"Why Isn't Anyone Buying What I'm Selling?" — Transcript

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1. 0:00So, Craig
2. 0:02Welcome to Remozzi Home.
3. 0:03>> Oh, Alex.
4. 0:04>> What's up, dude? $18,000,
5. 0:06$18,000 a month, right? That's where
6. 0:08we're at. 18K per month, ad spend is
7. 0:11zero. Okay, got it. Industry digital
8. 0:14service, you know, SEO.
9. 0:15Got it?
10. 0:17>> Yes. Yeah.
11. 0:18>> And you're selling to e-commerce?
12. 0:19>> Yes, we are. And
13. 0:21>> Okay.
14. 0:22>> Selling to e-commerce brands, trying to.
15. 0:23Um, so basically business is about a
16. 0:26year old. Um, and we've uh like my best
17. 0:30friend is a web really good web
18. 0:31developer. We joined forces,
19. 0:33uh started like using his network to get
20. 0:35clients.
21. 0:36So, we've done around $285,000
22. 0:39in the last uh 12 months. We're proud to
23. 0:42say we've never had a client churn, but
24. 0:44we're kind of like a glorified tech
25. 0:45support department. So, they basically
26. 0:48anyone with a credit card and a pulse.
27. 0:50>> What's price point?
28. 0:51>> Price point, um we're basically billing
29. 0:53hourly at the moment. I'm putting
30. 0:55together like an offer funnel and
31. 0:56everything, so
32. 0:57>> Don't do that.
33. 0:57>> Yeah, it's like we're ready
34. 0:59>> so what Okay, so what are you What are
35. 1:00you billing right now on average?
36. 1:03>> Um, like 50 pounds an hour, say, so like
37. 1:08$70 or so. Um
38. 1:10>> Right, is it you and him?
39. 1:12>> to
40. 1:14Uh with one other full-time developer, a
41. 1:16few freelancers, and everything. So, we
42. 1:17do offer like, you know, we do SEO, we
43. 1:19do good website web development, PPC, um
44. 1:23some CRO stuff. It's kind of like we
45. 1:25need to really rein in on our ideal
46. 1:26avatar. I kind of I I feel a bit silly
47. 1:28cuz you've already shown me what to do.
48. 1:30Um, I need to go move my names, get a
49. 1:31ton of leads, um get them get our ideal
50. 1:34avatar. But, um
51. 1:35>> Well, you do need to change your offer.
52. 1:37>> to speak to you, so
53. 1:38>> You do need to change the offer.
54. 1:39>> Yeah. Yeah.
55. 1:39>> The offer sucks.
56. 1:41>> For sure. Yeah. We we need an offer.
57. 1:43>> Dude, you're selling to people who are
58. 1:44doing 30 to 100,000 a month, right?
59. 1:49>> Uh yeah, well, that that's the target
60. 1:50audience. Some are somewhere a bit
61. 1:51smaller, but yeah.
62. 1:52>> Well, whatever. I mean,
63. 1:54I don't know if you just heard I had uh
64. 1:56Who did I have on earlier? I had
65. 1:58Liz I think. Liz is doing $600,000 a
66. 2:01month doing many chat automation and
67. 2:02she's selling to e-commerce owners doing
68. 2:04$25,000 a month.
69. 2:06And she sells 6K a month.
70. 2:07>> Right. Yeah.
71. 2:09>> You're selling like
72. 2:09>> Yeah. Yeah.
73. 2:10>> $100 a month.
74. 2:13>> Yeah, under under priced is uh
75. 2:15>> Yeah, you're wildly under priced. But we
76. 2:17have to tweak the offer and the pricing
77. 2:18together. So, I would want to say like
78. 2:20can we say like
79. 2:21we'll get you know we'll we'll replace
80. 2:2310% or 20% of your traffic with SEO
81. 2:25within a year
82. 2:26and our services are I don't know
83. 2:28starter $2,500, $3,500 a month just to
84. 2:31like get going.
85. 2:34>> Yeah. Yeah, I have a an offer I'm
86. 2:35starting to pitch on cold outreach if I
87. 2:37can run that by you.
88. 2:38>> Okay.
89. 2:40>> Uh yeah, so I mean basically SEO
90. 2:42industry is like really commoditized by
91. 2:44retainers. So, I'm trying to just ramp
92. 2:46up cold outreach and basically offer
93. 2:48people like a free personalized audit as
94. 2:50a lead lead magnet. So, I'll show them
95. 2:52where their competitors are ranking,
96. 2:53where they're ranking, and what they're
97. 2:55missing out on. I'll give them a
98. 2:56personalized loom sort of showing them
99. 2:58where they can improve. And then we're
100. 3:00we're going to do like a 28-day sprint
101. 3:02to basically fully optimize the website
102. 3:04as much as we can. Try and get them as
103. 3:05many wins as we can in the first 28
104. 3:07days.
105. 3:07>> wouldn't use the word audit.
106. 3:10>> Yeah, I wouldn't use the word audit cuz
107. 3:11I think that sounds boring and not fun.
108. 3:13So, I would say like look at like we
109. 3:16will find you at least seven revenue
110. 3:18opportunities that you can set up within
111. 3:20the next 30 days for free.
112. 3:23>> Got you. Okay.
113. 3:24>> And then you walk them through it. Yeah,
114. 3:26way better. You walk them through it and
115. 3:27say hey you can do this on your own,
116. 3:28turn it over to you know a web company,
117. 3:30or we'll do it for you.
118. 3:33>> Got you.
