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Why you should teach your clients to do your job

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Bootstrapping a web development business usually means having little money for traditional advertising. Using the power of teaching is a great way to prospect and onboard awesome client partners.

During the this presentation, you’ll learn about:

The perfect client relationship.
How your clients find you + the customer buying process.
Methods for finding customers.
A new approach to prospecting and on-boarding clients.
Q&A

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Why you should teach your clients to do your job

  1. 1. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Give away the farm to get the ranch Why you should teach your clients to do your job
  2. 2. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. I’m Mendel GoDaddy Evangelist @ifyouwillit | mendel.me
  3. 3. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. What’s on tap? ● The perfect client relationship. ● How your clients find you. ● How you find your customers. ● A new approach. ● Q&A Tweet: @ifyouwillit | #wcmpls
  4. 4. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. What makes a perfect client relationship? tPhoto Credit: https://www.flickr.com/photos/11051875@N08/1249934882/ - The Mandarin via Compfight
  5. 5. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Mutual trust and respect. Tweet: @ifyouwillit | #wcmpls
  6. 6. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Passion. Tweet: @ifyouwillit | #wcmpls
  7. 7. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Willingness to learn. Tweet: @ifyouwillit | #wcmpls
  8. 8. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Engagement & Communication. Tweet: @ifyouwillit | #wcmpls
  9. 9. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Vision. Tweet: @ifyouwillit | #wcmpls
  10. 10. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Partnership. Tweet: @ifyouwillit | #wcmpls
  11. 11. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. How your clients find you. Photo Credit: https://www.flickr.com/photos/65911944@N00/28272881/ - jmso via Compfight
  12. 12. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Simplified buying process Tweet: @ifyouwillit | #wcmpls
  13. 13. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Your customer’s buying process Tweet: @ifyouwillit | #wcmpls
  14. 14. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Your client discovers you here. Tweet: @ifyouwillit | #wcmpls
  15. 15. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. How do you find clients? Photo Credit: https://www.flickr.com/photos/67509007@N00/5892977434/ - mr.skeleton via Compfight
  16. 16. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Typical tools for finding clients. Tweet: @ifyouwillit | #wcmpls
  17. 17. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Finding clients can be hard! Photo Credit:https://www.flickr.com/photos/37386299@N08/6050476994/ CWhatPhotos via Compfight Tweet: @ifyouwillit | #wcmpls
  18. 18. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Once work starts, there are questions.
  19. 19. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Many questions.
  20. 20. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. About the website...
  21. 21. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. “How do I add a new menu item?” Tweet: @ifyouwillit | #wcmpls
  22. 22. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. “Can I edit this website myself?” Tweet: @ifyouwillit | #wcmpls
  23. 23. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. “How do I add my menu to my website?” Tweet: @ifyouwillit | #wcmpls
  24. 24. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. And about your craft...
  25. 25. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. “That’s such a simple change, why does it cost so much?” Tweet: @ifyouwillit | #wcmpls
  26. 26. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. “That takes how many hours? I can’t believe it takes that long!” Tweet: @ifyouwillit | #wcmpls
  27. 27. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. “C’mon, aren’t you going to cut me a break?” Tweet: @ifyouwillit | #wcmpls
  28. 28. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. How do we answer these questions?
  29. 29. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. “How do I add a new menu item?” Education: How to create a page and menu item Tweet: @ifyouwillit | #wcmpls
  30. 30. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. “Can I edit this website myself?” Education: What is WordPress? Tweet: @ifyouwillit | #wcmpls
  31. 31. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. “How do I add my menu to my website?” Education: How to create a page and upload an image or PDF Tweet: @ifyouwillit | #wcmpls
  32. 32. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. “That’s such a simple change, why does it cost so much?” Education: Scope and effort Tweet: @ifyouwillit | #wcmpls
  33. 33. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. “That takes how many hours? I can’t believe it takes that long!” Education: Effort Tweet: @ifyouwillit | #wcmpls
  34. 34. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. “C’mon, aren’t you going to cut me a break?” Education: Development as a professional craft. Tweet: @ifyouwillit | #wcmpls
  35. 35. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. What if we could...
  36. 36. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. teach as a part of the sales process? Tweet: @ifyouwillit | #wcmpls
  37. 37. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. create an understanding of core industry / trade concepts? Tweet: @ifyouwillit | #wcmpls
  38. 38. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. level up client knowledge while prospecting and onboarding? Tweet: @ifyouwillit | #wcmpls
  39. 39. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Spoiler alert: We can! Tweet: @ifyouwillit | #wcmpls
  40. 40. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Lets create a workshop.
  41. 41. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Find an audience in your vertical. Tweet: @ifyouwillit | #wcmpls
  42. 42. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Finding an audience ● Chamber of commerce ● Meetup.com group ● Trade association ● Neighborhood business association ● SMB organization ● SBA ● SBDC ● SCORE Tweet: @ifyouwillit | #wcmpls
  43. 43. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Design the workshop to address common questions. Tweet: @ifyouwillit | #wcmpls
  44. 44. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Anatomy of a class Common Questions: Can I edit this website myself? How do I add a new menu item? How do I add my menus to my website? That’s such a simple change, why does it cost so much? That takes how many hours? I can’t believe it takes that long! C’mon, aren’t you going to cut me a break? Class curriculum Introduction What is WordPress? WordPress basics (building a site): Setting up your first site. Pages & posts Uploading images / PDFs Menus What’s a plugin? What’s a widget? What’s a theme? For more information: Community resources For additional help: Your website / contact Tweet: @ifyouwillit | #wcmpls
  45. 45. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Find a free venue at a coworking location, library, etc. Tweet: @ifyouwillit | #wcmpls
  46. 46. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Advertise the workshop to those within the vertical you serve. Tweet: @ifyouwillit | #wcmpls
  47. 47. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. List all expectations ● Supplies needed ● Financial obligation (for cost of hosting and domain) ● What will and won’t be covered ● What will be completed during the event ● Length of event ● Logistics Tweet: @ifyouwillit | #wcmpls
  48. 48. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Exchange contact details. Tweet: @ifyouwillit | #wcmpls
  49. 49. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Follow up! Tweet: @ifyouwillit | #wcmpls
  50. 50. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Something interesting has happened.
  51. 51. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Aligned yourself as an expert. Tweet: @ifyouwillit | #wcmpls
  52. 52. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. You’ve become the goto. Tweet: @ifyouwillit | #wcmpls
  53. 53. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. You’ve established new meaningful relationships. Tweet: @ifyouwillit | #wcmpls
  54. 54. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. You’ve spent $0 Tweet: @ifyouwillit | #wcmpls
  55. 55. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. The moral?
  56. 56. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Humans love the feeling of empowerment. Tweet: @ifyouwillit | #wcmpls
  57. 57. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Solve for client empowerment and new business will come easily. Tweet: @ifyouwillit | #wcmpls
  58. 58. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. Lets talk Q & A Tweet: @ifyouwillit | #wcmpls
  59. 59. Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved.Copyright© 2015 GoDaddy Operating Company, LLC. All rights reserved. I’m Mendel mendel.me/presentations @ifyouwillit

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