turn off the GoPro turn on the Sony hit
record and talk to you about how I
believe you can sell more websites in
2019 let's trade cameras good evening my
name is Chris a Hughes owner founder of
a nerds world calm as you might see I'm
currently in my head office in downtown
Toronto I apologize I have the windows
open it is ridiculously hot so I might
be competing with some horns and sirens
outside today's video is going to be a
little secret look into the technique
that I have that I've used all year to
really help me increase sales to sell
more websites if you'd like to look back
I've also shot a similar video each of
the last two years you'll see my
technique has changed over time but my
closing rate right now is higher than
ever before so hopefully you heed my
advice give it a shot and let's see how
it works for you first and foremost if
you have a sales pitch that scripted
that set in stone for every single
client I want you to stop it now I want
a personal conversation with you and
clients moving forward no more sales
pitches if you currently have a sales
pitch that means you're trying to create
a sale what I'd like you to do is X that
and forget about a sales pitch what I
want you to do is talk to the client
humanly and help your client or help
your potential client or help the person
you're talking to decide on what the
best decision is for them I want you to
be honest with what you can offer
honesty is the key to success now when
you're selling the actual service when
you're talking to somebody over the
phone or via email or in person which is
the best perfect case scenario talk
about the service that you offer and
explain the exact or direct benefit of
that client choosing you to provide that
service so what I really like to do is
pull stats on their current website and
today I'm going to show you
so I'm gonna link down below some free
and premium tools I don't make a penny
from any of them I'm just gonna give you
my honest opinion on tools that I use
when I'm put on the spot which I often
am a tanner suede so what I'm here
Monday through Friday from 10:00 till
8:00 at night
my job personally is to be the first
interaction with a potential client so
somebody might type to me on live chat
and I have to convince the client and
educate the client in order to give me
the opportunity to meet in person or
talk over the phone and because we have
physical locations sometimes a client
will just walk in off the street or
they'll pick up the phone and say hey
I'm in the neighborhood can I pass by
which doesn't give me a lot of time to
do the research required in order to
conduct a proper meeting but there's
little tricks of the trade that I've
learned over time there are a few
websites both free and paid that I jump
to in order to pull statistics on that
person even while they're sitting in
front of me so for example earlier today
somebody came to my store downstairs I
brought them upstairs right on the spot
I asked them what's your name and what
is your current domain because they were
looking for an upgrade on website so as
I'm talking and we're talking about how
long we've been in business and
introducing them to the team what I do
is I sign in to SEM rush
one moment let me screen share
everything we're about to talk about
so I'll sign into SEMRush right on the
spot and I'll type in the person's
domain for this example I'll use myself
I'll use the Nerds world comm and what
you'll see is very quickly using SEMRush
typing in simply a domain name it pulls
a lot of stats and what I want to do is
I want to Wow
I need a WOW factor in order for this
person across the table for me to know
that I know what I'm talking about I
probably know more about their website
than they do and they're the owner of
the website and I've only typed in one
domain in my secret software and I
actually tell the client I I use the
secret software called SEMRush and I ask
the client what do you know about your
statistics are you following stats what
I find most clients really enjoy is the
fact that I can pull stats on them I can
tell them where their users are how
people are using the website what
backlinks they have how much organic
versus pay-per-click traffic they're
currently getting where the people are
coming from which and they love it they
love it they know let me tell you
something you want to sell more websites
show the potential client you're on the
ball you know stuff that they don't even
know and it's like a magic trick it's
like well how do you know this and the
reason I know this I'm an expert and
I've been in the game a long time I
talked with enthusiasm and that gets the
client excited one client last week said
Chris I left they sent me an email I
left maybe I can show the email I left
and I felt like I felt energized our
conversation was so good and authentic
but never during any time in this stage
where I'm sitting with a client am i
trying to sell them something or shove a
contract down their throat I'm trying to
educate them once again and remember
this and help them help them make the
right decision now let's go through
these actual stats I'm gonna look at
organic search so my organic search is
twelve point two thousand people come to
my website per month organically I can
scroll through here and see the thirty
percent come from Canada versus
twenty-eight percent from the US and so
on and so forth I can come over here and
see how much traffic since 2013 has
climbed and now I'm at the highest peak
I've ever been all organically if you
look at paid zero so this is something
you can Wow a client
putting money into organic or SEO and
they're getting nothing you can sort of
point at the competition and say look
they're not doing their job or there's
room for improvement if their ads are
not generating leads for them it will
show right here if they're if they're
paying for pay-per-click so as I scroll
down okay top organic keywords a nerds
world you'll see we're currently ranking
for 2,200 keywords it's also gonna get
it get it out of the it's also gonna
give me a list of keywords that are
ranking well and bringing me actual
volume so just to read this very quickly
my current position for web design
Toronto is first position it gets me
3,600 views per month if I were to pay
for this it would cost me $18 and 19
cents per click CPC cost per click I can
