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Stop Selling Websites The Old Way - Do This Instead — Transcript

by Tyler Moore · 6,618 words · 990 segments · language en · Watch on YouTube

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0:00Most web designers are not making any
0:02money. There is a much better way and
0:05Emmanuel is going to show us how. He
0:06owns icreateyoursite.com
0:09and he's made over a thousand websites
0:12and you used to make websites the old
0:14way and it was a dumb idea. Can you tell
0:18us why it was dumb and is there a much
0:21better way?
0:23>> Yeah, so I started making websites in
0:252015.
0:28Um and you know, back then it was pretty
0:30straightforward. It's it's what you're
0:32probably expecting. Somebody would call,
0:34they'd want a landing page or a
0:36five-page business website. They would
0:38pay maybe a thousand five hundred to two
0:40thousand five hundred dollars, maybe a
0:42little bit more if it was more complex.
0:44They'd pay for it, give a deposit, take
0:46forever to give feedback. The website
0:48would finally get finished and that was
0:51about it. Then I'd check the website a
0:53year or two later and it was completely
0:55destroyed or gone or the customer just
0:58wasn't using it and you know, it was it
1:01was okay, but I thought, you know,
1:03there's got to be a better way to do
1:05this and to make it better for the
1:07customer and also better for the agency.
1:10>> So before we talk about, you know, how
1:12to get your first client, what is the
1:14better way? What's the better way of of
1:17doing it? What's the better way of
1:18selling it?
1:19>> Yeah, so especially now with the advent
1:22of AI,
1:23um
1:24almost anybody can make a pretty good
1:26website. You know, the kind of website
1:28that would be like a WordPress template
1:30that you need an agency to build.
1:32Somebody with a couple of hours and AI
1:33can make an okay website. So right now
1:36what actually sells when anybody can
1:39make a website is having a relationship
1:42with the business that brings value. So
1:44instead of a one-time website where it's
1:46like, well, here's your website, see you
1:48later. Having an ongoing relationship
1:50where yes, you build the website, but
1:52you also build features, funnels,
1:56services, things the business can
1:58actually use to make more money. That is
2:00what we actually need to sell versus
2:02just, you know, a pretty template.
2:04>> So, we have some examples here of
2:06websites that you've built. And can you
2:07walk us through a couple of, you know,
2:09different ideas? And then um I want to
2:13get into you telling us like for the
2:15first time to for reaching out for
2:17pricing, how would you do that? But but
2:20first, can you walk us through some of
2:21these features?
2:23And give us examples of what you mean.
2:25>> Yeah, so
2:26Right. So, I'm going to give a couple of
2:28use cases of of websites that, you know,
2:30using using AI tools, we can obviously
2:33make the average person can make like an
2:36okay website, um but if you're a
2:38developer with some know-how, you can
2:39make an amazing websites. These are
2:41websites that would cost 50, 100,000
2:43dollars that we can now make accessible
2:45to small businesses um with incredible
2:47features. So, for example, this is a a
2:49customer who he had a a showroom
2:52website. They do remodeling. Um but one
2:54of the features we added to his website
2:56is this ask me anything button. And it's
3:00his own custom AI that is trained on
3:03everything about his website and his
3:04business. So, it's completely custom.
3:07You could type in something like, "How
3:08much does it cost to remodel my
3:10kitchen?" You could even spell it wrong.
3:12And it will give you an answer.
3:15But it's not going to give you like a
3:16regular AI answer. It's going to give
3:17you an answer based on his business. If
3:19you ask it like a dumb question about
3:21like flamingos, it's going to tell you
3:22like, "I don't know anything about that.
3:24Ask
3:25>> me about this business."
3:26>> Um but but yeah, so this is like a
3:29custom tool that brings a lot of value
3:31to the business. So, it makes the site
3:33easier to navigate. It makes any doubt
3:35that the customer has, the client who's
3:37going to book with him, has answers
3:40those questions. It pushes them towards
3:42getting a consultation. So, this is a
3:44service that provides value to the
3:46business um beyond just having a nice
3:48website. And it's something where the
3:51client can see the value where hey, this
3:52is bringing in new customers to my
3:54business every month. So it makes sense
3:56to have somebody who is managing this,
3:58improving this, making sure it works. It
4:01really makes it a no-brainer for this
4:03business.
4:04>> All right, and then we have this like
4:06on-time legal. What what what's the cool
4:09thing here?
