0:04 hey welcome everybody Welcome to the
0:07 agency Discovery blueprint My Hope in
0:10 this Workshop is to give you all the
0:12 actionable strategies we use in our
0:15 agency to be able to execute Discovery
0:17 ultimately to be able to close more
0:19 deals and more higher value deals okay
0:22 so for those of you that do not know me
0:26 I'll spend a few minutes a minute
0:28 telling you a little bit about me but
0:30 first off I want to let you know why
0:32 this blueprint at the end of the day I
0:35 know that there are a lot of agency
0:37 owners out there that do
0:39 some sort of Discovery they usually do
0:42 it for free a lot of
0:44 agencies do not do any sort of Discovery
0:47 at all and I want to let you know that
0:49 if you follow this blueprint you will be
0:51 able to get paid and close more higher
0:54 value deals right so no matter how many
0:56 leads come into your agency whether it's
0:58 a couple of dozen or just a few the idea
1:00 is you want to close as many of them as
1:02 possible and it's important to do that
1:05 by delivering value by building trust
1:08 and demonstrating your expertise we
1:11 built my robotic in a similar manner to
1:13 be able to deliver value in that
1:16 strategy call and establish some
1:18 Authority and build some trust and show
1:20 them that you can do what you're talking
1:22 about
1:23 and in a similar way Discovery is just
1:26 an extension of that model okay so my
1:28 hope here is that once you know how to
1:31 do this or if you already know how to do
1:33 this by following some of the tactics
1:34 and strategies here you'll not only be
1:36 able to close more deals but close
1:38 higher value deals by asking the right
1:40 questions and following the right
1:42 sequences to also making sure that you
1:45 minimize things like scope creep and
1:47 budget creep which ultimately lead to
1:49 disappointments right so oftentimes
1:52 we'll see in many of the Facebook groups
1:54 that we're in that someone says
1:55 something like hey this project went on
1:57 too long or we under bid this and one of
2:01 the benefits of an effective Discovery
2:03 is also to minimize that and we'll cover
2:05 that in a minute so the common sales
2:07 problems that I had earlier on my agency
2:10 that maybe some of you can relate with
2:12 is that someone calls you or sends an
2:15 email and then ultimately you jump on
2:16 some sales calls and you realize you're
2:18 just dealing with the tire kicker
2:19 someone who is interested in figuring
2:22 out
2:22 how much it cost to build a project but
2:24 really they're not looking to work with
2:26 you you're treated as a commodity where
2:29 they look at you and say something like
2:30 hey look you're charging ten thousand or
2:32 five thousand for this but I realized if
2:35 I use Wix or Squarespace or this
2:37 offshore company that I can get it for a
2:40 fraction of that price and then you have
2:42 other other projects where you think
2:45 that you're going to close the deal
2:46 because everything looks good and then
2:48 you realize they come back to you and
2:49 say something like hey no I only can
2:51 afford 50 of what you actually quoted
2:54 and there's no way to fill that Gap
2:56 you've spent hours in sales prep what it
3:00 looked like for me before was before we
3:02 built Marvel bought it was I jump on a
3:04 call people would give me a little bit
3:06 of information I would then go and do a
3:08 bunch of audits from different places
3:09 I'd ask them a lot of questions we'd
3:12 even do some research on how to code it
3:14 what plugins to use and then we'd bring
3:16 all of that and then present it to them
3:18 and then realize sometimes we'd win the
3:20 deal and other times we wouldn't
3:22 and a lot of hours were spent and we did
3:25 that work for free and ultimately I hate
3:28 selling I'm not big on using these sales
3:31 tactics and so I needed to find a way to
3:35 add value in the process and I just
3:37 struggled with that and that led to me
3:39 having low close rates so I want to give
3:42 credit where it's due I run a very
3:45 successful agency here in Phoenix I've
3:48 learned along the way from many
3:50 different people so what I'm sharing
3:52 with you is this discovery process that
3:54 I initially learned from a group called
3:56 you gurus led by Brent and then I
4:00 learned some other things from Troy Dean
4:02 and the agency Mavericks now which used
4:05 to be called WP elevation maybe seven
4:07 years ago I learned a few things and I
4:09 took that and adapted it what I'm going
4:11 to share with you here is my version of
4:15 that obviously take whatever you can
4:17 applied to your agency model because
4:19 you'll see here that Discovery for
4:22 example for maybe a five thousand dollar
4:23 brochure site may be different from not
4:27 maybe will be different from maybe a
4:29 twenty thousand dollar sales and
4:30 marketing brochure side or a thirty
4:32 thousand dollar web application or a
4:34 thirty thousand dollar e-commerce site
4:36 or a ten thousand dollar e-commerce site
4:38 if that's what you build the reason I
4:39 share the slide is just to let you know
4:41 that like many of you I started out
4:43 somewhere and I've had the opportunity
4:45 to work with Mom and Pop companies all
4:47 the way to large National non-profits
4:50 and Fortune 500 companies or Google
4:52 partner have great reviews all of that
4:55 type of stuff the point is anything I'm
4:57 teaching here today is not theoretical
4:58 it's what we apply in our agency today
5:01 and it works today
5:03 I sold my first website for 400-ish
5:07 dollars over 20 years ago since then my
5:10 agency has been able to close millions
5:13 of dollars all kinds of deals from 10 to
5:15 multi six figure deals and along the way
5:18 I've adapted this discovery process to
5:21 work with no matter who I'm working for
5:23 so it doesn't matter where you are in
5:25 your business or the type of companies
5:26 you work for my hope is the framework
5:29 I'm giving you today will be something
5:31 that you can put in place to to to
5:34 leverage and effectively close more
5:35 deals with whoever you work with Okay so
5:38 it's really important not to hear what
5:40 I'm saying and say oh we don't charge
5:42 this or we don't work with those type of
5:43 companies at the end of the day you have
5:46 to figure out
5:47 what works best in your agency and for
5:50 the type of customers you work with
5:52 so what should you expect from this
5:55 presentation I'm going to give you a
5:57 quick overview of What discovery is our
5:59 Blog has like a 5 000 word Discovery
6:02 blog so if you want to spend more time
6:04 learning that at a slower Pace check
6:06 that out but I'll be covering What
6:07 discovery is I'll be talking to you
6:09 about the benefits of Discovery
6:10 especially paid obviously if you do free
6:13 Discovery that's totally fine I'll be
6:14 making my case as to why I believe you
6:17 should be charging for it and why
6:19 Discovery is even more important this
6:22 year than it's ever been in the history
6:24 of web agencies in my opinion especially
6:27 with the ongoing growth of AI and its
6:31 impact on our industry I'll be talking
6:33 to you about the meeting structures and
6:35 how I do that the questions I ask for
6:37 those of you that took action and jumped
6:39 on there was something that I was
6:41 looking to build into a paid resource
6:43 with this Workshop but because you took
6:46 the time to invest in yourself I will be
6:48 providing you with a Word document with
6:51 100 or so questions all by category that
6:54 we've put together over the years and
6:56 I'll give you some of the emails I used
6:59 to position Discovery and one for just a
7:02 basic side and one for an Ecom site so
7:04 you can see the difference of how I
7:06 position that as well as some insights
7:09 to what we put together as
7:11 so in our Solutions presentation as a
7:14 deliverable and then we'll go through a
7:16 live q a all right I speak fast please
7:18 feel free to tell me to slow down if
7:20 needed again I want to condense this
7:23 into
7:24 as much actionable points as I can as
7:27 well as removing the fluff so I'll just
7:30 be sticking to what what I believe you
