 Alright team, it is your biggest fan, the real Casadero, and we are back. Real Casadero. Yeah, I say my name wrong sometimes. But anyway, I'm the real Casadero, and we are back. And in this session, we're going to close this thing out for sure, for sure, for sure. I think in the previous two videos, you got a good understanding of the type of questions you need to be asking. And we're trying to direct the customer in two ways, right? Number one, we're trying to get information from them. We're trying to, we want to get them. We're not trying. We're not trying, okay? I got to stop saying try, because we got to get in the mindset of do, I have, we don't say I want, we say I have, we don't say I'm trying, we say I will, right? So we're doing this, we're in this moment. And so we're at the, we're in the, we're at the office with the customer, or whatever the setting is, and we're asking these questions, right? And if you don't know what I'm talking about, you got to go back and you got to watch the previous two videos, right? But we, we are getting them to assign a value to fixing the problem that they have. We're getting them to define the problem. They're going to tell us what the problem is, and they're going to assign a value to it. How much are they willing to pay to fix this thing? So in the last video, we did, we determined like the customer arrived at, I thought this was going to be a thousand bucks a month, which is fantastic. That's fine. Okay. Where did you arrive at that number, Mr. Customer? How did you get there? Well, you know, we talked to these one guys at one point, or we were paying this one guy at this one point, and they were charging us, you know, a thousand bucks a month. And you say, how come you aren't with those guys anymore? And they may say, well, we still are. And then you can say, well, why are we having this conversation? There must be something that they're not doing that you want done, right? There must be some sort of result that you want to get that, that you're not getting, right? And they'll probably tell you this like the first five, 10 minutes, because when you first get there, you say, why are we talking today? And some people, they just spill the whole beans, man, they'll tell the whole story, right? But some people, they will go, they will go all, dude, by the time they finish talking, you will know about their entire life. You know where they were born, their wife, their kids, their aunts, their uncles, where their parents are around or not. You'll know like when they start at the business, why they started the business, how they earned their first dollar. They'll tell you everything, because nobody ever asks every other salesperson, everybody who has something to sell, they just show up and they're like, yo, I do this thing, you want to buy it, right? And the conversation doesn't go like that. But in the conversation, right, you can tell like they're trying to sell you, right? But when you're asking questions and you're listening and you're taking notes, right, that's different. People don't expect that name, name a time in your life where you're sitting down with somebody other than a psychiatrist who just really listened to what you were saying. And they were like, hold on, like, this is interesting, right? Like, I want to learn more, like, hold, let me get my notebook, right? This is, I may be able to learn something from this. Let me write this down. Nobody does that shit, right? So anyway, so you're asking these questions and now you know a thousand dollars and so here, right? There's a whole bunch of different paths you can take, but I'm gonna give you a path right now. You can say, all right, so, you know, where did you get this number from? Well, we've worked with this other person. What's the outcome you were expecting that you didn't get? Well, we expected X, Y, Z and we got Z, Y, X, right? You say, well, why do you think that happened? Well, I don't know, right? And some people are gonna get frustrated with questions and you just have to learn, right? The more people you talk to, you can tell when they're getting frustrated, they're thinking like, man, this motherfucker's asking like 50,000 questions. And then at that point, if you know, if you know, you can say, hey, I can see you, you're probably getting a little frustrated, right? But there's a lot of questions. I got you. You know, you want to take a break or if you're uncomfortable, if you're uncomfortable, because I just, I need to learn about your business, right? To be honest, right? I'm just here to help. And I don't want to try to sell you anything, right? If I cannot help you, I will try my best to refer you to somebody who can, but in order for me to get there, I have to assess the situation. But if you're uncomfortable, I understand it. Are you uncomfortable? How do you feel? What do you think? And they'll tell you like, oh, no, I'm fine, man. You know, it's been a hard day. It's been a hard week. And like I said, dude, some people that tell you the whole story, you know, my wife threw a frying pan at me this morning, man, my kid fell down the stairs like, you don't know, you don't know everybody, right? But nobody asks about this stuff, right? No, people don't even pay attention. But I can see you're frustrated. I can see it, right? Is it, you know, you want to meet on a different day at a different time? Oh, no, no, no, no, no, no, no, it's not