4:11>> [snorts]
4:11>> Yeah, so this is a process serving
4:14website and if you don't know what that
4:15is, pretty much whenever you get sued in
4:18the United States, somebody has to
4:19physically hand you like the document.
4:22And yeah, we could have just made up an
4:24updated website and it would have been
4:26pretty, but it's so much better that we
4:28actually built a system for them where
4:31attorneys can upload the document, it
4:33timestamps it, lets them know where in
4:36the process it is, it sends a
4:38notification to the other person when it
4:40got delivered. So it goes from being
4:43just a website, right? We want to use
4:46the same way that the average user can
4:48make just a website. We need to also
4:51upskill that where us, the expert, can
4:54now make these, you know, enterprise
4:56grade tools for them where you know, we
4:59can have all these solutions that we can
5:01provide specific to their to their
5:03industry. So this is something that for
5:05them saves them a lot of time.
5:08A lot of my customers are saving money
5:09because you know, they're they were
5:10paying for like a separate subscription
5:12on another service that they no longer
5:14need because it's now built into their
5:15website. And again, it's just bringing
5:17in that value to the site.
5:20>> That's really cool. So we have some more
5:22websites real quick. Let's
5:25go through these. So what So basically
5:28you really like integrate into what
5:30their business needs. Is that what
5:32you're saying?
5:33>> Yeah, so you know, we try to identify
5:36what is the biggest pain point. And it's
5:39two major things. It's something that is
5:41costing them a lot of time or something
5:44that is costing them money, right? So
5:46it's either making more money by
5:47increasing conversion, saving money by
5:49getting rid of a
5:51a SAS or something that they're having
5:52to pay, or increasing conversion by
5:53making the website the website better.
5:56So, an example on on this website right
5:57here is that on his old website, you see
6:00there at the top of that little widget,
6:02it says um $1.95 per pound of laundry.
6:06So, that they have like a laundry
6:07cleaning service.
6:08Um nobody knows how much their laundry
6:11weighs. Like, that is not a useful That
6:13is not a useful metric for people to to
6:15understand what it's going to cost them.
6:17So, you know, I asked him like, how much
6:19does a bag of laundry weigh? He's he's
6:21an expert, right? That's what he does
6:22for a living. He told me, "Well, it's
6:23about 20 to 25 lb." And I was like,
6:24"Okay, we should build a calculator
6:27based on how many bags of laundry people
6:29have and give them an estimate. People
6:31know how many bins of laundry they have.
6:33They don't know how much it weighs."
6:34Right. So, this is an estimator they can
6:35put how many bins or bags of laundry
6:37they want to like drop off or get picked
6:39up. And then based on that, it gives
6:40them an estimate. And what that does is
6:42it gives people the confidence to
6:44continue to the next step, which is
6:45requesting the service, versus just
6:47seeing $1.95 per pound and it's like,
6:50"Well, what does that mean? It's
6:51confusing. I don't understand." And then
6:54they leave the website.
6:55>> All right. Then we have this Whistle
6:57Prep. Is that how you say it? Whistle
6:59Prep?
7:00>> Um
7:00>> Yeah, so what we built for them um
7:04was you know, they do like tutoring for
7:07and test prep for high school students
7:09that are graduating to college. And that
7:11is a very
7:13time-consuming thing, right? Every You
7:14got to sit down with each individual
7:16student and you like you have to do the
7:18tutoring with them. There's no way to to
7:20make that faster. Like, you have to be
7:22there.
7:23Um but they wanted to increase revenue.
7:25So, what we developed for them was the
7:27ability to add another service to the
7:29website, which is essay review, right?
7:31So, the student doesn't have to be
7:33present. They can upload their essay to
7:35the website. They can pick a service
7:37level, right? Like, how many reviews
7:38they they want for their for their draft
7:41of their essay. And then
7:43their team can do it on their own time
7:44and then submit back the feedback
7:46through email. So, it allows them to
7:48have a much larger volume of income
7:51through this service that doesn't have
7:53to be like a tutor sitting next to a
7:54student. So, it's also giving businesses
7:57the ability to expand their service
7:59offering through technology.
8:01>> Right. So, you're not just making them a
8:02website, you're actually like optimizing
8:04their business more so.
8:07>> Exactly. So, it it's more
8:10it goes beyond selling a website.
