Just closed a $126,000 website redesign. And it supports the post I made 4 days ago about greatness > greed.
The post the other day started, “Friends, your greed for revenue is sacrificing the thing you think you’re securing.” And it’s the perfect example of how I got this $126,000 deal.
This is an SEO client that has been with us for two or three years and they come to us all the time and ask if we can do these other things. And we tell them no all the time, because the problem is that they have these other people that just want to take their money.
They got other agencies that just pitch them the most random crap. It’s like some of the stuff that they send them is like, “you guys need a mobile app.” Well, you don’t, you just need a mobile friendly website, which you already have. They have invested a hundred grand in a mobile app and nobody’s using it.
And then they say, “Somebody said we need to change this thing.” No, you don’t.
We have, time and time again, told them no to $5,000, $10,000, $20,000 things. Enough that we established trust because they’re realize “They’re not just ‘yes men.'” Really professional people don’t want yes men. They want people to speak honestly to them.
Then in us being honest to them, as the other people took their money and those projects failed or failed to provide a return on their investment, then we were proven right. We were proven right why we said no, and it doubles our integrity.
Now, when they came to us and asked if we’d be interested in doing this website redesign, we put in a bid. Then they scheduled an appointment and said, “Hey, we want to talk about the website.”
Not only did they say yes, they said yes without negotiating. They didn’t ask if there was any flexibility in anything. We asked if they were shopping it, and no. It’s ours. The only thing they asked is what is the payment structure like.
They also gave us another SEO project because they trust that we are here to protect and amplify their dollar.
If you’ve followed me long enough, you know that I talk a lot about delayed gratification and just doing the right thing.
Back to the post I made the other day about chasing revenue. When some people charge more “because they can,” they’re losing more than they think they’re securing. Would you rather have one $10,000 deal “because you could,” or charge somebody $3,000 and then they come back and go, “That was a great return on my investment. You were professional and I appreciate your transparency. Let’s now start a $3,000 per month reoccurring retainer?”
You got the first $3k deal, and now you make up the $10k in just over 3 months with the new $3k/month retainer. Everything after that is just icing on the cake.
I could have said yes to countless of their $5k – $20k offers. But with confidence, I told them that was not what they needed. And now we got $126,000 in the bank.
