This Week's Questions
Summary + Transcript
- Celebrate your wins in the chat. 0:28
- Welcome to the live strategy call on Tuesday, July 18, 2023.
- Celebrating the actions taken.
- The big time bad luck spiral.
- Alicia st germain is a mindset coach.
- She damaged her own reputation and it was not her intention. 5:28
- The fear of damaging her own reputation.
- The last big fear, being sued.
- Taking time to process and grow as a business owner.
- The facebook group.
- It’s not normal for you to not be able to think clearly in that situation. 10:38
- The importance of being in a supportive community.
- The shift from Friday to yesterday.
- Mariela sends out her first cold email outreach.
- Angela is exhausted and needs rest.
- Crowdcast: Co Working. 15:40
- How co-working works once a month.
- RFP budget twice as high as biggest project.
- One question from sarah g, next level.
- First time in the history of the academy.
- What are you thinking when you’re going through the high end package? 20:56
- Mindset for high-end packages, too much money and too much stuff.
- Package matrix.
- Recording a consultation call to see if the thought is coming out.
- The package matrix strategy.
- Why you need to have a data driven decision. 26:26
- Listing out things instead of asking for a design opinion.
- High-end package sales fall off.
- Making a data-driven decision, not an emotional decision.
- Feedback from Caitlyn is welcome.
- How can you get to a place where you are neutrally detached from the options? 31:35
- Erica is passionate about all of the options.
- The importance of being passionate.
- People have questions, but they don't fully understand.
- Next time do a package matrix loom.
- Angela has no idea if they have any money.
- Money is a non-factor.
- What if I present the same passionately detached package matrix to everyone regardless of their bank account balance? It’s not my job. 38:03
- Three options, empowered to choose any or none of them.
- Next-level mindset.
- Energy is different when they have money.
- People make decisions for many reasons.
- What do they get? What can they create? 44:33
- Focus more on the sales call than the service.
- Quarterly retainer package.
- How much a year is too much.
- Bringing the organization into the 21st century.
- How can you tie back every level of your package to the mission of your nonprofit? 50:24
- Tying back the package matrix to the mission.
- The future anticipation of the president.
- Caitlin shares examples of contracts for retainer packages.
- Five minutes left, notice what you're thinking.
- How do you present your package matrix to people? 55:45
- How to simplify the package matrix.
- How to avoid decision-making fatigue.
- Presenting multiple options to see what questions people end up having.
- Using proposal software.
- Duct tape marketing is a strategy first approach. 1:01:46
- Duct tape marketing, strategy first.
- How to go the long game with ongoing services.
- Spreading out the first and second month.
- The package matrix for clients.
- How to get your clients to make better decisions over time. 1:08:16
- Setting boundaries and anchoring high vs anchoring low.
- How glenna leads the client through decisions.
- How Laura works with her clients.
- The package matrix for website and social media
- How do you present your services in a way that makes sense to you? 1:14:10
- Using the package matrix in a simpler way.
- The problem to solve.
- The solution is to make it simpler for future people.
- How duct tape marketing is taught.
- What is going to best serve this person? 1:19:41
- Pricing should be profitable and sustainable.
- Package matrix, duct tape marketing process.
- The first step of any project is having a website.
- Technical SEO and ongoing SEO.
- What are some of the bottlenecks you need to solve for your business? 1:25:39
- Everybody needs strategy, but everyone needs to know what their challenges are.
- Google my business.
- Merging two different schools of thought.
- The sales cycle is longer now.
Chat
00:02:01 Caitlin Harrison: survived the biggest nightmare client everrrrrr
00:02:06 Janet Hoover: I’m happy to be here lol, but proud of Caitlin!
00:02:07 Erica Nash: Reacted to “survived the biggest…” with 🥳
00:02:14 Erica Nash: Reacted to “I’m happy to be here…” with ❤️
00:02:16 Angela Winter (she/her): Yay Caitlin!!!
00:02:18 Lisa Doiron: Reacted to “survived the biggest…” with 👏
00:02:27 Diana Richards: Reacted to “survived the biggest…” with 🥳
00:02:37 Karen: Reacted to “survived the biggest…” with 🥰
00:02:49 Karen: Reacted to “I’m happy to be here…” with ❤️
00:03:31 Stephani – The Simple Growth Co: Reacted to “survived the biggest…” with 🎉
00:03:54 Janet Hoover: Oh…here’s something an old client cancelled their maint plan (budget reasons) but she rebranded a year ago and still using her old brand/site, so I finally was able to get her to update her brand (1-page website) so win-win! 🙂
00:04:09 Erica Nash: Reacted to “Oh…here’s something …” with 🥳
00:04:10 Karen: Reacted to “Oh…here’s something …” with 👏
00:04:25 Diana Richards: Reacted to “Oh…here’s something …” with 👏
00:05:37 Janet Hoover: Reacted to “survived the biggest…” with ❤️
00:05:51 Diana Richards: Better!