8:13>> [snorts]
8:13>> We're more selling a business
8:15relationship, right? Customers know that
8:18now having a website and being online
8:20and with people doing AI searches, the
8:22online presence is super important. So,
8:25having a relationship with somebody who
8:26can make sure that that is optimized and
8:29that the business shows up and people
8:31are able to get the most out of it. Even
8:33somebody who can be a sounding board and
8:34give them ideas of things that might
8:36work, things to try. Knowing that they
8:38always have access to that their digital
8:40presence versus having a website that
8:42they don't know how to use and it just
8:43sits there.
8:45They can actually see and get value out
8:47of the site versus just having like, you
8:50know, they paid it once and it's
8:51essentially just a a nice business card
8:52if nobody's helping you with it.
8:54>> Right. So, how do you charge those
8:56because I feel like if you went to one
8:58of these businesses and we're like,
9:00"Okay, this is going to be $50,000 or
9:02$100,000." which is probably what it's
9:05worth.
9:06They don't really maybe know you.
9:08They're not going to really trust you.
9:10How do you get over that hurdle?
9:13>> Yeah. So, you know, these tools now
9:16they're they're a lot more accessible.
9:17They're still complex to build, right?
9:19It's not something that a business owner
9:20could do by themselves
9:22because you have to build it. You have
9:23to make sure it's secure and the you
9:25know, the data that's being submitted to
9:27the site is not accessible to anybody.
9:29Privacy, all those things are super
9:31important.
9:33But what we do is Yeah, when we package
9:36the entire relationship, um we we host a
9:39site for them.
9:41We um the way we price it is through a
9:43subscription, right? So, we want to
9:45build that relationship. It's something
9:46where we're working with them every
9:48month to to improve their website or to,
9:52you know, grow their ideas because, you
9:53know, business owners have ideas that
9:54they want to implement on their business
9:56all the time, but uh a big pain point
9:59that I I had when I, you know,
10:01throughout the years when I've spoken
10:02with business owners is that
10:04they have a developer, the website is
10:06finished, and then the developer
10:07disappears or stops replying. And, you
10:10know, I had the same issue because I
10:11would sell the website
10:13for $2,000,
10:15and then 3 months down the line, the the
10:17customer would email me saying, "Hey, um
10:19you know, we moved. Can you change my
10:21address?" And yeah, no problem. I'd go
10:22in there and and change the address. And
10:24then they would need like, "Oh, can you
10:26add uh can you change this text? Can you
10:28change this color?"
10:29And it's like, you know, what am I
10:30supposed to do? Invoice them for 5
10:32minutes of my time? Like, that doesn't
10:33that doesn't make any it doesn't make
10:35any sense. Um so, what what I've noticed
10:38is two things.
10:39Either customer uh customers are getting
10:41ghosted. We're like, "Hey, listen. This
10:43is like you want me to change one link.
10:44I just don't have the time to like care
10:46about this."
10:47Or the agencies are kind of like abusing
10:50this where they're like, "Okay, we'll
10:51change the link. We have a minimum rate
10:53of $300. So, it's going to cost $300 to
10:55to change the link on your site."
10:57It's it's almost like saying, you know,
10:59like, you know, we kind of don't even
11:00want to deal with you. So, it's like a
11:01number so that you won't bother us. So,
11:04you know, I thought there has to be a
11:05better way. So, what I do is I have a
11:07subscription that includes everything
11:09they need for their website, right?
11:10Depending on the how complex or large
11:12their organization is.
11:13Um and it's it's one point of contact
11:16where the customer knows, "Hey, anything
11:18digital, anything that I want to
11:20implement, anything that I want to work
11:21on, there's somebody who's always
11:23available. I'm not going to get ghosted.
11:25I'm not going to get ignored. I don't
11:26have to worry about an hourly bill. They
11:28just pay one predictable a that they can
11:30kind of like fold into like their
11:32business expenses and um there's
11:34somebody taking care of the website,
11:35making sure it's getting viewed, and
11:36making sure it's a a useful tool to the
11:38business.
11:39>> So, it's more of a business partnership.
11:41So, what you're saying is instead of
11:42charging them 10,000 or 20,000 or 50,000
11:46up front, you charge them a monthly
11:48thing and that way you guys are both
11:50like aligned and trying to hit the same
11:53goals cuz you want to keep them as a
11:54customer, but they don't want to pay
11:57this giant giant fee. Is that what
11:59you're saying?
12:00>> Exactly. And you know, it really helps
12:02with the conversion rate because you can
12:03imagine
12:04>> [snorts]
12:04>> if a business has a a new business idea,
12:07right? And they want to implement it.
