How To Upsell Website Design Customers Marketing Services?

Design Customers Marketing Services

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Joe Troyer: When it comes to scaling your business, when it comes to scaling your business right now. Not in the future, not what are you guys going to need 10 years from now. When it comes to scaling your business right now, like today, what’s the single biggest challenge that you have right now?

Joe Troyer: So, Roger Matthews is talking about selling at a premium. Roger told me that he … And, told everybody. Roger already sells to one niche. His average ticket is between five and 10 grand. He’s selling website design, I’m assuming, slash development, just websites I believe. And Roger, you’re looking now to sell at a premium, correct? Let me know if there’s anything there that’s not true, or any more detail that you could give me.

Joe Troyer: Okay. So yes, he’s selling websites. He’s been selling them for years. So, let’s do this. Let’s break it down. Every business. Every, every, every business that I touch, that I’d be willing to touch, that I would build myself or that I would recommend any of you guys build, every single one, every single one, must have recurring revenue. Must have recurring revenue. Without it, you guys are just a hope and prayer away from going out of business. Let’s be honest. Seriously, you’re only as good as your last deal. You haven’t had a deal in a month? You’re sunk, unless you got the cash flow, right?

Joe Troyer: Somebody says “truth.” At the end of the day, the problem is, is that you are always in hustle mode, you are always in grind mode, and you are always directly affected by what’s happening today. That’s no way to live, man. That sucks. Roger, I’ve been there personally. I’m not telling you not to sell websites. That’s not a problem, man. Sell websites, keep doing what you’ve been doing, but we need to build you a core offer on the back of the websites.

Joe Troyer: So, if somebody comes, they get your website package, it’s five to 10 grand like you said. Dude, you gotta have case studies and testimonials already, because you’re the man. I’ve seen the websites you build. You’re not new to this space, you’re not messing around. You’re providing a great return on the [inaudible] for five to 10 grand for the businesses that you’re working with. I want you to build a package, a marketing package, because that’s what these people need. It’s got to be recurring.

Joe Troyer: Next rule, it’s got to be recurring, second it’s got to be at least, at minimum, a thousand dollars a month, minimum. Minimum. If it’s only a thousand, you need to be at about a 80-90% profit margin on that thousand dollars, Roger. What I mean by that, really, is that you can’t charge a thousand dollars, and say I’ll do Facebook ads for you and you spend 900 of the thousand dollars. You’re not really accomplishing anything with that, you might as well not even do it.

Joe Troyer: So, you need to have a good margin. People in this industry, marketing, that don’t have a good margin are the reason why this industry is so fucked up, because they promise the world, they have no margin to actually make it a reality, and then they shit the bed. I’m sorry if you don’t like swearing, I do swear when I get emotional, when I get excited. But, it’s the truth. You got to have margins, so that you can do everything that you can to help that customer get a result.

Joe Troyer: Roger, does that make sense? Questions so far? I’m going to keep going, and I’m going to break it down for you further, but I want to make sure we’re on the same page. Let me know if you have any concerns, okay? Yes, all good. So … “Preach it, Joe, cuss all you want.”

Joe Troyer: If I were you, I would do the beta program pitch, Roger, to all of your existing customers. I don’t care if they bought in the last week, I don’t care if they bought in the last month, I don’t care if they bought four years ago, or however long you’ve been in business selling to that one niche. Go after that niche again, I want you to get in touch with all of them. We’re opening up a beta program, we’re taking ten spots only. Here’s how it works, break it down. Do the pitch that we talked about. If you don’t remember it, it’s okay. Guess what, guys? These are recorded. This is going to be on YouTube literally tomorrow morning at 9:00 AM Eastern, so you can grab the replay.

Joe Troyer: Do the beta pitch to all of your past customers. Require that when you do a great job for them, when you crush it for them, when you get results for them, that they’re going to do what we talked about. They’re going to give you two referrals to people in the market, and they’re going to give you a testimonial. Roger, again, sell for at least a thousand bucks a month. You, I’m sure, have a good amount of customers. You’ve been doing this for a long time. There isn’t any reason why you can’t close $10,000 a month in a recurring revenue in the next two to three weeks. Obviously, take into account the holidays.

Joe Troyer: For your business, and to take all that pressure, and literally pop it like a balloon. Game over. You would completely change your business with $10,000 a month in recurring revenue, in an 80-90% profit margin.

Joe Troyer: Concerns, thoughts, questions, based upon what I said, Roger Matthews? “Sometimes I tap them out at $10,000 for the website.” How many of you guys feel like sometimes you tap out your customers, and there’s nothing left? And you feel bad you couldn’t upsell them, so you don’t. Let me know in the chat. I want some honesty from each and every one of you. How many of you guys change your pitch, modify your pitch, or don’t upsell, because you feel like you tap out your customers? Right here, right now. How many of you guys have a situation right now that’s like that, or you’ve had one in the last week or two? Let’s be real. I’m going to be real with you guys, I’m always real. Let me know in the chat.

Joe Troyer: I’ve been here, I’ve dealt with this, I want to give you guys my feedback. I want you guys to let me know in the chat if you’ve been there. And, if you’ve been there recently. Yeah. This is all in your fucking head, this is ridiculous. This is bullshit, okay? I’m sorry, again, for swearing, but I’m really fired up about this.

Joe Troyer: Here’s the deal. Let’s take Roger Matthews’ example. Roger Matthews is selling websites. By him putting up a brand new, shiny, amazing website that he crushed it on, is he going to help that business deliver a ton more customers, just by changing out their website? Yes, or no? Yes, or no, let me know in the chat, let me know? Best case, maybe he increases conversions by 10 or 15%, they’re probably not even going to feel it. So, the attitude I’m tapped out, or that customer’s tapped out, is bullshit. Because at the end of the day, you haven’t really served them to your best, Roger. I’m not picking on you, just using you as an example, man. I want all the best for you, and that’s why we’re having this conversation.

Joe Troyer: The fact is, is you’re not serving them to your fullest, and to your highest calling, if you don’t upsell them. You heard me correct. Because some other joker’s going to go get that money, with or without you. Somebody’s getting it. Are you doing a better job, or is somebody else? Again, I’ve seen your shit. I would bet my money that you would do a better job than 99% of the other people out there. Chances are, they’re going to get robbed. So, you’re doing a disservice to your customer, Roger, not upselling them your monthly SEO package.

Joe Troyer: Does everybody get that? Give me a “2” if that makes sense. Somebody’s going to get that money. Is it going to be you? It’s a completely different topic. You better get your customers results. If you follow my training, you’re going to get your customers results. But, at the end of the day, I’d much rather you guys upselling them and don’t have that attitude that they don’t have any money left, because the best thing that they can do is then invest their money in marketing. And SEO, frankly, there’s no better investment vehicle, long-term, than SEO. Point blank, period, the end. I don’t care what you said. It’s the best thing that you could possibly do, Roger.

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