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SEO白手起家创业录-作者黄聪 (站长推荐)完整版-第四章:你必须懂的一些道理……

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第四章:你必须懂的一些道理……

一、你并不需要马上创业

也许,你已经开始想好了一个本地化创业项目,正跃跃欲试。

但是,在此之前,我希望你先冷静一下。先分析一下自己的情况是否适合立刻开始创业。
一般情况下,如果你的SEO技术并不是很高,或者身上一点技术都没有。那么创业的成功率是不高的,这时候最好不要贸然选择创业。
这个时候,我更建议你使用我第二章讲的方法,先找到一份SEO的工作,把SEO的基础技术掌握了,同时先有份稳定的收入再说。
为什么要这样呢?原因有下面几点:
1、做本地化项目的SEO难度并不大,每天只用花1~2个小时维护网站,就可以轻松在2个月内做上排名。你前期没必要浪费大量时间在这个项目上。有份工作,等于多了一道防火墙。哪怕你测试的这个项目失败了,你至少还有一份稳定的收入,这样哪怕创业失败你的损失也不会太大。
2、你白手起家,如果连续2个月没有收入,很容易陷入焦虑之中,这样你会急于求成而采取SEO作弊的手段或者怀疑自己的选择,这些行为都极有可能导致你的项目流产。
但是如果你有工作,那么你就不会对这个项目太过于着急。操作起来也会正规得多,这样的话网站做上排名的几率会更加高得多。而且你会愿意打持久战,而不是投机取巧,这样做出来的网站质量也会更高。

3、本地化项目并不是说你做上排名了,就立刻有钱了。你还需要去跟企业洽谈合作,甚至有可能需要自己去当客服。而你虽然把该项目的排名做上去了,但是你的业务能力还不行,这些不定因素都很有可能导致你的项目难以盈利。
也就是说,在你的项目没有走上正轨之前,最好的办法是一边工作一边摸索。
当然,除非你的SEO技术的确很牛,坚信自己只用花1个月就一定能做上排名,那么你辞职创业也未尝不可。不过这样的创业依然是比较危险的。
哪怕是我,毕业之后也是立刻找了份工作,边工作边慢慢优化网站,待时机成熟了,再辞职专心投入自己的项目中。
当你把排名做到第一的时候,你需要做,应该是找个企业洽谈合作。那么到底应该如何跟企业谈合作呢?我需要给你几点忠告……二、一开始,千万不要想着赚钱!

是的,我明白你想赚钱的迫切心理。我当初刚想创业的时候,也恨不得有个一百万直接从天上掉下来砸晕我。
但是,你要明白,我们刚开始创业的时候,是一无所有的,仅仅是有点三脚猫的SEO技术,或者是有个小网站,做了个排名。
也许你的网站已经做起来了,并且有了一定的流量,开始迫不及待的想找个传统企业的老板合作,通过介绍客户的方式赚到一笔钱。
但是,对于企业老板来说,虽然你很有可能给他带来业务,但毕竟他之前与你素不相识,你想一开始就狮子大开口,从对方那里赚到一笔钱,那是很愚蠢的想法。要知道,对方能够把一个企业做起来,而你现在一无所有,就是因为他要比你聪明多得多!!
因此,你刚开始,绝对不要想着从传统行业老板的身上赚钱。你唯一要做的只有一点:你要真心真意的100%的为他创造价值!只有这样,对方才不会对你产生敌意,拒绝与你做最初尝试性的合作。如果我们连尝试合作的机会都拿不到,那又怎么可能有后续的发展呢?
但是,我们具体应该怎么做呢?
我指导那个做演出服出租的大学生时,我就告诉他:“你去跟企业谈合作,刚开始可以以拿提成的方式来合作,也就是说你网站的客户,直接送给他,成交之后,你就拿一定的提成就好了。我建议刚开始提成拿成交价的5%~10%就合适了。”