view a full report I can download this I
can make it an excel sheet I can hand it
to the client it will show me who my
competitors are that's over here organic
competitors it will show me this is the
exciting part right here this is a
competitive positioning map so basically
the bigger the circle the more of the
market you own so of course we're number
one we're the biggest in the business
until we're in our circle is the biggest
but these are our competitors I love
competition
scroll down and we'll show you what
links where the backlinks are coming
from how many backlinks I have what my
top anchor texts are what my referring
domains are so this is all incredible
information that if you know how to read
this and you could go hell of a lot
deeper into this you can pull an audit
you can find a big list the book on
things that you could do to improve the
website but I don't want you to get so
in-depth I don't want this conversation
if you're gonna sell more websites I
think 10 to 15 minutes is more than
suffice to have the opportunity to
introduce yourself to the client explain
what you're good at and help them decide
whether you're the right fit for them
believe me if you start pulling these
stats on the spot it's gonna just show
the
client that you know what you're doing
and that you can find the little holes
in the industry within competition in
order to get them from simply building a
website to building a successful website
so an overview of this is be real be
authentic [ __ ] the sales pitch be
genuine help the client find the right
solution to their problem without asking
the right questions you cannot do so but
the little trick is while you're talking
to the person jump on a tool like Sam
rush enter the domain and see all the
secrets the answers to the questions
that the client want to know that's how
you're gonna sell more websites in 2019
it's Chris a Hughes owner founder of a
nerds WorldCom do you see that fly hope
you have a wonderful night
good bye current time is about quarter
to nine on Monday I'll give you a quick
walkthrough and I guess I'll just show
you around a ping-pong table that's me
in here we have a half way finished
kitchen when I say half way
it's literally half way let's turn the
light small fridge microwave down here
we have snacks as you can see it's being
used as a storage and it's not quite
complete yet here's a Nerf collection
which is also not quite complete yet but
give me a couple days it will be
complete it has a charger recliner
massager all that fun stuff TV with ps4
Nintendo what else do we have
let's see walk around this is very very
special to me this ah this is portraits
of myself done by a very close friend
that died last October from a hit and
run he was riding a skateboard and died
Dre rest in peace I'll always keep this
piece with me small studio and most the
time this is my office
everything is nice and organized camera
equipment studio
take pride in being organized so if I'm
looking for our gold Pro such as this
one I jump in here and grab GoPro all
the accessories etc everything is
labeled so if I'm looking for something
like a battery it's here and this is
open for everyone that works here LEDs
for video the drone the famous drone
that put me in a Cuban prison for two
weeks glider or slider this is a
reasonable task comes up and down here
is a little audio studio that we're
building let's see if we can turn the
light on and it's just a quiet room so
eventually it will be used for
voiceovers right now if you want to make
a quiet call you can lock yourself in
the room and it's quiet
hooks studio lights the best-of-the-best
Pro photo here we have a mirror this is
pretty neat so let's pretend I want a
little privacy I can close the door and
this is something you could see I built
and let's say you want a privacy meeting
or you want to have a nap you close this
and put that there
telephone so now you have complete
privacy
if you want to shoot a video etc it's
quiet a fan what else do we have here
that's neat history in the making when
the Raptors won and before they won we
created this shake designed it and Ruth
and Jake painted it we have some live
plants table meeting table or just if
you want to work there let's see here we
have automated blinds I'm charging one
blind right now so you see it will not
work it's not working desks here's
vector
this is our snake he's bitten me twice
in the last month I'm not sure he quite
likes me but this is vector who scared
me if you want to change the color it's
all in the same place turn it off turn
it red turn it green etc we'd like to
keep it blue everything is organized so
phones phones charging station or a
little rack with basically everything
but every desk has its own stash there's
a printer we really need to get this off
the ground every desk has a stash of
pencil papers etc so that's basically a
printer these are our orders these are
our current clients these are things
that are due immediately so it gives you
an idea on how many projects we're
managing at any given time and I guess
that's it really what's really neat and
people don't realize and I'll show next
time is in order to get into our
location you actually have to walk
through McDonald's so our landlord is
actually McDonald's so it's a little
weird we don't have our own doorway you
literally have to walk to McDonald's
this is a secret room that houses vector
and I think I've gone on a little too
long this has actually become a tour
when it wasn't meant to be a tour this
is just meant to be a little preview the
washroom in the back we have a barbecue
and we'll leave that for another day but
downstairs there's a barbecue lastly
this is a custom stadium or stand that I
built in order to get up and motivate
the staff during a work day or and or do
a tutorial a speech when I got this
space about six months ago and began
renovations what I really wanted to do
is start doing in-person meetups where
we can talk about SEO we can talk about
entrepreneurship we can talk about
business so that's the game plan
with this portion and I'll be honest I
haven't used it yet I'm sweating I'm
getting excited just talking and I'm
sweating so I'm gonna turn off the GoPro
turn on the Sony hit recorded talk to
you about how I believe you can sell
more websites in 2019 let's trade
cameras