 Coming out. I'm Adam Silver. You're in the right room. If you I hope you're in the right room so far Like Bridget said, this is a quick little caveat Naps are awesome and real. My nap is usually right about now. So I'll be back in 15 minutes So I'm serious. I'm up at 430 every morning me sleeping in is 515 a.m. It's crazy. I have some issues. Don't we all really have issues? So okay. All right So is this not on on here we go So if you go to Adam is live calm if you're in the social media by all means go there to preset tweet I like to do this. It saves you time. It makes me look good. So do that Okay, if you want to how I did this ask me after and we'll have some time after ensure I have a thousand slides to get through in 35 minutes Just shy of a thousand actually about 50 maybe my math is not very good And the goal of this is like the other Adam. He had a conversation. I want to have a conversation with you as well I know I talked fast. I have a lot of energy. I get it. This is how I'm wired Sorry, and that's that and I don't drink caffeine afternoon crazy as that may sound so My goal is to get through the slides Share with you information. It's just beginner level stuff. You'll see it would actually make sense Have they scheduled this after the workshop beginner workshop might have made more sense but they didn't think that far ahead and If you have questions, let me know if it's too far off track. We'll do it during a Q&A I like the conversation. I really do so by no means don't feel you don't you can interrupt me You really want to if it's about Juma or Drupal. You have to leave. Okay So It's a cool. Yeah, so a couple questions. Who has a website currently? All right, who doesn't have a website? No shame. I mean no judgment It's coming along Right, so and I'm not selling from stage. So good luck. Okay All right, who won so the people I'm gonna ask somebody who has a website right now So madame mooselle. I figures you're French. I don't know. Come on save up. Oh Nice when's the last time you updated your site? Okay, never mind. Okay, that's fine. That's good. That's good. It's you updated. Who hasn't updated in a while? So, oh now you're lying So now you're just making this up More than six weeks Okay at adding cons adding content Oh, yeah, see it gets all quiet. I know okay. No judgment. Honestly, I will put myself out there for you So my I have two brands concierge WP is my main development agency here in town. Well in Kerry It went down. I didn't go to I took it down six weeks ago It's up as of last night because campus this weekend I kept saying it has to get back up has to get back up So it's up six weeks me and I do this for profession, right? It's not the best situation So question is when do you last up at your site something to think about the reason I asked that just to kind of get a feeling So some of you tell the truth some of you lie. That's fine The old So the old way we did websites was static HTML. Who has done this for more than 15 years? Okay, so not a ton of people which looks good, you know things change so old static HTML very every page was individually coded It's how I used to do sites dreamweaver before that page mail before that cold fusion web fusion objects It just I've been doing this for a long time We had tables and frames and we still have tables and frames, which is kind of sad, but it's out there, okay? Beyond that and here's a sample of some sites. I did not create these these are samples. Okay, here's one Okay, this was a site and that the point is this is what site looked like in the old days The old days really were only at this point. Well, what WordPress is how old anyone know? It's not 2000. It's that's really old. That's like that's like the that's the Old Testament web WordPress But he said the 2000 as far as a year. Do you know when it started not 2005 close? It's 15 this year So yeah, so not quite not not not a little little younger than that So it'd be still three years less so 15 years old this year Which is it means that's a lot right? I mean it's been 15 years How many people have been using it since it first came out in this room? Didn't think so. Oh one really? Wow Well, here you go. I Started using it in 2009 Either late 2009 early 2010. I don't remember exactly because I'm awake a lot. So And I dated Juma for a week. Okay. Here's another site See right, but let's do a quick little I'm gonna take a quick Tribute question. What was the first web browser? No close not able that's a service before Netscape No, that's way old that's way newer Mozilla. No, you guys are close Netscape's the Netscape's what it became I'm gonna say it. You're like, oh It was called mosaic Right And I remember seeing mosaic I was in college. Did you say it? I'm so sorry my bad here you get this now So mosaic was the first browser before that browser existed. It was actually it was all graphic I mean it's all text-based called links. I was a VMS VBS systems back in college That's what I ran unique systems before that it was Baltimore systems But my mosaic was the first one out of the University of Illinois in Champaign, Urbana Which became Netscape, which was Mark Andreason, right? That's the history of the quick history of browsers and that's then we had asked jeeps We had all these other just random before Google. There was a life before Google. It's crazy Before Google there was the encyclopedia Britannica It's the same and before you know and and my parents didn't want to spend that kind of money for some reason So we had funk and waggles that Wagner's funk and Wagner's Waggles Yeah Yeah, yeah, and then also I think there was a shopping center there's a supermarket That one point had like a spin-off of one of them where you can get groceries and buy That volume for that month, you know, it took like two years to get your whole set I'm all about this section. I have to wait two years. Okay. All right. I don't know where that came from. I'm sorry So the new what we have now is new we now know what we use a CMS database driven CMS standing for Awesome, so I teach a class WordPress 101 stuff and essentials online. This is so cool. Okay. All right. Oh Sorry, what happened there? Broke my own thing. All right Obviously now with the CMS it's optimized for speed static pages have to load each page individually CMS loads the cell if you will the table of what it needs when it needs it much faster, right? Okay, and it's easily updated and maintained. Oh Maybe maybe not easy is you know, relatively speaking Easier in one aspect. I do have a big whiteboard. I'm not gonna go that But you know with if you want to update the copyright on an old site Yeah, 50 pages you have to update it how many times 50 times you want to date it on WordPress You update it in one place and it updates across the board So it's easily updated that way and maintain things of course change hackers suck Anyone here