DoubleStack WordPress Business Development https://doublestack.net Tech Tools and Business Development For High-Value WordPress Consulting Sat, 19 Jan 2019 23:01:15 +0000 en-US hourly 1 https://wordpress.org/?v=4.9.9 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 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.

 

]]>
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.
 
]]>
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!

]]>
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.

]]>
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,]]>
Lee Blue clean 26:27
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,]]>
Lee Blue clean 46:13
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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Lee Blue clean 39:44
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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Lee Blue clean 35:41
Is Your Experience Working For You? https://doublestack.net/is-your-experience-working-for-you/ Tue, 11 Dec 2018 20:44:22 +0000 https://doublestack.net/?p=2463 https://doublestack.net/is-your-experience-working-for-you/#respond https://doublestack.net/is-your-experience-working-for-you/feed/ 0 Are you using your experience to drive results for your clients or are you still waiting for them to tell you what to do? Your experience is one of the most valuable things you have. If you're not using your experience to lead your clients and drive amazing outcomes then you're undervaluing your own work …

Are you using your experience to drive results for your clients or are you still waiting for them to tell you what to do?

Your experience is one of the most valuable things you have. If you're not using your experience to lead your clients and drive amazing outcomes then you're undervaluing your own work and you're not serving your clients at the level they really need from you. Anybody can build a website. Your clients can even do that for free now if they want to spend a weekend on Wix. But what are they going to do with that website? Are you going to rely on them to come up with the plan for success or are you going to show up as the hero and lead them to victory?

Is A Degree And 10 Years Of Experience Worth More Than $99?

I speak to a lot of people who have a lot more experience and a lot more value than they give themselves credit for. For example, I was talking with someone just yesterday who has a degree in graphic design and 10 years of experience building brand identities for people. She's also been building website for clients for several years. She's also selling a website with a logo for $99.

Is Your Experience Reflected In Your Price?

How is that price reflecting that level of experience? How are your clients supposed to differentiate between you and someone with zero experience when you're charging the same price? Or maybe even less than someone who doesn't know what they are doing?

Most people seem to be throwing their experience out the window when it comes to marketing their business.

Using Your Experience AFTER Landing A Client

Most of the people I talk to say that their experience allows them to deliver a superior product in less time. When comparing their current work to their work in the past, they find that the work they do today is clearly better than what they did even just 6 months ago. But that's not helping them land new clients. That only helps them work more efficiently and potentially deliver a better product AFTER they land a client.

Your Experience Should Attract Better Clients And Better Prices

If you're not using your experience to attract new clients at the rates you're really worth, then you're not tapping into one of your most powerful assets! Are you still waiting for clients to tell YOU what to do? Do your clients have more experience than you? Are they going to be able to put together a more powerful game plan off the tops of their heads than you are? Or, are you showing up with leadership, authority, and integrity?

If you're keeping your prices down because you're worried about competing against people with little to no experience. Or, you're worried about competing against having your job entirely automated by DIY platforms like Wix, then – by definition – you are undervaluing your work!

You are charging less than what your work is really worth to compete on price against inferior competition.

Do You Feel Like You Don't Have Enough Experience?

Even if you're new and just starting out your WordPress business you are probably spending time figuring stuff out about:

  • How Google ranks websites
  • How to secure a website
  • How web hosting works and which hosts are better than others
  • How email marketing works
  • How to send email newsletters

The point is that even if you feel like you don't have that much experience, I bet you already have a LOT more experience than your clients do when it comes to making an impact online. How much time have they spent studying SEO? What do they know about responsive design? Do they know that Google has shifted to a mobile first indexing algorithm?

Are You Using Your Experience To Lead Your Clients?

Here are some questions to ask yourself to see if your experience is working for you or if you're letting one of your most valuable assets sit there unused.

Is your experience empowering your leadership?

Are you taking what you learned and using that to lead your clients into a level of success that they wouldn't be able to achieve with someone else or on their own? Or, is your experience just allowing you to work faster and harder? Are you feeling more and more overworked?

Are you using your experience to drive results for your clients or are you still waiting to be told what to do?

