The Entrepreneur Forum | Startups | Entrepreneurship | Starting a Business | Motivation | Success

EXECUTION Challenge: 10,000$ revenue in 3 months with web design from zero

Angler

New Contributor
FASTLANE INSIDER
Speedway Pass
Sep 9, 2021
10
17
22
Preface: I've been learning how to create websites for about 2 months now. I also got somewhat theory educated on sales and marketing during that time too. Before the 2 months, I didn't have much going for me other than being another 19 year old, about to turn 20, lamenting about how life was the same for the past few years. Same routine, expecting different results. So far I have 1 project under my belt in the home improvement niche, that's was paid and shown some results. The plan is I'm going to leverage the crap out of it. This thread is going to be a result of the application of what I know at the moment both in sales and web design and what I will be learning in the future. So far the idea is to document both my potential mistake and success and what actions resulted in them. For 1) I think it'll be a good reality check as I reflect on this thread and the critiques it'll get 2) anyone who's similar to myself first starting out can avoid the mistakes I make.

That being said, let's set up some numbers-
Our relative constant is: 3 months or 91 days.
Our variables:
Let my closing rate be roughly .01 or 1 out of 100 prospect.
Let my average project price between $750-1,000.
I need to get at least 14 projects at those rates to hit the mark.

To reach my target number, I'd have to do about 1,334 outreaches. At the rate of 750-1000$ for each project, I'll make $10,000~13,340.

On a daily basis, I'd have to do at least 15 outreaches a day to hit 1334 outreaches in 3 months.

However, to buffer any real world problems to the extreme, in case if my closing rate is really bad and is actually lower than 1%, 14 projects out of 1,334 outreaches, I'll do 6.66 times the outreaches on a daily, so it'll be around 100 cold outreaches.

Given the new daily outreach number or 9,100 calls in 3 months, the goal is to hit 10,000$ revenue. If I'm lucky and the closing rate is actually near 1% then the upper bound of this journey is any where between $68,250~91,000, at the rate of $750~1000 a project. If I'm not so lucky but have some success, and my closing rate is only around .0015, 14 projects out of 9100 outreaches, then my revenue with be anywhere from $10,247~13,663.

Lastly, the type of outreaches will be mention in the next update. Currently speaking, I'm sticking to cold calling.

Between the work I have to do and the learning that is to be done, my goal is to update this thread for every 500 outreaches and brain dump what I learned, what I'm learning, and what success/set back I may have then.

Target:
Get 14 paying projects
Outreach # 100 per day
hit 9100 outreaches in 3 months
10,000 Revenue

post-note: I realize that there might be a burn out at some point if it's 100 cold calls everyday for 91 days straight. My plan to counter that is to have the date be something like a pressure to keep me on target. If say I reach 91 days and I've reached 8000 calls, then the goal for this journey is to hit 9,100 cold out reach, close 14 deals, earn 10,000 revenue, and in 91-amount of days +-7(1week)
 

Miketing

Bronze Contributor
Read Millionaire Fastlane
Speedway Pass
May 7, 2014
84
128
132
Where are you at on the sales side of things? Have you done much cold calling before? How do you plan to leverage your example website over the phone?
 

Simon Angel

Gold Contributor
Speedway Pass
Apr 24, 2016
510
1,357
427
Great breakdown of what you need to do - when I started out, I did the same.

However, I definitely did not make 100 cold calls a day. If you can, well, nothing is going to stop you..

Except for one thing. The quality of your leads. It's going to be difficult to get 100 qualified leads per day.

BUT considering you have a niche, it might just be doable.

I look forward to seeing your progress! Good luck!
 