directly from Russia? No, then no, then by all means I love your people Those for Donya Actually, I'm half Russian and half Polish. I'll leave it at that. So yeah, do you know the action much? Sorry, I know enough, huh? Code of conduct sir code of conduct, okay? Okay. All right, so now obviously we have the new sites We had the old sites what they looked like new sites are much nicer. This is the sweetest shite shite I don't know where I came from We have a site called can you start yesterday it's for people looking for work. It's a cool little site It's one of mine. I just like the way it looks And we have obviously WRL tech the tech wire is a wordpress site So that's now these are all wordpress sites and they're clean, you know Apple site design is clean not wordpress Tribune broadcasting KTLA Los Angeles where I just moved from eight months ago is wordpress VIP tons of sites So as we know 30% of the market is wordpress 90 million wordpress websites. How many people here run a Business in wordpress an agency if you will building sites for the people Okay, I'm gonna ask you. I'm gonna ask you sir in the back right there, you know this guy Yeah, okay, right there. Okay. Are you concerned about competition? Why? The 90 million websites how many sites can you handle? I mean seriously so I want you I want to I want to challenge you to not worry about it People here are your colleagues. You can't handle it because you don't have a specialty in e-commerce or learning management system lifter or Shopify even whatever not like terrible example. Um, it's anything you can resource it out You can sub it out and no confidently that someone can do it Work from a place of abundance not scarcity Okay, I know this from because I used to be that guy is like, oh my gosh Why is Sally getting all that? I was a photographer before I was in wordpress. I came in that that way and I would always like I Won't I'll tell you the truth. I May have had a yahoo account at one point email. I might have emailed other photographers to get their pricing I call it recon it may not have been my name just saying So it's it's a waste of energy to say why is Joe getting work and I'm not Befriend Joe learn from Joe if he knows more than you Sub does work work for Joe if you need to to get experience, right build a community about that's why I'm here for one Okay, so 90 million websites, you know, there's plenty of work if you want to work at getting it I just did a keynote talk at work camp Greenville one of the camps I went to this year and About my entrepreneurial journey. It's on wordpress TV. It's a lot. It's work what we do we like but it takes time You have to work at it every day. Okay, so Anyway, I don't know why that tangent came up, but it did move it on. Why does this keep turning off? All right, what's next? All right, so some stats. I want to show some stats with you Because we're gonna get to what is the proper care feeding maintenance all that stuff Let's get to that say so 86% of the US population Is on the internet. I wanted to actually fix this real quick. I can't see something here So we are not the largest nation by any stretch of using internet. We're on 86 percent. There are companies companies there are Countries that actually use more than we do. We also don't have the best Wi-Fi or cellular networks either, right? It's about what about money. So there's that as well. All right, 40% of global users use One billion people have bought products online. Okay, so a billion people buy products I mean how many people are gonna keep their Amazon Prime account when it goes up to 120 Yeah, me too. So quick quick little side note. I just got an email last week That my students members my student account is gonna end because it's been four years So they assume a I was in school Be I graduated Also funny really actually think about it. I took me five years. I went to San Diego State University But I applied as an educator So if you're a student if you have an EDU account you can get half off of Amazon Prime But apparently only for four years my complaint to them was What I'm a teacher. I got it as a teacher for the redonda beach unified school district Students finish teachers. Oh, I'm done. I'm good. I'm done. I retired. I'm not no I'm not so I try to complain and they didn't it took I actually saved the entire chat log with Amazon support clearly not in this country not in Russia but not in this country and They kept them a review the notes see what we knew for you mr. Silver great 45 minutes later Yeah, we can't do anything for you. You're you've done four years Teaching or students in you're done. So now my price will go up to a hundred dollars or 120 depends on when it renews for me I'll do it for the first year. We'll see what happens. I don't know so all right So people buy a lot of stuff online and isn't it easier to buy online like just less of us of a moment like okay You know what you go to a store to buy something It's like it hits you harder versus click a button haven't delivered. It's like you didn't really buy it Just showed up. That's why I tell my wife I don't know how I got this laptop Just came to the house. Okay. Oh, sorry one more time. Let's stop using that. I don't know. All right 65% of use of web now is on mobile 65% we're not quite a hundred. You know, there are still my parents My dad has a flip phone blesses heart every time I see him every three to four months back in LA Can you delete all the voicemails? The best thing was this here's the best thing my I literally came here eight months ago. I Was driving and he left me a voicemail. He's like, I'm not sure you're getting a voicemail. You know in Tennessee Really? It's 87 love them. It's a great guy. He's a lawyer still practices law. All right Local stats 85% of consumers use the internet to find a business. How do we use to find businesses? What was that book called yellow pages? How many people have no idea what that means? Yeah, yeah, they're all like actually is anyone in is anyone in here under 18? Huh, okay under 20? Wow. Well, okay, that's I'm not gonna ask you We got one on our driveway last week I live in Kerry also known as containment area we located Yankees. I know I get Wow So she said can't afford Raleigh yet as an acronym not if you're from California come on The down payment on a house in my neighborhood in Redonda Beach is a house here So just saying yeah, it's crazy. I mean literally the neighbor next to me. I just went to market last week It's all online 2400 square feet two and a lot so no land your backyard is from that wall to me from this wall to you That's your backyard 1.2 million dollars and Property taxes at one and a half percent. So welcome to California. Why don't I live there anymore? No, I'm kidding Actually, I mean I miss the only I miss about California is knowing where I was all the time north southeast the west Sunsets to the