In today’s episode, we get to listen again to Joe and Matt Medeiros’ conversation. They talk about how running a family-owned agency honed his entrepreneurial and sales skills, constantly giving value to potential customers, and learning effective sales talk.     

Matt is a content creator and the Director of Podcaster Success at Castos. He hosts the podcast, Matt Report, where he talks to a wide range of digital business owners and web consultants. People in the product, marketing, and the agency space are the primary guests.

What to Listen For:

  • 00:00 Intro
  • 01:02 Welcome to the pod, Matt!
  • 01:52 How did you start your podcast?
  • 03:46 Transition from entrepreneurship to joining Pagely
  • 07:26 Running a family-owned agency
  • 12:35 Selling perspective from an experienced sales person
  • 15:57 Conveying the value that you’re adding for the client
  • 24:21 You learn to speak with people regardless of their position
  • 26:12 This giant clip with several overlays
  • 29:35 Find Matt online

Episode Resources:

Podcast Transcript:

Joe Howard: Yo WordPress people. Welcome back to the WP MRR WordPress podcast. I’m Joe,

Matt Medeiros: and I’m the witch king of ag

Joe Howard: mark. And you’re listening to the WordPress business podcast, the witch king of ag Mar this week. Love this character selection. I always, I always love when people. More unique characters. Cause I really get to dive in and remember all of my favorite movies and books, et cetera.

So wish king of ag Mar welcome. What’s going on this week for you?

Matt Medeiros: Just a typical slang folks in different dimensions, moving in and out of time without anyone seeing mates, it’s an amazing.

Joe Howard: Yeah, this is a great characterize. As we’re here on this podcast, I’m looking at, I know I’m just doing some searches so I can get the field as character and man scary, scary character badass.

Yeah, totally. Yeah. That is a very good way of putting it.

Matt Medeiros: They always get like the best like superpowers, the coolest weapons, you know, and it’s just, that’s why.

Joe Howard: Yeah, for sure. We have the witch king of ag Mar uh, also known as Matt Madeiros on this week. Thanks for hopping on man. Uh, I’m a big fan of.

Everything we’re pressing, you do online. Big fan of the podcast, know about a lot of the stuff you do at Pagely, but why don’t you give people kind of the rundown of all the WordPress things that you do?

Matt Medeiros: Yeah. Super quick is a, the is the podcast also YouTube channel. And you can find me during as a one of their sales reps, just sort of helping folks pick a right pick the right solution on Pagely and get them set up on managed WordPress hosting.

But during this time, Few years now. So a lot of stuff out there, but that’s my primary work.

Joe Howard: I have a question about the podcast. Actually. You mentioned that you do the podcast, obviously that comes in audio format, but also you do YouTube stuff. When you started off doing the podcast and kind of doing YouTube stuff, were you, was your plan to do them both.

Did you start audio and then move to video? What did that look like? It was actually, I

Matt Medeiros: started with both audio and video and. It just became like way too much work. Uh, and this is like six, six years ago. So like even like editing videos and chopping off the beginning and the end was just too much time to even do that.

So I, I stepped away from it, but on the YouTube channel now it’s more just quick little talking head things. If I’m doing stuff on the Maryport channel or from on the plugin Tut channel, it’s much more like tutorial driven content stuff that like teaching people how to do things with WordPress.

Joe Howard: Yeah, cool.

That that’s my ultimate fear is, is bringing on something that is going to take up way too much of my time and not even just taking my time, but it will take up my time because I’m not fast at it. I’m not efficient or good at it. And like video editing is not my thing or, and audio editing. So if I were to do that, that was.

My fear, like maybe it’ll just take, it’ll suck up my time. Then four hours later, it’d be like, okay, edit one video suite. And then, well, where’d the rest of my,

Matt Medeiros: yeah. I mean, that’s the thing with content creation at any level, either whether it’s a blog or, you know, whatever content channel you’re committed to, it can definitely be a time suck and you can quickly get lost in it.

So doing things that you’re comfortable with that you can do pretty efficiently is.