7:32 guys need right now okay so what is
7:35 Discovery for me I believe Discovery is
7:38 a series of Consulting questions where
7:40 we can map out the specific needs of a
7:42 client or Prospect
7:44 to a project deliverable when I speak to
7:47 our clients or potential prospects I
7:50 tell them they get to benefit from 20
7:52 years of experience of me building
7:54 successful businesses online oftentimes
7:57 I tell the people that I'm working with
7:58 is they're paying for what's in my head
8:00 and not the type of coding or design
8:02 work we do that is part of what they see
8:05 but really it's me being able to map out
8:07 their challenges to a solution and I'll
8:10 walk you through how we do that in the
8:12 framework we use and ultimately the big
8:15 thing here is we believe in investing
8:18 time to analyze the goals and challenges
8:21 of the organization or business we're
8:23 working with to develop a solution to
8:25 their problem that drives growth okay so
8:28 this is really important because many
8:31 times people are that when I teach this
8:34 or share this with either our prospects
8:37 or customers or other agency owners
8:39 they're asking things like hey Cliff how
8:41 do we take this down instead of four
8:43 meetings to three years sort of three
8:45 meetings to one or how can we avoid it
8:47 the reality is in our agency we charge
8:51 based on the value we can deliver and
8:53 the reason we can deliver value is
8:55 because we're able to ask the right
8:56 questions
8:58 to the right type of businesses and then
9:00 get those answers and then deliver a
9:02 value that can solve that solution think
9:04 about it this way each of you have a
9:06 business right you've worked hard you've
9:08 learned how to develop code or design or
9:11 put multiple aspects of Consulting
9:13 together to solve a business problem if
9:16 anyone were to come in and say to you
9:17 hey look in an hour I can change your
9:20 business do you really think they could
9:21 do that probably not right because
9:23 within an hour it's going to be really
9:25 hard for them to understand your
9:26 business model who you serve how you
9:29 serve them what which of your services
9:31 are most profitable and easiest to
9:34 execute things like that once people
9:37 know those type of things about your
9:38 business then they can effectively put
9:40 together a solution likewise you for
9:42 your prospects and your existing
9:43 customers
9:45 okay so does your sales process look
9:49 something like this mine used to look
9:50 like this to Circle 2015. generate lead
9:54 I'd be like yes I'd jump on the sales
9:56 call maybe one or two more and then
9:58 after that I'll get a little bit
10:00 information do my leg work put together
10:02 a proposal send off a proposal cross my
10:05 fingers and hope that I see a
10:07 notification from
10:09 my proposal app that they've signed it
10:12 and if not I'm just going to set up a
10:14 call
10:14 or an email to follow up sometimes they
10:17 ghost me if your process looks something
10:19 like this I highly recommend you you
10:21 change that up I have another training
10:24 inside my robotic called the V4 agency
10:26 sales framework where I talk about that
10:28 I'm only putting this in place so that
10:30 you understand the context of how we
10:32 present Discovery so our pre-sales
10:35 qualification process ensures that I
10:37 speak to the right people who one can
10:40 generally afford to pay me that I can
10:41 help and that ultimately are going to
10:44 understand the importance of Discovery I
10:45 do that by putting them through an
10:47 intake form and asking them questions
10:50 like what problem are they trying to fix
10:52 what's it costing their business this
10:54 way I can understand that they're
10:56 looking to solve a bigger problem than
10:57 just build a website because building a
11:00 website usually is just a remedy to a
11:03 bigger problem that they have which is
11:05 we need more leads or we need automation
11:08 or we need better sales and marketing
11:11 resource for a company to grow whatever
11:13 that is I want to ask questions so that
11:16 when we get 10 or so or 100 or so leads
11:20 coming into our pipeline or recorder
11:22 that I'm only speaking to the 20 25 of
11:26 those that I know I can help the others
11:28 I'm usually passing them on or letting
11:30 them obviously find another solution for
11:32 their business so once I get on that
11:34 sales call before we get into Discovery
11:36 I'm usually doing some research
11:38 understanding who they are doing a
11:40 couple of audits presenting some value
11:42 to them so the so my sales call Strat I
11:45 don't call it a sales call my strategy
11:46 call outline is about
11:49 60 seconds to meet and greet and set an
11:52 agenda another minute or two telling
11:54 them about us just the results we offer
11:56 what they can expect with working with
11:58 us asking them some questions I then go
12:01 through presenting some value through
12:02 showing them insights we've identified
12:04 from our audits
12:06 I address any objections they have about
12:08 what next steps look like and then I
12:10 tell them look I hope you enjoyed the
12:13 strategy call in the last 30 minutes or
12:15 25 minutes the next step is really doing
12:17 a deep dive into your business the big
12:20 thing that I want you to take away from
12:23 this is that what would it look like if
12:26 you could present Discovery in a manner
12:28 like this if you could tell your
12:30 potential prospects or customers hey
12:32 what would it look like if you got an
12:34 actionable blueprint that would grow
12:37 your business by 20 or 30 percent in the
12:40 next 12 months what would that mean for
12:42 your business would what would that be
12:44 worth to you our in-depth Discovery
12:46 process does exactly that I want to
12:49 pause here because most people don't
12:51 look at Discovery in this perspective
12:53 whatever the outcome is let's just say
12:55 you do a web application or it's
12:57 e-commerce if it's e-commerce something
12:58 like this may matter and work if it's a
13:01 brochure website I want to challenge you
13:04 that by following again best practices
13:08 is of conversion optimization meaning
13:11 just building your website design to
13:14 convert more visitors into customers
13:15 doing on-page SEO helping them with
13:17 their GBP a lot of the things that we
13:19 put in place with my robot right you
13:22 really can help a business at least grow
13:24 their business by 20 30 from their
13:27 online growth or Revenue so think about
13:29 positioning it that way because once you
13:31 can come in to the mindset of hey when I
13:34 position Discovery it's really an
13:36 investment for that business you can
13:38 easily you can much easier
13:41 communicate that with confidence to your
13:44 prospect so that they can with
13:46 confidence sign up and pay for that or
13:49 do it for free depending on which way
13:50 you go so this is really a mindset that
13:52 you need to have which is it's an
13:54 investment once you believe it and are
13:56 able to present it in that manner it is
13:58 very important for your client or
14:02 Prospect to also have that same mindset
14:05 going into it so once I'm done with my
14:08 strategy call now we're diving right
14:09 into to Discovery for us it's a paid
14:12 Discovery okay so I'm not going to go
14:14 through this verbatim but really
14:17 this is what I'm saying to them right
14:19 like Discovery gives us the ability to
14:21 have a clear understanding of our
14:23 clients projects needs and goals once we
14:26 understand that we're able to develop a
14:27 clear scope but not just a clear scope
14:30 to build a website but to better
14:32 understand their business once we have
14:33 an understanding of their business we're
14:36 able to then provide them with clear
14:38 expectations of what we need from them
14:41 that might be copy or not branding or
14:43 not effective messaging for the USP or
14:46 taking them to store through story brand
14:48 or not and then we're able to say here's
14:51 this fixed scope of work it could be set
14:54 into multiple phases or not here's an