west oceans to the west Here I'm like, I don't know where I am and it's all green here like all these trees. It's very bizarre. All right It does but it's just But you can't see it and all these trees Right, right, right 35% of people read reviews to make purchase decisions 65% of web users on mobile. Okay, and that's so those are some local stats Keep in mind the local stats they fluctuate they change it based also on What exact you're selling what you're doing online? It's not exactly a perfect science It does fluctuate and often does you know even the 30% of market share people say it's it's actually lower How many of those count as far as multi sites versus you know single sites anyone know it anyone not know what multi site is Multi site multi site going once. Okay multi pass. What's multi pass? That's a big trivia question. Nice We'll talk about that later. I love that movie Long as Local to any to any any local locality These are actually for all this. Oh, it's not on this one. I will I will share the slides and I'll put the resource on there after Yeah Yeah, they're local. They're not a locality of this area. They're local to locality, right? Yeah, if that makes sense kind of meta All right, so what is the proper care feeding of your website? So in a couple areas here design and functionality contents and engagements Okay, and all these get broken out into subsections. I get all share these slides with you. They're only $5. I'm kidding. All right So design and functionality. We have mobile ready. You have to be mobile ready as we know Google Dings you negatively if you're not mobile ready who has a site right now not mobile ready Who doesn't want to tell me they have a site right now. It's not mobile ready. That's not mobile ready Only okay. You need to fix that if it's important you to be ranked. It's not important. Of course not because it's not mobile ready Okay, that's fine. So you need to be mobile ready Since I think it was April 21st 2015 is when that went to effect. Actually, I know the date by heart because it's in my Brain, I don't know SEO is important. All right, so SEO stands for Awesome, just making sure just I don't want to assume. I'm not here. It's you know, I don't know SEO Can't it be done? Yes, it's a done. Well, sure. It's a moving target at best in my opinion There are people who do a great job of it. I do not I don't even offer it to my clients I have a person I could sub out to because I trust them, but I don't do it in my mind. It's still about this Adding content to your site. That's relevant to your industry consistently. Okay That's the key beyond that. Yes. There's key words. There's tags. There's other ways to do it There's Yoast SEO. There's all-in-one SEO, etc. So and then e-commerce the design from the functionality is does your site need e-commerce doesn't need something else doesn't need Learning management. So the functionality design are important mobile ready to be number one. You have to be more ready SEO is number two. And then what's the function of your site that you really need? Here's a kicker I mentioned earlier that I came into WordPress as a photographer I built a site a short version is I had a great job opportunity got laid off short in the stick Relaunched my photography business back in Los Angeles built a new site old site was in flash. I'm sorry I mean it was such a bad flashlight that it had the Yeah, I just embarrassed even say that now now you know, all right So I rebuilt it in WordPress and the reason I chose WordPress over the week of Juma Was because I kept seeing like you know other photographer websites look at the code and the common theme was WordPress in the back end Wp. I'm like, okay. That's our googling WordPress websites for photographers And there's there were tons of them That's when there were sites that said the top 10 sites the top 20 things they've always been the themes So I did what everyone else would do is the smart thing I thought I found a photographer across the country, Florida I like the site saw his theme like how I'm using that thing and I pretty much used it I bought the theme and I kind of took his layout and we did different types of photography. He did lifestyle I did People portraits weddings, baby babies and bellies and then I did corporate stuff And the theme I used was oh, yeah, that's right. The theme was headway. Anyone here have headway experience? Hey, hey So headway was awesome when it came it was the one it was one of the first page builders you drag and drop blocks It was brilliant slow, but brilliant And then they got better and then they kind of dropped the ball and I know grants and no clay It is what it is. So now I'm actually I've switched now I never thought I would ever leave, you know, that's the thing you have to be open to the fact that things change So I have no functionality my site needed. Oh, I built the site And I said great. I have a website. I'm a photographer hire me Like this room crickets, you know Because the website is not the end all right the website is a piece of what your business is So keep that in mind. Oh Well, you know Whoo, I thought that was me I thought that was enough. I'll leave it. All right content you have to feed the site. You can't just have a site and be done I'm sorry. Am I done? Oh? Okay, I thought you said okay, okay, okay Fresh you know I keep fresh content for the SEO aspect keep it keep keep people coming back to your site Which format this is key? So some of you may know that I have a podcast. I'm two podcasts actually I don't like to write not that I don't know how Just keep it in mind. I just prefer to speak so I have a podcast about WordPress I have two podcasts about WordPress one of them is over at kitchen sink WP comm The other one is that get options podcast kitchen sink is my format of my blogging my content I I mean the podcast I podcast every Monday comes out episode 218 will be out two days from today It's a Q&A episode so every Monday for 218 weeks in a row. I have not missed a show yet Um get options were episode 50. It's a co-hosted show. How many people are from the East Coast here? Remember click and clack the car brothers So it's a it's a riff of that the way I explain it is My friend Kyle and I It's called get options anyone know the reference to get off underscore option in the code So okay, so back up kitchen sink WP. Why is that the reference to WordPress who remembers kitchen sink? See that's the problem. Dang it Yes, so Matt momo bag anyone know who Matt is okay good finally, okay? So Matt's a friend of mine, and he didn't realize this until I just talked to him in Miami So back in the day So four years ago Yeah, a little or four years ago in the editor the tiny emcee editor. There was a button that says now says more But the tool tip he used to say kitchen sink used to pop down you get some more options, right? That's what I named my my