DoubleStack WordPress Business Development https://doublestack.net Tech Tools and Business Development For High-Value WordPress Consulting Sat, 16 Feb 2019 00:38:22 +0000 en-US hourly 1 https://wordpress.org/?v=5.0.3 https://doublestack.net/wp-content/uploads/2018/03/cropped-doublestack-sq_1024-32x32.png DoubleStack WordPress Business Development https://doublestack.net 32 32 Rise Above The Crowd - How do you go from building $500 WordPress sites to $5,000+ projects while fortifying and stabilizing your business with recurring monthly revenue - and not just for WordPress maintenance? When your clients stop seeing you as a service provider and start seeing you as their path to financial growth you dramatically increase your value. This podcast is all about how you can build an awesome, sustainable, and highly profitable business as a WordPress consultant while serving your clients more deeply and effectively than ever before. Join host Lee Blue as he shares his insights into High-Value WordPress consulting based on over 16 years of experience running his online agency. Lee Blue clean episodic Lee Blue leeblue@doublestack.net leeblue@doublestack.net (Lee Blue) How WordPress Freelancers Become High-Value WordPress Consultants DoubleStack WordPress Business Development https://doublestack.net/wp-content/uploads/lee-blue.jpg https://doublestack.net How Long Does It Take To Build A 6-Figure WordPress Business? https://doublestack.net/how-long-does-it-take-to-build-a-6-figure-wordpress-business/ Tue, 12 Feb 2019 20:33:28 +0000 https://doublestack.net/?p=2647 https://doublestack.net/how-long-does-it-take-to-build-a-6-figure-wordpress-business/#respond https://doublestack.net/how-long-does-it-take-to-build-a-6-figure-wordpress-business/feed/ 0 How long does it take to build a 6-figure WordPress business and how can you get there as fast as possible? We're going to answer those questions by exposing the REAL problem holding people back so that we can get at the truth of the honest answer on how to win clients at the prices …

How long does it take to build a 6-figure WordPress business and how can you get there as fast as possible?

We're going to answer those questions by exposing the REAL problem holding people back so that we can get at the truth of the honest answer on how to win clients at the prices you'd like to charge. Here's the outline for today:

  • 3 major problems WP consultants have winning clients
  • 5 reasons why these are the biggest problems
  • 5 reasons most people stay stuck
  • How to get results as fast as possible

Hold on! Here we go…

The single biggest factor that divides the 6-figure WordPress consultants from the ones who are struggling to get by all comes down to one thing. Most people think that “one thing” is knowledge and experience. But I talk to people all the time who have plenty of knowledge and years of experience yet they still are not growing the business they want. The real thing holding most WordPress consultants back is this… Who controls the client relationship?

In today's session, we take a deep dive into why controlling the client relationship is the #1 factor that determines the long-term success of your business. To do that, we'll address the three major problems that come from NOT being in control of the client relationship and the five reasons why this is a foundational roadblock when it comes to building a 6-figure WordPress business.

We're also going to be diving into five reasons most people stay stuck by applying solutions that do not address the core problem. Instead, they waste time, money, and energy fixing the wrong issues. So they burn out and never get the results and success they need.

Keep watching and you'll save yourself a lot of time and money by avoiding online courses that won't solve your problem and how to identify the right people who can legitimately help you build a business that will provide the finances and the lifestyle you want.

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How long does it take to build a 6-figure WordPress business and how can you get there as fast as possible? We're going to answer those questions by exposing the REAL problem holding people back so that we can get at the truth of the honest answer on h... How long does it take to build a 6-figure WordPress business and how can you get there as fast as possible?
We're going to answer those questions by exposing the REAL problem holding people back so that we can get at the truth of the honest answer on how to win clients at the prices you'd like to charge. Here's the outline for today:

* 3 major problems WP consultants have winning clients
* 5 reasons why these are the biggest problems
* 5 reasons most people stay stuck
* How to get results as fast as possible

Hold on! Here we go…

The single biggest factor that divides the 6-figure WordPress consultants from the ones who are struggling to get by all comes down to one thing. Most people think that “one thing” is knowledge and experience. But I talk to people all the time who have plenty of knowledge and years of experience yet they still are not growing the business they want. The real thing holding most WordPress consultants back is this… Who controls the client relationship?
In today's session, we take a deep dive into why controlling the client relationship is the #1 factor that determines the long-term success of your business. To do that, we'll address the three major problems that come from NOT being in control of the client relationship and the five reasons why this is a foundational roadblock when it comes to building a 6-figure WordPress business.
We're also going to be diving into five reasons most people stay stuck by applying solutions that do not address the core problem. Instead, they waste time, money, and energy fixing the wrong issues. So they burn out and never get the results and success they need.
Keep watching and you'll save yourself a lot of time and money by avoiding online courses that won't solve your problem and how to identify the right people who can legitimately help you build a business that will provide the finances and the lifestyle you want.
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Lee Blue clean 41:31
How To Successfully 10X Your Prices – With Real-World Examples https://doublestack.net/10x-your-income/ Wed, 06 Feb 2019 15:44:05 +0000 https://doublestack.net/?p=2632 https://doublestack.net/10x-your-income/#respond https://doublestack.net/10x-your-income/feed/ 0 If you want to charge more than everybody else you have to do something different from everybody else. You can't simply 10X your prices if you continue offering the same things as everyone else who is charging way less than half what you're charging. So, how can you adapt to fill the new roles that are …

If you want to charge more than everybody else you have to do something different from everybody else. You can't simply 10X your prices if you continue offering the same things as everyone else who is charging way less than half what you're charging. So, how can you adapt to fill the new roles that are being called for in today's new WordPress and web design marketplace?