00:07:11 Janet Hoover: Yes!!
00:07:58 Mariela Cabezas | Web Designer – soulbusinessdesign.com: I just send my first cold email outreach! 🎉
00:08:15 Angela Winter (she/her): My win… listening to my body and resting and relaxing instead of indulging the fear voice around not having new clients lined up.
00:08:19 Janet Hoover: When 99% of people who “see” or hear people like that they know its ALL them and not you
00:08:30 Karen: Reacted to “I just send my first…” with 👍
00:08:36 Erica Nash: Reacted to “I just send my first…” with 🎉
00:08:41 Janet Hoover: Reacted to “I just send my first…” with 🎉
00:08:43 Erica Nash: Reacted to “My win… listening …” with 🙌
00:08:50 Karen: Reacted to “My win… listening …” with 👍
00:08:51 Erica Nash: Reacted to “When 99% of people w…” with ‼️
00:08:51 Janet Hoover: Reacted to “My win… listening …” with 👍
00:09:00 Karen: Reacted to “When 99% of people w…” with 👍
00:09:02 Diana Richards: Reacted to “I just send my first…” with 🎉
00:09:03 Diana Richards: Reacted to “My win… listening …” with 🙌
00:09:53 Janet Hoover: ❤️ FAM
00:10:01 Karen: Reacted to “❤️ FAM” with ❤️
00:10:47 Caitlin Harrison: Reacted to “❤️ FAM” with ❤️
00:13:55 Mariela Cabezas | Web Designer – soulbusinessdesign.com: Thank you!
00:14:20 Mariela Cabezas | Web Designer – soulbusinessdesign.com: I feel like I can really CREATE clients like you say, Shannon!
00:14:29 Angela Winter (she/her): I think I have no clients coming because I'm beyond exhausted!!
00:14:36 Janet Hoover: Reacted to “I feel like I can re…” with 🙌
00:14:50 Janet Hoover: Reacted to “I think I have no cl…” with 👍
00:14:53 Karen: Reacted to “I feel like I can re…” with ❤️
00:15:07 Mariela Cabezas | Web Designer – soulbusinessdesign.com: I just discovered LinkedIn Sales Navigator for this!
00:15:19 Mariela Cabezas | Web Designer – soulbusinessdesign.com: Yes I will!
00:16:20 leigh: Just got invited to an rfp with a budget twice as high ad my biggest project
00:16:51 Karen: Reacted to “Just got invited to …” with 👏
00:17:23 Janet Hoover: Reacted to “Just got invited to …” with 🙌
00:17:26 Erica Nash: Reacted to “Just got invited to …” with 👏
00:17:28 Diana Richards: Reacted to “Just got invited to …” with 🙌
00:18:16 leigh: Thanks. Schitts creek vibes please
00:18:24 Janet Hoover: Reacted to “Thanks. Schitts cree…” with 🤣
00:19:14 Erica Nash: *jeopardy music*
00:19:40 Mariela Cabezas | Web Designer – soulbusinessdesign.com: Haha…
00:31:04 Glennette Goodbread: Yes. I find myself saying you probably don't need that sometimes.
00:31:15 Janet Hoover: Of course! I struggle with my low vs middle all of the time lol
00:31:39 Janet Hoover: Ooo I like that
00:31:52 Glennette Goodbread: Pretend the client said “I don't need that. What amazing thing could we do in place of that.”
00:33:34 Kim Stone: Yes. This helps. I made a note that I must be able to see for the client how each item in the Matrix can be of some success for their project.
00:34:21 Janet Hoover: I feel like if they have questions, they’re really interested
00:35:37 Angela Winter (she/her): I have a question if there's time…
00:36:22 Kate Newnham | UpDesignsLA.com: I know what you mean!!
00:36:29 Janet Hoover: Reacted to “I know what you mean…” with 👍
00:36:50 Glennette Goodbread: I can't tell you how many times I said I can't afford that then bought something MORE expensive a day or two later.
00:37:21 Kate Newnham | UpDesignsLA.com: Reacted to “I can't tell you how…” with 🤣
00:37:27 Karen: And people who don't have much money somehow always seem to find a way to buy what they really want.