entire brand over a month later. It's gone So I kept it So there's actually a plug in a friend wrote to me as a as a gift It's in the repo somewhere that brings that tool tip back. That's all it does So my format is podcasting think things about get options podcast get option is a piece of codex also It's a query get underscore option. We give advice you give us a question. We give you options not all good options Based on the car brother cargo the click and clack if you say I work from home How do I say motivated? I might answer drugs, okay? So not the best option, but it's an option when we give you better options So by all means we love questions for that show. So go online get options podcast calm, okay? And that's episode 50 not as consistent only because Kyle was a slacker. No, um, he's not here so I can say that He's a baby. That's why all right Relevance again has to be relevant to your audience Don't try to be everything to everybody find your audience find your tribe Do that do that. Well, and I believe your content needs to be actionable. I really do If it's just information That's just general everyone's general the more you can niche down and figure out who it is You're talking to and make their content actionable. Here's something you want to do for your business or buy something great People take action on that. Okay, that's the content customer engagement social media only renting and tools So social media who here has social media accounts? Hmm. Okay. How's that working out for you? Okay, okay? How's your privacy? No, so Social media is an outpost. You do not own That engagement back in the day. We all wanted likes on posts and tweets and whatnot, right? That's fantastic I would rather have five people's email addresses versus a thousand likes on a Facebook post Right five like I want five email addresses because now I own that engagement. I have permission to market to you. Okay They're outposts use the outposts to get people to come back to your website as long as your website's mobile ready, so I'm gonna resist It's that simple, okay Because at any given moment this happens a lot things change Facebook Twitter LinkedIn Snapchat Periscope is periscope something. I don't know They they can change it and if you have a thousand or ten or Instagram they change the policy You don't know who those people you may have 10,000 followers Excuse me, and they shut you down for whatever reason you can't contact those 10,000 people So get people to come back with good content with the form we'll get to that second and then tools I have tools in here, but I don't remember why hold on a second No, I don't know tools use the right tools. That's what it is use great tools for the service itself Yeah, that's all you know that one. Okay, so that's why tools is supposed to be the next mind the state Sorry tools and services growth. This is key So this is what's changed for me most recently in my business as running an agency definition between an agency the freelancer is what oh One gets paid Wow Bitter Wow, that's deep can someone tweet that that's actually for no no I Don't there's not one answer again WordPress definition is it depends right? I believe that the difference between freelancer is agency is So I left a day job 19 months ago just to take concierge WP full-time And I thought it's gonna be a freelancer just do some maintenance some fixes some basic sites. That's right basic sites I'm all the fucking southern again. All right. All right. That's all I can do from him Matthew Mcconnie Sure I took more work that I can handle which is a good problem to have so I've hired people That's the definition of an agency more work than you can do yourself once you have people working for you freelance or employee your agency Deal with it and it sucks. No, I'm kidding. It's awesome. It's great. It's just now you become busier in a different way Okay, and you but you can scale right so now you have a staff you have to make sure you have people you can trust All right, you have to make relationships so work camps great for conferences awesome What made the difference for me was I took a full time thought okay great. I'm focused. I have clients I'm working pretty well here things are growing, but it wasn't really growing I was really really honest with myself. I realized for the first seven or eight months of the last 19 months I was doing a terrible job. I was doing what's called a shotgun approach to sales. So here's the thing. I can build or I can sell I Rather right now sell I'd like this piece of it better like to strategize with clients for what they need What does they want to call the action to be on the website, right? So that's a case that I need someone else who can build for me consistently well-priced, etc So I have three developers one guy who doesn't basically built for me in Manila Fantastic gentleman very affordable not five dollars a day. He's human Okay, those the people say no you get someone for five dollars a day. No, you don't you get what you pay for Okay, and I have two developers in country So I can do what Daryl does not a problem. I just don't really want to I cannot do what Mike and what? Scott who that sucks what Scott do there's really smarter than me They know much more PHP than I do. Well, they just know PHP. Everybody's that You know brain tree. They know API's. I just could I learn it? Sure. Do I want to kind of so worth my time? No, not at all. So know where your strengths are. Okay All that said my shotgun approach to cells if you will was to say I would email you. What's your name? Hey, Bruce. I have a brother-in-law. I don't like him. So you're okay. So I would email I say hey, dear Bruce We met here. I think I can help you the website I would be CC that to my Trello board and when I would Trello is Trello is like a little project tool management tool. I would be CC it to that email address and Then do nothing at all Just wait for you to call me as I do this 50 times a week Just email and hopefully and one in 20 would call me back or email me back, but no Cold cold warm just depended, you know, and no follow-up terrible later on a business. Okay So what I did was I actually put things in place. I asked three friends saw what they were doing again 90 million websites Plenty of us doing the same thing plenty of business out there Look to who's doing a better than you copy them. It's flattering to some extent don't steal their content I found this out the heart. No, I'm kidding. I Added a CRM the growth to your business is knowing where things are having a CRM. I just told the story of lunch I tested three CRM because I asked three friends of mine. I said what are you using what are you using? What are you using all three of them were doing better than me one of them is actually Scott He's one of my developers now He has his own agency But he subs out to me for some stuff and I pay