Rather than just telling you an abstract answer to this question, I'm going to answer the question of how to 10X your pricing by giving you specific examples of people who have done this exact thing. So, I'm going to talk about three different examples from people I am working with in the DoubleStack program who have successfully raised their prices and their income by at least 10 times what they were doing before we started working together.

So, this is not a hypothetical, abstract concept sort of thing. This is real-world, real people, real results stuff we're talking about.

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If you want to charge more than everybody else you have to do something different from everybody else. You can't simply 10X your prices if you continue offering the same things as everyone else who is charging way less than half what you're charging. If you want to charge more than everybody else you have to do something different from everybody else. You can't simply 10X your prices if you continue offering the same things as everyone else who is charging way less than half what you're charging. So, how can you adapt to fill the new roles that are being called for in today's new WordPress and web design marketplace?
Rather than just telling you an abstract answer to this question, I'm going to answer the question of how to 10X your pricing by giving you specific examples of people who have done this exact thing. So, I'm going to talk about three different examples from people I am working with in the DoubleStack program who have successfully raised their prices and their income by at least 10 times what they were doing before we started working together.
So, this is not a hypothetical, abstract concept sort of thing. This is real-world, real people, real results stuff we're talking about.
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Lee Blue clean 34:40
How To Identify High-Paying Clients Even If They Don’t Seem Interested https://doublestack.net/how-to-identify-high-paying-clients-even-if-they-dont-seem-interested/ Tue, 29 Jan 2019 20:22:29 +0000 https://doublestack.net/?p=2614 https://doublestack.net/how-to-identify-high-paying-clients-even-if-they-dont-seem-interested/#respond https://doublestack.net/how-to-identify-high-paying-clients-even-if-they-dont-seem-interested/feed/ 0 All potential clients fall into one of these two categories. Are they curious or are they committed? The problem is that it's not always obvious which category you are dealing with because the characteristics can be misleading. For example, you might be talking to a high-energy prospect and you could easily confuse their energy for …

All potential clients fall into one of these two categories. Are they curious or are they committed? The problem is that it's not always obvious which category you are dealing with because the characteristics can be misleading. For example, you might be talking to a high-energy prospect and you could easily confuse their energy for commitment. In the same way, you could approach prospects that may initially seem disengaged or uninterested, but they are actually the ones that need your help the most.

The key to your business is finding the right clients at the right prices. Your success in landing the right clients depends on your ability to perceive who is just kicking the tires and who is seriously committed.

We are going to talk about three surprising traits you often find in great clients and three temptations to avoid so you steer clear of dead-end, low-paying projects.

After this session, you will know how to win the high-paying clients that everyone else is passing on and you will be avoiding the toxic clients everyone is fighting for.

 

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All potential clients fall into one of these two categories. Are they curious or are they committed? The problem is that it's not always obvious which category you are dealing with because the characteristics can be misleading. For example, All potential clients fall into one of these two categories. Are they curious or are they committed? The problem is that it's not always obvious which category you are dealing with because the characteristics can be misleading. For example, you might be talking to a high-energy prospect and you could easily confuse their energy for commitment. In the same way, you could approach prospects that may initially seem disengaged or uninterested, but they are actually the ones that need your help the most.
The key to your business is finding the right clients at the right prices. Your success in landing the right clients depends on your ability to perceive who is just kicking the tires and who is seriously committed.
We are going to talk about three surprising traits you often find in great clients and three temptations to avoid so you steer clear of dead-end, low-paying projects.
After this session, you will know how to win the high-paying clients that everyone else is passing on and you will be avoiding the toxic clients everyone is fighting for.
 
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Lee Blue clean 35:40
Step ZERO If You Want A 6-Figure WordPress Business https://doublestack.net/step-zero-for-your-wordpress-business/ Tue, 22 Jan 2019 20:18:14 +0000 https://doublestack.net/?p=2607 https://doublestack.net/step-zero-for-your-wordpress-business/#respond https://doublestack.net/step-zero-for-your-wordpress-business/feed/ 0 Your business will never outgrow your mindset. Your beliefs are the lens through which you see the world. If you don't believe you can overcome serious challenges then you won't be able to have the impact you want for yourself or for your clients. Your ability to succeed is directly related to your ability to overcome …

Your business will never outgrow your mindset. Your beliefs are the lens through which you see the world. If you don't believe you can overcome serious challenges then you won't be able to have the impact you want for yourself or for your clients. Your ability to succeed is directly related to your ability to overcome massive challenges without freaking out and paralyzing yourself.

After this session you're going to come away with clarity on the following points:

  • How to take ownership of problems that initially seem out of your control. For example…
    • It's not your client's fault for rejecting your proposals.
    • Not all clients are “bad/cheap” clients. It is within your power to attract different clients.
  • How to touch a problem without becoming overwhelmed and paralyzed by it
  • How to achieve success even if you feel burnt out and exhausted
  • The reason you can charge 5x to 10x more than everyone else without pricing yourself out of the market.

If you want to attract and win high-value clients they are going to come to you because you have the skills and the attitude to overcome massive challenges and deliver profound results.

The same skillset and mindset you develop for yourself to grow your business and overcome your challenges is the skillset and mindset your clients need to get the results they are looking for. Learn and apply these concepts and you'll be a high-value asset to your own business and to your clients.

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Your business will never outgrow your mindset. Your beliefs are the lens through which you see the world. If you don't believe you can overcome serious challenges then you won't be able to have the impact you want for yourself or for your clients. Your business will never outgrow your mindset. Your beliefs are the lens through which you see the world. If you don't believe you can overcome serious challenges then you won't be able to have the impact you want for yourself or for your clients. Your ability to succeed is directly related to your ability to overcome massive challenges without freaking out and paralyzing yourself.
After this session you're going to come away with clarity on the following points:

* How to take ownership of problems that initially seem out of your control. For example…

* It's not your client's fault for rejecting your proposals.
* Not all clients are “bad/cheap” clients. It is within your power to attract different clients.