“只有这样,你才可能获得最初的合作。你永远要记住,对方是一家企业,你一无所有,只有先给对方产生价值,你才有继续谈判的机会!”
而且,这又绕回我们前面说的一点了,你在与传统企业合作的时候,你最好是还有自己的一份工作,你只需要拿出周末的时间跑去跟企业谈合作即可。
毕竟你的网站刚开始有起色,每天拿到的订单不会很多,赚到的钱肯定是不足以维持生活的。所以你应该有一份工资作,作为你创业过程中不可或缺的坚强后盾。
我也做过一些网站,尝试着跟别的老板合作。
我一般都是先把排名做上去,然后直接去找一些老板谈:一开始我不赚钱,所有的客户订单都送给对方。待对方赚到钱了,再考虑下一步的合作。
往往当我提出这样的合作方式的时候,没有一个老板会拒绝。因为他们相当于白捡了客户啊!谁又会和钱过不去呢?
而相对的,我会经常与这些老板交流,学习他们行业的知识。当我深入了解了行业的知识之后,我又可以更加针对性的优化网站,让我网站的排名更好。
没有几个月,我基本就能够把网站稳定在第一名了,客户也就源源不断的进来了。而到了这个时候,我与对方的关系已经很好了,而这时候我再谈深入的合作,就轻松得多了。
而且,不管我做的网站最终是不是真的成功,或者没赚到多少钱,但我完全可以跟对方成为很好的朋友,建一个网站不过几十块钱。只用花几十块钱就能认识一个老板,我觉得还是很划得来的。
三、信任,是你的第一桶金!

不管是做人还是做生意,信任永远是最值钱的。
信任你的人越多,意味着你的价值越大,能够赚到的钱也就越多。
合作,追求的永远是长期利益。如果你一开始跟企业谈合作的时候就狮子大开口,要求你带来的业务对半分或者拿大头的话,那么对方是很难给予你信任的。
你一开始只拿蝇头小利,做了几单之后,你就很容易的可以获得对方的信任。接下来的合作你才可能赚到更多:
第一、你可能获得更高的提成。
第二、该企业很有可能会愿意高薪招聘你。
第三、他可能会介绍别的老板给你认识,这样你就能获得更多合作的机会。
请牢记一点:他人对你的信任,就是你最大的资本!!
为什么有的人创业,一呼百应,无数的风投等着拿钱给他?就是因为他人对他非常信任,相信把钱交给这个人,是没有问题的!!
为什么你有技术却遇不到伯乐?为什么没有人愿意跟你合作?归根结底还是因为你没有取得对方的信任。
我平时与老板合作或者交流,是完全真诚的。因为我不喜欢说大话,忽悠别人。只要对方向我咨询SEO方面的问题,我都是尽力的、真诚的去帮助对方。
我这样做的结果,就是获得了许多企业老板的信任。他们的项目也往往都会与我分享,让我把脉。而且只要我愿意,完全可以直接跟他们合作。

是的,信任是你的第一桶金,也是你人生最大的财富。千万不要做欺骗他人的事情,因为想让他人对你建立信任也许需要很长的时间,但是想让对方失去对你的信任,只需要一个谎言就够了。换位思考,你可以站在对方的角度思考一下:你会跟一个刚见面的人平分金钱吗?会跟一个不信任的人洽谈合作吗?
只要想明白这个道理了,你就知道你应该怎么做了。

四、时机已经成熟……

当你的网站,每个月可以固定给你带来稳定的客户和业务,并且产生的利润已经比你上班领的工资要多的时候,说明时机已经成熟,此时你将有3个选择:

1、另外再复制一个项目。
比如你现在做的是演出服出租的网站,那么你完全可以依葫芦画瓢,再做一个“音响出租”的网站,以相同的套路把本地的音响出租业务拿下,给你创造更多的收入。
要注意的是,你复制的项目最好是与最初的项目是相关的,客户是有交集的。这样你复制的项目与第一个项目的客户资源是可以共享的,并且你复制的项目如果找到了传统企业进行合作之后,第一个项目的客户完全可以进行追销。只要对原来的客户进行回访,推荐一下复制项目的产品,说不定就直接有成交了。
2、借着这个站,自己辞职出来创业。
这个,难度就大一些。除非你对创业的项目的业务流程足够熟悉了,并且有足够的资金启动自己的公司(这时候你的成本就不单单是一个网站了,而是一大堆硬件的成本,如场地、材料、人工等)。
你最好是可以找一个有行业经验的人来合作创业,你负责SEO获取客户,他负责服务客户。然后成本你们一起分担,这样成功的几率会更高一些。
如果你找不到有经验的人合作,那么最好不要贸然辞职自己单干,因为传统行业是很需要经验积累的。如果你没有这些经验,哪怕你有讯单,也未必能够把这些客户都抓住。