him a lot of money because he's really good But the client we do the work for pays me a lot of money, so it works out. Well, so I tested three CRMs We'll talk about that if you guys want at the end you want to know the names of them. Okay, of course you do So that's gonna cost you now. So I tested hub spot agile CRM and pipe drive. Which one did I go with? Jamie knows Pipe drive. I'll say why so hub spot. So I didn't just sign up for the trial and just like kind of try I really tried using them. I use them sequentially not same time. I did one for three weeks three weeks I did the trials started with hub spot. It's free. There's a free free level great has email integration Great the minute you want more features, which I kind of wanted the price goes up pretty darn steep For more I'm out with my business didn't make all that much sense at the time I went to agile CRM, which was fantastic. My friend Jennifer Bourne uses that she loves it But it has a wiki it has Help Helping it has all it's too much that I needed what I liked about it was It also had email integration at a lower at a price point. I think But it had email Sequences that you could tag things so if you open the email based on what you did do it or clicked on it It would send you the next sequence of emails Automated which is fine if you're doing something that makes sense to be automated I believe in doing sales you want to have a personal touch a little more You may want to have thoughts like and so what I did with pipe drive. So so I didn't it was too much for what I needed Pipe drive is what actually Scott uses And I loved it and I like it looks like Trello in a sense It has these boards you have different pipelines for different projects. You can value everything. It's a CRM No email integration for the low level. You have to pay I paid 20 bucks a month. Totally worth it. Okay? And I created five templates five five email template sequence so but I make them manual like I actually log out I look at it multiple times a day I start in the morning and Based on what has to happen. I'll send you email number one two three So I move them across the board, but I send it out So that way if I did meet somebody at a conference or somewhere else or the meeting or the dinner party with me I can say hey, Bruce. So it's great meeting you here, but you so it's not just completely cold dear Whatever, you know site owner, I make it a little more personal or I can change out some stuff But the five emails are pre-written so I don't have to recreate the wheel That's the key systemize certain things that you can you want to systemize what you can and Yes, that's the key also I never reminded myself on on the old way with Trello to do anything so it says I'll send some off it says if there's Yellow green red so yellow is no actions attached. What's the next action? So right when you don't send an email give yourself an actually send an email make a phone call do something and give yourself a date So then it reminds you when it gets to that date to do whatever next right? So yellow is no action green is that's today red as you missed the date Right so pretty cool. I can show you guys a little later if you want but I drive. There's a free demo And I think not a sales pitch here I want to make sure I'm clear that if you do lose There's a I think if you share if you reach out to me I have a link that gives you like a month or three weeks instead of like the five days They give you like I found a I found a link online. They gave me a longer trial period So just apply it it's out there like like the truth like X files. Okay Growth tools and services. I don't want actually this is Yeah, that's right. So the CRM. This is the stats in the CRM's. How would people use them for it capture signal Capture tools configuration for price quotes use tools for new leads proposals. The other thing I did is um Let's go back So email services in my email marketing still works so in with pipe drive I do my emails Wanted to mention oh I Also use Calendly huge help Pipe drive first and foremost you can see when people over the email you can see people click links You can kind of you know stalk them if you want. I also use Calendly Cal at en dot dy It's a way for people to schedule appointments with me. Okay It's brilliant. It's instead of going back and forth. What works for you. Here's my schedule for this next two weeks Calendly Calendly That's what it is. Calendly. Yeah. Yeah, so it's brilliant. It's in there's it's a there's a free level The free level lets you only have one kind of a meeting style like a 15 minute You can't have multiples but start with free the goal here is to save some money start with free pay and invest in Services are gonna use okay email marketing. It does work. Okay plain simple But you need permission again get people to give you the email address. So how do you do that? You need an opt-in? I use opt-in monster. How many people have heard of opt-in monster? How many people have never heard of opt-in monster? Okay, so opt-in monster is awesome It does pop-ups, but it does them the right way not entirely intrusive So I had bulky he's out of Florida. He's done very well for himself. He's taller than me Which I hate and like half my age also don't like so The lead magnet concept is basic. I get your email address. What do you get? What if I get your email address? What do you want? You want the top Ways to convert subscribers you want something of value to your industry if you're a and here's the thing You as a photographer. I might have at one point said here are the top ten things To for your settings for your camera or to shoot at certain light I give you the tips give it away because you know what the end of the day they're gonna So want to hire you they're not gonna want to do it. They think they do they don't Right people don't people think they want to do anything themselves. I want to build a book a shelving unit in my garage I really do I've been in my house for eight months. I don't have a book. I don't have a shelf yet yet I could buy one writing by some wood Yeah, so all right Same thing another way a launch checklist give something away to get the email address now You have permission to market to them. I use a Weber. There's a Weber's convert kit Mailchimp is free start with mail chimp if you want to start with Mailchimp for free by all means anyone here using constant contact Anyone here like constant contact. I'm gonna yeah, you know, it's the granddaddy of the email services It's gotten way better. I used to live in it for an old company. I worked for I Hated it back then because it was really bad. It's gotten much better but I still think there's issues with it so I know and they actually played ketchup because of A Weber and drip and convert kit and lead page all these other services came out to kind of kick its butt So they had a step up. So they're