* How to touch a problem without becoming overwhelmed and paralyzed by it
* How to achieve success even if you feel burnt out and exhausted
* The reason you can charge 5x to 10x more than everyone else without pricing yourself out of the market.

If you want to attract and win high-value clients they are going to come to you because you have the skills and the attitude to overcome massive challenges and deliver profound results.
The same skillset and mindset you develop for yourself to grow your business and overcome your challenges is the skillset and mindset your clients need to get the results they are looking for. Learn and apply these concepts and you'll be a high-value asset to your own business and to your clients.
]]>
Lee Blue clean 39:03
Exposing The Truth About Building A 6-Figure Web Design Business https://doublestack.net/exposing-the-truth/ Thu, 17 Jan 2019 20:17:59 +0000 https://doublestack.net/?p=2583 https://doublestack.net/exposing-the-truth/#respond https://doublestack.net/exposing-the-truth/feed/ 0 If you have seen The Matrix, then you will understand what I mean when I say that this is a red pill / blue pill session. You're about to learn the truth about why the prices of WordPress sites are quickly falling, why clients are rejecting your proposals, and why things are going to keep …

If you have seen The Matrix, then you will understand what I mean when I say that this is a red pill / blue pill session. You're about to learn the truth about why the prices of WordPress sites are quickly falling, why clients are rejecting your proposals, and why things are going to keep getting worse unless you break out of the 3D Web Design Illusion and start seeing the reality of today's web design market. What is 3D web design? It is the world that has been pulled over your eyes to blind you from the truth… Remember, all I'm offering is the truth, and nothing more…

What Is 3D Web Design?

It is the false reality we have all been trained to accept. If you're like most web designers and WordPress developers you have probably been trained – or perhaps trained yourself – to accept 3D Web Design as the only way to operate your agency. Here is how it works.

Discovery

First, you meet with your client and embark upon a journey together where you Discover their needs. You ask questions. You search and try to see just how deep the rabbit hole goes.

  • Tell me about your business?
  • Who is your target market?
  • What are you trying to achieve with your website?

This is called the discovery phase because it seems too intense to refer to this as a client interrogation. But truthfully, that's what it really is. The client sits there trying their best to answer your questions. They dig deep into their minds groping for clues and direction to satisfy your probing. Meanwhile, you jot down notes as you extract information from your client. And that's all it really is… information. It's not a plan. It's not a strategy. They are just doing their best to get through the meeting.

The good WordPress developers can interject some lighthearted banter to make the situation more relaxing, even enjoyable at times. Occasional compliments and encouraging smiles motivate the client until the last question has been asked and the “discovery” phase is complete.

Design

Now that you have the client's answers to your questions, it is time to begin designing and building out their website. A color palette is selected. Logos and branding concepts are created. The website takes shape. The project is underway.

During this phase, there are a few more meetings as you pass various checkpoints in the project's lifecycle. Eventually, all the pieces come together and a final review takes place. After a client walk-through, you begin working on client revisions to make your work more closely match your client's vision for their online presence.

Now that there is something to look at, your client starts having new ideas and you hear the haunting creak of scope creep opening the door. This begins the balancing act where you try to keep the client happy while also trying to keep changes to a minimum so that the project stays – at least somewhat – profitable. Eventually, the client is satisfied and you move to the next phase.

Deployment

You get the domain name and DNS all pointing at the live site and the new creation is ALIVE! Balloons are released, high-fives are given, and (hopefully) the check for the final payment lands in your hands. You take one last look around and admire your creation. It really is stellar work. Who else has a site that looks that good? Your client's web presence is head-and-shoulders above their competition. Success has got to be just around the corner for them.

Now… off to land another client so you can do it all over again.

That's the myth of 3D Web Design. Now let's talk about why that doesn't work anymore and what you can do about it.

 

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If you have seen The Matrix, then you will understand what I mean when I say that this is a red pill / blue pill session. You're about to learn the truth about why the prices of WordPress sites are quickly falling, If you have seen The Matrix, then you will understand what I mean when I say that this is a red pill / blue pill session. You're about to learn the truth about why the prices of WordPress sites are quickly falling, why clients are rejecting your proposals, and why things are going to keep getting worse unless you break out of the 3D Web Design Illusion and start seeing the reality of today's web design market. What is 3D web design? It is the world that has been pulled over your eyes to blind you from the truth… Remember, all I'm offering is the truth, and nothing more…

What Is 3D Web Design?
It is the false reality we have all been trained to accept. If you're like most web designers and WordPress developers you have probably been trained – or perhaps trained yourself – to accept 3D Web Design as the only way to operate your agency. Here is how it works.
Discovery
First, you meet with your client and embark upon a journey together where you Discover their needs. You ask questions. You search and try to see just how deep the rabbit hole goes.

* Tell me about your business?
* Who is your target market?
* What are you trying to achieve with your website?

This is called the discovery phase because it seems too intense to refer to this as a client interrogation. But truthfully, that's what it really is. The client sits there trying their best to answer your questions. They dig deep into their minds groping for clues and direction to satisfy your probing. Meanwhile, you jot down notes as you extract information from your client. And that's all it really is… information. It's not a plan. It's not a strategy. They are just doing their best to get through the meeting.
The good WordPress developers can interject some lighthearted banter to make the situation more relaxing, even enjoyable at times. Occasional compliments and encouraging smiles motivate the client until the last question has been asked and the “discovery” phase is complete.
Design
Now that you have the client's answers to your questions, it is time to begin designing and building out their website. A color palette is selected. Logos and branding concepts are created. The website takes shape. The project is underway.
During this phase, there are a few more meetings as you pass various checkpoints in the project's lifecycle. Eventually, all the pieces come together and a final review takes place. After a client walk-through, you begin working on client revisions to make your work more closely match your client's vision for their online presence.
Now that there is something to look at, your client starts having new ideas and you hear the haunting creak of scope creep opening the door. This begins the balancing act where you try to keep the client happy while also trying to keep changes to a minimum so that the project stays – at least somewhat – profitable. Eventually, the client is satisfied and you move to the next phase.
Deployment
You get the domain name and DNS all pointing at the live site and the new creation is ALIVE! Balloons are released, high-fives are given, and (hopefully) the check for the final payment lands in your hands. You take one last look around and admire your creation. It really is stellar work. Who else has a site that looks that good? Your client's web presence is head-and-shoulders above their competition. Success has got to be just around the corner for them.
Now… off to land another client so you can do it all over again.
That's the myth of 3D Web Design. Now let's talk about why that doesn't work anymore and what you can do about it.
 