you. It's me. Right? This is what's going on. You got to learn to communicate. But anyway, and so it's like, hey, right? Okay, I understand, man, I've had the same thing happen to me. I've had this experience where you know, I pay for something, I pay for X, Y, Z, and I got Z, Y, X. And it was, you know, very disappointing, very frustrating. You know, matter of fact, that's why I started my business. Because I was working for a company and they said, hey, we want you to help us do X, Y, Z. And when I got there, they were like, hey, we need you to do Z, Y, X. And I would say, you hired me for X, Y, Z. They say, no, we're the boss, we tell you what to do. And I said, no, you're not the boss. I'm the expert, you hired me because I'm the expert. Right? And so I said, this is it enough. I can help other people grow their businesses. If you don't appreciate, you know, if you can't appreciate my skill set, then somebody else will. I'm done. And then you just go on from there. But anyway, that was my situation. But in that situation, you're like, well, how long do you plan on being in business? Well, you know, I plan on being in business for like the next 10 years. What are your goals for the business? What do you, well, you know, I want it to be a hundred million dollar business. I want to franchise this thing. People tell you all their wildest dreams and all their wildest fantasies. And you say, well, do you think that's realistic? Well, yeah, of course I do. Why? Well, because this, that and the third, you say, okay, all right. So you want to go from here to here, and you just reiterating, right? I just want to make sure I understand, right? This is where you are now. This is what you deal with in the past. You want to go from here, you want to go to a hundred million dollar business. What's the timeframe? You want to do that? I want to do it in 10 years. Okay, all right. Now, you may not be, you may be thinking like, I can't help these guys get to a hundred million dollars, right? And you can say that and say like, I don't believe that I can help you get to a hundred million dollars in 10 years, but I believe that I may be able to give you a start, right? A good foundation. How does that sound to you? Okay, yeah, that makes sense. You say, well, well, look, can you take out your phone, take out and open up your calculator? And let's look at this, right? You want to get to a hundred million, you want to get to a hundred million dollars in 10 years. Let's divide that up. How much money do you need to make per year? You need to make 10 million dollars a year? How much money is that per month or whatever, right? So our goal, number one, is to get to this first milestone, right? When we get to X amount of dollars a month, then you know that you're on your way. I mean, it's like, yeah. So how do you believe you can get there to that point? And some people, they'll tip you like, dude, like I want to knock down this wall and build this thing and do this thing over here and do that thing over there. Now, you're in the realm of contractor, right? But that's not what you do. You build, you're talking to them about a website, but you're learning about all this other stuff. You're learning about their hopes and dreams and these things that they want to do. But at some point, you're like, well, you know, I don't do that stuff. I'm here because of the website. Do you see the internet playing getting kind of part of this? Oh, yeah, that's why we're talking in the first place. We're talking to you, right? And you know that at some point that there's going to be $1,000 a month and you can go back to that, you say, hey, look, right, you know, you mentioned $1,000 before. Let me let me ask you a question. You want to, we know that this is our milestone, right? We got to get to a million dollars a month in order for you to make to be a hundred million dollars, a hundred million dollar company in the next year. And you know, I can't tell you that I can get you to a million dollars a month, but I can give you a foundation. I can give you a good start. But, but reasonably thinking, like, if we were to work together based on what you know already, like, what would your expectations be? Like a reasonable express, they say, well, you know, we'd expect to get, you know, extra five, 10 customers a month, you know, something like you say, well, what's the customer worth? You know, a one customer is worth a hundred bucks. So we get five, 10 a month, right? And you say, which one is it? Is it five or 10? You say, well, you know, five is concerned. So extra five hundred dollars a month, right? So five hundred dollars a month, let's multiply that was five hundred times 12. And then they got their calculator out. They're like, oh, well, five hundred times 12, that is C five, zero, zero times one, two, that's $6,000. And you say, well, you know, you're going to be in business for another another 10 years. That's six thousand times 10 times one, zero, that's $60,000. You say, well, let me ask you this, right? If I would have, if I, if I were to to write you a check for $60,000, if I would have, if, if, if, if I guaranteed you a check for a, for $60,000 right now, you know, right now, I'll give you a check for $60,000. And in, but, but I required you to give me $30,000, right? You give me $30,000. And I give you, I give you $60,000 back. Is that an offer you would take? And most people, 90% of the time they'll