14:57 investment number or budget
14:59 and ultimately we're able to do this
15:03 effectively so that we can avoid
15:04 expectation gaps which ultimately lead
15:06 to disappointments we can avoid delays
15:09 in Project launch and additional
15:11 unnecessary expenses right so these are
15:13 benefits right here these are all
15:15 benefits that every business owner wants
15:17 no one wants expectation gaps no one
15:19 wants delays in their project and really
15:21 no one wants unnecessary expenses and if
15:24 you flip that around to you that just
15:25 means you have fixed scope you have
15:28 ample time to do the project and you're
15:30 ensuring you're getting paid fairly for
15:31 the work you're doing or paired well
15:33 paid well
15:34 right and then I tell them something
15:36 like the investment amount for discovery
15:38 for a project like this is two thousand
15:41 dollars now the way I usually look at it
15:43 is Discovery is going to be about 10 of
15:47 what I'm going to be charging for the
15:49 project all right you have to figure out
15:51 what works for you
15:52 but that's usually around what we charge
15:54 and then one of the things that we tell
15:56 them to again Lower the barrier to entry
15:58 to the next step is that hey look
16:00 whatever you invest in Discovery that's
16:03 applied as a credit towards your project
16:06 so when you work with us for example
16:08 with the website web application even if
16:10 we do for example digital marketing
16:12 whatever we end up putting into the
16:15 research for discovery that becomes a
16:18 line item for planning and strategy for
16:22 their project right I tell them planning
16:23 to failing to plan is planning to fill
16:26 and the important thing I want to tell
16:28 you here that we also do just because
16:30 we're comfortable with the services we
16:33 offer is I tell them look if you are
16:36 concerned for whatever reason obviously
16:37 you know you're getting a discovery
16:39 credit but past that I want to let you
16:42 know that we're also offering you a
16:45 hundred percent money back guarantee
16:46 book the first discovery call if you
16:50 don't feel like it's the best value
16:51 you've received all week or you're not
16:53 happy with the process after the first
16:55 call you can just go ahead and let us
16:57 know and we'll pay you back
17:00 would you pay this and we'll part ways
17:02 and we've not we've never had anyone for
17:05 the last seven eight years we've been
17:07 doing paid Discovery we've had no one
17:09 take us up on that offer okay so be
17:12 confident with what you do so before we
17:14 jump in to Discovery
17:17 you don't have to make a decision now
17:18 whether you do paid Discovery or free I
17:22 believe it's important for us to do paid
17:24 Discovery and I'll cover a few reasons
17:26 why and we'll take it from there so the
17:29 reason we like my agency does pay
17:32 Discovery is that it positions this as
17:34 an expert right I have two decades
17:38 loss of Industry experience in this
17:40 space even if I had just five years it
17:42 doesn't matter the reality is you do not
17:45 get to pick up the phone or just walk in
17:47 to your dentist or lawyer or accountant
17:49 and just say hey give me an answer to
17:51 this and look at all my information file
17:52 my taxes or diagnose me for this symptom
17:55 right you have to schedule something you
17:57 have to pay for the time you have to
17:59 answer their questions before you get a
18:01 solution so there's no difference
18:03 between us and anyone else and I hope
18:07 that understanding is is perceived
18:10 believed and shared with your prospects
18:12 it definitely is with us the next one is
18:15 that by doing this we attract better
18:17 clients who value expertise remember
18:20 again as I mentioned most of the people
18:22 that work with our agency aren't just
18:24 working to build a beautiful or brochure
18:27 site that can sell they're looking to
18:29 solve a solution and that's why they're
18:31 coming to us for that it also weeds out
18:33 the bad ones right the ones that don't
18:35 show up for calls
18:37 the ones that believe that they're doing
18:38 you a favor to pay you or that they're
18:41 doing your favor to join a call when
18:43 you're spending time trying to learn
18:44 about their business and put together a
18:45 solution
18:46 and here's the really awesome thing for
18:49 me once I realized I was getting paid to
18:52 take the time to better understand my
18:54 clients needs or my prospects needs it
18:57 gave me the times for me and my team
18:58 didn't have to rush through things right
19:00 we could better understand their
19:01 business model who they served their
19:04 competition the technical needs we could
19:07 take time to analyze the right plugins
19:08 do effective scope so again at the end
19:11 of the day we were able to provide a
19:12 better solution for them and ultimately
19:15 it was a win for the clients and it was
19:17 a win for us and this led to higher
19:20 value projects one of the biggest
19:21 takeaways I want you to have from this
19:23 discovery is that if you ask the right
19:25 questions you'll get some answers that
19:29 will help you solve much bigger problems
19:31 or help understand your client or
19:34 Prospect has much bigger problems than
19:36 just the need for a website so this
19:39 becomes a win-win I often tell the
19:41 business owners that look we boast an
19:44 amazing retention rate with our
19:45 customers but this is a great way for
19:48 you to try before you buy whatever
19:50 whatever this engagement looks like
19:52 it'll be a better it'll be a great
19:54 understanding of how you work with us
19:56 and we work with you if it doesn't work
19:59 out for whatever reason which has not
20:00 really happened before
20:02 you can take what we give you and just
20:04 go to the next company and say Here's
20:06 everything I need can you Scope it out
20:08 otherwise
20:10 we'll continue this relationship and
20:12 we'll bet we'll have a great
20:13 understanding and Foundation to deliver
20:15 a solution that delivers results for
20:18 your business
20:19 so what do we cover all right depending
20:23 on who we're working with we'll cover a
20:27 range of different elements during our
20:29 Discovery process okay so what do we
20:32 cover a business overview we need to
20:34 understand the clients USB stands for
20:36 Unique selling proposition or there's
20:38 other terms what's your proposed value
20:40 of services or products
20:43 and then really we're trying to ask them
20:45 what their goals are usually they'll say
20:47 I need a website we'll ask them why and
20:49 keep asking them why till we have a
20:50 better understanding of they're looking
20:52 to use it as sales and marketing
20:54 resource they're looking to sell more
20:55 products they're looking to build an
20:57 automation whatever it may end up being
20:59 then we try to understand their ideal
21:01 customer Persona who do they serve Why
21:05 do those people need those Pro need the
21:07 product or service what started what
21:09 state of mind were they in when they
21:12 come to our customer or customer's
21:14 website where what are their ways of
21:17 driving leads to their website or their
21:20 business or we'll talk to them about
21:21 customer acquisition what did they do to
21:24 reactivate customers for by the way for
21:27 those of you that don't do reactivation
21:29 strategies that's one of the easiest
21:31 ways to drive value for your existing
21:33 customers or even as a selling point for
21:35 your prospects if they've had a business
21:38 for three to five years they have a list
21:40 of 50 100 200 or more customers that
21:44 they've worked with in the past there's
21:45 some easy reactivation strategies that
21:47 you could use to just add value and
21:49 quickly sell the service for email
21:52 marketing to reactivate past customers
21:54 we'll talk about the customer buying
21:55 Journey where they go from a lead to a
21:57 customer and upsell and we'll talk to
21:59 them about transactional analysis if
22:01 they're in Ecom or just business numbers
22:03 if they're just a regular business like