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Lee Blue clean 37:54
How To Get More Clients, Money, And Time… (3 unconventional strategies) https://doublestack.net/clients-money-time/ Wed, 16 Jan 2019 03:31:23 +0000 https://doublestack.net/?p=2570 https://doublestack.net/clients-money-time/#respond https://doublestack.net/clients-money-time/feed/ 0 More clients, more money, and more time – that's what everyone is looking for but those are NOT actually what you need to build a 6-figure WordPress business. Those are just the symptoms and they will automatically resolve themselves if you have the three things that really matter. If you want to start making $5,000 to $10,000 per …

More clients, more money, and more time – that's what everyone is looking for but those are NOT actually what you need to build a 6-figure WordPress business. Those are just the symptoms and they will automatically resolve themselves if you have the three things that really matter.

If you want to start making $5,000 to $10,000 per month consistently with a workload you can handle on your own – without having to outsource or higher help – then these are the three things you need (and they all start with the letter C).

This is a hard-hitting session, so if you are not serious about your business, then this session is probably not for you. On the other hand, if you want to know the truth, bust through the myths, and you're willing to work for it then this is exactly what you need to know.

I'm helping WordPress consultants right now who are charging 5x to 10x more than they used to and their clients are literally thanking them for making the change. How are they doing it? They have mastered these three things.

When it comes to your business, are you curious or are you serious?

Let's find out!

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More clients, more money, and more time – that's what everyone is looking for but those are NOT actually what you need to build a 6-figure WordPress business. Those are just the symptoms and they will automatically resolve themselves if you have the th... More clients, more money, and more time – that's what everyone is looking for but those are NOT actually what you need to build a 6-figure WordPress business. Those are just the symptoms and they will automatically resolve themselves if you have the three things that really matter.
If you want to start making $5,000 to $10,000 per month consistently with a workload you can handle on your own – without having to outsource or higher help – then these are the three things you need (and they all start with the letter C).
This is a hard-hitting session, so if you are not serious about your business, then this session is probably not for you. On the other hand, if you want to know the truth, bust through the myths, and you're willing to work for it then this is exactly what you need to know.
I'm helping WordPress consultants right now who are charging 5x to 10x more than they used to and their clients are literally thanking them for making the change. How are they doing it? They have mastered these three things.
When it comes to your business, are you curious or are you serious?
Let's find out!
]]>
Lee Blue clean 38:08
Why The Mainstream Approach To Selling WordPress Maintenance Plans Fails https://doublestack.net/why-the-mainstream-approach-to-selling-wordpress-maintenance-plans-fails/ Thu, 10 Jan 2019 15:00:39 +0000 https://doublestack.net/?p=2543 https://doublestack.net/why-the-mainstream-approach-to-selling-wordpress-maintenance-plans-fails/#respond https://doublestack.net/why-the-mainstream-approach-to-selling-wordpress-maintenance-plans-fails/feed/ 0 Selling WordPress maintenance plans is totally different today compared to just a year or two ago. That is why most WordPress consultants are failing to get clients signed up for monthly retainers. Disclaimer: I'm about to link to an article posted on the wpmudev blog. I really like the guys at wpmudev and they have …

Selling WordPress maintenance plans is totally different today compared to just a year or two ago. That is why most WordPress consultants are failing to get clients signed up for monthly retainers.

Disclaimer: I'm about to link to an article posted on the wpmudev blog. I really like the guys at wpmudev and they have a ton of great WordPress resources. I regularly email with one of their editors and often refer people to their plugins.

With regard to some of the business advice for WordPress consultants mentioned on their site I, however, take a fundamentally different approach. My approach is radically different and isn't for everybody.

I'm not saying my way is the only way or that they are wrong. Let's be mature and realize it is possible for multiple things to be true at the same time. Some things work for some people – other things work for others. In this article, I'm sharing what's worked for me and how that differs from the mainstream, popular approach.

All of the WordPress bloggers, mentors, and coaches all say you are leaving money on the table if you're not offering WordPress maintenance plans. I see articles about this pop up in newsletters and blog posts at least a couple times per month.

It's always introduced with an opener like,

“How would you like an extra $250+ per month from each of your clients?”

Then they leave you feeling like if you haven't onboarded your clients into monthly maintenance, you're leaving thousands of dollars on the table. But, that's not the whole story…

Let's Give It A Try

So, naturally, everybody gets excited and tries to get their clients on monthly retainers for WordPress maintenance and support only to find that almost none of their clients are buying in. Granted, some people have had success getting their clients on maintenance plans and it has made a big difference in their businesses. So, with wishful hopes of stabilizing their income and scaling their businesses, WordPress developers everywhere are asking their clients to subscribe to monthly maintenance plans.

The truth is, most people fail at selling maintenance plans and the problem is getting worse every month as alternative platforms like Wix and Squarespace continue to improve and do not require expensive maintenance plans to keep sites healthy and online.

