July 13th, 2016

#wpewebinar

Ask Questions as We Go

Please use the “Questions”pane throughout the webinar

Slides and recording will be made available shortly after the webinar

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What We’ll Discuss

❖ Thought processes holding you back❖ Why others are making more and working less,

and how you can do the same❖ Productivity hacks to increase your profitability

and help you deliver even more value❖ Techniques to close more business up-front

and create a higher lifetime value#wpewebinar

Introducing the Experts

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Tomaz Zaman Founder, CTO Codeable.io @codeablehq@tomazzaman

❖ Father of 4

❖ Skydiver (jumping out of perfectly good airplanes @ 13000 feet)

❖ Polyglot: PHP, Ruby, JavaScript, BASH/Shell scripts

David Vogelpohl VP Web StrategyWP Engine@davidvmc

❖ First WordPress post was about Panama invading Europe & it was true

❖ Grew up a few miles from where Matt Mullenweg grew up

❖ Can make a custom URL shortener with WordPress in <15 minutes

YOU ARE TOO CHEAP!

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A story about two clicks.

IT’S A PERSONAL STORY

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“It’ll just take you 2 clicks”

-- your crappy client

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“It’ll just take me 2 clicks”

-- you

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“Time for an experiment. I’ll raise my prices.”

-- me

FEARS

❖ What if I’m not good enough❖ I won’t get any clients❖ The projects will be too hard

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http://wordpress.tv/2016/07/03/sonja-leix-my-friend-the-impostor-syndrome/

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THE VILLAIN

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MATT

BUSINESS

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BUSINESS=

SALES / MARKETING+

COMMUNICATION+

CODE

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MATT

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“If you can find 1 client, you can find 10.”

-- me

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MATT

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MATT

3.17 BILLION

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MATT

ANNA

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MATT

3.17 BILLION

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MATT

3.17 BILLION

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“That will be $200, ma’am.”

It’s not about the screw.

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VALUE > TIME

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HOW DO I START?

BUSINESS=

SALES / MARKETING+

COMMUNICATION+

CODE

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SELL YOURSELF!

❖ Begin by understanding VALUE❖ Clients don’t care about how awesome coder

you are. Or about WordPress for that matter❖ They care about their problems (and how

valuable they are to solve)❖ They are also control freaks

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COMMUNICATE!

❖ Always be proactive❖ Explain problems early.❖ Avoid excuses.

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LEARN YOUR TOOLS!

for (var i = 0; i < 9; i++)

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MATT

3.17 BILLION

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MATT

3.17 BILLION

https://cleancoders.com/

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“But I don’t have the time...”

-- you

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CHARGE MORE!

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3.17 BILLION

https://cleancoders.com/

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YOU WILL GET CLIENTS

Price affects decision making!

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MORE TIME = MORE EDUCATION

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MORE TIME = MORE SALES!

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MORE TIME = MORE FUN!

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WORK FOR FREE!

WHY?

❖ Conscious decision❖ Makes you a good person❖ Addictive❖ You’re using free stuff yourself❖ What comes around, goes around❖ It’s a business decision!

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THANK YOU!

Agencies: Optimize your bottom line!

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Increase profits, generate higher LTV, and deliver more value to your clients.

@davidvmc

It’s almost a certainty that you’re making your clients’ online businesses worse!

Why you’re not as good as you think you are...

“80% of B’s fail to beat the A’s”

Best-of-the-best lose 60% of the time

#wpewebinar @davidvmc

Millions of ways to win, infinite ways to lose

#wpewebinar @davidvmc

Plan to failBid Iterative

Releases

Typical professional services WP project

Home Services Contact About $$Blog

60-80% chance of worse sales for your client!

@davidvmc

Iterative professional services WP project

Home Services Contact About $$Blog

Home B Services B Contact B

Home C Services C Contact C

100% chance of increased sales

$$

Typical ecommerce WP project

Home Contact Category Product $$Cart

60-80% chance of worse sales for your client!

About Blog

@davidvmc

Iterative ecommerce WP project

Home Contact Category Product $$Cart About Blog

Home B Contact B Cat. B Product B Cart B

Home C Contact C Cat. C Product C Cart C

$$

100% chance of increased sales

@davidvmc

The Art of Upselling

Maintain a draft proposal for Upsells

you discover

Finding problems with HTML... validator.w3.org

@davidvmc

Combine GA conversion reports by browser with CBT

crossbrowsertesting.com

Upsell existing clients on A/B testing & analytics

$$@davidvmc

Flip the funnel, upsell to uCRO

Un-Conversion Rate Optimization

The practice of optimizing your site to encourage visitors to not take actions which decrease profitability

@davidvmc

uCRO ecommerce WP project

Home Contact Category Product $$Cart Cancel Refund

Home B Contact B Cat. B Product B Cart B

Home C Contact C Cat. C Product C Cart C

$$

Blog

Cancel B Refund B

Cancel C Refund C

$@davidvmc

Use the WPE speed tool to spec site speed projects

wpengine.com/speed-tool(also available in WPE portal “Page Performance”)

@davidvmc

Get clients ready for PHP7

wordpress.org/plugins/php-compatibility-checker

Automate maintenance upsells by email

Email old clients out-of-date plugin notices with

upsell messaging

#wpewebinar @davidvmc

Use WP Admin for upsell messages

This site is managed by WP Agency. Contact us or call 888-123-4567 for assistance.

@davidvmc

earn profits Faster

Let PMs do site migrations

wordpress.org/plugins/duplicator/

wordpress.org/plugins/wp-site-migrate/

Template common builds

#wpewebinar @davidvmc

Stop paying for staging sites

Free unlimited staging installs with every WPE account!

wpengine.com/developer-program @davidvmc

Leverage development frameworks

@davidvmc

Stop logging into a million installs

@davidvmc

Consolidate hosting management

@davidvmc

3 simple lessons to remember...

Bid to iterate Master the upsell Optimize opps for profits

Codeable - #1 marketplace for WordPress experts: https://codeable.io/Tomaz’ WordCamp Switzerland presentation:

http://wordpress.tv/2016/05/14/tomaz-zaman-your-website-in-not-your-business-card/

WP Engine Developer Program: https://wpengine.com/developer-program

WP Engine Speed Tool: https://wpengine.com/speed-tool/

PHP7 Compatibility Checker: https://wordpress.org/plugins/php-compatibility-checker/

Resources

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Q&A

Feel free to ask away inthe “Questions” pane!

Are you an agency or freelancer?

● Finish more sites in less time● Unlimited staging installs for WordPress projects for

as little as $29 per month.

Ask about qualifying for a listing in our online consultants’ directory!

Call +1-512-827-3500, orChat with us wpengine.com

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