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SEO白手起家创业录-作者黄聪 (站长推荐)完整版-第二章:SEO不单是一门技术,更是一个杠杆

SEO niuguang 753次浏览 41个评论

第二章:SEO不单是一门技术,更是一个杠杆

2011年,我创业成功,也刚好迎来了大学的毕业。碰巧家里出了点事,于是我起身回到了南宁(大学是在桂林)。而当时师弟还有一年才毕业,项目也刚好到了淡季,于是我们就以远程合作的方式继续维护着项目。
而在当时,第二个项目我们还没开始动工,我有几个月的空闲时间。于是,我打算先找份工作,找一些工作的经验,也顺便赚点伙食费。
毕竟第一个项目赚到的钱并不多,不找点事做等于坐吃山空呀。
不过,我跟别人找工作方式不太一样:我不主动去应聘,而是让企业主动来招聘我。

一、“这是给你们网站的免费SEO优化方案”

为了找工作,我并没有像其他大学毕业生一样,把简历做得厚厚一沓。然后跑到人才市场,乱投一通,然后求着别人要自己。
相反,我先花了1个月的时间,录制了一套《搜索引擎原理系列教程》的视频教程。同时,我自己设计了一个SEO优化方案的模版,然后进行了下面几步操作:
1、到各大招聘网站,看哪家企业在招聘SEO或者网络推广等岗位,记录下他们的邮箱和企业网站,收集下来整理到一个Excel中。
2、套上我设计的SEO优化方案模版,根据该企业网站的实际情况,给予对应的简单的优化方案。我设计的优化方案模版很简单,因为虽然这些企业在招SEO,但我知道大部分企业是并不了解SEO的。所以我的优化方案做得很傻瓜化,让一般的人也能大致看得懂。
方案中主要包含了对方企业网站的数据分析、分析哪些地方做得不足、哪些地方应该优化,以及优化的进程等。
这样的SEO优化方案在网上很多,随便搜索一下就能找到了,把一些设计得比较好的整理成一个完整的就行了。
3、在优化方案的最后加上自己的联系方式和成功案例,以及提供《搜索引擎原理系列教程》的视频教程下载地址。(如下图所示)

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4、将该SEO优化方案发送到该企业招聘的邮箱,坐等电话。一般来说,如果这个企业对于网站优化推广需求很迫切的话,3天之后就会给我电话,联系让我过去面试。
5、如果一个星期该企业没有联系,说明很有可能是这个企业已经招聘该岗位很久了,但是一直没有人去应聘,导致他们都懒得关注邮箱了,自然就没看到你的邮件。那么这时候我们才应该主动联系一下该企业,但联系的时候一定不要直接说要去面试,而是提示他们你的简历和SEO优化方案已经发到他们的邮箱了,一定要等他们先看了优化方案,再接受面试。
通过使用先提供价值让对方受益的方式,我成功的在短短2个星期内,获得了5家企业的主动邀请。并且我去面试的时候都是老板或者主管负责接待,哪怕我最后不去那家企业上班,他们依然会经常联系我,与我交朋友,向我请教SEO方面的问题。
并且只要我有空,我就用这个方法往各个企业邮箱发方案,截至今日,我已经接到了几十家企业的主动邀请,其中不乏一些是企业老板相互推荐而认识我的……
当然,我介绍上面这个方法,并不只是为了教大家怎么去找工作,而是想阐述一个很重要的哲学问题。那就是我们一定要有利他之心,我们只有先让别人受益,这样才有可能获得他人的信任和帮助。
我知道大家可能更喜欢看案例和实践,不太注重观念和思维。但是如果你想和高层次的人(我们白手起家,对方已是企业老板,自然比我们高级)合作,你跟这些老板或者高层管理者交流,他们更愿意交流态度和思想。因为他们的经验丰富,更喜欢总结。

就这样,我跟许多老板交了朋友,其中一个做企业培训的老板一直想让我帮忙他做网络推广的工作,全职帮他做,年薪给我10万起,还有一些奖励措施,加在一起,也有十几万了。
而在当时,我大学刚毕业1年多。

