How often do your clients say that to you? In a competitive marketplace, it’s so tempting to feel like you need to compete on price. After all, if you’re the cheapest, clients will flock to you won’t they?
Take a look at your marketing literature: your website, your latest leaflets or flyers. What’s the main message? I met with a prospective client recently and the message that was coming across loud and clear was “we’re cheap”. This lady runs a successful business, her team work hard and they’re making a profit. But I can’t help thinking that they could be making an easier profit, attracting easier clients and making a larger profit if they just thought about repositioning themselves.
Most businesses have a Unique Selling Point (USP) that extends beyond how much they charge. The trouble is, they rarely communicate that USP effectively. The downside to this? You’ll end up attracting customers who only want to work with you because you’re cheap. They won’t value what you do, they probably won’t want to spend what you want to charge, and they’ll just recommend more people like them. It’s a vicious circle.
Moving your marketing away from being “the cheapest” takes a bit of bravery. Putting your prices up takes even more courage. But trust me, if you can do it effectively you’ll start attracting the sort of clients who really value what you do, and they are the people who will be with you for the long term.
If you run a service-based business you’ll also buy yourself enough time to do the quality of work you really want to be doing. And if you can communicate the benefits of the value you’re offering effectively, you’ll finally hear those magic words: “you were the most expensive, but we want to work with you anyway.”
One of the first points to consider, when thinking about creating a business website, is the locality of your target audience. Are you aiming to attract customers from other countries, or are you concentrating solely on the country where your business is located?
There is a very good reason for asking this question and it is something that very few people consider when they develop a website. The domain extension you select and the actual physical location of a web hosting company’s servers can affect whether or not your website will appear in Google’s local search results.
Many small businesses only wish to serve a specific location within a country itself, say a particular town or district. For these businesses, local search can be very influential. Google is placing great importance on local search and it is important to a small business for their website appear within these results. But for this to occur, their website should have the correct domain extension and be hosted on servers that are geographically relevant to their target area.
When deciding if a website is relevant to local search results for a particular location, Google will examine two essential factors.
Has the website got the correct domain extension for that location?
Is the website hosted on servers local to the specific area?
Let’s take a closer look at these two factors:
Most web design companies and SEO specialists always insist that a business opts for a .com extension. Search engines do favor this extension in general but not when it comes to local search results. The only exemption here is local searches in the Unites States. In the US, Google automatically defers to .com.
The reason Google considers a website with a country-specific extension more relevant to local search is they assume (with good reason) that the site will likely contain content that is more relevant to search users from the same country. It is that simple.
The second important factor is the location of the server a website is hosted on. This is often overlooked by many web designers and SEO companies. It is not always prudent to go for the cheapest reliable web hosting company, without knowing the location of their servers.
This applies to all countries. Many of the popular web hosts have servers that are located in eastern European countries — where property, labour and utilities are cheaper. It is important to do some research before choosing a web host and if you cannot find the information on their site, phone or send them an email. Ask where their servers are located and if they are unresponsive, or dodge the question, the servers are probably not located locally.
There will be perfectly reliable web hosting companies with local servers and the difference in price between these and those with non-local servers will often be negligible. Google does rank server location when they provide local search results, so this is an important choice if you are looking to appear in these results.
There is another factor to consider for any small business that targets a specific local community. Servers located in the same locality as a particular location-based search query can also influence a website’s position in the local search listings.
As with domain extensions, Google presumes the website hosted in the same locality will contain the most relevant content for that area. This is not only country-specific; it can also be area-specific, so bear this in mind when choosing a web-hosting provider.
Google claims that one in five search queries is now a location-based search. At present Google is the prominent search engine and the above two factors do influence how a website is ranked in the local search results. Keep these factors in mind and give your website a local search advantage.
Daniel Offer is a partner in the Facebook chat programme Chit Chat for Facebook.