Let's Get This Fixed!

If you're realizing that you're not using your experience to lead your clients… If you're just showing up to be told what to do by people who don't know what they're talking about… If you're letting one of your most valuable assets sit there unused… Then let's get that fixed right now!

Book a call right now and we'll talk 1:1 for 45 minutes and we'll put a plan in place to transform your business from a technical service shop into a business growth consulting agency. Let's make sure that you're getting paid for the true value you can deliver so you're not out there just trying to compete on price against people who don't know what they're doing.

Schedule Your Call ➤

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Are you using your experience to drive results for your clients or are you still waiting for them to tell you what to do? Your experience is one of the most valuable things you have. If you're not using your experience to lead your clients and drive am... Are you using your experience to drive results for your clients or are you still waiting for them to tell you what to do?
Your experience is one of the most valuable things you have. If you're not using your experience to lead your clients and drive amazing outcomes then you're undervaluing your own work and you're not serving your clients at the level they really need from you. Anybody can build a website. Your clients can even do that for free now if they want to spend a weekend on Wix. But what are they going to do with that website? Are you going to rely on them to come up with the plan for success or are you going to show up as the hero and lead them to victory?

Is A Degree And 10 Years Of Experience Worth More Than $99?
I speak to a lot of people who have a lot more experience and a lot more value than they give themselves credit for. For example, I was talking with someone just yesterday who has a degree in graphic design and 10 years of experience building brand identities for people. She's also been building website for clients for several years. She's also selling a website with a logo for $99.
Is Your Experience Reflected In Your Price?
How is that price reflecting that level of experience? How are your clients supposed to differentiate between you and someone with zero experience when you're charging the same price? Or maybe even less than someone who doesn't know what they are doing?
Most people seem to be throwing their experience out the window when it comes to marketing their business.
Using Your Experience AFTER Landing A Client
Most of the people I talk to say that their experience allows them to deliver a superior product in less time. When comparing their current work to their work in the past, they find that the work they do today is clearly better than what they did even just 6 months ago. But that's not helping them land new clients. That only helps them work more efficiently and potentially deliver a better product AFTER they land a client.
Your Experience Should Attract Better Clients And Better Prices
If you're not using your experience to attract new clients at the rates you're really worth, then you're not tapping into one of your most powerful assets! Are you still waiting for clients to tell YOU what to do? Do your clients have more experience than you? Are they going to be able to put together a more powerful game plan off the tops of their heads than you are? Or, are you showing up with leadership, authority, and integrity?
If you're keeping your prices down because you're worried about competing against people with little to no experience. Or, you're worried about competing against having your job entirely automated by DIY platforms like Wix, then – by definition – you are undervaluing your work!
You are charging less than what your work is really worth to compete on price against inferior competition.
Do You Feel Like You Don't Have Enough Experience?
Even if you're new and just starting out your WordPress business you are probably spending time figuring stuff out about:

* How Google ranks websites
* How to secure a website
* How web hosting works and which hosts are better than others
* How email marketing works
* How to send email newsletters

The point is that even if you feel like you don't have that much experience, I bet you already have a LOT more experience than your clients do when it comes to making an impact online. How much time have they spent studying SEO? What do they know about responsive design? Do they know that Google has shifted to a mobile first indexing algorithm?
Are You Using Your Experience To Lead Your Clients?
Here are some questions to ask yourself to see if your experience is working for you or if you're letting one of your most valuable assets sit there unused.
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Lee Blue clean 30:31
How To Covert Low-Ticket Projects Into High-Ticket Clients https://doublestack.net/how-to-covert-low-ticket-projects-into-high-ticket-clients/ Thu, 06 Dec 2018 20:33:19 +0000 https://doublestack.net/?p=2457 https://doublestack.net/how-to-covert-low-ticket-projects-into-high-ticket-clients/#respond https://doublestack.net/how-to-covert-low-ticket-projects-into-high-ticket-clients/feed/ 0 High-ticket, awesome clients sometimes start out with low-budget projects. Today, we're talking about how to make that transition. Is This A Good Client? First, we have to make sure that the client is – in fact – a good client that you want to work with. So, I'll lay out a few of the criteria …

High-ticket, awesome clients sometimes start out with low-budget projects. Today, we're talking about how to make that transition.