二、被SEO接单公司“玩坏”的传统老板们

般的SEO找工作,总觉得应该去找建站公司应聘,因为自己就是学互联网这方面的,进入建站公司应该更容易发挥自己的能力。
我当时最喜欢找的公司,其实都是传统企业的公司,我总是很乐意往这些传统企业的邮箱发送SEO优化方案,从而得到他们的信任。
为什么我知道向传统企业发送免费提供SEO方案可以得到这些传统老板们的信任呢?
那是因为我深知这些传统老板们的无奈,虽然SEO的威力巨大,可以给企业从互联网上面带来客户,也可以让企业的品牌通过推广覆盖到整个互联网。
但是,99%的传统老板们只能眼巴巴的看着别人玩转互联网,自己只能干瞪眼。上面说的好事,貌似压根与他们没有半毛钱关系。
为什么?就是因为他们不懂互联网呀!!站在这些老板的角度来看,他们主要有下面几点苦恼:
1、受到互联网的冲击,行业洗牌,大量客户被竞争对手从互联网上面抢走。每天从淘宝上面卖走的物品成千上万,而这些物品原本都应该是走传统渠道的呀,结果原本应该进店消费的客户都跑到淘宝去了,钱也都进了竞争对手的口袋里了,你说这些传统行业的老板能不犯愁吗?
2、想进入互联网,但是却不知道从何下手。我认识一些老板连打字都困难,更别说建设网站啦!就好比看着一个滚烫的烤乳猪,想咬一口,又不懂从哪里咬起。

好多的老板经常拉着我,问我愿不愿意给他们做网站,卖出去的东西利润对半分。但我时间有限,都一一回绝了他们,但不得不说,这个现象说明了只要你懂得一些互联网的技术,总能混到口饭吃的。
3、他们也曾尝试招聘所谓的SEO人才,结果面试的时候吹得天花乱坠,执行起来一塌糊涂……
好多老板也都来问我怎么招聘SEO,很多老板连招聘启事都不会写啊!如何考核来面试的人、如何制定考核计划、如何监督执行,统统不懂啊!有的企业还邀请我直接去做他们的面试官呢,只希望我能为他们把好招聘的这一关。
4、参加了无数坑爹的互联网交流会,信任了坑爹的营销大师,花了坑爹的几十万,只换来一个没有流量的垃圾站!!!
唉,这个就不说了,好多老板从对互联网感兴趣到对互联网失败,往往都是从参加交流会开始的。花了一大笔钱,却只得到一个垃圾网站,这样的案例比比皆是,也导致他们总是对互联网人心惶惶。
5、还有一部分老板们开始寻找SEO接单公司的帮助,希望通过付费给SEO接单公司的方式,将自己的网站优化上去。
可惜的是,他们并不知道,许多跟他们一样想法的企业,早就被这些SEO接单公司“玩坏了无数次”!为什么会这样呢?原因有下面几点:
A、接单过多,服务质量差
SEO接单公司为了盈利,会接单无数,来者不拒。这也不能怪他们,毕竟谁也不会跟钱过不去,而且人家也要吃饭的。

但是,你能想象一家只有十来人的SEO接单公司,接下了几百甚至上千家企业的业务之后,还能有良好的服务吗?他每天能够帮你瞄两眼网站就很不错了!

而且,SEO接单公司因为接单过多,服务效率总是很慢的,我不止一次的听到身边的老板抱怨:“我让他们修改一个标题,居然花了2个星期!”
“我后来才发现,我的网站已经有1个多月打不开了,但是他们居然根本不管不问!!”
“他们做出来的网站完全都是套模版建出来的,我的网站看起来跟竞争对手的一点区别都没有!!”
我们都知道,SEO接单公司为了提高效率、降低成本,很多都是采用套模版的形式来批量生成网站,来一个客户,就直接套上个模版就卖了。这样做的好处,当然就是效率足够高,一个人一天就能做出N个网站来。但是坏处就是这样做出来的网站都是垃圾站,百度是很难给予这种垃圾站排名的。
也就是说,老板们其实从SEO接单公司这里并没有买到他们想要的结果。
B、SEO水平低,甚至靠作弊来做排名
当然,SEO接单公司也不笨,他们既然承诺了要帮客户要做排名,并且以效果来付费,他们自然要想办法把排名给做上去。
在早前,这些SEO接单公司的操作很简单:

1、先套模版做出网站。
2、设置好网站标题。
3、每天不断的采集文章 + 外链。
4、更极端,会采取购买黑链、虚拟点击等严重作弊手段。
基本上,大部分SEO接单公司都是靠这些方法把排名做上去的。但是这样做出来的网站质量是非常差的,而当时之所以他们能这样就把网站做上去,完全是因为当时百度等搜索引擎的技还不够完善。但是,对于搜索引擎来说,将这些垃圾站封杀掉,是迟早的事情。
根据百度2013的中国网站发展趋势报告中可以看到,中国的低质量网站泛滥,其中采集及作弊站点泛滥两种共占比80%(如下图)!!

