{"id":2422,"date":"2021-06-22T06:26:55","date_gmt":"2021-06-22T06:26:55","guid":{"rendered":"https:\/\/elementor.com\/academy\/?p=2422"},"modified":"2023-02-21T14:08:44","modified_gmt":"2023-02-21T14:08:44","slug":"grow-your-website-building-business-with-elementor","status":"publish","type":"post","link":"https:\/\/elementor.com\/academy\/grow-your-website-building-business-with-elementor\/","title":{"rendered":"Grow Your Website Building Business With Elementor"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2422\" class=\"elementor elementor-2422\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3636d4d9 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3636d4d9\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-479e1c3d\" data-id=\"479e1c3d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-75490c6e elementor-widget elementor-widget-video\" data-id=\"75490c6e\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/www.youtube.com\\\/watch?v=S-FqHDKTMa8&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5ee6c00d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5ee6c00d\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7c45a174\" data-id=\"7c45a174\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3fe604e5 elementor-tabs-view-horizontal elementor-widget elementor-widget-tabs\" data-id=\"3fe604e5\" data-element_type=\"widget\" data-widget_type=\"tabs.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-tabs\">\n\t\t\t<div class=\"elementor-tabs-wrapper\" role=\"tablist\" >\n\t\t\t\t\t\t\t\t\t<div id=\"elementor-tab-title-1071\" class=\"elementor-tab-title elementor-tab-desktop-title\" aria-selected=\"true\" data-tab=\"1\" role=\"tab\" tabindex=\"0\" aria-controls=\"elementor-tab-content-1071\" aria-expanded=\"false\">Overview<\/div>\n\t\t\t\t\t\t\t\t\t<div id=\"elementor-tab-title-1072\" class=\"elementor-tab-title elementor-tab-desktop-title\" aria-selected=\"false\" data-tab=\"2\" role=\"tab\" tabindex=\"-1\" aria-controls=\"elementor-tab-content-1072\" aria-expanded=\"false\">Transcript<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t<div class=\"elementor-tabs-content-wrapper\" role=\"tablist\" aria-orientation=\"vertical\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-tab-title elementor-tab-mobile-title\" aria-selected=\"true\" data-tab=\"1\" role=\"tab\" tabindex=\"0\" aria-controls=\"elementor-tab-content-1071\" aria-expanded=\"false\">Overview<\/div>\n\t\t\t\t\t<div id=\"elementor-tab-content-1071\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"1\" role=\"tabpanel\" aria-labelledby=\"elementor-tab-title-1071\" tabindex=\"0\" hidden=\"false\"><p>Our first live Facebook webinar sparked a lot of interest among our community members, who submitted dozens of questions to our guest and online marketing expert, Troy Dean. For those who missed it, we have recorded and summarized the webinar for you. Enjoy!\u200b<\/p><\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-tab-title elementor-tab-mobile-title\" aria-selected=\"false\" data-tab=\"2\" role=\"tab\" tabindex=\"-1\" aria-controls=\"elementor-tab-content-1072\" aria-expanded=\"false\">Transcript<\/div>\n\t\t\t\t\t<div id=\"elementor-tab-content-1072\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"2\" role=\"tabpanel\" aria-labelledby=\"elementor-tab-title-1072\" tabindex=\"0\" hidden=\"hidden\"><p>we are live with Troy Dean for our live<br \/>webinar how to grow your website<br \/>building business hi Troy how are you hi<br \/>Ben thanks for having me you can hear me<br \/>dit latently yeah very clear so if we<br \/>have an awesome webinar first of all I&#8217;d<br \/>love to have some comments from users<br \/>that everything is functional yeah I see<br \/>it it&#8217;s live right now I see people are<br \/>watching it we will have a session we<br \/>got some amazing questions about growing<br \/>your business from our community which<br \/>we will actually touch upon an answer<br \/>and then I&#8217;ll have some questions of my<br \/>own and finally we will have some live<br \/>questions as well so great to hear that<br \/>far and Dave hi Dave dave is here so<br \/>yeah first I&#8217;d like to introduce Troy<br \/>before this is not the official start<br \/>because we&#8217;re going to give it a few<br \/>minutes for people to join but Troy if<br \/>you don&#8217;t already know Troy and WP<br \/>elevation Troy&#8217;s an online marketing<br \/>speaker coach consultant and podcaster<br \/>he specializes in helping businesses and<br \/>entrepreneurs use the internet to<br \/>attract new customers and build our<br \/>communities also Troy is the co-founder<br \/>of video and user manuals the great<br \/>plugin and of course WP elevation which<br \/>is the probably most professional<br \/>educational course for WordPress<br \/>consultants out there was that accurate<br \/>is that a good intro that sounds pretty<br \/>good yeah ok so let&#8217;s see what I&#8217;m<br \/>guilty as charged on all of those things<br \/>yeah so I actually had a ton of<br \/>questions and a ton of good material<br \/>that I wanted to explore in this webinar<br \/>but then I got I posted the this webinar<br \/>event and actually got better questions<br \/>from the actual users and what can be<br \/>better than you know having<br \/>this communication this direct<br \/>communication with our community this<br \/>sort of live podcast is a new a new<br \/>thing that we&#8217;re doing it&#8217;s great to<br \/>have someone an expert like Troy to be<br \/>pioneering this so yeah so let&#8217;s see<br \/>that I&#8217;ll cover the topics that we will<br \/>cover in this webinar we will talk about<br \/>in elementary in our content we usually<br \/>talk a lot about tutorials like<br \/>technical tutorials how to create<br \/>landing pages how to create different<br \/>websites but there&#8217;s actually a larger<br \/>aspect to this whole thing and managing<br \/>a website building business is a lot<br \/>more than design at the design and<br \/>creation process one hundred percent<br \/>high day for you watching by the way it<br \/>says that your microphones a little<br \/>quiet compared to mine there is I mean<br \/>there&#8217;s a lot that goes into there&#8217;s a<br \/>lot that into managing a website<br \/>building business that and and you know<br \/>a lot of us end up in business by<br \/>accident a lot of us end up in business<br \/>because people discover that we know how<br \/>to build websites and then they offer to<br \/>start paying us to build those websites<br \/>until then we have to think about things<br \/>like cash flow and invoicing project<br \/>management client relationships managing<br \/>client expectations marketing legal<br \/>stuff accounting cash flow you know<br \/>profitability there&#8217;s a whole bunch of<br \/>stuff that goes along with just that&#8217;s<br \/>not just as Island development now the<br \/>caveat here is if you are designing or<br \/>developing websites for an agency so if<br \/>the agency is the client and you&#8217;re a<br \/>developer for example and you&#8217;re just<br \/>doing all their dev work then you may<br \/>not have as many of those problems to<br \/>solve because they will be the ones<br \/>going and getting the client doing the<br \/>design work and the strategy and<br \/>managing where they kind of stuff and<br \/>you&#8217;re just doing the dev work so that<br \/>might be a simpler business model I<br \/>think there are some risks in that<br \/>business model too because you end up<br \/>getting a<br \/>lot of revenue from one client which is<br \/>risky but if you are in the business of<br \/>building your own business as a web<br \/>consultant then yeah you are responsible<br \/>for you know finding clients managing<br \/>their expectations and delivering on<br \/>your promise so it&#8217;s a you can very<br \/>quickly start to have a lot of headaches<br \/>that you know it very quickly goes from<br \/>being something that&#8217;s super fun just<br \/>mucking around on the internet and<br \/>building and building websites quickly<br \/>to then then going all right this is a<br \/>serious business and they&#8217;re a whole<br \/>other series of headaches that come<br \/>along with it and ideally you do that<br \/>but still have fun in the process<br \/>yeah and having one client it&#8217;s a bit<br \/>like being an employee even you&#8217;re know<br \/>even though you&#8217;re set as a freelancer<br \/>it&#8217;s kind of the same so I think the<br \/>majority do have to manage the clients<br \/>and their expectations and how not to<br \/>give too much focus on one client and<br \/>all the rest of the the challenges that<br \/>goes with it yeah 100% and by the way<br \/>your microphone sounds a bit louder now<br \/>which is good and in fact in Australia<br \/>if you if you generate more than 80% of<br \/>your income from one client so if you&#8217;re<br \/>a freelancer and you&#8217;re getting 80<br \/>percent of your income from one client<br \/>then that client actually has to treat<br \/>you as a what we call a PAYG employee or<br \/>in the States I think you might be<br \/>called an FTE a full-time employee so<br \/>they have to pay using a pension they<br \/>have to pay your holidays all that kind<br \/>of stuff they have to treat you as an<br \/>employee so there are definitely risks<br \/>in getting too much work from from a<br \/>small number of clients amazing so to<br \/>those that just jumped in to this live<br \/>webinar that we&#8217;re having we&#8217;re actually<br \/>gonna have a reverse live webinar<br \/>meaning we will take we got so such an<br \/>amazing questions from the audience that<br \/>we want to start with them and then<br \/>progress and talk about other issues as<br \/>well and the first question comes from<br \/>Burt Virgin sir sorry if I mispronounced<br \/>any of the names which programming<br \/>languages are absolute<br \/>necessary to build websites with a<br \/>plugin like Elementor or is none also<br \/>good well I think it&#8217;s good if you<br \/>understand a little bit of HTML and CSS<br \/>but I am a firm believer that you can<br \/>absolutely build websites for clients<br \/>and build a very good business building<br \/>websites but lines without touching any<br \/>code it is handy if you understand a<br \/>little bit of HTML and CSS of course a<br \/>lot of people are going to disagree with<br \/>me and a lot of people are gonna say<br \/>that you have to be a JavaScript ninja<br \/>and you&#8217;ve got to understand know<br \/>jeaious and and react and all the<br \/>JavaScript platforms I&#8217;m not a hardcore<br \/>developer I do know HTML and CSS and PHP<br \/>and a little bit of jQuery but I haven&#8217;t<br \/>coded for a long time maybe tweaking CSS<br \/>is the most that I think you need to be<br \/>able to do definitely and I think<br \/>there&#8217;s also a difference between being<br \/>able to create with something a language<br \/>like PHP and being able to you know<br \/>debug and sometimes people who start<br \/>dabbling with PHP and code they have a<br \/>success they managed to accomplish<br \/>something I don&#8217;t know a certain<br \/>function but then if something breaks if<br \/>there&#8217;s an update or something changes<br \/>that&#8217;s a whole other issue finding a<br \/>whole other skill sets even yeah a<br \/>hundred percent being able to you know<br \/>debug things is is probably a good skill<br \/>to have but it&#8217;s a slippery slope and<br \/>you know a lot of people end up down<br \/>that rabbit hole because they think that<br \/>there&#8217;s value in being a really good<br \/>developer or a really good coder now I<br \/>think if you&#8217;re building software for<br \/>example I imagine that you guys have a<br \/>team of very good developers who<br \/>understand code PHP primarily because<br \/>you are building software if you are in<br \/>the business of building websites don&#8217;t<br \/>mistake yourself for a software<br \/>developer not building software you are<br \/>building websites and you don&#8217;t need to<br \/>be a fantastic developer or a strong<br \/>coder to build valuable websites for<br \/>your clients and therefore build a<br \/>valuable business so what are the skills<br \/>that you would recommend I&#8217;m starting<br \/>out building what<br \/>sytze what are the skills that I should<br \/>put time and effort into gaining so I<br \/>think you need to understand I mean if<br \/>you look at this from the journey of the<br \/>clients so I first start interacting<br \/>with a client and I&#8217;m gonna build a<br \/>website for them the first thing I need<br \/>to be able to do is I need to be able to<br \/>take a brief from that client and<br \/>understand exactly what it is they&#8217;re<br \/>trying to achieve second of all I need<br \/>to understand I think you need to<br \/>understand user experience I think<br \/>that&#8217;s an important skill so for example<br \/>if you&#8217;re building an e-commerce website<br \/>for a client you need to understand what<br \/>a great user experience is on a checkout<br \/>page and what a poor user experience is<br \/>on a checkout page you need to<br \/>understand the difference between you<br \/>know good user experience and bad user<br \/>experience secondly I think you need to<br \/>have excellent communication skills and<br \/>I think assertiveness now assertiveness<br \/>is a soft skill that a lot of people<br \/>overlook and I think it&#8217;s a bit of an<br \/>art developing assertiveness but<br \/>assertiveness basically means that if<br \/>you make a mistake that you can talk to<br \/>the client and and without being<br \/>emotional or without it without it<br \/>souring the relationship you can just<br \/>admit the mistake that you&#8217;ve made<br \/>apologize tell them how you&#8217;re going to<br \/>correct things and move on and<br \/>conversely if a client&#8217;s dragging their<br \/>feet with content you can pick up the<br \/>phone and say listen we&#8217;re on a<br \/>production schedule here in order for us<br \/>to get your website live by next<br \/>Wednesday<br \/>I need that content by the close of<br \/>business today you&#8217;ve had two weeks come<br \/>on I need you to get a move on<br \/>a lot of people find that kind of<br \/>confrontation difficult with clients so<br \/>I think some basic assertiveness is also<br \/>really important you also need to<br \/>understand how to use WordPress and you<br \/>know preferably Elementor and the<br \/>plugins and you probably need from a tip<br \/>the most technical thing I think you<br \/>probably need to understand is staging<br \/>and version control so you need to<br \/>really understand how you can build<br \/>something on a staging environment and<br \/>then push it to a live site so that<br \/>you&#8217;re not you know cowboy coding on a<br \/>live environment particularly if it&#8217;s a<br \/>website that&#8217;s just generating a lot of<br \/>revenue for the client like in the in<br \/>the case of an e-commerce website for<br \/>example and what is the importance of<br \/>being excelling at design skills well<br \/>again I mean<br \/>I think you know if you&#8217;re if you&#8217;re a<br \/>fit the journey that I&#8217;ve been through<br \/>and that I&#8217;ve seen you know three and a<br \/>half thousand people that have been<br \/>through w elevation now over the last<br \/>five and a half years the journey that<br \/>you go through is you end up at some<br \/>point doing less design and development<br \/>and more client management and business<br \/>development so if you&#8217;re if you&#8217;re a<br \/>strong designer then you might position<br \/>yourself as the design go-to person for<br \/>agencies or development houses who are<br \/>good at development but need a designer<br \/>I was on a call with someone this<br \/>morning from New Zealand who has a good<br \/>development team but they partner with a<br \/>designer who works in the co-working<br \/>space with them because they are not<br \/>strong in design<br \/>so again if you&#8217;re a strong designer and<br \/>that&#8217;s your only skill set you know yes<br \/>you&#8217;re going to be able to offer those<br \/>design skills to agencies who don&#8217;t have<br \/>design skills but you know you if you if<br \/>you become a specialist too much you&#8217;re<br \/>going to put yourself in a in a in a<br \/>pigeonhole if you like are in a box and<br \/>at some point I think you need to be<br \/>able to get off the tools and look at<br \/>growing your business and getting other<br \/>people to become the design specialist<br \/>and the development specialist in them<br \/>you know the SEO specialist you can&#8217;t be<br \/>everything to everyone<br \/>and most of us start out with a a skill<br \/>that we enjoy I started out doing SEO<br \/>and a little bit of programming I&#8217;m a<br \/>terrible designer but I very quickly<br \/>realized that the most valuable thing I<br \/>could do was to go and talk to clients<br \/>and grow the business and get other<br \/>people to come in and and specialize in<br \/>in you know SEO and coding and<br \/>development and hosting and all that<br \/>kind of stuff perfect I&#8217;m not sure if<br \/>that answers the question but I think so<br \/>Henry Ramirez asks is it better to pitch<br \/>as an agency even if you&#8217;re alone or a<br \/>personal brand works well you know I<br \/>don&#8217;t think it matters as long as you&#8217;re<br \/>authentic so if it&#8217;s just you then you<br \/>know there&#8217;s no need to go into a try<br \/>and say hey well here&#8217;s my company<br \/>called Acme websites and you know it&#8217;s<br \/>just me but that&#8217;s okay I&#8217;ve got a bunch<br \/>of freelancers that I can use<br \/>you know if need be<br \/>I don&#8217;t you need to be you know that<br \/>kind of transparent about it but if<br \/>somebody asks you know who&#8217;s on the team<br \/>then you can just say look I&#8217;m the Prime<br \/>I&#8217;m the prime business owner here and I<br \/>have a network of contractors and<br \/>freelancers that I pull in on projects<br \/>to help me out<br \/>I think that the the problem is when<br \/>people first start out they&#8217;re a little<br \/>bit insecure which is perfectly normal<br \/>and perfectly understandable because<br \/>it&#8217;s new and everyone&#8217;s a little bit<br \/>kind of scared a bit nervous and so that<br \/>the temptation is to go in and say we<br \/>this and we that and we this when it&#8217;s<br \/>just you and maybe one developer<br \/>somewhere who you know can help you out<br \/>and so I think you just need to be<br \/>authentic and just be honest with the<br \/>client if it comes up but in terms of<br \/>the branding I started out as Troy Dean<br \/>I then had an agency called Tonto<br \/>digital I then went back to Troy Dean<br \/>because I wanted to go back out and do<br \/>my own thing I&#8217;m a bigot I&#8217;m a big fan<br \/>of personal branding I think it&#8217;s a<br \/>faster way to build trust with people if<br \/>they just know who you are they know<br \/>what your name is another and they know<br \/>what you stand for yeah and I think also<br \/>that both options are viable but you<br \/>need to realize that there are different<br \/>ways in which you need to brand if<br \/>you&#8217;re branding for your personal brand<br \/>or as an agency because for your<br \/>personal brand you&#8217;re gonna have to put<br \/>yourself out there and that is sometimes<br \/>not the right fit for for you know<br \/>introverts so have your picture have<br \/>your videos so maybe decide on that term<br \/>yeah yeah Boren asks how can we build<br \/>our brand so we don&#8217;t have to depend on<br \/>any freelancing marketplace to find web<br \/>development jobs that&#8217;s a good question<br \/>this is a great question and so now I&#8217;m<br \/>gonna do a complete backflip on<br \/>something I said earlier I mean it when<br \/>you&#8217;re first starting out you do need to<br \/>specialize now I don&#8217;t mean that you<br \/>need to become a fantastic developer or<br \/>a fantastic designer or you know a<br \/>world-class<br \/>SEO but I do mean that you need to be<br \/>able to you need to specialize in<br \/>solving a bit<br \/>the problem for a particular type of<br \/>customer and so the way either ways to<br \/>approach this is I look at the projects<br \/>that I worked on the early days and the<br \/>most rewarding projects for me there are<br \/>three rules that I have at a project one<br \/>did we have fun &#8211; did we do good work<br \/>three was it profitable if I&#8217;m taking<br \/>all those boxes then I want more of that<br \/>type of client and for me it ended up<br \/>being people companies in the post<br \/>production in the film and television<br \/>post-production industry in Melbourne<br \/>and nonprofits they were the two niches<br \/>that I ended up specialising in because<br \/>I understood them I had friends in those<br \/>industries I understood their pain<br \/>points and so I think what you need to<br \/>do is you need to specialize in solving<br \/>a particular problem let me just do with<br \/>a marketplace question here for a second<br \/>we&#8217;ve got one of our members in WP<br \/>elevation who has been so successful on<br \/>up work they put his picture on a<br \/>billboard in Times Square in New York<br \/>City at work actually you must Victor&#8217;s<br \/>victory Marez is his name he&#8217;s a WP<br \/>elevation member he&#8217;s now actually I<br \/>think he&#8217;s taken our enterprise job with<br \/>Dow Jones but he was so successful on up<br \/>work that they approached him and said<br \/>can we use your photo as a case study on<br \/>a billboard him Times Square in New York<br \/>City because he would how to use up work<br \/>to generate leads but then he had a<br \/>process that he took those leads through<br \/>where he continually added value so that<br \/>and and re manage their expectations so<br \/>that no we&#8217;re no longer you know<br \/>charging twenty five thirty dollars an<br \/>hour we&#8217;re just using up work to get in<br \/>front of a bunch of people but he<br \/>specialized in a particular thing he<br \/>became very good at it he he taught at<br \/>local schools<br \/>he had group is he was here only on our<br \/>pork or did he try both it was he was<br \/>getting leads from elsewhere but he was<br \/>getting a lot of leads from up work and<br \/>he was at the premium end of up work and<br \/>he was you know he was charging well<br \/>above what you would expect like<br \/>multiples of what you would expect you<br \/>could get from up work so that the point<br \/>is that even if you&#8217;re on up work if you<br \/>if you or any marketplace if you go to<br \/>that marketplace just hoping to find<br \/>work you end up trying everyone and you<br \/>end up becoming a general as<br \/>and the only thing you&#8217;ve got to compete<br \/>with is price so it&#8217;s a race to the<br \/>bottom you have to be the cheapest or<br \/>the fastest and so the way to avoid that<br \/>is to become known as the person that<br \/>solves that particular problem for that<br \/>type of client and then specialize in<br \/>that now if you&#8217;re not a friend of Mines<br \/>great at ecommerce conversions so he<br \/>publishes blog posts on why a narrow<br \/>checkout page will convert better than a<br \/>wide checkout page<br \/>I mean he&#8217;s Ober nerdy about e-commerce<br \/>but he loves it and that&#8217;s what he does<br \/>and they&#8217;re all of his clients like<br \/>another buddy who just does dental<br \/>practices he basically just does mark<br \/>online marketing for dental practices<br \/>and he&#8217;s absolutely killing it if you<br \/>any other type of business and you&#8217;re<br \/>not gonna hear stories like I&#8217;m sorry I<br \/>can&#8217;t help you I specialize in online<br \/>marketing for dental practices so at<br \/>some point you have to pick the corner<br \/>of the room that you want to own and you<br \/>have to specialize and become known as<br \/>that person that&#8217;s the way to elevate<br \/>yourself up the ranks on the<br \/>marketplaces and ultimately get off the<br \/>marketplaces and build your own client<br \/>base yeah I think by default people that<br \/>join marketplaces it feels at first a<br \/>bit like you&#8217;re part of you know crowd<br \/>apart you don&#8217;t have your but that&#8217;s not<br \/>true because if you think about Airbnb<br \/>there are some assets there that you<br \/>know skyrocketed and got a lot more<br \/>business because they were on a European<br \/>being as opposed to doing it on their<br \/>own yeah so market rates are can be<br \/>great so a marketplace is just the<br \/>channel through which you can<br \/>communicate to the market what your<br \/>value proposition is the biggest problem<br \/>with people when they join a<br \/>marketplaces they don&#8217;t have a value<br \/>proposition because no one&#8217;s ever taught<br \/>them how to put together a value<br \/>proposition so they just get on the<br \/>marketplace and they put themself up as<br \/>a wordpress developer and as I said when<br \/>you do that then it&#8217;s just a race to the<br \/>bottom on price because there&#8217;s nothing<br \/>unique that you&#8217;re offering yeah well<br \/>the next question is something that I&#8217;d<br \/>like to pause because we talked a bit<br \/>about it on the pre-interview and I<br \/>think it&#8217;s very interesting your<br \/>perspective on this James Morgan asks<br \/>have you found that showcasing a page<br \/>builder like Elementor is a selling<br \/>point or have you found that most<br \/>customers do not understand the benefits<br \/>of a Dementor<br \/>this is yeah this is a good question and<br \/>I ever this is come two parts to this I<br \/>have a particular take on this and I&#8217;ve<br \/>been saying for a long time that if you<br \/>are I don&#8217;t mention technology in my<br \/>sales process or my proposal process<br \/>unless somebody knocks on my door and<br \/>says can you build me a WordPress<br \/>website and my answer that that will be<br \/>well I can build you a website it might<br \/>be on WordPress but let&#8217;s have a<br \/>conversation about what it is you need<br \/>and then we will recommend the best<br \/>solution for you which may be WordPress<br \/>it probably will be but you know it<br \/>could be a Facebook page depending on<br \/>what it is you need so let&#8217;s have a<br \/>conversation about what it is you need<br \/>so I think the problem is because<br \/>WordPress is is so well known now and<br \/>the plugins available and the themes and<br \/>the page builders available is that if<br \/>you start having a conversation with a<br \/>client about the technology that you&#8217;re<br \/>going to use you run the risk of that<br \/>client coming back and saying well I<br \/>found this plug-in on code Canyon and<br \/>you know I think it&#8217;s gonna be great for<br \/>this and it&#8217;s only 15 dollars so and all<br \/>of a sudden we&#8217;re talking about a<br \/>commodity now so I&#8217;ve never let the<br \/>client dictate the technology that we<br \/>use and if they start to talk about the<br \/>technology I say to them well if you<br \/>know what you&#8217;re doing here then why are<br \/>you hiring me like why don&#8217;t you just go<br \/>and do it yourself if you&#8217;re hiring me<br \/>then let me choose the technology stack<br \/>because I&#8217;m more experienced at this<br \/>than you that&#8217;s why you&#8217;re hiring me to<br \/>do it having said that I would so as a<br \/>rule I wouldn&#8217;t you I