Is This A Good Client?

First, we have to make sure that the client is – in fact – a good client that you want to work with. So, I'll lay out a few of the criteria I use when setting my standards for who I want to work with. This the first step because you want to make sure you're steering clear of toxic clients and you're not setting yourself up to fail before you even start. For more information on how to select good clients, take a look at the training session How To Be Affordable Without Attracting Cheap Clients.

We'll go over five factors that help you avoid toxic clients and focus on attracting good clients that you want to have a long-term relationship with.

What Is The Mindset Behind A Low-Budget Solution?

Next we'll take a look at the mindset a client might have when they are looking for a low-budget WordPress site or digital marketing solution. What I've found is that clients who pass the “Good Client” test are not trying to just get something for cheap. They legitimately don't know what they are looking for. They don't have anyone they can trust to lead them to the right solution. They are overwhelmed and scared that their ideas are going to generate the results they need. And, they have a scarcity mindset. There are so many other things going on that cost money they don't have the confidence to move forward in a meaningful way.

How To Listen To Your Clients

Then we're going to talk about how to listen to your clients. If you want to really know WHO someone is, you have to cover three things. You can remember them with the W.H.O. acronym.

W – What are they saying? Listen to the words and the story they are telling.

H – How are they saying it?  Words alone don't tell the whole story. What does their body language tell you. What is the tone of their voice. Are they confident? Scared? Nervous? Uncertain? Overwhelmed? What are they feeling while they are telling you their story?

O – Origins. Where are they coming from? What's their history? How are the past events in their life shaping their mindset, their goals, and what they believe is possible?

Once you learn how to listen and understand your clients you will find that you can develop a much better solution for them. Not just a cookie-cutter solution, but one that is tailored to their needs and will deliver the results they are counting on your for. This is how you set yourself apart from the crowd. This is how you show up as a leader with confidence and authority.

Real-World Example

Finally, we'll wrap things up with a real-world example. I'll tell you the story from the week before Thanksgiving where a $200 hot-fix project turned into a $10,000 per year client!

This is an action-packed training session that you're not going to want to miss!

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High-ticket, awesome clients sometimes start out with low-budget projects. Today, we're talking about how to make that transition. Is This A Good Client? First, we have to make sure that the client is – in fact – a good client that you want to work wit... High-ticket, awesome clients sometimes start out with low-budget projects. Today, we're talking about how to make that transition.

Is This A Good Client?
First, we have to make sure that the client is – in fact – a good client that you want to work with. So, I'll lay out a few of the criteria I use when setting my standards for who I want to work with. This the first step because you want to make sure you're steering clear of toxic clients and you're not setting yourself up to fail before you even start. For more information on how to select good clients, take a look at the training session How To Be Affordable Without Attracting Cheap Clients.
We'll go over five factors that help you avoid toxic clients and focus on attracting good clients that you want to have a long-term relationship with.
What Is The Mindset Behind A Low-Budget Solution?
Next we'll take a look at the mindset a client might have when they are looking for a low-budget WordPress site or digital marketing solution. What I've found is that clients who pass the “Good Client” test are not trying to just get something for cheap. They legitimately don't know what they are looking for. They don't have anyone they can trust to lead them to the right solution. They are overwhelmed and scared that their ideas are going to generate the results they need. And, they have a scarcity mindset. There are so many other things going on that cost money they don't have the confidence to move forward in a meaningful way.
How To Listen To Your Clients
Then we're going to talk about how to listen to your clients. If you want to really know WHO someone is, you have to cover three things. You can remember them with the W.H.O. acronym.
W – What are they saying? Listen to the words and the story they are telling.
H – How are they saying it?  Words alone don't tell the whole story. What does their body language tell you. What is the tone of their voice. Are they confident? Scared? Nervous? Uncertain? Overwhelmed? What are they feeling while they are telling you their story?
O – Origins. Where are they coming from? What's their history? How are the past events in their life shaping their mindset, their goals, and what they believe is possible?
Once you learn how to listen and understand your clients you will find that you can develop a much better solution for them. Not just a cookie-cutter solution, but one that is tailored to their needs and will deliver the results they are counting on your for. This is how you set yourself apart from the crowd. This is how you show up as a leader with confidence and authority.
Real-World Example
Finally, we'll wrap things up with a real-world example. I'll tell you the story from the week before Thanksgiving where a $200 hot-fix project turned into a $10,000 per year client!
This is an action-packed training session that you're not going to want to miss!
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Lee Blue clean 34:48
Overcoming The Fear Of REAL Marketing https://doublestack.net/overcoming-the-fear-of-real-marketing/ Tue, 04 Dec 2018 20:38:28 +0000 https://doublestack.net/?p=2442 https://doublestack.net/overcoming-the-fear-of-real-marketing/#respond https://doublestack.net/overcoming-the-fear-of-real-marketing/feed/ 0 If going out and connecting with new clients isn't your idea of how to have a good time, let's get that fixed right now. You don't have to be an outgoing extrovert to be successful at winning new clients. In fact, what I've found, is that the more introverts tend to have more success when …