Joe Howard: Agreed a hundred percent. So we got the Matt report podcast and we got Pagely stuff going on as well. So this is interesting timing, actually talking to you this morning, so this is actually kind of a perfect time to maybe jump off from that and talk even more about it. We had some really good conversations about what that looks like in general, how a lot of people, they think that like they work a job, maybe they don’t like it.

Maybe it’s just not for them. And then they move into entrepreneurial. And they find something they like, and they get it to work. And then like, that’s the end of the road? Like, that’s it. I did it like, I’m an entrepreneur now. And that’s like, clearly just like usually not the case. Like there are different chapters of life that happened.

So you kind of went from doing some of your own stuff in WordPress to now working at Pagely. Maybe let’s talk about that transition a little bit. What did that, what did that look like?

Matt Medeiros: Yeah, so, I mean, it’s definitely chapters, you hit the right word right there and that’s the way that I think.

Collectively people, you know, should look at this entrepreneurship is a difficult road, right? So a lot of people who are that have a job, they hate their job. And they’re like, Hey, I want to be this entrepreneur. Right. I want to be this person who starts a business and make some money while they sleep kind of thing.

Totally cool. And it’s totally how, like a lot of us sort of got inspired to get into this game, but it’s, it’s a long journey. And for most of us, we’re just doing it heads down by ourselves. It’s it’s lonely and it can become quite difficult. Now, in my case, I started a digital agency with my father, uh, about a decade ago.

Uh, and the agency is still running. Um, it was just. Different time in WordPress a couple of years ago. Uh, you think you can just go around the horn of many agencies and even boutique agencies a couple of years ago, right around the presidential election, where I think many people at the higher level were just tightening their belts a little bit.

Cause they were unsure of where the economy was going. Um, and the agency gained became pretty difficult. Um, and I was like, I’m the one that can step away from this and have the agency still continue to run and get a job at a, at a place like Pagely and the stars sort of aligned because they still allow me of course, to do my podcast and do my content creation stuff.

Um, so that’s a benefit, but, uh, it’s, it’s a great team too. It’s just a great fit all around and it doesn’t feel, I hope Josh isn’t listening, but it doesn’t feel like a job, you know? Um, Great people. Uh, you know, we have a great system down in and really enjoy working with them and, and the stuff

Joe Howard: that I do.

Yeah, cool man team is everything. You know, if you have the right people around you and you’re spending time with the people that bring you positivity and bring you the drive and passion, then you know, there may be times when it feels like a job, but it feels like a positive driven as opposed to like, you know, driving because you feel like you have to or something.

I don’t want to get back

Matt Medeiros: another piece. That’s just sort of underappreciated in a lot of this is. It’s if you’re able to level up. Right. And in my case, I mean, I was running an agency for years. You know, maybe the biggest projects that we were securing at the time was maybe around like, I don’t know, 30 grand, 40 grand at most in terms of project size, but now I’m able to do.

I’m just learning so much being at the Paigey level with the types of customers that they work with, um, that I’m seeing, you know, the multiple hundred thousand dollar projects. Right. And like just seeing and learning and seeing how everything is done at a higher level. It’s just like, it’s a huge boom to your career.

Joe Howard: Yeah. Pagely is, uh, is now maybe moving into is wrong, but has moved in the past towards more of an enterprise level customers that, right.

Matt Medeiros: Yeah. I mean, you know, not today. Talking about their solution to everything is sort of just dedicated hosting, right? There’s no shared fabric. There’s no shared hosting that the model is not, that it is, is about having dedicated servers and about having a dedicated dev ops team that somebody would work with much closely.

So your development team would work with our dev ops team, you know, way closer than your typical, like. Help desk.

Joe Howard: Yeah, very cool. I’m a big fan of people who have found models, where support is really a core piece of it. We’re obviously big fans of awesome support here at WP bus cassettes. A lot of our jobs, significant portion of our job is just providing great support to people.

I want to, I want to come back to page Lee’s stuff in a second, but you’ve said something that I feel like I have to dig into even a little more because I don’t hear very often. You started an agency with your father? That’s something I don’t hear super often. Dig in there a little bit more selfish that it’s kind of want to learn what that experience was like.