wouldn&#8217;t mention<br \/>plugins or themes or anything when I&#8217;m<br \/>talking to the client in the proposal I<br \/>might I might line-item some of the<br \/>technology that we use I probably will<br \/>mention WordPress is a content<br \/>management system having said that in<br \/>the sales process I will definitely show<br \/>the client how easy their website is<br \/>going to be to update in the future and<br \/>that will definitely include screenshots<br \/>of things like Elementor and you know<br \/>maybe things like gravity forms or you<br \/>know the events calendar plug-in or<br \/>whatever it is we&#8217;re using for their<br \/>particular solution WooCommerce whatever<br \/>it is your SEO so I will definitely use<br \/>the technology and in this case<br \/>Elementor to show them how easy their<br \/>website is going to be to manage moving<br \/>forward but I won&#8217;t get stuck in having<br \/>a conversation about the technology<br \/>because that&#8217;s not the<br \/>on a conversation you want to have with<br \/>with the client does that make sense<br \/>definitely it makes sense and I&#8217;d I&#8217;d<br \/>like to also ask a follow-up like later<br \/>on<br \/>how will you educate the client about<br \/>Elementor or other plugins yeah well<br \/>it&#8217;s funny you mentioned that bin<br \/>because that&#8217;s a nice segue and you take<br \/>me up beautifully we have a plugin<br \/>called video user manuals and that&#8217;s<br \/>basically so what happened is the reason<br \/>the plug-in exists and this is not a<br \/>pitch for the plug-in but the reason the<br \/>plug-in exists is because when I<br \/>discovered WordPress I built my own<br \/>content management system in notepad<br \/>plus on an old sony vaio laptop right<br \/>and I discovered WordPress and then I<br \/>realized very quickly oh wow WordPress<br \/>does a whole bunch of stuff that I don&#8217;t<br \/>have to do again like building user<br \/>permissions and user logins and you know<br \/>usernames and passwords WordPress does<br \/>that out-of-the-box so there&#8217;s something<br \/>I never have to do again and that opened<br \/>my mind to how can i leverage technology<br \/>so that I can replicate repeatable<br \/>things without having to do them over<br \/>and over again and one of the first<br \/>things was I&#8217;m gonna have to teach my<br \/>clients how to use WordPress so I locked<br \/>myself in a room and wrote a 100-page<br \/>document teaching them how to use<br \/>WordPress this is back in 2008 how to<br \/>use WordPress as an editor and I sent it<br \/>up to a friend of mine and we partnered<br \/>up and we built a plug-in and turned it<br \/>into videos now the point of the story<br \/>is usually what happens is when we hand<br \/>over a website on one of the things that<br \/>we teach our WP elevation members is<br \/>when you hand over a website there&#8217;s a<br \/>there&#8217;s a checklist and a strategy that<br \/>you go through and part of that strategy<br \/>is getting them to log in to the members<br \/>to the WordPress dashboard and have a<br \/>look at the video user manuals plug-in<br \/>and show them all of the videos in there<br \/>that teach them how to use WordPress and<br \/>a whole bunch of plugins that go along<br \/>with it like gravity forms Yoast SEO<br \/>WooCommerce and we are in the process at<br \/>the moment of talking with a few people<br \/>as you know about adding elements or<br \/>videos to the video user manuals plugin<br \/>and even and even if even if at this<br \/>point we didn&#8217;t have<br \/>Elementor videos you can add your own<br \/>videos to that to that muggins like a<br \/>custom post type for testimonials or<br \/>something you can add your own custom<br \/>videos to it so that&#8217;s the process and<br \/>it allows the Banger the designer can<br \/>choose which plugins to to have it<br \/>appear on their clients site in fact I<br \/>think so there&#8217;s some there&#8217;s some<br \/>smarts in there so that if if<br \/>WooCommerce and Yoast SEO were installed<br \/>it will just show them by default but<br \/>you can turn them off if you&#8217;ve only<br \/>given your client editor access and you<br \/>don&#8217;t want them messing around with<br \/>things then you can just turn certain<br \/>videos off you can turn the entire<br \/>sections off there&#8217;s also a bunch of<br \/>videos in there about Google Analytics<br \/>courtesy of our friends at UM at Google<br \/>Analytics so that&#8217;s that&#8217;s the and the<br \/>reason we do that is because we don&#8217;t<br \/>want to be answering the same question<br \/>over and over again how do I add an<br \/>image to my website and left align it<br \/>with the text well here we go here&#8217;s a<br \/>video we make once and we just show that<br \/>to all of our clients rather than<br \/>repeating ourselves in you know<br \/>answering the same questions that&#8217;s<br \/>smart<br \/>I want to talk about it again later but<br \/>first Berwyn Francis<br \/>kodanda asks I&#8217;m from the Philippines<br \/>and my question is how to address<br \/>offshore clients concerns with regards<br \/>to payments and warranties is it enough<br \/>to use PayPal as mode of invoicing<br \/>that&#8217;s a very good question I am NOT a<br \/>lawyer so I can&#8217;t really answer the<br \/>warranty side of things however I will<br \/>say this that some government<br \/>organizations or nonprofits will have<br \/>some regulations around where their data<br \/>is hosted which will make it tricky if<br \/>you are and we&#8217;ve come across this<br \/>before we have staff in the Philippines<br \/>we&#8217;ve had staff in India before we&#8217;ve<br \/>had staff in America so it does make a<br \/>tricky sometimes you need to make sure<br \/>you you understand if the client has any<br \/>regulations about where their data is<br \/>hosted and if it can or can&#8217;t be hosted<br \/>across the border so you need to check<br \/>that but again a lot of lawyers so you<br \/>probably need to get some advice around<br \/>that in terms of the the invoicing we&#8217;ve<br \/>used PayPal for years I would you know<br \/>maybe get waves accounting program which<br \/>is a fantastic free accounting program<br \/>it allows you to<br \/>and invoices to clients and get them<br \/>paid I definitely use wait pallet option<br \/>waves waves accounting program is a<br \/>fantastic free program and there&#8217;s<br \/>designed for freelancers to get started<br \/>so there&#8217;s a whole bunch of stuff that<br \/>it does for free in fact you can run a<br \/>pretty good freelance business on waves<br \/>and not even not even have to upgrade to<br \/>their paid platform so that&#8217;s what I<br \/>would use I would send them an invoice<br \/>and then have your paypal details there<br \/>as a payment definitely acceptable to do<br \/>that you just want to check yourself<br \/>around the the hosting of data in in<br \/>other countries just make sure you cover<br \/>yourself there great Martine asked what<br \/>is better sending cold emails or cold<br \/>calling clients nada<br \/>I don&#8217;t like Kohli look if you&#8217;re gonna<br \/>do a cold outreach cold email is better<br \/>than cold calling however I prefer warm<br \/>emailing and warm calling so I I think<br \/>the best in our approach the best<br \/>strategy has always been to email people<br \/>with content not to email people with a<br \/>peach and so here&#8217;s he was our content<br \/>strategy and our basically our Legion<br \/>strategy for two years with the agency<br \/>we did this again for a two year period<br \/>with WP elevation we produce we first<br \/>things first understand who your<br \/>customer is to know your customer or the<br \/>type of customer that you want to work<br \/>with understand what their problem is<br \/>and then come up with one flagship piece<br \/>of content that massively helps them<br \/>solve their problem so when we had the<br \/>digital agency we came up with a series<br \/>of videos called the sixty second lesson<br \/>and we had 16 videos that we shot in one<br \/>afternoon on an iPhone nothing fancy and<br \/>those 16 videos were 60 seconds long<br \/>each and they solved one very specific<br \/>problem about digital marketing so in<br \/>the first one I talked about what a<br \/>landing page was and the second one I<br \/>talked about what a lead capture form<br \/>was in the next one I talked about what<br \/>a headline was then I talked about how<br \/>to split test a headline very specific<br \/>very short punchy videos I&#8217;d ripped them<br \/>out one per week over a 16 week period<br \/>that&#8217;s four months we did no other lead<br \/>gen for the next two years we had enough<br \/>leads coming through<br \/>discovering us on YouTube and Vimeo this<br \/>is back in 2009 a YouTube and Vimeo<br \/>people were finding our videos and we<br \/>were sharing it with our audience we<br \/>were just sharing those videos around<br \/>with everyone we knew and they were<br \/>passing it on and sharing it with their<br \/>friends because they were kind of<br \/>entertaining and they were you know<br \/>interesting and they were useful and<br \/>that&#8217;s how we generate our leads