go, yeah, sure. Yeah. I give you, hold on. But I give you $30,000 and give me $60,000 back. So yeah. Right. And so now when they're, my they're thinking about this, right? And then you, these, well, if you had to come up with the $30,000, where would you get it from? And now they're thinking like, Oh, well, you know, man, I couldn't come up with $30,000. This is a hypothetically speaking, right? You know that you're going to get $60,000, right? So, so if you had to, you know, what would you do? And they'll say, well, okay, all right, man, I would, you know, I would, I, you know, I get credit and I'll take out a loan, I'll do all this other stuff. And they'll tell you whether, whether you get the money from, right? You're not going to charge them $30,000. You're not going to charge them $30,000, man. Right. Because all you just want to sell your websites for two grand. But right now they're thinking like $30,000. Hello. And if they're thinking $30,000, right, like you got this in their head, in their head, and you sell your websites for two grand, that means that you could, you could potentially, you could potentially sell, you could charge them $2,000 a month for 12 months, you get $24,000, but you got to deliver, right? They got to see some growth, right? You got to be dope, right? And that's why you're asking all these questions. So you know the things that they ran into in the past that they hated and you know what they want to see in the future. And you're determining whether or not you can deliver on that promise. And now you've got a number, you've got a concrete number, right? And so, and so now this one's going to go a little long because I want to close this. I don't want to make another video. So this one's going to be a longer video. I think it's probably going to be probably close to 20 minutes. But if you follow this process, like it will work, it will work. So now, so now we know they're like, okay, all right, yeah, I will get the money from here. I would do these things. You say, well, look, well, let me ask you this, right? Like how, how, how would you, how would that change your business? Right? How would this, like, what would it be like? And you say, well, you know, I could do all those things I wanted to do, right? I could go knock down this wall if I had an extra 30 grand, right? I could go, you know, do whatever. And now they're telling you these things, right? They've all, they've been telling you stuff all along. But nobody asks a question. So nobody knows. Then nobody knows what people want to achieve because nobody asks any questions. And so, and so you say, all right, that, that, that kind of makes sense. So, so let me share with you what I do. Is that, is that okay? Do you mind and if they're like, yeah, right? Yeah, sure. Right. And sometimes, sometimes, right, they'll be like, you know, um, well, actually, actually, some sometimes they'll be like, Hey, right? Like, can you help me do that? And then you ask them, like, do you, can I share with you what I do? Right? And this is a little, I'm trying to truncate this because I want to take up a bunch of your time, right? But I'm going to put together a whole course in the code 365 startup lab, where you can like, we're really break this all this stuff down. I don't know when that course is going to come. But if you sign up now, right, it'll be, it'll be cheap. It'll be way cheaper than it will be later on. Because this anyway, team. So, so now, so, so now you're sharing with them what you do. You say, Hey, look, right? This is, this is the type of service I offer. And your anchor, you have to anchor it to something that they said, right? You have to know that the answers that they gave you align with what it is you're selling. If they do not align, then you don't go any further. Right? You have to, you may have to, you may very well have to say, Well, you know, look, I don't think I can help you achieve those goals. I may be able to find somebody or refer you to somebody who can, but that's not, you know, what I do. And because you've been, because you've asked so many questions, they may go, What do you do? You say, Well, do you mind if I share? Or you say, Well, it doesn't really matter, because I don't think I can help you. Right? I mean, it's up to you at that point, right? But you might as well just share anyway, because you have a better chance of getting some sort of sale than if you just say, Nah, it's okay. And walk away. So you say, Hey, look, right? You know, I build for me, right? This is this is my thing, right? I help businesses build profitable websites. That is my number one priority. I don't focus on ads. I don't care about, you know, that's not my thing. I don't do social media. I focus on the website. How can I get the website in front of as many people as possible organically? So people who are searching for things related to your business, your products, your services, whatever it is, you sell, whatever it is, you do, I focus on that. And then when the traffic comes in, when the people start to show up, I focus on what you know, or even it depends, but a lot of the times in conjunction, depending on the state of the website, we redo the website in order to convert those visitors into customers. And it's business dependent. So if you're a restaurant, what do you want your customers to do? Do you want them to book appointments? Do you want them to come in and sit down? What