Articles On Sales

Over the years, we’ve helped hundreds of web professionals build amazing businesses by teaching them to focus on three key components: strategy, sales, and projects. This boils down to one simple concept: “High value work for high pay.” And while these three components serve as the foundational elements of our program, the issue of pricing… read more

There you are… Sitting with a potential website customer, you’re connecting, getting on the same page, and then out comes: “You seem a bit overpriced. I can get this same thing on Wix for free… what’s the difference? Why should I hire you?” And it’s happened. The hammer has dropped. You start questioning yourself… “Am… read more

Clients believe they need websites. And you probably believe you need to build them. But I have a dirty little secret: “No one needs a website.” When I learned this secret… it changed the game. I went from selling $2-3,000 projects to $20-30,000 projects. Almost identical work. But my mindset shifted. I learned a basic… read more

I had a problem. I opened the door to my chicken coop. I caught a glimpse of a tiny dark object scurrying in the shadows… (Yes, I have 3 chickens in my backyard—explaining this will be left to another post.) For a second, I thought it must be my imagination. You know, like the protagonist… read more

Jordan Belfort (played by Leonardo diCaprio), at one of his sales training conferences, looks an audience member right in the eye, hands him a pen, and says: “Sell me this pen.” And the rambling begins. “Well, it’s a good pen, it’s a ballpoint…” Each audience member he hands the pen to mutters a similar response…. read more

President of Booyah Online Advertising, Troy Lerner sits down with me to discuss the one-man band, direct response, and his advice for the challenges he faces as a leader. When Troy was first introduced to Booyah, his initial goal was to poach their talent, but he soon found himself being poached and joining Booyah. Initially… read more