Matt Medeiros: Yeah. So it’s a, so I’ve been working with my father for, for many years. So he and his and my grandfather had started a car dealership. You know, I don’t even know what 60, 70 years ago at this point, uh, we, one of the first Mazda dealerships in the country. So my father and his brothers and his father, they ran a car dealership for about 40 or 50 years in the local community.

And I was always working there that sort of. Learned everything from sales to customer service to everything. So I’ve been working with them for literally all my life. And, uh, when we were getting out, uh, when he was getting out of the car industry, I was getting out of an ISP that I worked at, where I managed a team of developers and it was actually a Drupal shop that I had managed.

And uh, if somebody wanted to build a website, you know, the quick story is somebody wanting to build a website. He was a pro photographer at the same time. It’s something that he did. So then somebody said, Hey, can you build a website with these products that these product photos you took? And he said, yeah, I can try that.

And he turned to me. Uh, these guys want a website, do you know how to build it? And I said, shirtless would give it a shot. Right. And that was sorta like the Genesis of building, uh, the agency.

Joe Howard: Yeah. Cool. Yeah. I’ve heard that agency. Genesis story multiple times. Hey, I need a website with this. Can you help?

Yeah, sure. I can. And thus, an agency. It was your father kind of into some of the cause obviously to, to maybe, you know, Cove bound or to run an agency with your dad, you have maybe kind of different perspectives on technology as technology changes a lot. Did you find that like one of you was carrying the torch more technology, one more on sales and or marketing?

Or what did that look like? Well, just

Matt Medeiros: two different game plans in terms of. You know, he’s very versed in technology. I mean, giving, giving him credit, he learned a whole heck of a lot and he was always into sort of tech. I mean, we always had a computer in the house from way, way back from ever. I can remember, um, is how I got into computers, but his, you know, his knowledge level just sort of stopped at a certain point.

Right. If we started talking bigger enterprise solutions. Yeah. That’s, that’s where I, you know, came in, but we both shared the torch on sales market. It was just a different segment of customers that he was able to.

Joe Howard: Yeah. I’m trying to think about running a digital agency with my dad and it’s like, Nope, I don’t think that’s going to work.

Sorry, dad, you’re listening, but I don’t think you don’t think you’re quite technical enough to help handle the, uh, the running of a digital agency. Maybe you could do some sales and marketing, but

Matt Medeiros: yeah. I mean, family owned businesses. It’s tough. I mean, it’s, it’s no different, I mean, every. Every context has its own diff his own challenges.

Right? So if you’re solo you’re you’re by yourself. If you have a co-founder, you know, I, I used to start, uh, I’d started Dropbox before Dropbox was Dropbox. Right? Years and years ago, I built, uh, uh, started to build a company with a friend of mine. He was a co-founder and I remember we got some seed investments and I remember talking to the seed investor and who is the advisor who was also the father of my business partners, girlfriend.

And I remember him telling me. You know, we were pitching him the business and, you know, back then we were talking about like sinking files to the cloud and it, you know, the cloud wasn’t even like a thing. And we were like, what do you think about this? And he was like, look, I don’t care about any of this.

He’s like, what you guys have to do is work together and build a business. That’s the challenge that you guys are gonna face. And we looked at each other. I remember, I remember it vividly being at dinner at this guy’s house. Sitting with my business partner at the time, his name was also Matt and hearing that and being like, what is mark talking about?

That was the guy’s name. I was like, what is Marco? Of course, we’re going to build a business. What do we think we’re doing here? What else? Right. And that was ultimately the challenge because then my business partner broke up with his daughter and then, and then he just lost all it all interest in building the business.

And he stopped like coding stuff. And I’m like, oh, this is what this guy was talking about. This is the challenge. It’s not the product and the customer. It’s cohesively working together with any partner, be it family, or just somebody you’re paired up with.

Joe Howard: Wow. That’s cool. I did not know that about you.

Yeah, I think you’re right about that. It’s a, like a lot of businesses co-founded businesses fail because something happens with the, with the partnership between the two. I mean, even you see this, this was successful companies, you know, the, you, and you’re married to that person in building a business and it doesn’t always work out in a lot of cases.