is it that you want to achieve? And they'll tell you, right? So that's what we do. We set up the website in a way. So when people do find you, people in your neighborhood, people in your area, people who are likely to come sit down and eat at your establishment, people who are likely to come and eat here one, two, three, four, maybe even five times a week, those are the people we're trying to get in front of. Those are not even tried. Those are the people we get in front of. And when they get to the website, we direct them to an outcome, right? Either they're either they're going to book an appointment, they're going to order some food, they're going to book an appointment, they're going to they're going to they're going to pre order and they're going to come pick it up or they're going to order out for delivery. And if they don't do any of those three things, our next step is to offer them something of value and you can choose what that is, right? It can be a 10% coupon, it could be a two for one, it could be whatever, right? But we'll work with you to figure that out. We'll give you our recommendations, but it's ultimately your business and you have to determine what you want to use as an offer in order to entice people to at least try you for the first time. And if your stuff is fantastic, if it's excellent, you know that when they try you once, they're going to keep coming back. They go, man, right? That sounds amazing, right? And you say, that's that's what I do. And then they go, well, how much do you charge? And this means that they want to work with you. And now you have information. And you can say, hey, well, look, right, you know, we already talked. And you said, you know, reasonably, right, reasonably, you were thinking, you were thinking like $1,000 a month. And, and, you know, we had this whole conversation where we were where I did, I did this scenario with you where you say, you know, you would give me 30 grand if I could give you $60,000 back and say, well, yeah, yeah, we had that conversation. Say, well, look, I'm not gonna, I'm not gonna, I'm not gonna promise you that, right? But I will tell you this, I believe that we can get you an additional five to 10 customers month over month, as long as you you're willing to work with us. And me in my in my particular business, right, there's no contracts, like we don't do any contracts. And we'll work towards that end. You know, and to be honest, with the results we've gotten with with with other businesses, we, it'll probably be more than five to six, five to 10 customers per month. And also, right, and I didn't mention this before, the offer that we implement, right, in order to get information, you can expand on that in the restaurant. So when customers come in, if you get their name in their email address, you can add them to a database, and you can continue to nurture them as customers and make sure they keep coming back. And our goal is to create a thousand true fans for our clients. And a thousand true fans, they can sustain a business at a very healthy rate. So imagine, let's break this down, right, if we if you get to a thousand true fans, and they were eating here, two, three times a week, what would they, what would they be worth to the business that they'll tell you, right, they'll take out the calculator and do the math, right, or maybe they've done it in their head already, because they they care about their business and they understand their numbers. And then so, hey, a thousand people, and they're 100, 100 bucks, a thousand people, and I mean, that's that's a lot, right, a thousand people eating at a restaurant once a week or something like that. But anyway, right. And so once they have that number, you can say, hey, you know, we start at typically we start we start at, you know, $3,000 a month. But I understand that you you've been through some stuff in the past. Right. So how about this? How about I got to get everything set up. So let's just focus on month number one, right, month number one, we'll start at $3,000. We'll get everything set up. And then in the second month, we'll start, you know, we'll start to optimize the website or redo these things or build out this thing over here or whatever, right, and we'll do that month to month. And until you're established. And they may go no, or, or, or, right, you could say, instead of just charging two grand, you say, hey, look, right, we'll build out this whole thing will give you the SEO starter kit will set you all all up so you show up in search results and will optimize everything so you show up in maps and all these other places. And that that typically starts at $4,000. How does that sound? And if they're logical, they've gone through all this stuff, they want to be a hundred million dollar company, they want you know, all these different things, they'll go, okay, that makes sense. Right. You say, when would you like to get started? That's it. And they'll tell you, I'm going to start right now. I want to start yesterday. Right. We'll start next week. Right. And if the answer is anything other than now, then you got more questions to ask, but we'll save that for a different series team. I'm your biggest fan. The real Casadero. That is how you determine price. You don't figure it out. You let your client figure it out. If they, if you didn't understand any of that, message me. You can find me on social media. Leave a comment below.