22:05 how many leads do they get what's the
22:06 average cost for a lead what is the
22:08 average value for a lead and by the way
22:11 it's these questions when asked and
22:14 answered help us with our website so
22:17 let's just say none of you do any
22:18 marketing right
22:20 and I'm sure there's a few of you here
22:21 that only love building websites
22:23 wouldn't it be great for you to know
22:25 what it costs a customer to get a lead
22:27 whether they use Facebook or whether
22:30 they just do trade shows it doesn't
22:32 matter what it costs for lead and what's
22:34 the value of a lead because this way
22:36 let's just say you don't do any
22:37 marketing for them but you do a care
22:39 plan what would it look like for you to
22:41 have Google analytics where or whatever
22:44 analytic tool you use to track click to
22:46 calls and to track form submissions or a
22:49 live chat initiation and then be able to
22:51 say to your customer like hey look you
22:54 told me when we built the website that
22:56 you didn't want marketing but your each
22:58 lead was worth this and we just want to
23:00 let you know that we tracked seven leads
23:03 from your website this month and let's
23:05 say that was worth I don't know 200
23:07 that's fourteen hundred dollars worth of
23:09 leads and let's say there was a there
23:11 were a home remodeler you know that
23:13 might be a five thousand dollar lead and
23:15 multiply by that by seven and that's 35
23:19 000 now if you know that they close one
23:21 third of their leads
23:23 you just do simple math and that could
23:25 be anywhere from five to seven thousand
23:28 dollars that they are more that they
23:29 closed right ten thousand
23:31 understanding their numbers really
23:33 matter then we talk about their
23:35 competition and that's why like in my
23:37 web audit you'll see like we have a
23:39 competitive analysis report these are
23:41 quick ways for us to gain insights that
23:44 we can include in our Discovery or in in
23:47 a part of our sales call
23:49 okay
23:50 and then this technical analysis and
23:52 scope which is the thing most of us do
23:55 already right we better understand how
23:58 many pages they need do they need any
24:00 custom functionality things like that
24:02 and then what we do last is a Solutions
24:04 presentation okay so if and by the way
24:08 we have a Blog and I have a document
24:09 that I'll be sharing with you all with
24:11 this information but I wanted to share
24:13 with you sample questions I'm not going
24:16 to go through each one but like under
24:18 about the business we're talking about
24:19 the unique selling point what are the
24:21 desired outcomes or pain points
24:24 that they solve what are common
24:26 objections and questions their customer
24:27 asks Now by asking these questions if
24:31 we're writing their copy and for those
24:33 of you now that are using like AI like
24:35 once you know this you could literally
24:37 say something like write an about us
24:39 page or write a service page for a home
24:42 remodeler with these common objections
24:44 and challenges that are faced and now
24:46 you have very effective page copy versus
24:49 just writing random stuff right or if
24:51 you have a copywriter which I do I then
24:53 take these responses provided to them
24:57 and they're able to put together very
24:59 effective copy and and at the end of the
25:01 day the business understands that we
25:03 know and understand their business model
25:05 and who they serve
25:07 about the oops duplicate slide here and
25:10 then under wait a second what happened
25:12 to all my questions okay understanding
25:13 their customers this is these are things
25:16 like what is the age range the gender
25:18 income location right what are their
25:20 spending habits personality traits by
25:23 the way some of these questions are very
25:25 important because for example let's just
25:28 say you were dealing with moms and
25:31 you were selling a product to young moms
25:34 while the design is going to be this
25:38 much different than for example if the
25:41 website was for men that were 50 to 65
25:45 that were looking to become better
25:47 golfers in their retirement stage right
25:49 so understanding who the ideal customer
25:52 profile is and asking them those
25:54 questions so that later on let's say in
25:56 the design they're like oh do this and
25:57 do that you're able to say hey look you
26:00 told us this is who you serve this
26:02 design does not make this design was
26:05 built and meant to serve them the design
26:07 feedback you're giving is for your
26:10 personal preference so those are the
26:11 type of things that you're able to
26:12 figure out sometimes we'll even ask them
26:14 things about who do you not want as a
26:16 customer and that helps us both with
26:18 design but most importantly messaging
26:21 boom understanding their sales funnel
26:23 for those of you that do any sort of
26:26 email marketing SEO paid ads or anything
26:29 like that it's really important for you
26:31 to be able to have a better
26:32 understanding of what the website does
26:36 where they're getting the leads from or
26:38 what brings customers back to repeat
26:40 feedback do they even have a CRM who
26:42 follows up with them and by the way
26:45 these are questions the sales funnel
26:47 questions are generally not questions I
26:49 would ask in in a common Discovery okay
26:51 if I know that this is a larger company
26:54 that looks and plans to do some sales
26:56 and marketing that's when I put this in
26:58 otherwise this is not going to be part
27:00 of that because this is going to
27:01 overwhelm a general small business owner
27:03 and they're not this is not going to add
27:06 value so again I'm just giving you
27:08 different
27:09 groups and categories of questions and
27:11 meetings we have not to say that you
27:14 should be doing all of this for sure in
27:15 a website
27:17 in a website Discovery okay a couple of
27:19 questions that you should definitely
27:21 consider asking are things like why you
27:24 PR why are you pursuing this project now
27:26 what's it actually costing your business
27:28 and how would you measure success of
27:32 this project
27:33 these are these are great questions to
27:35 be able to really understand what their
27:38 pain points are and then quantify the
27:39 value of the services you're offering
27:41 right so when you ask a question like if
27:44 this problem was resolved what impact
27:46 would it have on your bottom line in
27:49 your business over the next year when
27:51 they say something that could
27:52 potentially add two hundred thousand
27:54 dollars now whatever you're charging is
27:57 going to be anchored to that outcome of
28:00 two hundred thousand dollars so
28:01 potentially let's say you go through the
28:03 discovery and then you make
28:05 you provide an investment amount of
28:07 let's just say sixteen thousand or
28:09 twenty thousand dollars and John who
28:11 this Prospect you're speaking to is
28:13 struggling with investing sixteen to
28:16 twenty thousand dollars in your services
28:18 you literally can tell John look John
28:20 where in the world can you really get a
28:23 10x investment a return on your
28:26 investment and there isn't a way right
28:28 but our web services can do that and
28:30 often do that but we're not measuring
28:32 outcomes or potential outcomes we're
28:35 just building brochure websites or we're
28:37 just you know running campaigns and just
28:40 saying we're generating these many leads
28:41 but oftentimes we forget to quantify the
28:44 value of the lead and the cost to
28:46 generate the lead that our services are
28:49 ultimately generating at no cost for
28:52 example with GBP or on-page SEO or web
28:55 design if you put those together
28:57 you have to make sure that you're able
28:59 to quantify that okay what I want to say
29:02 now is I Look to to wrap this up we'll
29:05 be talking a little bit about providing
29:07 options and then ultimately what a
29:10 Solutions presentation looks like for uh
29:12 for providing options what I want you to
29:14 know is that in our agency we have a
29:17 couple of different types of projects