It doesn’t. And then that causes, obviously, if there’s a riff between founders, there are going to be some issues building the business, moving forward. It’s hard enough when you’re a hundred percent cohesive and on the same team and working together every day and doing it well, it, even in that situation, it’s hard to run a successful business, you know, to do it when, if that’s not the case, definitely a challenge.

I would love to talk about a little bit more sales stuff. We have had a few people talk about sales in the podcast before, but this is, I think this is a big area. Of interest for a lot of people, a lot of people, you know, in terms of WordPress, they’re technical enough to put a WordPress site together, especially listeners of this podcast, mostly WordPress professionals, people who kind of know their way around, around WordPress, but a lot of the kind of business development and sales stuff.

I mean, that’s a really big aspect of running a business that people need to focus on that. Not everybody has an expertise on. It sounds like you have a background in sales from car dealerships. And now have kind of applied that at Pagely would love to hear a little bit more about, about that. Yeah. I mean,

Matt Medeiros: that, that is one thing that is, you know, sorely lacking in a lot of like, uh, uh, either plugin authors or people who have premium plugins or even themes.

And I think a lot of people can admit this too, right. Because I think the overall feeling in at least this space is. They say they don’t know how to sell. And at the same time, they’re also saying like, I don’t like to sell, I think it’s like this, this evil thing. Right? So when you combine that in that person’s head, they will just never do it because one, they they’re afraid because they certainly they’re uncertain of their abilities.

And they’re also afraid because they feel like they’re projecting on somebody, something negative. And it’s, it’s truly not. I mean, I can safely say that in the year 2019, um, that selling is vastly different than it was. 10 years ago, 20 years ago. I remember I remember being in the car dealership at the Dawn of consumer internet when people could actually first look up car prices, which is, you know, Very common now, right.

People would come to us or come to me with, you know, a pile of papers that they printed out from all these websites that they found and all these other reports that they would buy. And they was just like, ready to come to war with you. Right. There’s this, like, we want, you know, this, we want another, a hundred dollars off and this is why.

And you know, and it’s just like, well, look, we’re not, we’re not going to war with this stuff. And even back then, You know, selling on value, being a family owned dealership was huge. Selling on value is absolutely huge today. And in fact, you know, it’s, it’s the differentiator for, it can be the differentiator for a lot of these plugin, uh, in theme folks in service, people in the WordPress space, right.

Just selling on that value, telling your story building trust is really not that hard. And at the same time, you know, and it allows you to filter down on finding the right customer. So if you’re telling your story and you’re out there. You know, either doing content or podcasts, YouTube blog, whatever, or out meeting people at networking and things like that.

You’re finding customers that want to connect with you and the customer is savvy enough today to do research and understand that they want to give their dollar to somebody that’s going to be there to support them and answer their questions. Sure. There’s like that 20% of bad customers that come along and they just demand everything.

You were all in a position these days to resign from those types of customers and only focus in on, on, um, the customers that we want to serve. So yeah, selling isn’t really as difficult or as challenging, and certainly not as sleazy as some

Joe Howard: people can try it to be. Yeah. Most people think about sales and they’re like, they think about, you know, the slick salesman and I think in a lot of senses, Tack it doesn’t work anymore with, with people being able to do as much research as they want to across different mediums.

I mean, people can really choose you for a bunch of different reasons besides just the 15 minutes or conversation you have on the phone with people, you are doing sales, maybe in a slightly different area than some of our listeners. I think just based on kind of statistically, there are probably a few larger people working with a lot of enterprise people, but a lot of people in the WordPress space.

Doing, you know, required to do sales with, with smaller customers, maybe up to the point, you know, that you used to with your agency, maybe, you know, the smaller deals are 5,000, but maybe the bigger ones are 40 or 50,000, but you’re working in the enterprise space. Can you maybe tell listeners what, what you think has worked with.

For you and kind of what you’ve learned in your time doing sales at Pagely really looking at these like pretty mammoth deals, at least according to the people who come to us for, you know, a couple hundred bucks a month, you know, a hundred thousand dollars project, it’s a big, big deal. What’s uh, what does sales look like on that level?

It’s the same.

