the ball park figures from others you can call her and ask her the same. Once you have that you can estimate how much traffic you can deliver to her and approximate how many customers she will get. If by your estimates you will send her $10k of new business per month I think you can safely ask for more than $500.

Help her get the average life time value (LTV) of a customer.

Let's say on average, one customer spends $500 per visit (worst case scenario) and comes back twice a year for 3 years.

Then that means, the LTV of a customer on average is $3,000.

Now let's say with your expertise and service you help her bring 1 client month, and we're being extremely "worst case scenario" here, then you've helped her get $36,000 with your services.

Now if you have a referral system in place and (worst case scenario) half of those clients bring one more client to the dentist.. how much money is that?

do you think you can charge $500 (or more) per month? I do.

Quick question, are you only working with dentist in your area or nation wide? It seems pretty limiting if its just your local area.

Charge AT LEAST $1,000 a month. Of course, this depends on the amount of keywords you are going to be ranking her for as well. Also, a way that might help you sell it faster is saying that you need to work with the web designer while it is still being built for SEO purposes. That way she'll be forced to make a decision a little quicker.

It's really going to depend how you sell it to her to be honest. Some people would have no problem selling it to her for $500 and others could sell it to her for $1,500 for just about the same service. They can just explain in a way that makes her think she NEEDS your service and it will make her a ton of money.

Keep one thing in mind. She does not care that you can get her to the top of page 1. She only wants more customers/money. You know what I mean?

Hope that helps,

Sean

I've learned pretty quickly that whenever someone brings up price I let them know it depends on a lot of different factors. Including their timeline, their competition, how many keywords they want to target and of course their budget. Then I would say something to the effect of I have clients paying me between X amount and Y amount just to give you an idea how much it might cost. By giving her a range she can get an idea of what it might cost and knowing that others our paying between x and y she can tell how much others are willing pay. That way you're not selling yourself too short and your not coming off as someone price gouging. And then if you haven't already done the research look into it and come up with a estimate. If you have already then you might say something like after looking at your competitors and what your business goals are I can do it for X amount.

Breaking down LTV is a definitely a good start and that really helps open up the mindset of what your marketing can bring into her practice.

But what are you numbers? How much do you want to make on this campaign? What are your margins?

Selling your services becomes much easier once you know your numbers and how to pitch them to your prospects, rather then "I'm going to try and get THIS much out of them".

If you can do a fantastic job and all you need is $500/mo to get the job done, then go for it. If you need more to make your work shine more, then charge more, but know your numbers.

Once you know your numbers, then you can break down your service in a way that truly starts to show value. I'm a firm believer of the "education" pitch. I like to educate my prospects just enough to question another SEO company that would ever cross their paths.

Once you empower them with a little knowledge, you're also demonstrating how much work goes into your marketing and why you charge whatever you charge.

But also, you need to qualify the prospect. How much did she pay for her website? How much does she pay for other marketing she's doing?

Those types of questions help you gauge what she spends on marketing without coming out and saying "what's your budget?", which...as most will tell you, prospects always say "skies the limit, just get me leads" or "I don't know".