而且如果你想把自己把握这些客户,很有可能需要你自己进货,这样的话你就会出现成本,那么可能原本赚钱的项目立刻变成亏钱的项目了。
因此,如果你选择辞职创业的道路,那么就一定要先找到靠谱的合作伙伴。
3、技术入股,跟企业强强联合。
你有了成功案例,也许你哪天会很幸运的被某个本地大企业看上,然后把你收入囊中,如果对方能够给你一个大项目负责运作,并且给你一定的股份,那这也可以算作一种创业了。
总之,无论你做上面哪一个选择,你都等于白手起家,闯出自己的一份事业了。
其实,创业并不一定非要投入大量的资金,只要你方法得当,完全可以稳扎稳打的进步,哪怕失败,也不会把自己逼到绝路,让生活陷入窘迫。
五、比传统行业人懂互联网,比互联网人懂传统行业

我一直鼓励SEO创业者不要单纯的做SEO接单业务,而是应该更多的了解传统行业,提高自己的竞争力。
因为如果你单纯只懂SEO接单,那么从长远来看你是没有稀缺性的,现在太多的人开始接触并且学习SEO,而这些人与你一样都是只懂SEO,你与他们没有任何差异化。
现在的互联网是突飞猛进的时代,也是很多传统行业在洗牌的时代,我们在这个时代学习互联网是非常幸运的,因为有太多的传统行业需要互联网人才,帮助他们打开互联网的大门。
因此,如果你是一个SEO创业者,那么你完全可以借助自己SEO的优势,通过与企业合作的形式更多的了解传统行业,做一个比传统行业更懂互联网,同时又比互联网人更懂传统行业的人。那么,你的优势就会非常明显了。
想创业,就必须有自己的优势。上帝是公平的,钱永远是牛逼的人在赚。

六、你还需要有正确的SEO思维!

首先,如果你的SEO思维还停留在2012年以前,只懂得靠发文章和发外链来获取排名,那意味着你的SEO技术早已过时!!
你是否觉得SEO为什么会那么辛苦?为什么有的网站更新的文章还没有你多,却排名很稳定?为什么你的网站转换率那么低,哪怕有了排名也难出业绩?
这些,都是因为你的SEO思维是过时的! SEO早已经进入用户体验的时代了。你只有懂得分析用户需求,满足用户需求,才能够做好SEO!!

七、帮助他人就是帮助自己

我一直信奉着“帮助他人就是帮助自己”这句话。
其实,想赚钱很简单,那就是需要你为他人创造价值,你如果帮助的人越多,你获得的福报也就越多,马云今天成功上市,是因为他帮助了千千万万个中小卖家实现了创业梦。他先帮助了无数的卖家,然后这些卖家又帮助了他成功。
所以,我一直希望能够把我学到的知识分享出来。4年的SEO经验、7年的编程经验、以及7年的营销经验。我将把我这些经验写成一篇篇日记,一本本电子书,提供给需要帮助的朋友们。
也许,在很多牛人的眼里,我这些经验并不值钱,但我正是凭借这些经验走到了今天,其中不乏一些经验是交了不少学费才体会到的。我更希望这些经验可以帮助你节省掉这些学费,绕过一些没有必要的弯路。
你今天看完这本电子书,哪怕只有一点点的收获,那我也会很高兴。因为这说明我的分享还是有价值的,是可以帮助到他人的。
最后,希望你能够事业顺利,创业的路上,你我同行!全文结尾,相信各位看客,或多或少都有收获吧。


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