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(百度统计的低质网站分布情况)

2012年之后,百度推出了星火计划,成功的消灭了大量的垃圾站(如下图),也引起了当时轰动一时的6.28事件。这也意味着靠大量更新垃圾文章来做排名的SEO接单公司的日子不好过了。为了糊口,一些不良的SEO接单公司开始研究各种作弊手法,想尽办法用最快的方法获取排名进行谋利。但是,他们这样的做法,无疑是伤害到付费给他们的客户的。因为,一旦网站被封杀,他们损失的可能只是一单业务,但是客户损失的,将是他们企业站和宝贵的域名。

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(百度网页搜索在改善互联网生态环境方面进行的算法升级)

C、有排名,并不是代表能够盈利
一般来说,企业找SEO接单公司做排名,SEO接单公司都会问清楚要做哪些关键词的排名,并且以该关键词的个数以及难易程度来进行收费。
一来,企业往往不懂互联网,不懂得分析用户需求,往往是按照自己的想法来选择关键词。我见过很多老板还傻乎乎的问SEO建站公司能不能把自己的公司名称做上排名第一。我只能吐槽这些老板真是幽默,除了老板你老人家,哪个客户又会直接在互联网上直接搜索你的品牌呢?再说了,只要网站的标题带有你的品牌词,基本上只要收录了就可以排在第一了的。
二来,SEO接单公司为了省力又能多赚钱,往往会引导企业选择一些根本没有人搜索、根本没用难度的关键词。并且忽悠他们说做上了排名就可以获得多少多少客户。但事实上,他们做上去了用户也没获得几个流量,然后一些无良的SEO接单公司会冒充客户去企业的网站进行沟通和购买,让商家觉得效果很好,愿意继续付费做SEO,但事实上一切都是假象。
三来,企业往往只盯着自己关注的几个关键词,总是以为自己只要做上那几个关键词就能有客户买单了。其实,这完全是异想天开。
比如,曾经有一个在南宁做装修的老板来问我,他问我:“是不是请人只要把“南宁装修公司”这个关键词做到第一,我就能赚钱了呢?”
我说:“那未必,原因如下。”

“第一,你选的这个关键词太多人竞争了,哪怕你做到第一,能够获得的订单也是少之又少的。有可能这些订单赚到的钱还抵不上你请人优化的钱,所以未必是赚钱的。”
“第二,你只把目光盯着‘南宁装修’这个词,如果是我来做,肯定是放眼整个行业,我会使用围剿战术,将‘南宁哪家装修公司最好’、‘南宁装修价格’等长尾词都拿下来,确保客户搜索相关的词都能找到我的品牌,这样才是真正的把SEO运用到极致。”
“第三,你花钱请接单公司做的网站模版是跟竞争对手千篇一律的,根本没有满足用户需求,没办法达到最高的转换率,这本身就是一个损失!”
所以说,很多传统企业老板们还天真的以为做上排名就有钱赚了,事实上哪里有那么容易的事情呀!
D、被SEO接单公司要挟
我已经不止一次的看到这样的悲剧。
传统老板找接单公司把自己的官网建立起来了,过了几年之后,打算自己建立网络部门了,向接单公司讨要域名的时候却被要挟高额的转让费。
这些悲剧,都源于传统老板对域名和空间的不了解,轻易的让接单公司代理注册了他们的域名,导致域名的所有权落在了接单公司的手上。以至于想自己非常的被动。

我给老板们指导项目,我总会第一时间提醒他们一定要把域名握在自己的手上,就好比你的房产证上面就应该写着自己的名字,而绝不能是别人的名字!
综上所述,现在的传统企业,有不少真是被SEO接单公司“玩坏”了。总以为花了钱,就应该可以从互联网这个大蛋糕分到一杯羹,结果羹没分到,就连香味都没得闻到。
因此,不少老板纷纷向我诉苦:“为什么找个靠谱的SEO那么难?”三、企业应该如何选择SEO?