29:18 that come our way one is that basic
29:22 brochure website that is going to
29:24 usually be like a six to eight thousand
29:26 dollar website they're not looking to
29:29 they don't really care about sales and
29:30 marketing their new startup company they
29:33 they don't care that much about the copy
29:35 either they're now at this point open to
29:37 AI leveraging it or they are open to
29:41 writing it themselves they're looking at
29:43 five six seven eight pages Max then
29:46 we're looking at the company that is a
29:49 seven figure company or eight figure
29:51 company that we work with that is
29:53 looking for a custom website they want
29:55 it to be a sales and marketing resource
29:57 so they want a little more custom
29:58 Solutions at that point what we are
30:02 offering them is a little bit more of a
30:05 detailed
30:06 discovery not just who's your customer
30:08 what's your competitors and what content
30:12 do we put in place that's usually the
30:14 basic website is usually going through
30:16 two sessions and we just cram that in
30:18 there and that's not a two thousand
30:20 dollars that's a 500 to a thousand
30:23 dollar Discovery depending on whether we
30:25 choose like a eight to ten thousand
30:26 dollar price point or a six to eight
30:28 thousand that's they're looking at one
30:30 or two meetings and that's it and we
30:32 just have enough information to solve
30:34 that we rarely do those because we
30:37 rarely do to do those type of projects
30:38 the custom websites are usually between
30:40 that sixteen to twenty four thousand
30:42 dollars and those are the two thousand
30:44 fifteen hundred to twenty five hundred
30:46 dollar in Discovery and that is going
30:49 through understanding who their business
30:51 is understanding their customer Persona
30:53 their competition
30:55 and then we do technical scope of work
30:59 and then the solutions presentations
31:01 that's four to five meetings there and
31:03 then the last the biggest ones that we
31:05 do are web applications and those could
31:07 be anywhere from 50 to 50 to 100 or more
31:11 and then those are larger discoveries
31:14 because not only do we have to
31:15 understand like who they are and it's
31:18 less marketing about who they serve but
31:19 what they want in the application and we
31:22 have to do the research and maybe do
31:24 some storyboards and UI ux screens and
31:27 things like that and so those will again
31:29 about 10 of whatever the project is what
31:32 we're charging for that Discovery and
31:34 then we have an add-on our project
31:36 add-ons vary in different ways based on
31:39 what they need sometimes it's design
31:41 work to build out some screens sometimes
31:44 it is some branding work and messaging
31:48 work and story brand is one of those we
31:50 charge fifteen hundred dollars on top of
31:52 so if a company has sometimes we work
31:55 with really large companies or small
31:56 ones that have no idea about their brand
31:58 message who they really serve how they
32:01 serve them and how to put all of that
32:03 together with the online and offline
32:05 messaging and brand voice and so we take
32:08 them through story brand and that's like
32:10 an add-on we would charge on top of it
32:12 so we provide options and based on what
32:15 we feel the business needs is what we
32:18 propose here okay
32:21 so oftentimes we get questions like hey
32:25 thanks for sharing uh sharing your
32:27 process with this Cliff what does a
32:31 deliverable look like I want to tell you
32:33 that if you do Discovery really well
32:36 your prospect or customer is going to
32:38 care less about the discovery and more
32:41 about the fact that you better
32:42 understand them they better understand
32:44 their business now and that they want to
32:46 work with you but obviously you do want
32:49 to have some level of presentation some
32:52 level of a deliverable that you may pass
32:54 back on to them because that's part of
32:56 the promise and again just like the last
33:00 section it depends on what the customer
33:03 needs are and what the discovery process
33:06 is but usually what we're doing is a
33:08 PowerPoint slide
33:09 the those of you that are like on the my
33:12 robotic agency plan we have a PowerPoint
33:14 export of all of our reports we in
33:16 essence take that PowerPoint and embed
33:19 it with a couple of custom slides like a
33:22 cover and like what road mapping looks
33:25 like we recap key findings so we'll talk
33:28 to them about who their customer Persona
33:30 is what we want to accomplish with the
33:32 website I'm then taking key insights
33:34 from the GBP from the website design
33:38 from the on-page SEO to tell them look
33:41 when we build your new site all these
33:44 issues are going to be resolved where
33:46 I'm usually pulling the analytics with
33:48 my web audit again there's a couple of
33:50 slides that we can with a click of a
33:52 button pull some insights I'm taking
33:54 some of those insights and then putting
33:56 them
33:56 into our presentation if the company is
33:59 large enough and we know that this
34:01 discovery is going to span over a couple
34:03 of weeks we'll then put and they get
34:05 enough traffic we might even do heat
34:07 Maps so we'll tell them look outside of
34:10 just trying to design stuff we're
34:11 looking at your analytics so we can
34:13 identify what pages require the most
34:16 time and attention as well as heat Maps
34:18 so we can actually see where and how
34:20 people are using your website we then
34:22 cover scope of work which is just really
34:24 bullet items on the key modules that
34:27 we're going to be building out or
34:28 sections of the site we then talk to
34:30 them about the project investment and
34:32 then I'll tell them something like hey
34:34 look so now that you know that this
34:36 website is going to cost this or the
34:38 investment is this are you ready to move
34:40 forward I do not do a proposal or any of
34:43 that till I get a verbal approval here
34:46 so they're going to say something like
34:47 hey Cliff that looks really good or they
34:49 might say something like look and
34:51 through Discovery I'm asking them things
34:52 like what's a ballpark so we know what
34:54 to work on or maybe they'll start going
34:56 through and answering a whole bunch of
34:57 questions and I'll tell them look that
34:59 might add another three to five thousand
35:01 do you want to do that and they might
35:03 say no
35:04 and so I have a great idea by the time
35:06 I'm working on the solutions
35:07 presentation of what they can invest and
35:10 for what and so I put those in they have
35:13 the opportunity to move things to
35:14 another phase if they want or not and I
35:16 say something like are you ready to move
35:18 forward and again we have not lost we've
35:22 lost actually one company in the since
35:24 2015 that we've taken through discovery
35:27 that has not moved forward with the
35:28 project with us and that's because they
35:30 ended up hiring someone internally
35:32 within six months to a year they never
35:34 hired back out and they just took what
35:36 we did and shared through Discovery and
35:38 built that out internally but otherwise
35:40 we've not lost a project and there's
35:42 psychology behind it in many ways the
35:44 first one is they've taken the time and
35:46 invested it in you two they now know you
35:49 understand their business and they don't
35:50 want to go through that with someone
35:51 else and three and there must be there
35:53 might be others but three is that
35:55 they've already paid you and there is
35:58 psychology again on someone who's done
36:01 some sort of financial transaction with
36:03 you will want or is more likely to do
36:05 that again than go to someone else so we
36:08 then position the investment we get a
36:10 verbal okay and I tell them something
36:12 like okay let's schedule a call for next
36:14 Wednesday or next Friday or this Friday
36:16 and we will cover the agreement and I do
36:20 not call it a proposal because at this
36:22 point they have verbally agreed to our
36:25 project it's similar to a proposal but
36:26 there's no messaging around