Matt Medeiros: With just added zeros. It’s the

Joe Howard: same thing

Matt Medeiros: with added zeros. Right. And, um, you know, whether you’re selling a $500 site or, you know, there’s a, a $50,000 site coming on board with, uh, you know, $4,000 a month hosting account with Pagely effectively, people are, people are looking for the same exact questions, the same exact service.

Um, but you know, in the enterprise, yeah, there’s, there’s some more legwork, this or more paperwork, there’s legal stuff, you know? And, and, and that’s one of the things that. Uh, quickly discovered being in this space, but it’s, it’s all the same challenges is, is folks want to know that plausible deniability, right?

They’ve picked Pagely because, you know, they know that if something goes wrong in the middle of the night, that the Pagely team is gonna, is going to be there to fix it. And they just want to know that they’re making the best. For a, for number one, their job security, but number two, uh, with the budget that they have, have to spend.

And I would say that on the positive side, on these larger scale deals that I see now is people are a lot less price sensitive where they might be at, you know, the, the 500 to $5,000 range of a typical, you know, mom and pop customer where, you know, they’re not just looking at every single thing and asking you a million questions about, you know, it was, you know, what about, should I just use.

This instead of this, like why, why can’t I get this and why doesn’t it take, you know, why isn’t it faster to get this stuff done? People at the higher end, they already are well past that. And they’re just, they just want to make sure that they’re giving their dollars to the right

Joe Howard: place. Yeah. I think that it would be an interesting conversation.

I mean, I’m, I’m on, Pagely the pages of the website right now. Just kind of looking at some of the. Your client said, I think it would be very strange if like someone like Disney or like or visa came to you and were like working to put together some Wix websites. That conversation doesn’t really make much sense.

Right. They’re coming to you saying as a company that has pretty good amount of revenue coming in, we need a solution that does X, Y. Can you provide that you guys say, you know, come together and say, is this a WordPress solution then? And with our team and our, uh, our specializations, yes, we can help you.

Here’s how much it’s going to cost. Obviously, there are more steps in that, but in general, the grand scheme of things, you know, people need a solution. If you can provide that solution. And like you said, in that sales process, Really conveying the value that you’re adding to them for like really honing in on the pain point that they are really having.

And, uh, and really saying this solution is going to not only solve that pain point, but maybe even here’s how it’s going to solve it financially. Right. You’re spending this much money on this now, you know, with this solution, you pay this much, but for the ongoing support and for how much I know how much better this is going to work for you moving.

Over the next six months or the next year, like you’re actually going to see a positive ROI. So that kind of conversation. Yeah.

Matt Medeiros: Another side to the coin too, is, uh, for the hopefuls that want to get into the sort of the higher level, I’ve seen some crazy things with people that have plenty of money, plenty of budget and plenty of resources I’ve seen.

Funny things happen

Joe Howard: with what’s one of those one or a couple of those funny things with WordPress that people have been kept coming

Matt Medeiros: out of this. Yeah. I mean, from, from the, you know, the regular WordPress side, you know, we’ve seen people that haven’t updated WordPress and literally years, and it’s like a corporate site.

It’s like, wait a minute. Why what’s going on with all of that? You know, why haven’t you done this, right. This is a pretty big

Joe Howard: set for you as your main company website, because they have nobody been maintaining it.

Matt Medeiros: The typical, the typical. Sales processes. Hey, we, you know, you do the sort of, uh, the presentation and then it’s like, okay, we’re going to go with Pagely and then, okay.

We have all of this, like InfoSec security stuff. We need you to, uh, review and make sure that you are compliant with how we do InfoSec security. Like, yeah. Okay. No problem. And then you get to see their website and it’s like, version three of WordPress and you’re like, wait a minute, this just doesn’t line up.

Like, you want all this stuff, but you’re on version three. Like, what are we missing here? Um, all the way down to like some of the things that. You know, being a, starting off the agency, if you’re somebody who’s just starting off like a service or consultancy pricing is always that difficult thing where you’re like, am I charging too, too much, too little of my worth it?