00:37:33 Janet Hoover: It’s an investment! 🙂
00:37:33 Kate Newnham | UpDesignsLA.com: I find it easier to charge more when they’re a company
00:37:49 Janet Hoover: Reacted to “I find it easier to …” with 👍
00:37:52 Glennette Goodbread: You're asking them to invest 12000 to get more than that back.
00:37:57 Karen: Reacted to “It’s an investment! …” with 👍
00:38:01 Karen: Reacted to “I find it easier to …” with 👍
00:38:26 Kate Newnham | UpDesignsLA.com: Reacted to “You're asking them t…” with 👍
00:39:21 Caitlin Harrison: Reacted to “I can't tell you how…” with 🤣
00:39:30 Janet Hoover: Reacted to “You're asking them t…” with 👍
00:40:37 Kate Newnham | UpDesignsLA.com: Well I want their money… so that’s why I think I should care – and I want to make my annual goal income.
00:43:57 Caitlin Harrison: I did not technically have the money when I joined WDA and did it anyway haha
00:44:09 Kate Newnham | UpDesignsLA.com: Reacted to “I did not technicall…” with ❤️
00:44:21 Kate Newnham | UpDesignsLA.com: Replying to “I did not technicall…”
Glad you did!
00:44:25 Caitlin Harrison: Reacted to “Glad you did!” with ♥️
00:44:25 Janet Hoover: Reacted to “Glad you did!” with ❤️
00:44:26 Erica Nash: Reacted to “I did not technicall…” with ❤️
00:45:26 Angela Winter (she/her): a potential client is interested in a quarterly retainer package to do updates and maintain a non-profit's Squarespace website. They've previously paid $500/yr for this or used volunteers. I don't want to be just a pixel pusher. What can I include or how can I frame this so they might see the value of 3-10x more? Their website is a hot mess but I'm not sure anyone but the president cares.
00:49:07 Glennette Goodbread: I have a hosting package that includes some maintenance and I also do maintenance blocks. Minimum of 5 hours that are good for one year. I also do maintenance as part of seo ($1000/mo minimum) as it helps to keep the website content fresh.
00:51:47 Glennette Goodbread: I wouldn't want to donate on a site that's a hot mess LOL
00:52:03 Kate Newnham | UpDesignsLA.com: Reacted to “I wouldn't want to d…” with 🤣
00:52:56 Kate Newnham | UpDesignsLA.com: I started saying a minimum of 3 months (and then revisit)
00:53:41 Caitlin Harrison: nothing is an emergeny.
00:53:46 Kate Newnham | UpDesignsLA.com: Reacted to “nothing is an emerge…” with 🤣
00:53:47 Erica Nash: Reacted to “nothing is an emerge…” with ‼️
00:53:50 Janet Hoover: Reacted to “nothing is an emerge…” with 🙌
00:55:29 Glennette Goodbread: I'm thinking of creating a package matrix that is service based i.e.
Design
Hosting
SEO
Social
or
Design
00:55:32 Glennette Goodbread: Design
HOsting
01:00:25 Janet Hoover: Can you make it 1 Patrick then if they ask to mix and match do it then?
01:01:48 Kate Newnham | UpDesignsLA.com: That’s how I do it!
01:01:57 Kate Newnham | UpDesignsLA.com: They’re too overwhelmed to decide yet
01:02:27 Janet Hoover: Reacted to “They’re too overwhel…” with 👍
01:05:27 Janet Hoover: What about including SEO for example for 6 mos/year in the premium… and lower and lower then…at the end of that timeline, go over in more detail and how to continue – then they get a taste of the benefits
01:06:16 Angela Winter (she/her): gotta run… good to see everyone!!
01:06:31 Kate Newnham | UpDesignsLA.com: When you came in, I remember you saying how you approach clients is “this is what you need” and you were confident about that. Can you use that approach with Patrick?
01:06:50 Janet Hoover: Reacted to “When you came in, I …” with 👍
01:22:20 Erica Nash: I’ve got to go, I’ll catch the rest on the replay!
01:23:36 Kate Newnham | UpDesignsLA.com: I don’t have an SEO package and they pay thousands
01:24:10 Janet Hoover: Reacted to “I don’t have an SEO …” with 👍
01:26:01 Kate Newnham | UpDesignsLA.com: Have you seen a Geico ad for insurance??
01:28:44 Janet Hoover: Good Q day – have to run. Looking forward to hear the rest of the convo 🙂 You got this Glennette!