a good company. They're fine But Mailchimp is usually where a lot of people start. There's up to 2,000 subscribers completely free Okay I like yeah. Yeah, okay. All right Another tool is exit intent so optin monster So optin monster will give you a pop-up that gives you you give me an email address It goes to your email provider And then it gives you the double confirmation. Here's your here's your PDF. Here's your download right exit intent People leave your site before they leave you can do. Hey, do you want something? Here you go? It's not a bad way to go. It's not an issue. So they're leaving you anyways can't hurt to ask, right? All right It's optin still part of optin monster. That's called exit intent. It's one of the features of so optin monster We go back so optin monster does pop-ups Banners that come down pop-ups that go on the side bottom, and they also do what's called exits intent So when someone's leaving your site exit ex it like exiting your site exiting the house Like I try to tell my kids all the day everything get out exit the house exit intent. Yes You are You're not the only one, but you're a small minor you're a small percentage of you are yeah, you're not the only one I'm the exception Right it works exit intent works they have the stats to prove it right it right and then lastly This is what I'm actually working on now and testing this Abandoned carts so there huh? Yeah, so abandoned carts 85% of people who put something in the shopping cart leave right so there are services now to get people to come back And there's ways to do it. I'm actually testing us a service right now The minute you put in your name or your email address on on that shopping cart I do add the thing and it says which what's your email address and pops up right there? It can it captures it in Ajax puts it into the database a third-party service, and then if you exit That service knows and maybe three hours later you get in the email. Hey, you forgot this a day later You get email. Hey, do you want this again? We still have this for you It's waiting for you day for here's a group up for 20% off It captures you know if you have a high enough product It will catch it's worth it if you have if you're selling for ten dollars not so much There's something for a hundred bucks to give away ten. It's worth it. It was a lost-to anyways, right? Yes, ma'am And actually if someone Because in my mind they're gonna do exactly what you said they're gonna keep bugging me if I give them any I think statistically Yeah, so if somebody does get me a treat me right I stay there I Think it comes down to I think it comes down to the approach of what they're of what they're selling and how they're doing it You know there's an integrity issue. There's there's an aggressive issue not aggressive, right? Right right Right so I'm using a service right now called jilt Just at JLT. It's really cool. There's no money Unless you hit so many that's free unless you hit so many Recovered sys sends out like you get 25 a month for free. So if I have to five people who add something to the cart And then they leave and then only in five Sequences go out. So five emails. It might be 15 emails, but only five instances go out Technically that's five against my 25 still free No, it's WordPress WooCommerce and Shopify Yeah, all three now. Yes, so it's pretty cool. So it's platform agnostic in that case It doesn't it's not even on your WordPress that you actually have a plug-in. That's about it that connects Yes OptinMonster So jilt is shopping cart recovery Yes All right. So those are the things overall that you need to do, you know, it's that you have a website Great. I have my photography site fantastic got me no business until I got back out there and added content added my blog and my Old photography site. Here's the kicker if you're not gonna blog then pick the right thing pick the podcast do videos do Whatever is you're gonna do for your site to get more Action to get some more interaction in response. That's what you need to do I was such a lazy Well, updater of my blog of my photography website that I actually made my blog dead last because if you go to a website Let's say you're getting married looking for a wedding photographer and normally photographers made the landing page was their blog with photos If you saw nothing updated for six months, would you hire that photographer? Not so much. It doesn't mean I wasn't working I was working a lot. I just didn't take the time to update my website. So I had I had a I didn't have weddings on that site. So I was doing corporate photography Headshots, so I did my made my first pages were the what I wanted people to focus on my blog was dead last Until the whole site got hacked. It was awesome. I Honestly, let it happen. I let it on purpose not update I was curious how somebody might hack into it because I wasn't doing photography anymore So it got hacked about two years ago, and they did it through a plug-in. It was pretty interesting Yeah, it's very leave you with a quote. There are risks and costs to action But there are far less than the long-risk range risks of inaction being comfortable. I haven't a site. I'm good I'm going I need to continue to add the sites Okay, if you are supporting your own great if you're offering services and maintenance for other people fantastic But keep in mind that you can offer that as a service week people Site owners are busy business owners are busy. Maybe you should blog for them. Maybe you outsource that you find a copywriter Jen Miller who's here. She's speaking right now in the other room. She does that You know, so I use she's actually we refer work to each other all the time So it's team up with people don't be afraid of the 90 million people. Okay, so all right Lastly, that's it. I think oh No one thought about that. Okay, Q&A You can contact me here. I am more than happy to share anything. I just talked about and if you want to listen to podcast or send questions in by all means, that's awesome and Yeah, I think that's it. So Q&A any questions. We have some way but ten minutes cool or forward one side Actually, I'll tell you one last thing Okay I think of the other Adam clearly the other there's like two other Adams here, too. It's fine. I'll be there, too. That's fine You know me well The other thing I was to say was So I actually I will share this with you I have all five subjects I want to be careful how I want to say this Huh, so from my pipe drive for my emails that go out I have shared the subject lines that I use all five on kitchens things WPs website I'll show that out to you. There also is the content of those emails available in another format But I can't say how that's Delivered in this case on stage here. So you want to ask me about that content ask me after this talk. That makes sense. Okay Yes, I'm gonna back the other question. Yes Only if you're