36:29 accepting this because this is a
36:32 proposal list here's the agreement sign
36:34 here and make an initial deposit via
36:37 credit card ACH or drop a check in the
36:40 mail and we begin the project usually
36:42 within five business days and they
36:44 understand that then I just talk to them
36:46 about the next steps which is the
36:47 payment and all the things I just
36:49 covered and I'll ask them if they have
36:50 any questions about what we've done by
36:53 going through and taking the time to go
36:55 through these meetings usually there's
36:57 very little questions at the end because
36:59 I'm all I'm doing is I'm restating back
37:01 to them in a summary type of manner all
37:05 the key things that they've told us that
37:06 we can now take condense and then build
37:09 an effective solution that drives the
37:11 results for them
37:12 okay
37:14 so thank you I know we covered a lot
37:17 here I want to make sure that we now
37:19 spend this time in Q a I am going to I
37:22 ideally I'm going to ask people to
37:24 unmute versus drop something in the
37:27 comments just so that for the recording
37:29 others you know others are able to hear
37:33 as well in the future versus me trying
37:35 to read back questions so what questions
37:38 do you all have let me share back my
37:40 screen
37:41 there were a couple of points that I
37:43 wanted to bring up let me pull this up
37:45 just so you'll have context here oh and
37:47 by the way if y'all aren't in our
37:48 Facebook group please feel free to join
37:51 that and I'll be doing more q a there as
37:54 well for those of you that are my
37:55 robotic customers I know that both this
37:58 training and this document will go into
38:01 the bonuses resource section later this
38:04 week okay
38:06 what I wanted to share with you is just
38:09 how simple this could be okay this is
38:11 for that 5000 type dollar website it's
38:16 literally just telling them hey thanks
38:18 for jumping on the call really look this
38:21 is what Discovery looks like
38:24 and here's the meetings click here to
38:27 pick something that works for your
38:28 schedule take a look at the questions
38:30 that's and by the way this email also
38:33 positions a different process I take for
38:35 the companies that are looking for the
38:36 basic website I'm having them do a lot
38:38 more of that leg work right because
38:40 they're not paying us a ton of time for
38:43 the ton of money for the time and so I'm
38:45 having them go through and answer a lot
38:48 less questions but I'm having them do
38:51 that and then we cover them and get
38:52 clarification I'll let them know if you
38:53 don't answer them that's cool there's
38:55 some that you may not know and we'll
38:57 cover them on the call but for the
38:58 larger
39:00 projects I am and again you just have my
39:03 verbiage Here season it to taste but I'm
39:06 talking to them about the importance of
39:07 Discovery how it can benefit them and
39:10 really positioning it as an investment
39:12 and so there's all that messaging here
39:14 feel free to take it and run with it
39:16 and this document here has a ton of
39:19 questions and they're all grouped by
39:21 category okay so you can go in and and
39:24 identify which ones you want and then
39:26 take and run with them but there's tons
39:27 of different categories many more than
39:29 what I covered there and then what I
39:31 wanted to tell you is that for those of
39:33 you that use AI or are thinking of using
39:36 AI just understand that like with for
39:40 example chat GPT from open AI there's
39:43 some really awesome things you can do
39:45 about identifying demographics goals
39:48 motivations pain points and challenges
39:51 so what's really cool is if you were to
39:53 do some of this as Discovery you
39:56 literally and I put in prompts here with
39:58 an example so all you have to do is
40:00 change the industry and drop these in
40:03 and you'll be able to gain some amazing
40:05 insights that you could bring to a
40:07 discovery to wow your customers or if
40:09 you even wanted to do that as like a
40:12 preemptive element for your Discovery so
40:15 let's just say you do the strategy did
40:16 you call and you want to tell them hey
40:18 look part of our Discovery is
40:19 understanding your pain points and
40:21 challenges of your customers we already
40:23 did some preliminary research here's
40:26 what you can expect if you go through
40:27 Discovery and just share some of those
40:29 insights it can blow their it can blow
40:31 them away with Wow Cliff or Sarah or
40:34 Kristen or Beth they understand my
40:37 business maybe even better than I do in
40:39 some cases and all you have to do is
40:41 leverage chat GPT to be able to do that
40:45 cool so now I am going to just go into q
40:49 a to see how I can answer your questions
40:53 this is going to be the Brave One
40:56 and I know I didn't do that great a job
40:57 yes go ahead Chris yeah firstly thank
41:01 you so much Cliff for doing this there's
41:03 there's a lot of good information in
41:05 there I yeah Discovery is something
41:08 that's always interesting for me a lot
41:10 of the projects that I do are brochure
41:12 style websites and I've been doing this
41:14 for so long I just baked that Discovery
41:17 into the overall project but if I'm
41:19 getting a project that's over like the
41:21 12 and 15 000 Absolutely I'll pull that
41:24 out and I've never had any problem
41:26 pitching that because it's work that's
41:27 got to get done regardless and it you
41:30 got to do it up front or people are
41:31 going to end up spending more in the
41:32 long run so when you just even saying
41:34 that to people they're like yeah that
41:36 makes sense okay one of the things I do
41:38 fall flat on though and I'm grateful for
41:40 your documentation here sorry this isn't
41:42 a question just my contact is really
41:45 sussing out from them okay if you do
41:47 this now what's that going to do for
41:49 your Revenue next year and and I think
41:51 my sales are generally pretty good but I
41:53 think doing that will really get people
41:56 on board a lot a lot quicker and so I
41:58 look forward to looking at some of those
42:00 resources so thank you very much you are
42:03 welcome Chris one or two points on what
42:05 you shared first is people are very
42:08 apprehensive to share their numbers
42:10 especially like if they feel like it's a
42:12 sales strategy call because they're like
42:14 if the boy if I tell the person how much
42:15 I make then now they know how much or
42:18 they think they know what they can
42:19 charge me right so one of the biggest
42:21 things that I do is if we do a four
42:24 meeting session usually at the tail end
42:27 of two or three is when I bring up
42:30 numbers transactions because I don't
42:33 want them to think I want them to know I
42:34 care more about understanding their
42:36 business than just figuring out numbers
42:38 okay that's one the second one is in
42:43 order part of the things we've built
42:45 into my web audit are have many of them
42:47 have stemmed from Discovery and one of
42:50 them is the ROI analysis report that we
42:53 have all right so if someone is I'm just
42:57 sharing this generally here not just for
42:58 you Chris is that if people are
43:00 apprehensive and I don't even know my
43:02 numbers or I don't want to share my
43:03 numbers then some one of the things I'll
43:05 do is just say hey look I did this
43:08 project for Jane and here's some
43:10 projected numbers she puts in she gave
43:12 us and in their mind now when they see
43:14 like they give numbers and they can see
43:16 projected outcomes for our services it
43:19 lowers their guard down to oh he's just
43:21 looking to our Cliffs just looking to
43:24 figure out like how much I make so you
43:26 could determine if I can afford XYZ yeah
43:29 well it's very true and I don't I never
43:32 ask people about their budgets I my my
43:35 sales workflow is they call her email or
43:38 whatever I get on the phone with them
43:39 and I'm gonna tell them okay it's it's
43:42 nine grand to start and if they haven't
43:44 fallen out of their chair then then I