119. 3:34And I was thinking like
120. 3:36in terms of like a guarantee I was
121. 3:37thinking maybe like we refund a sort of
122. 3:3925% of our cost like our profit margin
123. 3:41something like that.
124. 3:43>> Yeah, that's fine.
125. 3:45>> Yeah,
126. 3:46it's I'm trying to make it more
127. 3:48compelling but it's um
128. 3:50I think SEO is a tricky industry to to
129. 3:52sell right now.
130. 3:53>> Yeah, I mean, thing is it takes time for
131. 3:55SEO to work.
132. 3:57>> Yeah.
133. 3:59Well, I mean, we we can do a lot in in
134. 4:01like 4 weeks and and just show them like
135. 4:03initial wins and try and cuz I'm I'm
136. 4:04trying to build the trust because, you
137. 4:06know, everyone's got a million SEO guys
138. 4:08in their in their inbox just like, "Hey,
139. 4:10you know,
140. 4:10>> Can you Can you do uh yeah, heard. Can
141. 4:12you do Can you like guarantee around
142. 4:13rankings? Like we'll get you in the top
143. 4:1510 or on the first page or something?
144. 4:18>> It is tricky because it's like we could
145. 4:20do everything right. Google changes
146. 4:21their algorithm and and then, you know,
147. 4:23their their cycle is down. So, I try and
148. 4:25pitch it as like we're going to stack
149. 4:26the odds in your favor, but yeah, it's
150. 4:29it's hard to guarantee results, I guess.
151. 4:31We could guarantee page speed, but I
152. 4:32mean, that's not really the be-all
153. 4:34end-all of a business.
154. 4:35>> No.
155. 4:37Can you do anything around just traffic,
156. 4:39not necessarily ranks?
157. 4:42>> Uh
158. 4:45I mean, potentially.
159. 4:46Um
160. 4:47>> Yeah, I mean, I like the seven revenue
161. 4:49like if I'm just keeping it simple, I
162. 4:50think seven revenue opportunities, we're
163. 4:51going to unlock these things. This is
164. 4:53our price. You don't even have to worry
165. 4:54about guarantee or anything like that
166. 4:55for now.
167. 4:57>> Got it. Okay, so so just like one-time
168. 5:00one-time kind of lead magnet, here you
169. 5:02go. Uh and then hopefully from there
170. 5:03book a call, maybe go into like the
171. 5:05sprint.
172. 5:07>> Yeah, I mean, I would say like here's
173. 5:08what it is. We can implement this in
174. 5:09your business. Do you want us to put in
175. 5:11your business? Great.
176. 5:12And so, if you want Have you read the
177. 5:14Money Models book?
178. 5:16>> Yep. Yeah, yeah.
179. 5:17>> Yeah, I would use a wave fee offer
180. 5:20for you.
181. 5:21>> Okay.
182. 5:22>> So, for everyone who's watching online,
183. 5:24I'll I'll on this. So, uh wave fee offer
184. 5:26is the last offer I think in the
185. 5:28continuity section.
186. 5:29And so, when you have a business that
187. 5:31like takes time for someone to get
188. 5:32started, you do an AB and you say, "Hey,
189. 5:36um option one, uh you keep flexibility,
190. 5:39right?" And so, you say, "Hey, it's, you
191. 5:40know, $25,000.
192. 5:43And then, it's $5,000 a a after that.
193. 5:45Or,
194. 5:47I'll waive the 25 and it's $5,000 a
195. 5:49month, but you got to stick for a year
196. 5:50cuz it takes time for the SEO to work.
197. 5:52And the good news is that if we haven't
198. 5:54made progress within the 90 days, you
199. 5:56can get out.
200. 5:57That That would be my like second
201. 5:58option.
202. 5:59>> Cool? Like that way it's like you don't
203. 6:00feel like you're committed like but in
204. 6:0190 days if we haven't like you know what
205. 6:04what to insert here, but if we haven't X
206. 6:06within 90 days, then we'll let you out
207. 6:07of the contract. So instead of the the
208. 6:09guarantee is that we can let you out of
209. 6:09the contract without having to pay the
210. 6:12waive fee exit.
211. 6:14But if we hit our thing,
212. 6:15>> Yeah.
213. 6:16>> then you got to pay that to get out
214. 6:17because that would have been the
215. 6:17flexibility price.
216. 6:20>> Okay. Got you.
217. 6:21>> Cool.
218. 6:21>> That That makes a lot of sense. I
219. 6:23appreciate it, yeah.
220. 6:24it.
221. 6:24>> Um cool.
222. 6:26All right. Um and just to take a second,
223. 6:28I just I always thought if we ever spoke
224. 6:30I just want to thank you for for
225. 6:31everything that you and Traver have done
226. 6:33into drilling everything down into a way
227. 6:34that we can all understand cuz
228. 6:36uh yeah, when it's when it's like when
229. 6:38I'm overwhelmed and I'm overthinking it
230. 6:39really helps so much to to be reminded
231. 6:41it's a input output equation at the end
232. 6:43of the day.
233. 6:44>> Well, I'm happy to hear it, man.
234. 6:45>> Yeah, thank you, man. You're awesome.
235. 6:46>> All right.
236. 6:47>> All you.
237. 6:47>> All right.
238. 6:48>> All right, see you.
239. 6:49>> For everyone online,
240. 6:51talking about page 153 inside the and
241. 6:53offer, excuse me, money models book. All
242. 6:54right, so this is the last part of the
243. 6:55continuity offers. That's the waive fee
244. 6:58structure I was just talking about.
245. 6:59Okay.