gonna use it. I mean truthfully if here's things So I just did an episode of my podcast that came out this past Monday. It was my tax review in 2017 Financial review about my taxes. I'm I didn't say exactly what I made or didn't make but I'm fairly transparent in my show and my what I share with the community at all I will tell you this for the first time in 20 years I've been on and off of my own businesses. I posted a profit to the US government Which is weird, you know typically you run a business you kind of want to run pretty lean You show a lot your expenses your income, but if you show a loss for too many years technically You're a hobby Right. So this year. I actually showed a profit I And I got a refund How is that possible? I have three kids It was awesome. So the child credits. I need more kids No, I don't the kids the credits the move across the country and my wife and I both had new careers last year So my wife started new career. It's why we moved to Raleigh to carry. She's a flight attendant for JetBlue. I fly for free You don't So she had no she had a dog. She took a major pay cut your for nonprofit nonprofit By the way, it just means a company that the reports non profitable. It's a it's a Classification for taxes doesn't mean they don't make money So if you come across somebody who's a nonprofit who wants you to build a site for them charge the money If they if they don't offer discount from the get-go wait till they ask if they ask start with 5% Don't go to 20. It's ridiculous. Okay, just I've gone through this before 5% It's fair. You still have to do what you have to do if you want to give away And add on domain for some hosting maybe but don't don't discount your time times like we've talked about before As far as the serve. Oh, the money thing I did my taxes and I realized that I wasted $1,000 at a bare minimum last year for services. I was paying for monthly. I didn't use I was trying to convert kit Because I it's a free 30-day trial. I was trying out at espresso for Facebook ads I did the trials and like, yeah, it went to the went to the full price. I'm like, yeah, I'll keep it for it It's okay. I'll keep I'm gonna come back and do this more did I after 30 days 60 days No, did I cancel one time? And did I cancel when I should have? No over a thousand bucks easy wasted So if you're gonna do some you can try it for the 30 days 0% right cancel it put a counter reminder for one for two If you want to come back to it cancel it fine if you want to come back redo it Just go back. You may not get the free trial again, but you can always read up, right? So I don't consider them expenses. I consider those things investments if you use them properly who tweet Well, I mean who's with what 50 for 10 accounts though. No, it's no is that what it is now I recently went to who sweet to check something out. I have three social media accounts connected I want a fourth. I'm like, but now they want like $50 a month. That's not worth it to me I'll just log into Twitter the other way. You know the old-fashioned way So I pay for a Weber, but I'm also fortunate. I pay for a Weber and I get an affiliate through a Weber So it's almost a wash literally that works out pretty well I'm also fortunate that I don't pay for hosting and at all and I always say this to share with you that I did a story about hosting and my my journey my web journey or hosting journey Any company that I have right now that I have free hosting through I would pay for hosting you get what you pay for and it's about Relationships and support. I know that people will work at these companies at those hosting companies in question And every year when it comes up when my it's because it comes up every year. Hey, you're coming up We knew we need a credit card on file. There's no credit card file because they gave me an account I say I'll reach out to Corey from a to host him. Hey Corey my thing's coming up Can I have another year or do you need me to pay? If he needs me to pay fine It's an investment. They've helped me for years now But again because I have the podcast because I have an audience because I speak They like this they give me an account I share with them, but I like all three these companies I use a to hosting site ground and WP engine Okay, so You know and there are other companies too. I mean there's an honest host It's just Josh's Josh Josh would nap. It's in California. He does it. You know almost he's trying to build that business He's great for support Can't think of the other company I use oh liquid web coming up getting better I know I know the team over there. I know Corey Miller as well So again, it's investments in what you need and then you have to make sure you use it If you're not using it enough cut it. It's not worth it. Any other questions? Such as So you want to reach out to them I want them to sign up on the site. Oh, what's the value to them? Okay, I see to do that. All right So you want them to sign up to be to get a quote of it like just like a like a quote from a Kennedy or just something positive a positive reinforcement Huh, that's a tough one. I mean, I'm honest. I don't know it all I know a lot I don't know what all I have to think about that the key for anything else is you want to provide value to any customer or client Right provide honest value and be honest Like other people have said and I've said it many many times people do business with people they know like and trust build that And if it's not the right fit You also need to stand up for yourself walk away I just walked away from a client after eight months of Handholding so what I want to I need to come up with a shirt. It's gonna say websites 50 bucks client handholding $5,000 My communications 5k because you know Also Bridget mentioned you know in the keynote hourly work versus you know, yeah value-based pricing price accordingly You know and stand up for yourself I'll tell you if you guys want to hear the other story about the client I walked away from you have to say No is awesome. You may not want to because I can really use this job. It's only it's gonna take me X time It's it's a quick thousand dollars bullshit It's it's not a quick thousand those clients oftentimes are more headache than the ten thousand or client and what here's go Here's here's what's the difference between a ten thousand dollar project and a fifteen a dollar project besides the math Nothing The price we we value whether how we value our ourselves. It's completely arbitrary. What do you think you can get? Now if you say it's gonna be fifteen thousand dollars, you have to be able to deliver it have the team in place Yes, we can do this right you don't want to say I can build this Custom everything in an app and then not it'll do it I've seen people do that and they burn through money and then it goes to court. It's not good But it's arbitrary the number we say we say I do a