now<br \/>with WP elevation we wrote out a list of<br \/>a hundred and one ideas that you could<br \/>implement in your business to position<br \/>yourself as a premium consultant rather<br \/>than just a freelancer and we put<br \/>together a presentation called 101 ways<br \/>to elevate yourself and demand higher<br \/>fees we went and presented that at<br \/>WordCamp Melbourne at WordCamp Chicago<br \/>at WordCamp Phoenix in Arizona and that<br \/>was our Legion strategy for two years<br \/>that one piece of content we cut it up<br \/>into 101 different episodes of a little<br \/>podcast and 101 videos on YouTube it was<br \/>one piece of content that we just sliced<br \/>and diced into a whole bunch of<br \/>different 101 blog posts that became our<br \/>organic lead generator for two years for<br \/>WP elevation so the point is develop one<br \/>stupidly valuable piece of content and<br \/>then slice and dice it up into as many<br \/>formats as you possibly can and get it<br \/>in front of people and I think I&#8217;ve<br \/>forgotten the question that&#8217;s reason to<br \/>email people right that&#8217;s a warm email<br \/>and if you if you&#8217;re clever all you want<br \/>is you want people to hit your website<br \/>to engage in that content then you&#8217;ve<br \/>got a remarketing list that you can<br \/>start to remarket them to get them back<br \/>to a strategy call or a discovery call<br \/>or a free webinar that you&#8217;re running<br \/>that promotes your senses well this is a<br \/>great transition to talking about I mean<br \/>if you&#8217;re slicing 15 pieces of content<br \/>that can easily translate to some sort<br \/>of autoresponder and some sort of funnel<br \/>and that&#8217;s the question that is<br \/>interesting to a lot of our users so<br \/>what is your take on setting up funnels<br \/>and managing them and and using them so<br \/>he&#8217;s gonna tip the whole funnel idea on<br \/>its head right because the biggest<br \/>problem I see with funnels is it<br \/>people think you know funnels are really<br \/>sexy and they are when funnels work they<br \/>very sexy because they generate cash<br \/>while you sleep right it&#8217;s a true story<br \/>I&#8217;m living proof of it and so are you<br \/>probably so far very sexy in there and<br \/>they&#8217;re they&#8217;re a big shiny object but<br \/>the problem is at the end of the funnel<br \/>if you&#8217;re selling services you&#8217;ve got to<br \/>have what&#8217;s called a conversion event<br \/>you&#8217;ve got to have a way for the person<br \/>that&#8217;s been through that funnel to<br \/>engage your services and so most people<br \/>go and build a funnel they build a<br \/>landing page they put together a lead<br \/>magnet they put together a bunch of<br \/>email autoresponders they get it out<br \/>there they start getting traffic a few<br \/>people sign up and then they don&#8217;t know<br \/>what to do with the people that signed<br \/>up so before you build a funnel and<br \/>here&#8217;s here&#8217;s my controversial approach<br \/>to funnels a funnel should only be used<br \/>to scale an existing business model that<br \/>is already working and what I mean by<br \/>that is this if you can if you can<br \/>generate a lead either using you know<br \/>networking or picking up the phone or<br \/>Facebook groups or LinkedIn groups or<br \/>posting on your blog or whatever if you<br \/>can generate a lead get that person<br \/>engaged in your content and a through<br \/>facebook chat or email get them on the<br \/>phone have a conversation understand<br \/>their needs put together a proposal get<br \/>them to sign off on the proposal and pay<br \/>you money for a website if you&#8217;ve worked<br \/>out how to do that once then the<br \/>conversion event is the phone call that<br \/>gets them to hire you right now what<br \/>we&#8217;ve got to do is put a funnel in front<br \/>of that conversion event the funnel is<br \/>the last thing that should happen and<br \/>should only be there to scale an<br \/>existing sales process that&#8217;s already<br \/>working most people build the funnel but<br \/>that I never sales and that half a year<br \/>building the funnel they don&#8217;t have they<br \/>don&#8217;t have it made that how they convert<br \/>people to clients and then they have to<br \/>remake the funnel because probably<br \/>they&#8217;re going to discover a few things<br \/>they&#8217;re doing wrong it&#8217;s great and only<br \/>I did this many many many many many<br \/>times I had lots of funnels out there on<br \/>people signing up and went nowhere<br \/>because I had no conversion event<br \/>because I didn&#8217;t have a sales system in<br \/>place so the most important thing is<br \/>being able to take someone who you know<br \/>maybe knows you a little bit<br \/>and convert them into a paying customer<br \/>once you&#8217;ve got that figured out then go<br \/>build your funnel and the funnel really<br \/>is you know the clients that you&#8217;ve<br \/>worked with just ask yourself what are<br \/>the problems that I solved for them<br \/>building a website<br \/>it wasn&#8217;t building a website or websites<br \/>just a vehicle that helps them solve the<br \/>problem so what is the problem that I<br \/>solved by building them a website then<br \/>just publish a whole bunch of great<br \/>content around those particular problems<br \/>use your content upgrade whether it&#8217;s a<br \/>checklist or a cheat sheet or something<br \/>as a lead magnet and once they sign up<br \/>for the for the content upgrade nurture<br \/>them with email and then get them onto<br \/>that conversion event that&#8217;s the way a<br \/>sales funnel is supposed to work in in<br \/>my mind definitely<br \/>Richard bland asks how did you<br \/>transition from being one person<br \/>managing some clients to growing a team<br \/>to do to do it for you and had time to<br \/>work on sales on sales funnel and<br \/>content yeah it&#8217;s a great question<br \/>there&#8217;s two parts to this first of all<br \/>hire really good people so have a hiring<br \/>process in place don&#8217;t just hire people<br \/>because a great friend of mine<br \/>Nikesh Nichol I&#8217;ll who&#8217;s also one of my<br \/>mentors he said to me once you don&#8217;t<br \/>hire people because they&#8217;re available<br \/>right you hire people because they&#8217;re<br \/>really good at what they do you don&#8217;t<br \/>have to hire people full time you can<br \/>start working with contractors and<br \/>freelancers but use people who are<br \/>really good at what they do not just<br \/>because they&#8217;re available so overall<br \/>number one is have a hiring process in<br \/>place you know typically speaking I like<br \/>to work with people on a couple of<br \/>projects before we decide to hire them<br \/>so we&#8217;ll work with them as a contractor<br \/>doing some social media links or yeah<br \/>relenting yeah exactly and then if it<br \/>works out and we like them or we get<br \/>along and they&#8217;re a good fit and good<br \/>communicators are there going to be a<br \/>good addition to our culture<br \/>then we&#8217;ll offer them a job you know as<br \/>an employee so rule number one do you<br \/>find freelancers don&#8217;t you find them<br \/>they like they prefer to stay<br \/>freelancers no I mean what generally we<br \/>find out are three recommendations from<br \/>other staff who work for us and we know<br \/>the people who<br \/>to us are looking for employment and so<br \/>the job will work with them as a<br \/>contractor as a freelancer and then<br \/>after you know four or six week period<br \/>if things are working out then we&#8217;ll<br \/>offer them employment so I you know we<br \/>have a few consultants who work with us<br \/>at the moment who are never going to be<br \/>employees because they&#8217;re running<br \/>they&#8217;re effectively running their own<br \/>businesses but ultimately I want to be<br \/>able to do everything in-house with<br \/>employees so one have a good recruitment<br \/>process &#8211; the biggest problem that I<br \/>find with freelancers who become<br \/>business owners is they become the<br \/>bottleneck so what happens is you end up<br \/>[Laughter]<br \/>growing right now so you end up with a<br \/>bunch of people in the business and you<br \/>end up then just answering a million<br \/>questions a day or you end up trying to<br \/>write documentation and procedures so<br \/>that they can go do their job so here&#8217;s<br \/>my approach to hiring people and again<br \/>the Rayman Raving is now my friend Nick<br \/>who&#8217;s taught me about this you use<br \/>robots in other words automation<br \/>software to scale and leverage things<br \/>that can be scaled right so you use<br \/>things like zapier or you use api so you<br \/>use you know integrations to remove data<br \/>entry and then you use human beings to<br \/>think creatively about solving problems<br \/>in the business so why we have more<br \/>processes written in our business in the<br \/>last six months than we&#8217;d ever had and I<br \/>have not written one of those processes<br \/>because we have empowered the team not<br \/>only have we made it a requirement but<br \/>we&#8217;ve empowered the team with the tools<br \/>and the training and the system they<br \/>need to document their own position so<br \/>that if they want to take a holiday<br \/>someone else can come in and sit in for<br \/>four weeks and do their job while<br \/>they&#8217;re awake right so that is part of<br \/>their job requirement now and we&#8217;ve<br \/>trained them how to do that very simply<br \/>it doesn&#8217;t it&#8217;s not a big time-consuming<br \/>thing which kind of task<br \/>can you show like posting to Facebook or<br \/>which kind of test is absent when we run<br \/>a webinar for example an hour webinar<br \/>needs to get uploaded to our members<br \/>website and so there&#8217;s a process that<br \/>needs to happen there that we need to<br \/>download the video from Vimeo<br \/>we need to you know share at the members<br \/>website we need to make sure the privacy<br \/>settings are right on Vimeo we then need<br \/>to you know put an email out to our<br \/>members let them know the recordings<br \/>being updated so there&#8217;s a few moving<br \/>parts it&#8217;s probably you know half hour<br \/>team are watching this and it takes a<br \/>lot longer than that but I&#8217;m making an<br \/>assumption it&#8217;s about a half hour or 45<br \/>minutes job and that that process has to<br \/>be written up because there are a few<br \/>moving parts in that process so the per<br \/>the best person to write the process is<br \/>the person who does it most of the time<br \/>which in our case would be Michelle or<br \/>Charmaine who work in our office in<br \/>Manila in the Philippines so they are<br \/>writing the processes now here&#8217;s the<br \/>thing that we&#8217;ve learned and a lot of<br \/>this comes from a guy by the name of Sam<br \/>carpenter wrote a fantastic book called<br \/>work the system I strongly recommend it<br \/>and we actually hired his business<br \/>partner Josh they come into our company<br \/>and coaches through this process it was<br \/>an expensive exercise but it was<br \/>definitely worth the investment<br \/>basically the process gets written from<br \/>the bottom up so whoever&#8217;s doing the<br \/>process right so it was doing the job on<br \/>a weekly daily monthly basis they&#8217;re the<br \/>ones that write the documentation they<br \/>submit it up to their supervisor who<br \/>looks at it reviews it yep okay this is<br \/>cool once it&#8217;s approved then it goes<br \/>into the official document library of<br \/>the company and the idea with those<br \/>processes is that someone who knows how<br \/>to use the computer and knows their way<br \/>around the internet but doesn&#8217;t really<br \/>know your business can probably come in<br \/>off the street follow that process and<br \/>with a couple of practice runs then they<br \/>can follow the process if it&#8217;s so<br \/>technical that you need a degree to<br \/>follow the process then the process is<br \/>not simple enough you need to make it so<br \/>that Johnny off the street can come in<br \/>and basically follow it up for a couple<br \/>of training sessions the other thing I<br \/>want to say about hiring is you need to<br \/>empower people to make decisions and<br \/>this is probably the biggest the biggest<br \/>insight that I can give in terms of<br \/>building a team you need to empower<br \/>people to make decisions and know that<br \/>if they make the wrong decision that<br \/>you&#8217;ve got their back and that you will<br \/>support them and that you will coach<br \/>them through it and you will help them<br \/>get up and dust off their wings and get<br \/>back out there and the best way I know<br \/>how to do that and it&#8217;s a process that<br \/>we&#8217;ve gone through over the last two<br \/>years is really defining the vision of<br \/>our company<br \/>and the values by which we operate so<br \/>our number-one value here at WP<br \/>elevation is to help people and have fun<br \/>so when we need to make a decision<br \/>because someone sends in a support<br \/>ticket or you know or someone&#8217;s got a<br \/>problem with the the video user mediums<br \/>plug-in if we know that potentially a<br \/>bunch of their client websites are being<br \/>impacted by one of our plugins we have a<br \/>we don&#8217;t even have a rule we just no you<br \/>drop everything and get in there and fix<br \/>that website for that customer because<br \/>rule number one is help people and have<br \/>fun and there&#8217;s nothing fun and nothing<br \/>helpful about my website being down<br \/>because your plugins broken so I&#8217;m like<br \/>I can&#8217;t wait you know three days for an<br \/>answer<br \/>so you use the values to empower your<br \/>team to make decisions and let your vet<br \/>you make your valuables very visible and<br \/>very clear across the company and then<br \/>let your team know you&#8217;ll never get<br \/>penalized for making the wrong decision<br \/>but you will get penalized for not<br \/>making a decision and coming to me with<br \/>a million questions every day because<br \/>there&#8217;s only one of me I can&#8217;t answer<br \/>that many questions a day you&#8217;ve got to<br \/>actually step up make your own decisions<br \/>and know that if it&#8217;s the wrong decision<br \/>it&#8217;s okay I got you I&#8217;ll get you through<br \/>it I&#8217;ll take the blame and we&#8217;ll sort it<br \/>out I think that&#8217;s great because having<br \/>this golden rule like a golden rule to<br \/>steer the ship even if it&#8217;s not the most<br \/>optimized or or most you&#8217;re not pointing<br \/>to the best direction at least you&#8217;re<br \/>heading to the same direction and<br \/>eventually you&#8217;ll get out of the forest<br \/>or you know that&#8217;s right exactly<br \/>we call it the North Star it really is<br \/>the the guiding light and what you<br \/>realize as a business owner is that you<br \/>know people do things differently and<br \/>the flip side of this is I&#8217;ve been<br \/>pleasantly surprised more often than not<br \/>I&#8217;m pleasantly surprised at the talent<br \/>and the skills that our team bring and<br \/>things happen in the business now and<br \/>I&#8217;m like wow I would never have thought<br \/>to do that and that&#8217;s awesome<br \/>I&#8217;m in fact I had a joke before we got<br \/>on this call Simon was in here making a<br \/>how-to video for a YouTube channel and I<br \/>said you guys need anything from me and<br \/>max our producer and Simon both said no<br \/>just get out of the way and I said oh so<br \/>you know that you&#8217;re on I think when you<br \/>start are telling you just to get out of<br \/>the way<br \/>that&#8217;s a happy day I think that&#8217;s even a<br \/>line in in the book daodejing<br \/>you know sorry to be a bit educational<br \/>and but there&#8217;s a line there that the<br \/>good leader is the leader that doesn&#8217;t<br \/>participate yes on that line that&#8217;s<br \/>right it&#8217;s the difference between<br \/>leadership and management you know<br \/>management you know you&#8217;re looking over<br \/>your shoulder telling you how to do your<br \/>job that&#8217;s a horrible experience for<br \/>everyone<br \/>leadership is I&#8217;m walking forward I&#8217;m<br \/>blazing the trail I&#8217;m leading the<br \/>company down this path if you fall over<br \/>I will come back and help you and I want<br \/>to make sure you&#8217;ve got everything you<br \/>need to do your job but I can&#8217;t do your<br \/>job for you and I can&#8217;t watch you do<br \/>your job every day you&#8217;re gonna have to<br \/>make some decisions and that&#8217;s a great<br \/>personal development opportunity for the<br \/>whole team to go on that learning<br \/>journey and people want that people want<br \/>to go on people want to develop<br \/>personally they want to grow they want<br \/>personal growth in fact it&#8217;s actually I<br \/>think the number one reason people leave<br \/>jobs and leave employment is because<br \/>then they don&#8217;t feel like they&#8217;re<br \/>growing individually they feel like<br \/>they&#8217;re just on the hamster wheel so if<br \/>you can empower your team with training<br \/>and tools and whatever they need to<br \/>continue to grow we&#8217;re very lucky here<br \/>we&#8217;ve never had anyone leave the<br \/>organization we&#8217;re a team of 12 now plus<br \/>a whole bunch of contractors and you<br \/>know we try and build a very open<br \/>educational supportive culture that&#8217;s<br \/>amazing I have a live question here from<br \/>Kieran Gleeson how is the how is best to<br \/>formally agree up front what will be<br \/>done think a scope of works but smaller<br \/>clients may not like this idea of sign<br \/>up before any work is done sure it&#8217;s a<br \/>good question and the way one approach<br \/>is to chunk it down into smaller<br \/>bite-size engagements so instead of<br \/>saying your client I think I understand<br \/>what you want and I want to build a<br \/>website for you and it&#8217;s going to cost<br \/>$6,000 what you could say is I think I<br \/>know what you want but what I would love<br \/>to do is I would love to build a<br \/>prototype for you first and that might<br \/>be $1200 