12:09They don't know if it's going to work,
12:11right? And you know, even though we have
12:12a ton of positive reviews, you know,
12:14we're still a stranger to them.
12:16So, you know, when when you come up and
12:18if you're like, "Hey, I'm very excited
12:19about this business idea." And the
12:21agency's like, "Okay, it's $10,000 to
12:23even like try your idea and it might not
12:25work." Sometimes the business is like,
12:27"Well, you know, okay, forget it. We're
12:28it's not worth the risk."
12:30But if they can spend, you know, a
12:32monthly fee on it and they can test it
12:34and hey, listen, if it doesn't work, we
12:36can test other things and if it does
12:38work, it kind of pays for itself and
12:40either way while we're doing that, we're
12:42also optimizing the website, adding SEO,
12:44making it better. So, it's like the
12:46website pays for itself and then some.
12:49It makes it really easy for the
12:50customer. It makes it a a no-brainer.
12:51We've had a
12:52a lot of success with the conversion
12:54rate, um you know, pitching it this way.
12:56>> And that makes a lot more sense cuz
12:57that's like the reality of business. Not
12:59every idea works. I remember making
13:01something for this
13:03uh business. I think it was like $2,000
13:06or something. And then I, you know, went
13:09I spent a week or whatever making it uh
13:11when I was a little younger. And then I
13:13launched it and nobody came. Like it
13:15didn't do anything. It was a waste of
13:17their time and money and it was a waste
13:19of, you know, I got paid, but like I
13:22felt kind of not good about it because
13:25like it didn't work for them.
13:27I don't know.
13:28>> Yeah, exactly. And I've had the same
13:30issue. You know, sometimes there's a a
13:32new small business where they set up
13:33their website and it kind of just sits
13:36online like a like a business card. Um
13:39it's not it's not bringing customers.
13:41It's not making anything easier.
13:43Um the you know, working as a
13:45partnership, one,
13:47I know that I have enough time to make
13:49the website as perfect as possible. It's
13:51not like, "Hey, this website needs to be
13:53ready within the next 60 days because
13:54they're launching." And when it
13:55launches, it is what it is and that's
13:58it, right? We can make the website. We
14:00can make it perfect. We can optimize it.
14:02We can try new things.
14:03Um and you know, even if it's a new
14:05website, right? Whenever you have a new
14:06website, it takes it takes a little
14:07while for SEO and like you to start
14:10ranking. Even if if, you know, we're
14:12waiting for traffic to start coming into
14:14the site, we can still build tools. We
14:16can build dashboards. We can do things
14:18that are useful to the business.
14:20Um you know, for a lot of customers, we
14:22can set up a CRM, right? They are a
14:24small business
14:26They already have some customers. So, we
14:28can put all of them in a CRM. We can
14:30send out reminders to rebook every 30
14:32days. So, while we're waiting for that
14:34SEO to pick up, they can still use tools
14:36the other way to bring in additional
14:38income to the site. Um so,
14:41it makes it so that you don't have that
14:42feeling where like, "Okay, the website
14:44is done."
14:45Uh you know, for the customer, it's
14:46like, "I paid $2,000, $3,000 for this
14:48website and like nothing happened." And
14:50for the agency, it's like, "Well, the
14:52website is done. Now I need to find
14:53another customer." This kind of solves
14:55both both issues where like, you know,
14:57the website is worked on and we can make
14:58sure that it's successful and somebody
14:59is responsible for the site and
15:01somebody's showing face for the site. Um
15:03and at the same time, we they have a
15:06predictable expense and we have a
15:07predictable source of income um because
15:09we know that subscription is coming in
15:10next month as well.
15:11>> Right.
15:12Uh before I I want to ask you um how you
15:15get your first clients. Before I we talk
15:17about that, I wanted to um say a word
15:20from our sponsors today, which is
15:22Hostinger. So, um that's where we host
15:25all of our websites and we host all of
15:27these websites right here.
15:29So, you can just go to
15:30hostinger.com/unlock.
15:33That gives you the biggest discount. And
15:36then you can host your website. So, you
15:38can have all of your websites, you can
15:39have a whole bunch. And uh yeah, that's
15:42what we we use. All right. So,
15:45back to our question.
15:48How do you get your first client?