Not at, um, um, you know, again, some of the things I’ve seen with, with other developers and, and what they charge. At the higher end too, when I start meeting these, these larger brands or these organizations, and it really it’s really, eye-opening like, wow, you might want to follow the money a little bit better, a little bit higher, right.

Because I’m seeing what they’re doing and what they’re charging. I’m like, wow. I mean, I, you know, I was charging a fraction of that at my agency. I could have charged, you know, four times the amount for this type of process. So I opening it all ends both the, the end user customer and some of the developers that, uh, I’ve come on.

Joe Howard: Yeah. I think one of the things I’ve learned as a business owner, or maybe two of the things is that hindsight’s 20, 20, it’s really easy to go back and see where you made the mistakes. And the second thing is just like, you kind of, you don’t know what you don’t know. Like there are certain things that until you kind of like, fuck up a little bit and see someone else like charging twice as much and like selling to just as many clients.

And you’re doing pretty much the same thing. Their prices are just double it’s like, oh, like, okay, cool. Like I get that. Uh, you know, when you’re, when you don’t know it, you don’t know it.

Matt Medeiros: So I think it’s all goes, it’s a good lesson for what we said, what we talked about earlier, like chapters in people’s lives and being an entrepreneur and, you know, in the world of Instagram and Twitter and everything, everything is always like, Hey, you know, check out the Ferrari I bought or check out the numbers.

Here’s my transparency report. We’re doing like 50 grand a month. That kind of thing. And everybody who’s like, we’re listening

Joe Howard: and don’t know there’s actually a Ferrari right in the background with my video with Matt. So I’m trying to press him as much as I can,

Matt Medeiros: you know, in this, in this kind of, you know, uh, vanity metrics world, a lot of people who start a business and if it’s not working yet, It’s a very difficult thing for people to say, Hey, I’m wrapping this up.

It didn’t, it didn’t do what I, what I wanted it to do, but I’m gonna take all these lessons. I’m going to get a job. And this job with the right team and the right company is going to just level up all of that knowledge. So that if I do go back out again as an entrepreneur, I start my own business. I have a whole range of new info data research, um, to level up.

It’s not a bad thing. To have to step away from, you know, your entrepreneurship days in this new chapter of your life. And then maybe just, maybe you might start something else later on.

Joe Howard: Yeah, dude, I think you totally nailed it. I a hundred percent agree, Christie and I had a very similar conversation on our episode, which, you know, relates around there’s, you know, there’s so much media around successful entrepreneurs and people.

Making it, and like, you’re talking about all this transparency report for in, in the background of my video stuff that when something doesn’t work out, we feel bad. Like we feel like we should have made it. And like we’re letting people down when in fact this is just part of the journey, right? You don’t always see all the failures of successful entrepreneurs.

If someone was a successful entrepreneur, their first time out trying that’s the exception, the extreme exception, and for most successful entrepreneurs use. 10 different projects they tried before that didn’t work out also what you said about man, like working somewhere to be able to level up your skills.

I mean, I’m sure you’re learning a ton about sales and enterprise sales and all this stuff at Pagely that working at your agency, you may not have had that you may not have had that ability to, you know, if your highest point project was $40,000, you’re not really working in enterprise. The ability to not only have some comfort in.

Having a, a regular paycheck and all that, but the ability to actually have professional development as part of like your day to day execution, like as a business owner, I feel like I lack a little bit of the professional development in the sense that like, I don’t get to work as much on like marketing and like the SEO and, and S and, and sales, like the stuff in the business development stuff.

Enjoy doing, but I don’t feel like I’m super leveling up in those areas because I I’m like managing a team. I’m somewhat jealous of some people working at companies like you, because of the fact that you get to, like, you get to like, be Excel in sales or you get to like pastor of this trade, I feel like I’m kind of a, like, what is it like a, like a master of none sort of thing.

I’m okay. A lot of stuff. I don’t really feel like I’m super good at one thing I, that does, it’s a cool thing to be able to have for sure. And

Matt Medeiros: definitely like. You know, w w if you do, if you are somebody sort of transitioning into a new, a new role. Yeah. It can be scary. I mean, being in sales, all my life for selling so much stuff, I used to, if you remember, there was a company called circuit city.