and if we get that right then<br \/>at least I know what it is you want you<br \/>know how it&#8217;s going to<br \/>function in the browser and if we sign<br \/>off on that then we can move forward to<br \/>the next stage which will be some user<br \/>experience design so we&#8217;ll basically<br \/>make it look on brand and we&#8217;ll give it<br \/>a really nice skin and make it look like<br \/>it belongs to your brand and then if<br \/>we&#8217;re happy with that then we can<br \/>actually go forth and develop it into a<br \/>actual website with all the right moving<br \/>parts hosting security SEO or that kind<br \/>of stuff and a content management system<br \/>and then we can launch it so you might<br \/>end up building three little products<br \/>for them and at any point during that<br \/>that engagement they can bow out and say<br \/>you know what I love the prototype<br \/>here&#8217;s the $1500 or the $1200 we agreed<br \/>to but I don&#8217;t want to move forward on<br \/>this project now because I&#8217;ve actually<br \/>rethought everything and we need to go<br \/>back to the drawing board and at that<br \/>point you&#8217;re like okay no problem I&#8217;ve<br \/>been paid for the work I&#8217;ve done so far<br \/>it&#8217;s a smaller engagement so that you<br \/>don&#8217;t need as much trust and it&#8217;s a<br \/>shorter sales cycle it&#8217;s the quickest<br \/>way to get clients it&#8217;s amazing how this<br \/>works on every business because even if<br \/>you&#8217;re going to a class or a course you<br \/>have one trial course that you have to<br \/>pay for and then you can decide if you<br \/>are going to continue or not sure<br \/>exactly and Miao san-feng I love the<br \/>names that come up so diverse in the<br \/>group how to handle the most difficult<br \/>part collect the content and pictures<br \/>from clients oh that&#8217;s a topic I wanted<br \/>to touch on so I&#8217;m glad to keep track of<br \/>the process and push clients to meet<br \/>deadlines now I know you are you you&#8217;ve<br \/>posted a great article on it I&#8217;ve read<br \/>and yeah it&#8217;s a whole I would say<br \/>philosophy or theory how to because I<br \/>know it&#8217;s a huge challenge<br \/>yes designers find out only when they<br \/>stumble upon the fact that they have<br \/>built an amazing sites an amazing site<br \/>but the the the images are pixelated or<br \/>or non-existent so so what&#8217;s the short<br \/>what&#8217;s the the short version of this end<br \/>yeah you wrote like five thousand words<br \/>on it so we did we just published an<br \/>epic blog post recently that that had a<br \/>collect content from clients and it&#8217;s<br \/>tastic it&#8217;s a great blog post go and<br \/>check it out however I will say this<br \/>there are a couple of shortcuts one yeah<br \/>and I learned this from Andy Clark from<br \/>stuff and nonsense in the UK he&#8217;s one of<br \/>my web design heroes I was very<br \/>fortunate a little while ago he came out<br \/>to Australia and he came and visit us<br \/>here in the studio and I recorded a live<br \/>podcast with him in the office and I was<br \/>beside myself with excitement anyway he<br \/>said he taught me this concept ten years<br \/>ago when in one of his books designed<br \/>from the inside out I am at a loss as to<br \/>how anyone can design a website unless<br \/>they already have the content from the<br \/>client because you don&#8217;t know what it is<br \/>you&#8217;re designing you&#8217;re basically<br \/>designing a website with stock images<br \/>and lorem ipsum and that&#8217;s always going<br \/>to look beautiful right so just get all<br \/>of the content first before you even<br \/>accept a deposit or a proposal accepted<br \/>from the client so my first question is<br \/>to the client do you what my first<br \/>question is do you have a budget for<br \/>this project and if so what is it let&#8217;s<br \/>have a talk about that so that we can<br \/>see if we&#8217;re on the same page second of<br \/>all do you have your content organized<br \/>our year we&#8217;ve got content great I want<br \/>to see it before I agree to take the<br \/>project on because I need to factor that<br \/>into the scope of work now if I can&#8217;t<br \/>show me the content well-organized and<br \/>all ready to go and well labeled there<br \/>are two things are going to happen first<br \/>of all I go away until you&#8217;ve got your<br \/>content ready and then I&#8217;ll come back or<br \/>I&#8217;ll do the content for you or with you<br \/>and we will charge you accordingly<br \/>that I wanted to touch up upon that<br \/>because that&#8217;s in the pre-interview we<br \/>also talked about that and you made a<br \/>great point that it can be in the<br \/>beginning or in the middle if you see<br \/>the client has issues with that it can<br \/>be generating content writing content or<br \/>SEO or any any topic you can step in and<br \/>do the job for them or you can mitigate<br \/>with an an export and still charge in<br \/>all areas you charge the client is<br \/>willing to charge because obviously if<br \/>they&#8217;re not delusional they know they<br \/>they don&#8217;t can do it themselves<br \/>and some actually had experience here<br \/>with<br \/>like Wiest we had a few struggles with<br \/>all the equipment and buying it and kasi<br \/>knew someone so the whole process was so<br \/>much easier when you know someone you<br \/>have an employee that know someone and<br \/>mitigates and doesn&#8217;t take that all of<br \/>the question marks is is this<br \/>professional really a professional so<br \/>it&#8217;s you you you don&#8217;t know how much you<br \/>can help the client and offer and turn<br \/>it into a service yeah a hundred percent<br \/>a good friend of mine mark Rhodes wrote<br \/>a fabulous book with Perry Marshall it&#8217;s<br \/>called the complete guide to AdWords it<br \/>was it was one of the first books on<br \/>AdWords and it&#8217;s an absolute epic book<br \/>and a best-seller he&#8217;s a good friend of<br \/>mine he says he always said he&#8217;s saying<br \/>is don&#8217;t ask who sorry<br \/>don&#8217;t ask how ask who so clients when it<br \/>comes to doing content our clients are<br \/>usually are not equipped to do content<br \/>they&#8217;re not copywriters they&#8217;re not<br \/>photographers they&#8217;re not stylists<br \/>they&#8217;re not product stylist they don&#8217;t<br \/>know how to write engaging copy they<br \/>don&#8217;t understand how to do this that&#8217;s<br \/>why they&#8217;re hiring you so if they&#8217;re<br \/>stuck you can either skill up and learn<br \/>how to do it for them and add it on as a<br \/>service or you can partner with<br \/>copywriters and you know photographers<br \/>and designers and stylists and UX people<br \/>or whatever to actually do it for them<br \/>relying on an unskilled client and I<br \/>mean that respectfully relying on an<br \/>unskilled client to write content is<br \/>going to hold up the project and damage<br \/>your profitability every single day of<br \/>the week because the one thing that will<br \/>kill the profitability of your business<br \/>is a project that&#8217;s supposed to take<br \/>four weeks that takes four months that<br \/>is an open loop in your business that is<br \/>that is draining profitability until<br \/>that loop is shut well this is a good<br \/>transition to Beau and Douglas this<br \/>question how do you set and I&#8217;ve talked<br \/>about it in a recent interview with more<br \/>which is one of your graduates how do<br \/>you define the service boundaries<br \/>clearly well there&#8217;s a couple of ways<br \/>you can do it we use a we have a<br \/>proposal template and we use<br \/>title I spoke about before from stuff in<br \/>monsoons he&#8217;s got a fabulous open source<br \/>contract called the contract killer that<br \/>you can get it started nonsense and it<br \/>basically is a web design contract and<br \/>it clearly outlines what it is we do and<br \/>what it is we don&#8217;t do and so he&#8217;s very<br \/>clear that he does not do content at all<br \/>he does design and he&#8217;ll develop the<br \/>website but he will not do content so<br \/>once the website is done he&#8217;ll hand it<br \/>over he&#8217;ll either if you if you&#8217;re not<br \/>doing content he&#8217;ll either hand it over<br \/>with stock images and say there you go<br \/>or he just won&#8217;t start the project and<br \/>unless you&#8217;ve got your content ready<br \/>which is his his standard modus operandi<br \/>stick is to say if you hadn&#8217;t got your<br \/>content ready I&#8217;m not even starting the<br \/>project and then he works in weekly<br \/>sprints so someone hires even he says<br \/>great you&#8217;ve got me for a week I&#8217;m just<br \/>working on your project for a week and<br \/>we&#8217;ll get it done and just be very clear<br \/>with them with what you do and what you<br \/>don&#8217;t do now if you&#8217;re working on a<br \/>project with a client and they start<br \/>asking questions like well we really<br \/>need someone to do the copywriting for<br \/>us if you&#8217;re not a copywriter just say I<br \/>can try and find a good copywriter I&#8217;ve<br \/>got a good network of people I can tap<br \/>into I mean if you&#8217;re part of the<br \/>elemental community Facebook group<br \/>you&#8217;ve got 25,000 people that you can<br \/>tap into I&#8217;m sure there&#8217;s a good cop who<br \/>can help you out it&#8217;s a great internal<br \/>economy just say look I&#8217;ll put my<br \/>feelers out and and we&#8217;ll find a<br \/>copywriter for the project but that is<br \/>going to incur some charges because<br \/>obviously we have to pay the copywriter<br \/>might be afraid to just say these<br \/>additional services are going to cost<br \/>more money it&#8217;s as simple as that<br \/>and if the client is demanding is like<br \/>too demanding on your own services that<br \/>you promised but just too demanding<br \/>calling every day and asking for more<br \/>tweaks constantly how do you set the<br \/>limit you talked a bit about<br \/>assertiveness but so it&#8217;s you know again<br \/>getting so one of the things that really<br \/>worked for us is getting payments along<br \/>the way so this is where prototyping<br \/>really changed our business workflow<br \/>here&#8217;s a prototype which is a prototype<br \/>it&#8217;s just a black and white version of Z<br \/>you know the the website with no real<br \/>typography or colors involved no<br \/>branding elements it&#8217;s just a black and<br \/>white version of it and you get them<br \/>playing with the functionality in the<br \/>browser this is great for WooCommerce<br \/>websites or anything with a member<br \/>ship login or any LMS online course<br \/>platforms anything that&#8217;s a little bit<br \/>more complicated than a standard<br \/>brochure site get them playing with the<br \/>prototype in the browser and get them to<br \/>approve the functionality in the browser<br \/>keep that on a separate subdomain copy<br \/>it over to the another subdomain so you<br \/>might have prototype dot blood comm then<br \/>you might have design blood comm and<br \/>then once they&#8217;ve approved the design if<br \/>there&#8217;s if they look at the design and<br \/>they&#8217;re like well you know where&#8217;s the<br \/>bit west where the clients can login and<br \/>reorder the order that they ordered last<br \/>month and you say let&#8217;s get back to the<br \/>prototype it wasn&#8217;t on and you signed<br \/>off on the prototype and you made a<br \/>payment so two things we do we use<br \/>hellosign comm they&#8217;re a bunch of<br \/>WordPress plugins you can use to do this<br \/>as well we basically get electronic<br \/>signatures on prototype design and<br \/>finished product yeah so deposit upfront<br \/>prototype 10% on design temp cent on<br \/>development and 10% on launch that&#8217;s a<br \/>good example right and we use hello sign<br \/>to get them to sign off at each stage<br \/>and we get them to make installment<br \/>payments throughout the process and if<br \/>they don&#8217;t pay the installment we stop<br \/>work you&#8217;ve got to make that payment so<br \/>that we can move on because we&#8217;re<br \/>incurring hard costs developing your<br \/>website there are software licenses<br \/>there&#8217;s hosting there&#8217;s security there&#8217;s<br \/>backups there&#8217;s all sorts of stuff that<br \/>we&#8217;re paying for to develop your website<br \/>so we need some more money to keep the<br \/>machine going it&#8217;s very difficult for<br \/>someone to go back and say that you&#8217;re<br \/>you know that you&#8217;re off track once<br \/>they&#8217;ve approved a proto so I&#8217;ve been<br \/>already paid for it Troy it&#8217;s been<br \/>amazing we&#8217;ve we&#8217;ve been there almost an<br \/>hour for at least three more hours<br \/>in terms that a hundred percent of the<br \/>this talk this webinar has been user<br \/>questions and that&#8217;s not what I<br \/>initially set out for and it&#8217;s amazing<br \/>to see this turnaround generated by our<br \/>community and I know many of the viewers<br \/>are interested in seeing the recording<br \/>of it so we will have a recording on<br \/>YouTube with all the links and important<br \/>references that you mentioned in our<br \/>black blog as well<br \/>and of course we didn&#8217;t cover so many<br \/>topics but the only answer I can give is<br \/>just people join your course and get all<br \/>that amazing benefits because it&#8217;s so<br \/>different to run a business with a<br \/>certain I would say you know processes<br \/>in mind and and direction in mind as<br \/>opposed to just winging it yeah the the<br \/>number one thing the number one thing I<br \/>see with freelancers is a lack of<br \/>confidence and which is totally<br \/>understandable but the quickest way to<br \/>build confidence is they have a process<br \/>behind you that that you can rely on so<br \/>you never in a position where you don&#8217;t<br \/>know what to do because the process<br \/>tells you what you&#8217;re supposed to do<br \/>next when the client comes back and<br \/>starts moving the scope you&#8217;ve got a<br \/>process when they haven&#8217;t paid their<br \/>bill you&#8217;ve got a process processes are<br \/>the things that give you confidence so<br \/>that&#8217;s it if there&#8217;s one takeaway I can<br \/>give people here if you&#8217;re feeling you<br \/>know a lack of confidence we&#8217;re dealing<br \/>with clients and growing your business<br \/>have a look at your processes and make<br \/>sure you&#8217;ve got those systems and<br \/>processes in place because they&#8217;re the<br \/>thing that will give you the confidence<br \/>yeah that&#8217;s exactly what we&#8217;re also<br \/>actually working on in in Elementor if<br \/>you you&#8217;ve noticed the recent finder<br \/>release say yesterday so it&#8217;s exactly to<br \/>speed up your process how you do things<br \/>make it easier for you so how can people<br \/>reach you and study the course and<br \/>everything yeah so WP elevation comm is<br \/>where people can reach out to us we have<br \/>a weekly webinar that we run in in fact<br \/>it&#8217;s a webinar that runs most of the<br \/>time these days you can jump on a<br \/>webinar learn all about it<br \/>and yet WP elevation comm is the best<br \/>place there or our facebook page which<br \/>is WP elevation comm slash Facebook you<br \/>can learn a lot over there as well okay<br \/>thank you very much Troy and we will<br \/>continue to answer a few questions in<br \/>their community so feel free to keep<br \/>posting and until next time I hope we<br \/>can do this again<br \/>it&#8217;s been fun yeah bye bye everyone<br \/>explain<\/p><\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Overview Transcript Overview Our first live Facebook webinar sparked a lot of interest among our community members, who submitted dozens of questions to our guest and online marketing expert, Troy Dean. For those who missed it, we have recorded and summarized the webinar for you. Enjoy!\u200b Transcript we are live with Troy Dean for our [&hellip;]<\/p>\n","protected":false},"author":8,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"elementor_theme","format":"standard","meta":{"footnotes":""},"categories":[13],"tags":[],"class_list":["post-2422","post","type-post","status-publish","format-standard","hentry","category-other"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Grow Your Website Building Business With Elementor - Academy<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/elementor.com\/academy\/grow-your-website-building-business-with-elementor\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Grow Your Website Building Business With Elementor - Academy\" \/>\n<meta property=\"og:description\" content=\"Overview Transcript Overview Our first live Facebook webinar sparked a lot of interest among our community members, who submitted dozens of questions to our guest and online marketing expert, Troy Dean. For those who missed it, we have recorded and summarized the webinar for you. Enjoy!\u200b Transcript we are live with Troy Dean for our [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/elementor.com\/academy\/grow-your-website-building-business-with-elementor\/\" \/>\n<meta property=\"og:site_name\" content=\"Academy\" \/>\n<meta property=\"article:published_time\" content=\"2021-06-22T06:26:55+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-02-21T14:08:44+00:00\" \/>\n<meta name=\"author\" content=\"Hodaya\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Hodaya\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"48 minutes\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Grow Your Website Building Business With Elementor - Academy","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/elementor.com\/academy\/grow-your-website-building-business-with-elementor\/","og_locale":"en_US","og_type":"article","og_title":"Grow Your Website Building Business With Elementor - Academy","og_description":"Overview Transcript Overview Our first live Facebook webinar sparked a lot of interest among our community members, who submitted dozens of questions to our guest and online marketing expert, Troy Dean. For those who missed it, we have recorded and summarized the webinar for you. 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