15:49>> Yeah, I wanted
15:50I wanted to mention that because
15:52if you're just starting, your first
15:55client is yourself cuz you're making
15:56your own website. Um and and one thing
15:58that I like was when when I was starting
16:00um on Hostinger, you can actually I
16:02think even their cheapest plan gives you
16:04three websites. So, it's kind of nice
16:06because you have like you can make your
16:08own website and then you can make like
16:10what I would do is I would make a
16:11website for like a family member just to
16:13kind of like get the idea, um see what
16:15issues they're solving, um and then you
16:18have one more website for like that
16:19first real customer or like that first
16:21referral. Yeah, there you go, like up to
16:22three websites. So, it's kind of nice
16:24that they don't they don't leave you
16:26stuck with one.
16:28Um
16:29so that that's that's really nice. Um
16:31but yeah, like what I would do if you're
16:33starting from scratch, if you have zero
16:34customers,
16:36um I would do a family member, friend or
16:38family member. So, if you have a friend
16:39or family member who has a small
16:41business, just reach out to them and
16:43tell them, "Hey,
16:44you know, I'm learning to do websites or
16:45I'm starting a website business. I want
16:47to do your website uh completely for
16:49free. Um and you know, you you you set
16:52up your site, you build their site right
16:54on there, and um you know, just ask them
16:56like, "What are some things that you
16:57want the website to do?" Like, "Okay,
16:58you want it to bring more customers."
16:59But like, "What do you need?" "Oh, you
17:01know, I I I'd like to have a CRM. Oh,
17:02I'd like to have email marketing. Oh,
17:04I'd like to to do this or I'd like to
17:06get more reviews, whatever the case may
17:08be. Um and figure out well, how can I
17:10implement those services right into the
17:11website so the website brings brings
17:13value.
17:14>> Right. And that's what I did, too. I did
17:16family members first and then my
17:18girlfriend, now wife, uh was working at
17:20a non-profit, and I was like, "Oh, guys,
17:22I'll make your website for free." And
17:23then they're like, "Oh, okay." And then
17:25so, I made their website, and then they
17:27had all these other departments. And
17:29then so, like the next department, I was
17:31like, "Okay, $300." Which I should have
17:34like if I was smart, I should have been
17:35like $50 a month, you know, instead of
17:37$300 up front. I mean, I was just
17:39starting, so.
17:40>> Yeah.
17:40>> And then the next one, it was like
17:42$1,000, which should have been like $100
17:44a month or something if, you know, if I
17:46knew this, and it would have been much
17:48better. But, that's how I got my start
17:50also, was just like giving it away for
17:52free.
17:52>> Yeah.
17:54You know, when I started, and here's the
17:55thing, when you're starting, you kind of
17:57have to like
17:58Yeah, you know, you kind of have to go
18:00get what what get what you get. I
18:01remember one of the first one
18:02>> Anything.
18:03>> One of the first websites anything. One
18:05of the first websites I ever did, it was
18:07a party rental website. It was 36 pages.
18:10>> Oh,
18:10>> [laughter]
18:10>> okay.
18:12>> It had a lot of categories.
18:13>> it like WordPress like or what are you
18:15making it on? Just like
18:16>> It was It was
18:18It was a WordPress, but it wasn't like
18:20Yeah, it wasn't like the nice word It
18:22wasn't like Elementor with template with
18:23templates and copy and paste. It was
18:25like It was It was a I don't think it
18:27was even Beaver Beaver Builder. It was
18:28like
18:29just using um
18:30>> Visual Studio.
18:31>> Yeah, visual builder or something like
18:33that. One block at a time. It was so
18:36rough. Uh
18:38that 36-page website I sold for I sold
18:40for 800 bucks.
18:41>> It took you like a month.
18:43>> [laughter]
18:44>> No, it took me like so long.
18:46I was like I was It was like 3:00 a.m.
18:48and I was like trying to finish that one
18:50cuz I was working full-time at the same
18:51time. So, it was like 3:00 a.m. and I'm
18:52trying to finish the website. Um you
18:54know, but uh I had a really good
18:56relationship with that customer. They're
18:57They're still a customer now. They
18:59eventually
19:00>> That's fine. That's great.
19:01>> did need to like make changes to the
19:03website, and then I I did get him on a
19:05subscription service now. Um which is my
19:08next place to find customers. If you
19:10already have had customers,
19:12those are your best customers. So, when
19:14I switched from uh uh a single price
19:18business to this to this monthly thing,
19:20um it it was very scary because, you
19:23know, when the phone rang and somebody
19:25asked me, "Hey, how much does a website
19:26cost?" I was used to saying, you know,
19:28"$2,000." Now I'm saying $250.