If going out and connecting with new clients isn't your idea of how to have a good time, let's get that fixed right now. You don't have to be an outgoing extrovert to be successful at winning new clients. In fact, what I've found, is that the more introverts tend to have more success when it comes to REAL marketing because they often times have more empathy and a better ability to connecting in a meaningful and honest way with people.

You're about to discover:

  • The fundamental problem with cold calls and emails
  • Why most people feel uncomfortable with marketing and how to overcome it
  • A three-word-phrase that will change your entire perspective when it comes to connecting with clients

This is a really powerful session because it will make a dramatic impact on how you view marketing your business. Change your marketing and you'll change your entire business.

I'm really excited for this one!

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If going out and connecting with new clients isn't your idea of how to have a good time, let's get that fixed right now. You don't have to be an outgoing extrovert to be successful at winning new clients. In fact, what I've found, If going out and connecting with new clients isn't your idea of how to have a good time, let's get that fixed right now. You don't have to be an outgoing extrovert to be successful at winning new clients. In fact, what I've found, is that the more introverts tend to have more success when it comes to REAL marketing because they often times have more empathy and a better ability to connecting in a meaningful and honest way with people.
You're about to discover:

* The fundamental problem with cold calls and emails
* Why most people feel uncomfortable with marketing and how to overcome it
* A three-word-phrase that will change your entire perspective when it comes to connecting with clients

This is a really powerful session because it will make a dramatic impact on how you view marketing your business. Change your marketing and you'll change your entire business.
I'm really excited for this one!
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Lee Blue clean 36:17
Big Results Require Big Changes https://doublestack.net/how-to-make-a-huge-impact/ Thu, 29 Nov 2018 20:06:20 +0000 https://doublestack.net/?p=2431 https://doublestack.net/how-to-make-a-huge-impact/#respond https://doublestack.net/how-to-make-a-huge-impact/feed/ 0  Are you looking for BIG results? Whether it's in your business or in some other area of your life, there's one secret that tends to be elusive when it comes to getting big results. We're going to clear that up right now. You don't see big changes form small tweaks. If you want to …

Are you looking for BIG results? Whether it's in your business or in some other area of your life, there's one secret that tends to be elusive when it comes to getting big results. We're going to clear that up right now.

You don't see big changes form small tweaks. If you want to see a big difference you have to make some big changes.

If you're ready to see your dream transform into the reality of the business you've always wanted, this is for you!

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 Are you looking for BIG results? Whether it's in your business or in some other area of your life, there's one secret that tends to be elusive when it comes to getting big results. We're going to clear that up right now. Are you looking for BIG results? Whether it's in your business or in some other area of your life, there's one secret that tends to be elusive when it comes to getting big results. We're going to clear that up right now.
You don't see big changes form small tweaks. If you want to see a big difference you have to make some big changes.
If you're ready to see your dream transform into the reality of the business you've always wanted, this is for you!
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Lee Blue clean 36:19