I used to sell computers way, way back in the day when I was sitting, when I was in college. And then, uh, you know, going into this role, I was like, man, I, you know, uh, I had my own self doubts. I have my own imposter syndrome. Like, how am I going to get on the phone? At and T and Comcast, Verizon Experian, all these people and be like, I feel like the biggest idiot in the room.

Right. And in the beginning, yeah, it was, it was pretty challenging mentally, right. To step up to that. But now after two years, you’ve learned so much, you understand it and you understand that it’s still just people to people, right. It doesn’t, it doesn’t change. You know, you’re not shifting gears just because.

Uh, an executive position at edit and another company.

Joe Howard: Yeah. Very true. It that’s one thing you learn along the way is there’s a lot of advice you can give to people to help them build a business. I mean like unlimited advice or best practices, or, you know, telling your own story to help other people. The one thing that probably covers, you know, everything, you know, if you want to be successful, surround yourself with other people who are trying to do what you’re doing and other people who have, you know, maybe even been successful doing.

If you can find the right people and surround yourself with them, then you’ll at least like not, if you go off the rails, when you go off the rails and things go wrong, you will have those people to lie on. Right. It’s like, you know, you’re bowling, you know, with a, with no, you know, those, uh, gutter, blockers, you know, you still use this.

That I probably used for way too long growing up because I was not never very good, but if you have those, it doesn’t matter which direction you go in. The people will help you to move in the right direction. If you want to go there, we’re going to wrap up somewhat soon. But last thing I would love to touch on here.

A little bit of content marketing stuff. One thing I saw that you did at Pagely that I was super impressed with. I thought it was really cool was you put together these little sales videos and they kind of strung together in a way where you could kind of have a sales associate of Pagely talking about the different things to do a page.

You can actually click on that video and say like, uh, you know, first was you just introducing yourself. Hey, and what do you want to talk about? The video stopped. It had a little button said, oh, I’m a individual owner or whatever. I’m a, an agency owner. I’m like a big agency owner. Then it moved to the next video.

And depending on what people clicked, it would push them into a different video that would talk specifically to them. I thought that was super dope. I never seen that before. Is that something you’ve put together before, or was that your first time trying it?

Matt Medeiros: So we always are launching different project names and that, uh, internal project names.

And that was the internal project name was called bottled beer. Beard was sort of like a genius bottle, but my beard kind of thing. Um, and, uh, Sean Tierney, my, uh, the, the VP of sales, it was his idea. We had chatted about like building some kind of like, choose your own adventure. Um, and he found a service that, uh, would.

But you have that overlay that you were talking about, it was like, you know, your piece, the, uh, the, the, you, it was actually one giant YouTube clip. And then it just had like this menu overlay, and there’s, there’s lots of services out there that can do that kind of thing. But that was a particularly, that was a lot of work.

It was a lot of work because the software is self. Like you have to map all the questions and answers and all that stuff in the checkbox check boxes, but it was also a lot of work to, to feel. Uh, filling in my office here and then do it without having to say like all the ums and AHS. I mean, I still do it in there.

I mean, I’m not a professional, but, um, that was a lot of, uh, of recording time, uh, as well. But a lot of people is great. I mean, our tactic in a lot of this stuff, Look, if you, if you don’t want to get on the phone. Cause a lot of people don’t want to do a online presentation through zoom, which is what we use.

If you don’t want to do that, you know, here’s all like we have handouts, we have obviously the website and here’s just another thing that you can use. And at least they get to see who I am and that they actually talk to me when we do get on the phone. And it was actually really well received by, by customers as well.

So yeah, it was a, it’s definitely helpful to put as much content as you can, uh, out there. A lot of people forget. That content marketing is a great pre-sales or sales tool that can alleviate a lot of, you know, the general frequently asked questions. I mean, I’m sure I can tell that you’re probably a big proponent for like automation and getting things lined up correctly.

So you don’t have to do all the heavy lifting every sale that this is like a perfect case of that. If you’re putting out. These frequently asked questions and sort of like a choose your own adventure fashion. It’s really going to help customers warm up to you. And you don’t have to ask all the same old questions when you get on the phone.