19:30>> Right.
19:31>> 90 90% less.
19:33>> So, what happened? Did your income just
19:35like, you know, go to the ground?
19:37>> Yeah. It it did for the first like the
19:40first 90 days, it was rough the first 90
19:42days. Um but I I knew it would work
19:45because
19:46when I used to get the phone calls and I
19:48used to say $2,000, like out of every 10
19:50phone calls, one or two people would say
19:51yes.
19:52>> Right.
19:53>> But with this new system,
19:55out of every 10 phone calls, eight or
19:57nine people say yes.
19:58>> Right.
19:58>> Okay. So, the conversion's way higher.
20:00>> I'm converting way higher. So, um you
20:03know, and you have to leverage the the
20:05AI tools we have now. We And of course,
20:07we don't want to make AI slop. If you
20:08look through any of our websites, they
20:09don't don't look like slop. Um we're
20:11we're not letting the AI do the design.
20:14You know, a person has to do that. Um
20:16but we're letting the AI uh do the
20:18mechanical part, right? The the um
20:20repetitive tasks um they used to take a
20:22long time. Um but the entire we built
20:24the entire design system. We we built
20:27the entire um
20:29pipeline and workflows. Um and and it's
20:31a lot about the discovery that we do for
20:33the customer. Like, okay,
20:35uh here's what I think would make your
20:36business better if I was one of your
20:38clients. Um and a lot of that does
20:40happen through the relation-
20:43ship with the business, right? Sometimes
20:456 months in to the business, well,
20:47something will click about how the
20:49business works, and we'll be like, "Hey,
20:50wait a minute. They keep saying that
20:52they do this with every customer. We
20:53should build this tool for them because
20:54it'll make things super easy."
20:56Um an example that I've I've I've shared
20:58with you before um
21:00was the bridal website. Um we built like
21:02a custom uh bridal booking system for
21:04them. And uh part of that system is when
21:08a bride comes in to try a dress, they
21:10have a screen in the in the fitting room
21:13not in the fitting room in the studio
21:15that on the screen she would show the
21:17website and she would show the dresses.
21:19And I didn't know that until like
21:21several months in where she wanted to
21:23upload some photos to her Google Maps
21:25and I saw the screen in her studio and I
21:28was like, "Oh my god, that's we like we
21:30should like show
21:32Yeah, we should use that." So what
21:34happens now is when somebody comes in
21:37her her appointment booking system
21:39gets the data, it creates a custom
21:41splash screen that says welcome bride's
21:43name. We're so excited for your for your
21:46event or for your wedding or whatever.
21:48It's custom for every bride.
21:51When she starts the appointment, it
21:53automatically shows the the pre-selected
21:55dresses and like this really nice
21:56display not like her not like an
21:58e-commerce website like an actual like
21:59beautiful display with like really
22:01elegant animations. But we would have
22:03never known to have built that unless we
22:06had that relationship with our customer
22:07first and like saw that that picture of
22:09the inside of her business.
22:11business.
22:11>> Right.
22:12>> So it's it's things like that that
22:13happen after after several months of of
22:15working with a business and getting to
22:16that understanding.
22:18And you know, business owners can tell
22:20when you actually care about their
22:21business. And you know, when when
22:23something like that happens where it's
22:25like, "Hey, we noticed this and we built
22:26this. I think it's going to help that
22:27way." It really clicks for them like,
22:29"Hey, this person is like actually
22:30thinking about my business not just
22:32editing you know, doing a website update
22:34every time I I need to I need to change
22:36my phone number or something like that.
22:38>> So that's why these people stay with you
22:40because you're actually solving their
22:41business problems not just making them a
22:43brochure website that gets lost in you
22:46know, zero clicks. Is that what you're
22:48saying?
22:49>> Yeah, exactly. If you scroll down to the
22:51bottom of this page, it says right there
22:53you know, there's no commitment cancel
22:56anytime.
22:57And the reason we have that is because
23:00we don't want people to feel like they
23:02have a contract and they have to stay
23:03with us, right? We want to feel like
23:05their website is delivering value. And
23:08putting that restriction on ourselves
23:10forces us to create really good systems.
23:13Um and when you have a really good
23:15system, the customer stays.
23:17The customer doesn't feel like they're
23:18trapped and they have to leave. They
23:20they feel like "Hey, this is awesome,
23:22you know, like this is really working. I
23:24have like a digital person." Um and you
23:26know, when when businesses get big
23:28enough, they hire a developer. They have
23:30their own like Adobe, Microsoft, they
23:32have their own website team. They don't
23:33they're not hiring an agency most of the
23:34time.