The Irony Of Value-Based Pricing For WordPress Maintenance Plans

One of the especially alluring features of selling maintenance plans is the idea that you can get paid more than your hourly rate because of the value you are providing. It's not about time – it's about the value of your service.

I absolutely agree that value-based pricing is a critical step to take towards scaling your WordPress business. The problem is, clients rarely see the value in WordPress maintenance plans, support packages, and pre-paid hours of development.

The Mainstream Pitch

It's hard to blame them for not seeing the value, because it is not authentic, business-oriented, value for most clients. The argument for value-based pricing with maintenance plans tends to go something like this…

First, you say that a website is making some amount of money per hour or per day – like $500 per day, for example. Then you do a little math to show how much money is lost if the website is down for several days, then the client has lost thousands of dollars. Therefore, it's totally worth it for the client to invest $250 per month to prevent this catastrophe of losing thousands of dollars from happening. So, even if you're only spending an hour or two per month keeping things in good shape, it's worth it to your client because of the value in preventing this bad problem.

The Reality For Most Clients

For most clients, the mainstream pitch falls apart immediately – right at step one. Most clients aren't making any significant money from their website – especially not on day one. Even when you're doing a site redesign and the original site has been out there for a while and is getting some traffic – most clients aren't making a lot of money through their website. They would be better served investing that $250 per month in an ad campaign or pretty much anything else rather than spending it on WordPress maintenance.

Clients are not “seeing the value” in the maintenance plans because they aren't looking at this as an insurance plan. They are looking at it in terms of achieving forward-looking business objectives. A WordPress maintenance plan is not going to bring in more calls, generate more leads, grow their audience, or build their email list. Clients are looking to spend money on things that make money.

The Insurance Analogy Is Good, But Not How You Think It Is

I often see people say that a WordPress maintenance plan is like insurance against having your site go down and losing money until you get the site back online. The “insurance plan” analogy is actually a pretty good one because it reveals why clients ARE NOT BUYING.

You don't buy insurance to protect against inexpensive problems. I buy a lot of stuff on Amazon. The other day I was buying an $18 headset for my daughter to use with her online Spanish course. As I was checking out, I was offered a $7.00 warranty. I immediately discarded the offer because if the headphones break, I'll just spring for another $18 headset. My general rule is to only buy insurance for stuff that would be really hard or impossible to replace if something bad happened.

Clients are not buying WordPress maintenance plans because they don't feel like the downside is all that bad. When/if there's a problem, they'll just call you then to fix it. The cost of that fix is almost certainly going to be less than paying $250 per month every month until there's a problem. They are not seeing the value because the value really isn't there for most clients.

Ironically, the insurance analogy explains why clients are not buying – not why they should be signing up for maintenance plans.

Why It's Getting Worse

Furthermore, WordPress maintenance plans are one of the obstacles standing in the way of migrating clients from Wix or Squarespace over to WordPress because clients don't have to pay for maintenance plans on those other platforms. Granted, WordPress is a much more powerful platform, you have ownership of your own content, and have control of everything. But, if the client is just making a lateral move from one of those other hosted platforms to WordPress then they are struck with this extra maintenance plan expense. Those other hosted platforms are continuing to improve and chip away at the benefits offered on the WordPress platform. This is making it the concept of the WordPress maintenance plan even worse and harder to sell to clients.

It's Just Too, Expensive

It doesn't really matter how much you're trying to charge for the maintenance plans. Most clients view any sort of monthly commitment for site updates and security to be too much. For example, here's a comment from someone who is offering maintenance plans to his clients:

My WordPress management and security service, has been operating for years and costs only $5 to $12.95 a month.

$200 a month – guess I have the wrong clients because nearly all find my $12.95 rate too high…

It does not matter what the price is, many clients think any price is just too high.

Yes, Of Course, Clients Need WordPress Maintenance Plans

It is not good to launch a client's site and not have a plan in place for keeping it healthy and updated. I am NOT saying you should stop selling WordPress maintenance plans. What I am saying is that the mainstream approach is not working very well and a lot of WordPress developers are having an increasingly difficult time onboarding clients into monthly maintenance packages.

Doing It For Free Is Unsustainable

Here's the really bad part of this whole thing. We WordPress developers know that our clients' sites need to be updated and maintained regularly. Clients are not buying maintenance packages. So, a lot of WordPress developers simply end up doing the updates anyway – for free. The more clients you get, the more free updates you do. The next thing you know, you're working crazy hours doing a bunch of free work. This is unsustainable.

A Better Approach

Since we all understand that WordPress sites need to be updated if getting clients signed up for a maintenance plan is something you're trying to figure out, here are a few training sessions that take a deep dive into this very thing.

If you'd like to talk about your business and how you can start winning $5,000 to $10,000 per month, consistently, without working crazy ours and spinning your wheels doing free (or non-billable) work, then schedule a 45-minute phone call with me.

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Selling WordPress maintenance plans is totally different today compared to just a year or two ago. That is why most WordPress consultants are failing to get clients signed up for monthly retainers. Disclaimer: I'm about to link to an article posted on ... Selling WordPress maintenance plans is totally different today compared to just a year or two ago. That is why most WordPress consultants are failing to get clients signed up for monthly retainers.


Disclaimer: I'm about to link to an article posted on the wpmudev blog. I really like the guys at wpmudev and they have a ton of great WordPress resources. I regularly email with one of their editors and often refer people to their plugins.
With regard to some of the business advice for WordPress consultants mentioned on their site I, however, take a fundamentally different approach. My approach is radically different and isn't for everybody.
I'm not saying my way is the only way or that they are wrong. Let's be mature and realize it is possible for multiple things to be true at the same time. Some things work for some people – other things work for others. In this article, I'm sharing what's worked for me and how that differs from the mainstream, popular approach.

