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Give away the farm to get the ranch Why you should teach your clients to do your job

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Give away the farm to get the ranch Why you should teach your clients to do your job


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I’m Mendel GoDaddy Evangelist @ifyouwillit | mendel.me


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What’s on tap? The perfect client relationship. How your clients find you. How you find your customers. A new approach. Q&A Tweet: @ifyouwillit | #wcmpls


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What makes a perfect client relationship? tPhoto Credit: https://www.flickr.com/photos/11051875@N08/1249934882/ - The Mandarin via Compfight


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Mutual trust and respect. Tweet: @ifyouwillit | #wcmpls


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Passion. Tweet: @ifyouwillit | #wcmpls


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Willingness to learn. Tweet: @ifyouwillit | #wcmpls


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Engagement & Communication. Tweet: @ifyouwillit | #wcmpls


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Vision. Tweet: @ifyouwillit | #wcmpls


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Partnership. Tweet: @ifyouwillit | #wcmpls


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How your clients find you. Photo Credit: https://www.flickr.com/photos/65911944@N00/28272881/ - jmso via Compfight


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Simplified buying process Tweet: @ifyouwillit | #wcmpls


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Your customer’s buying process Tweet: @ifyouwillit | #wcmpls


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Your client discovers you here. Tweet: @ifyouwillit | #wcmpls


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How do you find clients? Photo Credit: https://www.flickr.com/photos/67509007@N00/5892977434/ - mr.skeleton via Compfight


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Typical tools for finding clients. Tweet: @ifyouwillit | #wcmpls


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Finding clients can be hard! Photo Credit:https://www.flickr.com/photos/37386299@N08/6050476994/ CWhatPhotos via Compfight Tweet: @ifyouwillit | #wcmpls


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Once work starts, there are questions.


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Many questions.


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About the website...


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“How do I add a new menu item?” Tweet: @ifyouwillit | #wcmpls


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“Can I edit this website myself?” Tweet: @ifyouwillit | #wcmpls


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“How do I add my menu to my website?” Tweet: @ifyouwillit | #wcmpls


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And about your craft...


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“That’s such a simple change, why does it cost so much?” Tweet: @ifyouwillit | #wcmpls


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“That takes how many hours? I can’t believe it takes that long!” Tweet: @ifyouwillit | #wcmpls


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“C’mon, aren’t you going to cut me a break?” Tweet: @ifyouwillit | #wcmpls


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How do we answer these questions?


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“How do I add a new menu item?” Education: How to create a page and menu item Tweet: @ifyouwillit | #wcmpls


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“Can I edit this website myself?” Education: What is WordPress? Tweet: @ifyouwillit | #wcmpls


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“How do I add my menu to my website?” Education: How to create a page and upload an image or PDF Tweet: @ifyouwillit | #wcmpls


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“That’s such a simple change, why does it cost so much?” Education: Scope and effort Tweet: @ifyouwillit | #wcmpls


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“That takes how many hours? I can’t believe it takes that long!” Education: Effort Tweet: @ifyouwillit | #wcmpls


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“C’mon, aren’t you going to cut me a break?” Education: Development as a professional craft. Tweet: @ifyouwillit | #wcmpls


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What if we could...


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teach as a part of the sales process? Tweet: @ifyouwillit | #wcmpls


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create an understanding of core industry / trade concepts? Tweet: @ifyouwillit | #wcmpls


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level up client knowledge while prospecting and onboarding? Tweet: @ifyouwillit | #wcmpls


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Spoiler alert: We can! Tweet: @ifyouwillit | #wcmpls


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Lets create a workshop.


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Find an audience in your vertical. Tweet: @ifyouwillit | #wcmpls


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Finding an audience Chamber of commerce Meetup.com group Trade association Neighborhood business association SMB organization SBA SBDC SCORE Tweet: @ifyouwillit | #wcmpls


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Design the workshop to address common questions. Tweet: @ifyouwillit | #wcmpls


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Anatomy of a class Common Questions: Can I edit this website myself? How do I add a new menu item? How do I add my menus to my website? That’s such a simple change, why does it cost so much? That takes how many hours? I can’t believe it takes that long! C’mon, aren’t you going to cut me a break? Class curriculum Introduction What is WordPress? WordPress basics (building a site): Setting up your first site. Pages & posts Uploading images / PDFs Menus What’s a plugin? What’s a widget? What’s a theme? For more information: Community resources For additional help: Your website / contact Tweet: @ifyouwillit | #wcmpls


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Find a free venue at a coworking location, library, etc. Tweet: @ifyouwillit | #wcmpls


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Advertise the workshop to those within the vertical you serve. Tweet: @ifyouwillit | #wcmpls


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List all expectations Supplies needed Financial obligation (for cost of hosting and domain) What will and won’t be covered What will be completed during the event Length of event Logistics Tweet: @ifyouwillit | #wcmpls


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Exchange contact details. Tweet: @ifyouwillit | #wcmpls


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Follow up! Tweet: @ifyouwillit | #wcmpls


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Something interesting has happened.


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Aligned yourself as an expert. Tweet: @ifyouwillit | #wcmpls


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You’ve become the goto. Tweet: @ifyouwillit | #wcmpls


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You’ve established new meaningful relationships. Tweet: @ifyouwillit | #wcmpls


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You’ve spent $0 Tweet: @ifyouwillit | #wcmpls


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The moral?


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Humans love the feeling of empowerment. Tweet: @ifyouwillit | #wcmpls


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Solve for client empowerment and new business will come easily. Tweet: @ifyouwillit | #wcmpls


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Lets talk Q & A Tweet: @ifyouwillit | #wcmpls


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I’m Mendel mendel.me/presentations @ifyouwillit


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