23:35Um so we want to become that for small
23:37businesses where um they know technology
23:41is is more important now than ever.
23:43Maybe it doesn't make sense for them to
23:45pay $80,000 a year to hire a a developer
23:48to be in-house. But they know they can
23:50have our agency um handle the entire
23:52technical aspect of their site for like
23:54a reasonable cost for their business.
23:56>> But do you think a beginner can do this?
23:58Let's say I'm like pretty good with the
24:00AI tools and and stuff, but is it
24:03realistic for a beginner to start making
24:07free websites for people at first and
24:08then start doing the AI stuff and
24:11learning about it, or do you have to
24:13go to school or read some books or, you
24:15know, become a computer science guy or
24:18something like that?
24:21>> Yeah, well, I mean, I personally got my
24:23PhD in web design from YouTube
24:24University myself. So,
24:26you know, that I think that's a
24:27requirement.
24:29So, um yeah, you know, I think obviously
24:32the more [clears throat] experience you
24:33have, um the better you'll you'll be
24:35able to to work, but you need to start
24:37somewhere, right? And um I think if if
24:41you have family members or you're
24:42surrounded by people that are are you
24:44know, in a specific trade, you could
24:46optimize for issues in that specific
24:48trade and and get referrals for that
24:49specific trade and I think, you know,
24:51within a couple of months of
24:52understanding a business, you could sell
24:53a very good business solution um to to
24:56to small businesses.
24:57>> Right, It's just about starting, I
24:59think. You know, just about starting and
25:00doing and not, you know, reading books
25:03or being in tutorial hell where you're
25:04just learning and learning and learning.
25:06You really have to learn on the job, I
25:08think. Um, but uh
25:10>> and I
25:11>> Go on.
25:12>> Yeah, a lot of small businesses, like
25:14they know AI is out there. They know
25:15that it can do all these cool things.
25:18Uh, they have no idea how to implement
25:20it into their business. Like, they don't
25:21know what it can or can't do.
25:24Or at a technical level, how to even
25:26like make it work.
25:28Um, so it's like they have this itch
25:30where they're like, "Man, I know that
25:31like there's like this really powerful
25:32thing, and I know that it can probably
25:34do these things, but I I don't know how
25:35to use it." Uh, and we can bridge that
25:37gap, right? Um, creating creating these
25:39tools for them.
25:40>> I almost feel like you should lead with
25:41that. You should like that should be
25:43part of your like sales outreach. Like,
25:45we have these new tools, and I can build
25:47you this thing that would have cost like
25:48X, uh, you know, 100,000 or 200,000, and
25:51now it could be like this. When you're
25:53talking to clients, do you tell them
25:56this, or do you not tell them this, or
25:58how do you How do you reach out to that
26:00first like unknown client?
26:06>> Yeah, so actually I I don't really
26:08mention AI in the pitch. Uh, very
26:11rarely, unless they specifically bring
26:13it up. And the reason is I feel like
26:15there's this kind of stigma around AI
26:18where
26:19and it's because of the way a lot of
26:20people use it. They kind of let AI do
26:22everything, and then you get you get AI
26:25slop. You get these like really
26:26templated, basic websites that all look
26:29the same, that barely work. Um, at least
26:32that's what I think when I when I hear
26:34like, "Oh, it's made with AI."
26:36Um, so we don't really do that because
26:38it
26:39again, like we're not really letting the
26:41AI des-
26:43designing. Um, it'll kind of make the
26:45same thing every time, but they're like
26:47very similar. It's You can You can kind
26:49of tell
26:50uh, when a website looks AI made. Um, so
26:52we don't we don't really leave with
26:53that. We use AI as a tool
26:55to speed up the process and deliver more
26:57value and you know,
26:58we're able to give better pricing right
27:00for for the features that we offer
27:01because we're using these tools.
27:04So we like to pitch more is automation.
27:07A lot of the automations are powered by
27:08AI or AI makes building them a lot
27:10easier.
27:12And there there are some use cases where
27:13it's it's 100% AI like the search bar
27:17that has like a result right that's AI
27:18that we're training. But no, I wouldn't
27:21say
27:22that AI Here's the thing.
27:25Customers don't really want AI, right?