All of the WordPress bloggers, mentors, and coaches all say you are leaving money on the table if you're not offering WordPress maintenance plans. I see articles about this pop up in newsletters and blog posts at least a couple times per month.
It's always introduced with an opener like,
“How would you like an extra $250+ per month from each of your clients?”
Then they leave you feeling like if you haven't onboarded your clients into monthly maintenance, you're leaving thousands of dollars on the table. But, that's not the whole story…

Let's Give It A Try
So, naturally, everybody gets excited and tries to get their clients on monthly retainers for WordPress maintenance and support only to find that almost none of their clients are buying in. Granted, some people have had success getting their clients on maintenance plans and it has made a big difference in their businesses. So, with wishful hopes of stabilizing their income and scaling their businesses, WordPress developers everywhere are asking their clients to subscribe to monthly maintenance plans.
The truth is, most people fail at selling maintenance plans and the problem is getting worse every month as alternative platforms like Wix and Squarespace continue to improve and do not require expensive maintenance plans to keep sites healthy and online.
The Irony Of Value-Based Pricing For WordPress Maintenance Plans
One of the especially alluring features of selling maintenance plans is the idea that you can get paid more than your hourly rate because of the value you are providing. It's not about time – it's about the value of your service.
I absolutely agree that value-based pricing is a critical step to take towards scaling your WordPress business. The problem is, clients rarely see the value in WordPress maintenance plans, support packages, and pre-paid hours of development.
The Mainstream Pitch
It's hard to blame them for not seeing the value, because it is not authentic, business-oriented, value for most clients. The argument for value-based pricing with maintenance plans tends to go something like this…
First, you say that a website is making some amount of money per hour or per day – like $500 per day, for example. Then you do a little math to show how much money is lost if the website is down for several days, then the client has lost thousands of dollars. Therefore, it's totally worth it for the client to invest $250 per month to prevent this catastrophe of losing thousands of dollars from happening. So, even if you're only spending an hour or two per month keeping things in good shape, it's worth it to your client because of the value in preventing this bad problem.
The Reality For Most Clients
For most clients,]]>
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How You Can More Than Double Your Income In 2019 https://doublestack.net/double-your-income-in-2019/ Tue, 08 Jan 2019 20:18:52 +0000 https://doublestack.net/?p=2536 https://doublestack.net/double-your-income-in-2019/#respond https://doublestack.net/double-your-income-in-2019/feed/ 0 There are two types of WordPress consultants: those who are setting themselves up to burn out, and those who are positioning themselves AND their clients for success. Both groups are almost identical but there is one fundamental distinction that makes all the difference. What is that difference? Which group are you in? WordPress Consultants: Type …

There are two types of WordPress consultants: those who are setting themselves up to burn out, and those who are positioning themselves AND their clients for success. Both groups are almost identical but there is one fundamental distinction that makes all the difference. What is that difference? Which group are you in?

WordPress Consultants: Type One

These are people who are really good at building websites and they are looking for clients who need access to their services. These are people who often have years of experience, many of whom have degrees in graphic design, and they can do really good work. In addition, they often have skills that go beyond web design and include photography, branding, and videography.

Finding High-Paying Clients

The problem is, these WordPress consultants are having a very hard time connecting with clients who are willing to pay high-value rates for their services. They are selling websites for around $1,000 – sometimes even less. They feel like that don't have access to any legitimate clients. Therefore, they are constantly wondering where their next client is going to come from.  So, they frequently undercut their own rates because they are worried about losing clients to cheaper developers. They are worried that they don't have a strong enough portfolio to win clients.

The Recipe For Burn Out

The people in this group, sooner or later, get burned out because the only way they can increase their income is to take on more work. As they get better at building websites and improve their skills, they can accomplish their tasks faster which allows them take on more work. They can literally do more work in one hour – so they increase their hourly rate.

Justifying The Appearance Of Higher Rates

But now, when potential clients are shopping around or someone asks what their hourly rate is they are going to appear to be a lot more expensive than their competition on Upwork or Fiverr or other WordPress developers in general. So, now they have to justify their hourly rates with their experience. This is where things begin to fall apart. There are a bunch of questions that pop up and none of them have good answers.

  • Should they shift to project fees to try to keep their overall prices competitive?
  • If they try to leverage both their increased skill and their experience to justify charging more overall, how do they effectively convey that value to their clients?
  • Now that the DIY site builders are getting better and with more and more low-budget developers available, is it really worth it to pay more?

Yes, now they can do a better job than the guy that just got started, but so what? Is it really worth it to the client to get a site that loads 1 second faster? Is it worth it to the client to pay an extra $1500 for a custom coded theme when a page builder could look really as nice?

Becoming Overqualified For The Job

If they are working on projects from someone reselling their services – like they are the outsourced tech team for a design firm or something – can they get the design firm to raise their prices too? Otherwise, if they raise their rates, but the design firm does not, then the design firm is losing money. When the developer's price goes up that eats into the margins. So, now they run the risk of getting replaced by cheaper labor. In other words, they have become overqualified for the job. They are too good – they should be charging more based on their skills and their years of experience, but they can't because the margins just aren't there.

Recently I've been talking to a lot of people who are having this very thing happen to them and sometimes it is even worse. Just a few weeks ago I was talking to a person who had been doing all the web work for a marketing firm and the owner of the marketing firm called her up and said, “I know you do great work and we love working with you but I'm going to have to lower your hourly rate by $10 per hour because our clients aren't accepting our hourly rates.”

So, she puts in the work, gets better at her job, builds more powerful skills, and the end result is she makes LESS money!

If you want to double your income this year, you need to get out of this group and give yourself a business structure that will allow you to leverage your skills and experience in a way that gives you the opportunity to succeed. If you are in this group of WordPress developers, you are in a situation where you can do everything right and you still get a pay cut. You can't win.