由于我平时喜欢给传统老板们分享自己的SEO经验,给他们指点迷津。再加上他们饱受了招聘SEO人才吃到的苦头以及SEO接单公司的摧残。
他们问得最多的问题,就是请教我如何招聘SEO人才,或者如何选择SEO接单公司。
我往往会给出下面几个标准:
第一、一个好的SEO,他必须主动的去了解该企业的文化、以及行业的用户需求。这样才能更好的针对性的优化好企业网站。
第二、一个好的SEO,应该是做行业覆盖率的,而不是单纯的只做某几个关键词。他应该有全局观,懂得如何将该企业的品牌在互联网上蔓延开来。
比如我做教育培训项目的,我会将学生可能搜索的所有关键词都列举出来并做上去,确保学生每搜索10个关键词,有7个是看到我的网站。这样,学生就会觉得我的网站可信度更高,品牌更响亮,自然选择成交的时候会更倾向于我。
第三、好的SEO,应该是懂得营销学的,他做的网站应该是具备高转换率的,这样才能确保来到网站的客户会留下联系方式或者下订单。只有能够帮助企业带来业绩的SEO,才是合格的SEO!否则,这个SEO就不是企业的资产,而是成本!!
具备以上条件的SEO人才,企业完全值得付出2倍以上本地市场平均工资来挖(例如南宁平均工资3000元/月,这样的人才至少值6000元/月)。

四、SEO新人的创业之路

下面,我来聊一些我对于SEO创业的心得。
也许你现在就是一个SEO新手,总觉得学了SEO以后能做点什么,而且第一个想到的往往就是做SEO接单。当然也不怪你,因为不论是上网找教程,或者是传统观念中。很多做培训的都会指导这些新手如何做SEO接单。
但是,我这时就要反问你了:“请问,你觉得你现在水平,如何跟那些早就开始SEO接单的老鸟竞争呢?打价格战?”(我平生最讨厌的战略就是价格战,这简直就是在向竞争对手宣布自己无计可施!)
“或者是创业?但是你跟我当时一样是白手起家,身无分文,你没有资源没有资金。盲目创业跟自杀有什么差别?”
甚至有不少SEO创业者喜欢异想天开,不少人喜欢和我探讨流量站,或者门户网站。我不止一次的“被迫”帮忙一些SEO创业者分析一些女性类网站、门户网站、商城类网站……
这些新人总以为只要凭一己之力,只要坚持不懈,一定能做出一个日IP上万的流量站,然后赚广告费……
在我看来,这种创业思路就像在自慰,只能自己暗爽,其实不会有任何结果……
首先,我对于想创业的人,发出我的一个忠告:你的创业点子,必须跟你现有的资源相匹配。否则,就是痴人说梦!

比如,你就只身一人,却硬是要做出个大型门户网站。而做大型门户网站,单单编辑就至少需要十几号人,而且每天要产出大量的文章,甚至还要搞定新闻源的问题。
你想实现这个点子所需要的资源,明显远超过你现有的资源。这样的项目,用脚来想都知道肯定会失败!
所以说,如果一个人有勇无谋,就别创业啦!还是回家洗洗睡了吧!
也许你听完我这些话,会愤愤不平,还是坚信自己能够凭着超人的意志完成不可能的任务。
那么我只想说,待你成功了,请务必联系我。我一定登门拜师,因为这样的奇迹,可不是天天能看到的。
那么,对于一无所有的SEO创业者来说,到底应该如何定位自己,以最靠谱的方式创业呢?
在我看来,我们应该学会利用SEO这个杠杆,用自己的SEO技术,撬动传统行业的大蛋糕。因为,我们懂SEO,就意味着我们有能力获取到客户资源,而传统行业的老板们,最缺的也正是客户资源。
我们完全可以利用自己的SEO技术,嫁接在传统行业上(特别是利润高的行业),只要轻轻的一发力,就有可能赚到很多钱了。但是,如果我们是把SEO技术嫁接在单纯的接单上,那么可能发力再大,也赚不到几个子。
那么到底应该如何利用SEO这个杠杆,实现零风险白手起家创业呢?下面,容我娓娓道来。

 


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