27:27They want like the result which is
27:30so a solution, right? They want to get
27:32more more customers, more phone calls,
27:35more traffic to their website, more
27:37income. That's like what
27:40they want. They don't want
27:42AI
27:44the same way that they don't just want
27:46like a pretty website. They want like
27:47whether that's more traffic
27:53That is what
27:55what actually sells more. I feel like if
27:57somebody calls me and is like hey, we
27:59can like sell you AI and like we can
28:01build you AI tools. It's like well, I
28:02don't even know what that I don't even
28:03know what that means, you know?
28:05What is it a chatbot, right? They don't
28:07they're not exactly. So just pitch the
28:09solution that you've built. You might
28:11have built the you might have built the
28:12solution with AI but pitch the solution
28:14not the AI.
28:15>> So my second to last question is
28:18doesn't this make you a slave to
28:21unlimited requests? Like how do you
28:23handle that like if they're paying
28:26$250 a month or $500 a month or $700 a
28:29month, they just want to like slam you
28:31with request over request after request
28:34and then doesn't that make you crazy or
28:36how do you deal with that?
28:38>> Yeah, you know, that was something that
28:40I was a little bit scared of
28:42at the beginning.
28:44And what we've noticed is that
28:47a bulk of the work is usually front
28:49loaded, right? Redesigning the the
28:50website, creating the systems,
28:52understanding the business. Um but kind
28:54of once the gears are churning, the
28:56business owners are busy running their
28:58business, right? Um they might have a a
29:01couple of things that that need to be
29:03done throughout the month. Uh
29:06but we haven't seen anybody
29:10abuse or or or be excessive um in their
29:13request. Uh
29:16you know, it's something it's I think
29:18you should have an honest conversation
29:20with the customer about, you know, what
29:23what your schedule is like. Or, you
29:25know, if you have enough work, you
29:26should consider hiring
29:28a helper to to help you with some of the
29:30updates, right? If your business grows
29:32and as they were to handle that.
29:34Um but what we've noticed for the most
29:36part, it's it's front loaded. Um there's
29:38a ton of work to be done at the
29:39beginning, but once the website is
29:40working and the systems are working, um
29:42the updates are are are flow, you know,
29:44pretty normally. They might want need a
29:46couple of changes per month, but it's
29:47it's hasn't been something excessive
29:49where where anybody is like, you know,
29:51sending multiple requests per day or
29:52anything like that.
29:53>> Right. Okay. And then so my last
29:55question is um
29:58what's the first thing somebody can do?
30:00What is the first step, wrapping it all
30:03up, wrapping it all together? Is it just
30:04making a website for a family member? Do
30:07you think that's the right move?
30:10>> Yeah, I think that the first step, the
30:11very first step, is building your own
30:14website, right?
30:15It's going to be hard for you to sell a
30:17solution when if you don't even have
30:18your own website. So, that that's what I
30:21would do. Build your own website. You're
30:22going to understand how the entire
30:24website uh pipeline works. Build a
30:26solution for yourself even if if you
30:28notice something that you want to be
30:29easier, build your own tools. Um and
30:32then the second step would be the the
30:33free website um because I think
30:35experience is super important. That
30:37might be for a family member or a local
30:39business or charity.
30:40Um and I think from that free first
30:43website you can usually get a referral
30:45sometimes like hey do you know anybody
30:46else who might need this and your first
30:48couple of websites might be very cheap
30:50because you just need to
30:52kind of get some experience under your
30:53belt but if you're an established
30:54business
30:56you know the first couple of months are
30:57tough when you transition
31:00but I think you're able to provide a a
31:02much better product
31:04and and
31:06in an era when anybody can make a simple
31:08website what we've noticed is that the
31:11businesses that we're working with are
31:13you know actual businesses that have
31:15recurring income they're established
31:17they need somebody who can make sure the
31:19website works correctly as an integral
31:21part of their business
31:23the business that is kind of just like
31:25somebody's side hustle
31:27they can probably just make their own
31:27simple website with AI and that's okay
31:30but you know the the quality of customer
31:32that you get when you provide a service
31:33like this is also it's also better it's
31:35something that we've seen so overall
31:37that's how I would start you know make
31:38your own website make a free website and
31:41then you know try to get a warm lead
31:43from there work on your own projects
31:44build you up your own SEO
31:47and you know once you get that first
31:48customer it's much easier to get the
31:50ball rolling from there
31:52>> awesome thank you so much please
31:54remember to comment rate and subscribe
31:56thanks so much see you
31:58>> take care bye

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