WordPress Consultants: Type Two

The people in this second group also build WordPress sites and, just like in the first group, the often times have those additional skills like photography, videography, graphic design, branding, and SEO. If you were to look at the resumes from people in this group, you'd have a hard time distinguishing them from the people in the first group. The skills between the first and second group are virtually the same. But the people in this second group are landing clients for $5,000 to $10,000 or more. The difference comes down to one thing: Leadership.

The people in the second group are not waiting around for clients to tell them what to do and instead, they are the ones leading their clients. They have positioned themselves in a way that allows them to leverage both their skills and their experience in a way that translates into better rates for them and higher levels of success for their clients.

Getting Clients On High-Value Monthly Retainers

Everybody is interested in getting consistent, recurring, monthly revenue coming in. There are basically three things everybody is trying to put in their retainers:

  1. WordPress hosting and security
  2. WordPress maintenance
  3. Pre-paid hours of support and development

Perhaps with the exception of a low cost hosting package, almost all clients are simply saying, “No.”

No, I'm not going to pay more for security when I can get that for free on Wix.

No, I'm not going to pay for maintenance. Why do I have to pay for plugin updates and patches when I don't have to pay for that on Wix or SquareSpace. Maybe I'll just log in and do it myself.

No, I am not going to pre-pay for your hours because I don't know what I'd ask you to do to fill up that time. I'll just call when I need something. The reduced hourly rates do not outweigh the cost of unused time.

The people in this second group have a solution to overcoming this problem. They are able to structure their projects so they are selling the initial build out of their clients' online platforms for at least $3,000 and they have developed systems to continue working with their clients on a monthly basis doing things that drive business outcomes for their clients. They are showing up with leadership that delivers results.

High-Value Retainers Focus On Business Outcomes

Web hosting, security, plugin updates, and pre-paid hours do not deliver business outcomes. They are not results oriented. They are simply overhead with no apparent benefit. So clients just roll the dice. If a problem ever does pop up then they'll call for help then.

Then, you know what happens? A lot of developers just do the maintenance work every month for free because they can't in good conscience let their client's sites sit there vulnerable running outdated versions of WordPress and stale plugins.

The Secret To Winning High-Paying Clients

The reason that clients are not willing to pay more than about $1,000 for a website, again, comes down to leadership. Most of the time when web developers meet with their clients, there's no genuine leadership taking place. Even web designers who have years of experience are not tapping into that experience in a way instills confidence at the business level with their clients.

Clients generally have no clear vision for what they want when it comes to digital marketing or their website. Most web designers show up at the “discovery” meeting asking questions that their clients can't answer. The main thing that is getting discovered in most “discovery” meetings is that nobody knows what anybody needs. There's no leadership there. The burden of success is placed almost entirely on the client. The client, of course, doesn't know how to get success. That's why they are trying to hire help in the first place. But most web designers are focussing on delivering technical services not necessarily business outcomes. So, the client is developing the plan and the one thing the client knows for sure is that they don't have any experience developing online business strategies. Therefore, they have very little confidence in the plan.

Excitement Does Not Equal Confidence

Don't confuse excitement with confidence. Everybody might leave the meeting feeling great about what just happened. Everyone got along really well. There was great energy. Everybody is onboard and really likes the strategy that's about to be implemented. All of that is great. But will it work?

There are all kinds of exciting plans that are terrible ideas. If you don't believe it, hop on YouTube and watch a couple fail compilations. Tons of exciting stuff that ends with hilarious failure. How many times have you done something that you thought was going to be great only to laugh about it later and say, “That was such a stupid idea.”

Just because the client is feeling happy and excited about the strategy doesn't mean they have confidence that it is going to work. That is why they aren't willing to invest much in the plan. Everything is pointing in the wrong direction.

Maybe they have seen other people launch websites with no results. They know they don't have the secret to unlocking success. Why will their website be the one that has success?

Without leadership, there is no confidence. Without confidence, there will be no investment in a high-ticket solution. That's why clients are not willing to spend more than about $1,000 for their website.

Most of the time it is not that they don't have the money. You'll see them investing money in other areas of their business. For example, they'll invest in their office space, their computers, maybe hiring some people, etc. The money is there, but they just are not willing to invest it in their website because they don't have confidence it will generate a positive return.

Leadership Is They Key To Doubling Your Income

So, if you want to double your income this year, the #1 thing to do is show up for your clients with leadership. Learn how to leverage your skills and your experience in a way that builds your client's confidence in you. If you can lead your clients to a level of success that they wouldn't be able to get apart from you, that's how you set yourself apart from everyone else. That's how you get into this second group of WordPress consultants who are charging $5,000 to $10,000 while setting up monthly retainers worth over $1,000 per month.

Leadership is the first and most important shift to make to position yourself to double or even triple your income this year.

If you're ready to start implementing this shift into your business and want to talk about what that looks like for your clients and the projects you've been working on, let's talk.

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There are two types of WordPress consultants: those who are setting themselves up to burn out, and those who are positioning themselves AND their clients for success. Both groups are almost identical but there is one fundamental distinction that makes ... There are two types of WordPress consultants: those who are setting themselves up to burn out, and those who are positioning themselves AND their clients for success. Both groups are almost identical but there is one fundamental distinction that makes all the difference. What is that difference? Which group are you in?