43:47 know I can move forward with them and
43:48 I'm willing to invest that time but um
43:51 but people I I obviously don't open with
43:53 that I explain a lot of my value and
43:55 things like that and how we get to that
43:57 number but damn it I had another Point
43:59 too that but yeah you get a sense to I
44:02 don't know what everybody else is but I
44:04 get a lot of the same types of clients
44:06 like accountants and and I would say
44:08 probably a good 60 to 80 percent of my
44:11 clients are a duplicates so you get a
44:12 bit of a sense if it's an accountant
44:14 roughly what an annual value of one of
44:17 their clients could be and things like
44:18 that or if it's home home builders or
44:20 things like that yeah no it's
44:22 interesting yeah cool thank you for
44:25 sharing Chris yeah no worries thank you
44:27 yeah Beth
44:29 I have a statement and a question yeah
44:31 okay I'll get to my question in a minute
44:34 I believe in paid Discovery I teach my
44:37 students inside the wp project managers
44:39 Academy how to do paid discovery
44:41 but what most of them fear is what never
44:44 happens to Cliff which is the client's
44:48 gonna leave and I'm going to do this
44:50 discovery and sure I'm going to get paid
44:52 for it but then the client's going to
44:54 leave so the way that we manage that and
44:56 what I teach my students and the way I
44:58 do it
44:59 is in that initial proposal I give a
45:01 range estimate right based on what I
45:03 know just from that pre-proposal meeting
45:05 right where you don't you get the high
45:07 level understanding of what they need
45:09 and then then we do then we position and
45:12 if they say yeah anything within that
45:13 range is great then that that puts them
45:16 under contract at that point and then if
45:19 when we get and so phase one becomes the
45:22 discovery and we get to the end of phase
45:24 one is when we spell out everything we
45:28 learned during Discovery right and we
45:29 say okay we've got a new estimate for
45:31 you
45:32 oh it fell right within the range we
45:34 already gave you so you're still under
45:35 contract let's move on there's no
45:37 decision making at that point because
45:39 they've already made the decision if we
45:41 if they if it falls outside the range
45:44 like it goes above it usually they don't
45:46 push back because they were shoulder to
45:48 shoulder with you when you discovered
45:49 these new requirements that weren't
45:51 considered in the first pre-proposal
45:52 part but that tends to make newbies who
45:55 maybe aren't that confident a little
45:57 more
45:58 confident that the client's not going to
46:01 take their proposal or their solution
46:04 and go get somebody on Fiverr to do it
46:07 um especially if okay so my question is
46:09 this when you're talking about you're
46:12 going to offer this that you're focusing
46:14 primarily on increasing their business
46:17 increasing their leads and but what if
46:19 that's not why they called you
46:21 what if the reason they need your help
46:23 doesn't really have to do with that part
46:25 of the website right maybe it's more of
46:28 a technical thing or maybe it's more of
46:30 a but that's not the benefit that you
46:33 can offer what if you are so new or
46:36 you're so not confident that you just
46:38 don't feel right saying I guarantee
46:40 blank whatever it is I just don't feel
46:43 comfortable giving a guarantee what
46:45 would what advice would you give those
46:47 folks
46:48 yeah I give them advice to go get
46:50 training on how to do that in the next
46:52 year or they're not going to have a job
46:54 and should leave this industry and that
46:56 might sound like really harsh but just a
46:59 heads up for any of you that are like in
47:01 the tech space tracking on where
47:03 artificial intelligence is like rest
47:06 assured the billion dollar companies or
47:08 the 100 million dollar companies have
47:11 dozens if not hundreds of people working
47:13 on effective intake questions like the
47:15 ones we talked about and Building
47:17 Together designs and all of that and
47:19 it's coming one of the reasons and that
47:22 sounded harsh Beth I've been there I
47:24 would just say that's the future tell me
47:26 what the answer was going to be I just
47:27 thought I'd give you an opportunity yeah
47:28 yeah I I think I think for the I think
47:33 charging also as a business owner who
47:37 cares about results both for my own
47:39 business as well as others it's going to
47:41 be important to be able to quantify what
47:44 results you can give a business and five
47:47 years ago building being a handcrafted
47:50 or beautiful or whatever you wanted to
47:52 label it design worked well for a small
47:56 business owner but that's not going to
47:58 work it's the messaging and the com ads
48:01 everywhere are going to be bombarding
48:03 them with you can get beautiful easy to
48:05 build designs in like an hour not even
48:07 in a day anymore and that's actually why
48:10 I think questions like what we covered
48:13 today are more important than ever and
48:16 we can distinguish you and separate you
48:18 from not only just the competition but
48:21 these automated tools that are being
48:23 built out there that can only be that
48:26 are just leveraging machine learning but
48:27 no engagement and or at least now for
48:30 now that you can do and I'll tell them
48:32 start learning about that now you don't
48:34 have to offer all those Services right
48:36 like at the end of the day if someone
48:37 comes to me and says look I just want a
48:39 nice looking website that effectively
48:41 markets my business I'll go through and
48:45 ask them questions I'll ask them
48:46 questions about the website site
48:48 customer pages and enough to get the
48:52 content and put that together but those
48:54 are the people that are not going to be
48:55 spending five figures for a website
48:58 because they only see this as a basic
49:00 brochure marketing tool and that's why I
49:02 have that basic Discovery for them which
49:04 is going to be one or two calls and they
49:06 fill out some information and we take it
49:08 from there and there's no Assurance of
49:10 any leads or any online presence other
49:14 than we just do best practices with what
49:16 we build out
49:17 cool all right next question
49:22 I know I didn't do that great a job of
49:24 sharing my Discovery process someone who
49:27 has to have questions
49:28 Paul good to see you mate hope you're
49:30 doing well
49:31 who here has maybe who here has maybe
49:35 ideas on what they do and what they do
49:38 differently and better maybe yeah hey
49:41 Chris
49:42 I just I've got another question for you
49:44 yeah and maybe you cover the site a step
49:46 away for a minute when you're doing
49:47 multiple Discovery sessions I know you
49:50 said on the on that page that you showed
49:52 us there was like four options I think
49:54 are you breaking that down in hey each
49:58 session is x amount of dollars and then
50:01 if you do all of them it's a discount or
50:03 you just know this is what you're
50:05 getting okay yeah I figure out what I
50:08 need so that so let's say you reach out
50:10 to me Chris and you say I need a website
50:12 or whatever you go through my intake
50:13 form you get on a call with me on that
50:15 call I'm asking you what do you
50:18 what your primary challenges are at that
50:20 time you're going to say things like I
50:21 need a better website or I need more
50:23 traffic you're telling me something
50:25 that's going on in your business that
50:26 you need rectified I then identify the
50:29 services I offer that can help provide
50:31 that solution so when I go into
50:33 Discovery or proposed Discovery I know
50:35 what quite what sections I need and
50:37 usually that's going to be I need to
50:39 know more about your business which is
50:41 meeting one I need to know more about
50:42 your customer and competitive advantages
50:45 which is meeting two three is going to
50:47 be usually a little bit about your
50:49 competitive landscape and scope of work
50:51 and four is that presentation where I
50:53 cover everything recap it and then
50:55 present it to you I can't take one or