thousand dollar site single page I can do this for five thousand ten thousand It's what you and what do you need to live on as well? You know your expense everyone's life is different so, you know if you are Seventeen years old living at home in high school. You want a little site in the weekend for 500 bucks? I Hate you. No But you know there's it's you know, but if you were trying to make a living and support three kids Then you know your base price might be forty five hundred dollars Even though it might take me it might take us a day or two, you know It just doesn't it just you have to know that don't Don't use a fake email address and see whether people are pricing You know and say hey, I might need a website. Yeah, it's not pretty all right Anyways, anything else question wise? Mm-hmm The last survey Was I think it was like twenty seven dollars an hour Nation nationwide It's low in my opinion. Here's the problem No, I think it's less. It's a lot less. So here's like here's the problem WordPress is 15 years old. I'll tell this last little story when WordPress started It was easy and free remember that easy and free well me if you don't remember it That's how it was pitch easy free the blog and all it was was a blog It was WordPress. So if you had a if you had a site nike.com forward slash WordPress forward slash blog I use Nike because they're older than WordPress. So you had to have it in directory had to be blog That's what it was. It was a blog only there was no custom post types no themes no plugins really this blog Which is short for a web log like a diary. Okay Over the next couple years things change. We lost the WordPress directory It could just be Nike.com forward slash blog fantastic eventually got to the point where it just became Nike.com It could be WordPress and it's not Doesn't have a blog at all. You don't need it You can actually have it be just a landing page and have the blog be latest news call it what you want Those first years things were simple five minute install set up a blog. You're good to go So WordPress was known as a blogging platform, right? Drupal was known as a developer platform the learning curve for WordPress was simple There wasn't much you could do with it in those years three four five Once we had custom post types themes and plugins the learning curve went up real quick You had to hire people like some of us like me people You know I can't do it and they got a bad taste in their mouth So what they do they left WordPress they went to where wicks we believe in eventually square space because those were easy Okay, and I used to be like, oh so it's the same thing I picked a high room now and in my back of my head that my eyes are just rolled no kidding But then since that time in the last let's say since In the last five years once we got page builders, which were also totally looked down upon early on from developers I'm not a peer developer not a peer designer, but develop like all you're using the page builder That's crap well some of them are crap. I'm not a fan of I don't want to say its name, so Huh? Well, no Divi's fine. So I use beaver builder now Divi's fine I went I met the guys a beaver builder at Cabo press at a conference go into a conference by the way for WordPress and Cabo Totally worth it. All right Yes, dear have to go to this business conference Anyway, um, it was a visual composer. Yeah, just not a fan Just not a fan it's just because when it started it was slow a Veda the theme the most popular theme out there from theme Forrest not a fan. It's bloated right so what we should get sites from clients with a Veda We will just go in the core and rip stuff out. We don't need 16 sliders in there. We just don't so The key who I have no idea was going this. What was the original question? page builders, huh? Oh price price. Thank you. So Hiring people Because it was free and easy people thought it was free and cheap It's not I charge one twenty an hour when I do hourly work I don't do much of it but I charge one twenty an hour and I have no problems with it I have such an awkward moment sometimes and when asking for people to pay us is also weird, right? It's a mindset. I was on a Facebook group two weeks ago Mac power users some of a lot of Mac people here. It's a podcast. I love David Sparks. He's a he's been on my show Someone posted they needed help with their website They're using beaver builder light. They're using the theme that they found about what it was They said I need some help. There's something that aren't lining up. So I typed chime in I could help I Was procrastinating. I had work to do. I had no interest in doing what I had to do So like I'll help this guy. What an expecting to get paid at all really was I was like, I'm just gonna be a nice guy Huge mistake. No, I mean in general don't make this a consistent habit So I reached out he sent me information right away. He sends me logins. Well, we never talk to me Oh, wow, it's weird sends me via email sends me logins. I'm like, okay So I look at it takes me literally about 15 20 minutes to figure out what's going on I fixed the problem since he has that but then I realized the fix Caused some other stuff on styling on the other sub pages. So that took another 15 minutes. He I said it's all done He's like great total time hour. He said send me a bill. We never talked about price. It's awkward, isn't it? It's like well, I don't want to shock the guy though. He's a lawyer So I called so what how do you solve the problem communication is key setting clear expectations Something I forgot to do and being clear and communicating with clients is key That's my number one rule right now and my people who I employ I called him with a phone call old-fashioned made a phone call me. Hey mark. I think that's his name I go with that. Hey mark. It's Adam Silver the web guy. You sent your credentials to I logged in and it's all fixed I just he please give me a call back. He calls me back. We talk I Said I you said send you an invoice which is great. I didn't say I wasn't going to now He's offered to pay me which he should have and I should have said something but we never talked about price I just did the work So I said I don't want to shock you because this has happened in the past with other people I didn't say this And I said my hourly fee is $120 now. It was just shy of an hour. It's like no problem That's the key have a phone call have a communication with people Value yourself appropriately, you know could I've done it for less if he was shocked? I would have said I would have only said well it had he said oh my god. I'm like well I could do it. You couldn't What do you what do you feel the value is? I would have said what do you think the value is and pay me that and lesson learned ideally next before you do work? Discuss that first. So yeah, so Of course, of course anyway. All right, that's my time. Thanks