WordPress Consultants: Type One
These are people who are really good at building websites and they are looking for clients who need access to their services. These are people who often have years of experience, many of whom have degrees in graphic design, and they can do really good work. In addition, they often have skills that go beyond web design and include photography, branding, and videography.
Finding High-Paying Clients
The problem is, these WordPress consultants are having a very hard time connecting with clients who are willing to pay high-value rates for their services. They are selling websites for around $1,000 – sometimes even less. They feel like that don't have access to any legitimate clients. Therefore, they are constantly wondering where their next client is going to come from.  So, they frequently undercut their own rates because they are worried about losing clients to cheaper developers. They are worried that they don't have a strong enough portfolio to win clients.
The Recipe For Burn Out
The people in this group, sooner or later, get burned out because the only way they can increase their income is to take on more work. As they get better at building websites and improve their skills, they can accomplish their tasks faster which allows them take on more work. They can literally do more work in one hour – so they increase their hourly rate.
Justifying The Appearance Of Higher Rates
But now, when potential clients are shopping around or someone asks what their hourly rate is they are going to appear to be a lot more expensive than their competition on Upwork or Fiverr or other WordPress developers in general. So, now they have to justify their hourly rates with their experience. This is where things begin to fall apart. There are a bunch of questions that pop up and none of them have good answers.

* Should they shift to project fees to try to keep their overall prices competitive?
* If they try to leverage both their increased skill and their experience to justify charging more overall, how do they effectively convey that value to their clients?
* Now that the DIY site builders are getting better and with more and more low-budget developers available, is it really worth it to pay more?

Yes, now they can do a better job than the guy that just got started, but so what? Is it really worth it to the client to get a site that loads 1 second faster? Is it worth it to the client to pay an extra $1500 for a custom coded theme when a page builder could look really as nice?
Becoming Overqualified For The Job
If they are working on projects from someone reselling their services – like they are the outsourced tech team for a design firm or something – can they get the design firm to raise their prices too? Otherwise, if they raise their rates, but the design firm does not, then the design firm is losing money. When the developer's price goes up that eats into the margins. So, now they run the risk of getting replaced by cheaper labor. In other words, they have become overqualified for the job. They are too good – they should be charging more based on their skills and their years of experience, but they can't because the margins just aren't there.
Recently I've been talking to a lot of people who are having this very thing happen to them and sometimes it is even worse. Just a few weeks ago I was talking to a person who had been doing all the web work for a marketing firm and the owner of the marketing firm called her up and said,]]>
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How To Use Scarcity To Double Your WordPress Business https://doublestack.net/how-to-use-scarcity-to-double-your-wordpress-business/ Tue, 18 Dec 2018 20:31:29 +0000 https://doublestack.net/?p=2472 https://doublestack.net/how-to-use-scarcity-to-double-your-wordpress-business/#respond https://doublestack.net/how-to-use-scarcity-to-double-your-wordpress-business/feed/ 0 Most WordPress developers I talk to have an upside-down view of how scarcity affects their business. Most people think that scarcity applies to clients. In other words, the thing that's in short supply is leads for good clients. The truth is, what's really scarce is WordPress developers who can show up with leadership, authenticity, and …

Most WordPress developers I talk to have an upside-down view of how scarcity affects their business. Most people think that scarcity applies to clients. In other words, the thing that's in short supply is leads for good clients. The truth is, what's really scarce is WordPress developers who can show up with leadership, authenticity, and integrity.

Change the way you see yourself and you will change the way your clients see you. Make this shift and you will totally set yourself apart from the pack and give yourself the opportunity to double – or even triple – your business.

There are SO MANY businesses out there who desperately need help from people who have a vision, and show up with both leadership AND the technical skills to implement the vision.

What makes working with you different? Let's answer that question right now!

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Most WordPress developers I talk to have an upside-down view of how scarcity affects their business. Most people think that scarcity applies to clients. In other words, the thing that's in short supply is leads for good clients. The truth is, Most WordPress developers I talk to have an upside-down view of how scarcity affects their business. Most people think that scarcity applies to clients. In other words, the thing that's in short supply is leads for good clients. The truth is, what's really scarce is WordPress developers who can show up with leadership, authenticity, and integrity.
Change the way you see yourself and you will change the way your clients see you. Make this shift and you will totally set yourself apart from the pack and give yourself the opportunity to double – or even triple – your business.
There are SO MANY businesses out there who desperately need help from people who have a vision, and show up with both leadership AND the technical skills to implement the vision.
What makes working with you different? Let's answer that question right now!
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Is Your WordPress Business Turning Out The Way You Really Wanted? https://doublestack.net/is-your-wordpress-business-turning-out-the-way-you-really-wanted/ Thu, 13 Dec 2018 20:16:06 +0000 https://doublestack.net/?p=2466 https://doublestack.net/is-your-wordpress-business-turning-out-the-way-you-really-wanted/#respond https://doublestack.net/is-your-wordpress-business-turning-out-the-way-you-really-wanted/feed/ 0 What was in your heart when you first decided to go into business? Is that what you're doing now? If not, why not? Are you still doing the same stuff today that you were doing last year? Is the experience that you are gaining translating into a more profitable business for you? Or are you …

What was in your heart when you first decided to go into business? Is that what you're doing now? If not, why not?

Are you still doing the same stuff today that you were doing last year? Is the experience that you are gaining translating into a more profitable business for you? Or are you finding that you can just work faster so you can take on more work? In other words, is any increase in your income caused by simply loading up your plate with more stuff because now you can chomp through it faster? Or, are you developing a high-value business? Are you using your improved skills and years of experience to lead your clients into greater levels of success? If not, why not?

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What was in your heart when you first decided to go into business? Is that what you're doing now? If not, why not? Are you still doing the same stuff today that you were doing last year? Is the experience that you are gaining translating into a more pr... What was in your heart when you first decided to go into business? Is that what you're doing now? If not, why not?
Are you still doing the same stuff today that you were doing last year? Is the experience that you are gaining translating into a more profitable business for you? Or are you finding that you can just work faster so you can take on more work? In other words, is any increase in your income caused by simply loading up your plate with more stuff because now you can chomp through it faster? Or, are you developing a high-value business? Are you using your improved skills and years of experience to lead your clients into greater levels of success? If not, why not?
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