50:58 two of them out the only time I shorten
51:01 the discovery cycle is if I know they're
51:03 looking for a lower priced solution and
51:06 at that point I'm not going to try to be
51:09 like hey you know pay for something
51:10 that's going to that that ultimately
51:12 you're going to need to double your
51:14 investment to get that solution in place
51:16 so I'm determining that and providing
51:19 that answer
51:20 and no no segmenting of discovery
51:24 meetings and that one of the things I
51:27 learned and I love is I'm more than
51:29 happy to have someone pay me a couple of
51:32 grand to give them some insights and
51:34 strategy and then have them take that
51:37 and run with it I'm making sure that's
51:39 very profitable for me so if someone
51:41 ever wanted to do that like it really in
51:44 reality if I could do five Discovery or
51:47 ten Discovery sessions like companies a
51:51 month like I'd love that not have to do
51:53 much of that work because
51:56 yeah the part I didn't say is that if
51:59 the if it falls with if it exceeds that
52:02 range the client and has a re has the
52:04 right to cancel but I've been paid for
52:07 that phase one so because I got the
52:09 deposit that covered all of phase one so
52:12 either it's hey you know what Cliff it's
52:15 the same only different
52:17 exactly and that's the thing that I'm
52:19 sharing here was Cliff's process not the
52:22 process everyone has different customers
52:24 and experience models and services and
52:27 so you should take what everyone shares
52:30 or what you've learned and then apply to
52:31 what works best for you there's no
52:33 one-size-fits all that's for sure
52:35 back in the software development days we
52:37 used to call that tailoring you take the
52:39 framework and then you tailor it to the
52:42 way that you do business or your clients
52:44 or whatever yeah you need to tailor the
52:46 process yep Chris yes we will we will be
52:51 providing a recording here
52:54 cool any other questions any questions
52:56 about like maybe paid ad Discovery and
52:59 how we go through that or technical web
53:01 app Discovery we discovered websites or
53:03 like even local SEO I'm happy to answer
53:05 them there's a lot of people on here I
53:08 want to make sure that we value
53:09 everyone's time here so obviously if
53:11 anyone has any questions I want to make
53:13 sure I answer them and if not then for
53:15 another 10 more minutes we'll be on and
53:17 we'll wrap up
53:19 is there still going to be the meeting
53:20 later today
53:21 yes Jason will have a regular AMA call
53:24 at for PSD 7 Eastern this evening okay
53:29 or six yeah whatever the time is done
53:31 but it's four o'clock Arizona time cool
53:34 and okay and I don't know does the chat
53:37 have a bunch of questions here let me
53:39 see
53:40 recording no most people were just
53:42 asking if there would be a recording yes
53:45 yes I was watching the chat for you to
53:47 see if there were any relevant questions
53:48 you needed to answer but I didn't see
53:50 any cool thank you that just means you
53:53 did do that good of a job so let me ask
53:56 you all maybe one or two you may want to
54:01 jump on and share what you do do any of
54:03 y'all do and it can be called project
54:06 Road mapping Discovery as some sort of
54:09 Consulting assessment but do any of you
54:12 want to maybe jump on and share with the
54:14 group what you do different or how you
54:16 do discovery just so that again because
54:19 I there's a bunch of great successful
54:22 agency owners on here I'd love to learn
54:24 something from you if you do anything
54:26 differently or if you thought of
54:27 something different that you can maybe
54:28 share with us
54:30 Cliff this is David Owen we do some high
54:32 level
54:33 discovery on the sales process okay and
54:37 then we have a program called the total
54:40 system audit
54:42 where we just look at what they're doing
54:44 from marketing perspective and try and
54:46 map that out against best practices
54:49 and then move from there but we have the
54:51 same guarantee where if you don't like
54:54 what we've done we'll give your money
54:55 back or you can take the output it's
54:58 yours and use it and hire someone else
55:02 awesome thanks very similar but not the
55:05 same yeah yeah
55:08 okay does it look like anyone else has
55:10 any questions so I'm going to leave you
55:11 all with one other one last Gem and I
55:14 mentioned to you all on this call and I
55:17 said
55:18 hey look when you're going through
55:20 Discovery maybe talk to them about
55:22 customer re-engagement okay now most
55:27 agencies aren't going to speak to
55:30 a business owner about like
55:32 re-engagement of their customer base
55:35 they oftentimes focused on a new website
55:37 so that they can get new customers right
55:39 but this is a great service and you can
55:42 Google it and find out or reach out to
55:44 me I'm working on a Blog about it but
55:46 it's so easy especially now with chat
55:48 GPT right like I'm working with the home
55:50 remodel company right now
55:53 it's so easy they have thousands they've
55:56 been in business for over 20 years they
55:57 have thousands of customers that are in
56:00 their CRM
56:02 for
56:03 services like drywall and Home Painting
56:07 and kitchen remodeling but they've never
56:09 re-engaged them right they've never told
56:11 them like hey like we worked with you in
56:12 the last two years on this service do
56:14 you know we offered this and we're doing
56:16 a discount and those and obviously a
56:19 kitchen remodel is a huge investment
56:21 right so even if they get three or four
56:23 deals out of that re-engagement campaign
56:25 that's tens of thousands of dollars and
56:28 I want you to think about
56:30 potentially whether it's an add-on
56:33 as a service that you build to help see
56:37 how you can reactivate your prospect or
56:39 your customers
56:41 past customers or you talk about it in
56:44 your Discovery I want to let you know
56:45 that doing things like that we're going
56:48 to definitely make you stand out and
56:49 even stating some of those things in the
56:51 strategy call to say something like hey
56:53 look we're building you this website to
56:55 deliver this but one of the other things
56:57 that we can help do for you is also
56:59 re-engage your past customers with the
57:02 campaign that we can build it for you
57:03 once we take you through Discovery and
57:05 build out your website and get them to
57:08 your new website and that becomes like a
57:10 great value ad versus okay we could just
57:12 build your website and that doesn't take
57:14 you much more time and writing out three
57:17 activation campaigns with now with like
57:20 tools like chat GPT will take you like
57:22 30 minutes or less
57:24 who
57:25 so again think about how you can use
57:28 these strategic sessions to better
57:30 understand your customers no matter how
57:32 long or how many of those you do to
57:34 better understand them and their needs
57:36 and the desired outcomes so that you can
57:38 present A solution that solves that and
57:42 so that you can charge on that solution
57:43 and there's a huge difference in telling
57:46 a business owner will build you a
57:48 beautiful looking website
57:50 than saying something like hey look we
57:53 can build your website that's a sales
57:55 and marketing resource that can drive 20
57:57 to 30 percent more leads
57:59 to your business over the next 12 months
58:02 like that changes the proposition the
58:04 value prop of your service and if you
58:07 don't understand how to do that then
58:08 there's other people in our community
58:10 that you can speak to for things like
58:13 GBP optimization on page SEO paid ads
58:16 email marketing all those other services
58:18 so that you can add more value to your
58:21 business
58:22 customers to your customers as well as
58:25 generate more revenue for your business
58:26 so thank you all so much for your time I
58:29 hope this was of tremendous value and
58:32 have a wonderful rest of your day and
58:35 I'll catch up with you all later cheers
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