And you can just say, are you ready to sign? You know, are we ready to do the deal that you’ve seen everything else? You have a couple of questions leftover. Um, if not, let’s, let’s just, let’s move on.

Joe Howard: The perfect sales tactic. You jump on the phone and you get the document sign that that’s a sales 1 0 1.

Right? Cool, man, this has been a ton of fun. We’re going to cut it a little short, uh, because I know you are heading out, uh, I’m checking out this, uh, live Q and a you’re going to be on. So you’re doing this Gutenberg times. Q1. With Joe Casabona and carry deals to other people who have also been on the WP MRR podcasts.

So I got all three of the Gutenberg, but that looks fun. Go and enjoy. We’ll wrap this up now, but the last few things we’ll go through, I just want to make sure people can find all your stuff online so they can go listen, people listening to a podcast right now. So they’re maybe on their phone. Where can they go to find.

Find your podcast, maybe also where you are online, Twitter or website,

Matt Medeiros: stuff like that. Yeah. So is the WordPress podcast. If you looking for everything I do, it’s crafted by has every link for every possible thing. I’ve either launched and failed at or still do today. So crafted by Matt has everything that I do.

Joe Howard: Uh, and I will give a quick shout out to Pagely for anybody looking for. Uh, hosting partner, uh, on the right on your homepage here, we help big brand scale word press. So if that sounds like something you’re interested in doing or something that you have clients interested in doing Paisley is an excellent partner for that as well.

Uh, Matt, last thing I always ask guests to do is to ask our audience for some iTunes reviews. Would you mind. Asking our listeners here, if they can leave a review for

Matt Medeiros: us. Yeah. If you want to leave a review for the Matt report, just kidding.

Joe Howard: This is what I always do afterwards. So I always say also go leave him a Firestone.

So I’ll give you, I’ll hit you up WMR podcasts, and then we’ll get you out.

Matt Medeiros: Listen, I, I. I’ve been on a, I’ve been talking to a lot of folks lately about, about podcasting with other podcasts and such apple needs to do something about reviews. They need to make it as easy as hitting the like button on YouTube or like a Facebook or something like that.

That should the particular challenges is even if somebody is listening with their mobile device, that is the easier way to do it than doing it through iTunes, but they just need to make it so much easier. Cause it’s still like five clicks you have to do. And then you have to scroll all the way to the bottom and hit the stars at the end, leave a review.

They need to make that easier. But having said that, take a moment and go and give Joe’s podcast. Five star. Because it helps people like him get found. It really does. And it encourages Joe to wake up every day to keep doing this because podcasting is not an easy feat. I think a lot of people forget that or don’t realize that there’s a lot of effort that goes into this.

So leave them a five star review. I’m sure he would really appreciate.

Joe Howard: Yeah. Hey, I appreciate that, man. We tried to make it a little easier for people. If you go to WP forward slash iTunes, it forwards you to the iTunes link. So it makes it a little easier. So it’s four clicks, I guess, instead of five, but yeah, people want to leave a review.

Make sure you leave a comment with Matt’s name in it and just mats. How, uh, you know, talk about how Matt, how awesome Matt is. Cause this was a pretty cool episode,

Matt Medeiros: terrible map. I will take all

Joe Howard: sorts of criticism. First episode was now. Yeah. If you want to leave a one-star review, you can just email us that want to start with you.

You don’t have to put it online. New listeners. If you’re in here for the first, maybe second time, we have a ton of awesome episodes recorded. Already. Feel free to go and binge you already binge on Netflix. Why not binge WPM or our podcast and why don’t while you’re at it. Go ahead and binge Matt report podcast as well.

They’ve got some brilliant guests on there too. If you have questions for the show, you can email. At Uh, we’re always getting new ideas for episodes. So if you could help us, we will give you a nice shout out on the show and go ahead and answer questions. That’s always fun. Uh, WP is the site.

If you are interested in doing a video course all around increasing your MRR by selling care plans for. Clients then check that out as well, and feel free to grab that 30% discount on the site too. Other than that, we will see you and be in your ears. And next Tuesday, Matt, thanks again for coming on.

It’s just Joe. Thanks for having .

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