Angler

New Contributor
FASTLANE INSIDER
Speedway Pass
Sep 9, 2021
10
17
22
Where are you at on the sales side of things? Have you done much cold calling before? How do you plan to leverage your example website over the phone?
Hey, thanks for your questions. If I'm understanding you correctly then this is where I stand at the moment. If you have anything to add or advise me please do! My current sales framework for getting new projects follows 3 steps. 1) look for potential clients with good reviews either by using the google map function or yellow pages 2) after assembling the list, I cold-call those who don't have an email, or cold email those who do not pick up my calls(asking them for a 3-5 min short call to see if it's okay to do the thing I mention after this), to get on the prospect's radar by asking if it makes sense for me to forward over some free info that's valuable to their business(my current script has me mentioning the previous project results here to give the prospect some background info as to what I do). For me it doesn't matter if they have an email or a phone number, it's my target to show them that I value their opinion and have them register me as a non-spammy telephone dude. I think having as much back and forth before the pitch helps individualize the caller. 2) After the first call, send an email with information and insight that are relevant to their business, have the email "write songs"(the numbers/ analytics) and "paint pictures"(what physical changes have happened to client's I've worked with? more free time? More lead?) about the business similar to them in the past, and have it show them what they're missing out on because of xyz function that they do not have. If things make sense for them to learn more or talk to me, then they'll follow through with the CTA for a short 15-30 conversation I attach to at the end of the email 3) well at this point the sales conversation is pretty warm I'd say, I've gotten them to say yes on the phone. Then I got them to say yes in the email. My goal now is to have a heart-to-heart conversation to understand their business from both a customer standpoint as well as the owners'. lots and lots questions about: the pain points, sale system, unique selling point, dreams, goal, potential solutions to these things, customer FAQ, and their budget. If all of those aligns with what I can offer then I think we can begin working after I send in a proposal post-call. Then the project starts from there if they accept it. Again, this is my current framework, if you have any advice or critiques do let me know.

Now for my personal experience: This is my first time trying out step 1) I've never done cold outreaches before so everything I do is experimental. The sending building rapport through email is also new to me, I've never done it before so it's working in progress. Also, I've had sales conversations before so I'm somewhat comfortable with having them, to say the least.
Great breakdown of what you need to do - when I started out, I did the same.

However, I definitely did not make 100 cold calls a day. If you can, well, nothing is going to stop you..

Except for one thing. The quality of your leads. It's going to be difficult to get 100 qualified leads per day.

BUT considering you have a niche, it might just be doable.

I look forward to seeing your progress! Good luck!
Hey Simon thanks for that! The quality of lead is definitely something I can see being an obstacle for someone new like me, but even now I'm thinking of a few ways I can get around it. One of which is the magnitude of outreaches. If the quality of lead sucks, then I'll have to find more "poor quality leads" until one click LOL. That is under the premise that I do learn and adapt to new sales strategies as I go, so I do have some hope!
 

Miketing

Bronze Contributor
Read Millionaire Fastlane
Speedway Pass
May 7, 2014
84
128
132
Hey, thanks for your questions. If I'm understanding you correctly then this is where I stand at the moment. If you have anything to add or advise me please do! My current sales framework for getting new projects follows 3 steps. 1) look for potential clients with good reviews either by using the google map function or yellow pages 2) after assembling the list, I cold-call those who don't have an email, or cold email those who do not pick up my calls(asking them for a 3-5 min short call to see if it's okay to do the thing I mention after this), to get on the prospect's radar by asking if it makes sense for me to forward over some free info that's valuable to their business(my current script has me mentioning the previous project results here to give the prospect some background info as to what I do). For me it doesn't matter if they have an email or a phone number, it's my target to show them that I value their opinion and have them register me as a non-spammy telephone dude. I think having as much back and forth before the pitch helps individualize the caller. 2) After the first call, send an email with information and insight that are relevant to their business, have the email "write songs"(the numbers/ analytics) and "paint pictures"(what physical changes have happened to client's I've worked with? more free time? More lead?) about the business similar to them in the past, and have it show them what they're missing out on because of xyz function that they do not have. If things make sense for them to learn more or talk to me, then they'll follow through with the CTA for a short 15-30 conversation I attach to at the end of the email 3) well at this point the sales conversation is pretty warm I'd say, I've gotten them to say yes on the phone. Then I got them to say yes in the email. My goal now is to have a heart-to-heart conversation to understand their business from both a customer standpoint as well as the owners'. lots and lots questions about: the pain points, sale system, unique selling point, dreams, goal, potential solutions to these things, customer FAQ, and their budget. If all of those aligns with what I can offer then I think we can begin working after I send in a proposal post-call. Then the project starts from there if they accept it. Again, this is my current framework, if you have any advice or critiques do let me know.

Now for my personal experience: This is my first time trying out step 1) I've never done cold outreaches before so everything I do is experimental. The sending building rapport through email is also new to me, I've never done it before so it's working in progress. Also, I've had sales conversations before so I'm somewhat comfortable with having them, to say the least.

Hey Simon thanks for that! The quality of lead is definitely something I can see being an obstacle for someone new like me, but even now I'm thinking of a few ways I can get around it. One of which is the magnitude of outreaches. If the quality of lead sucks, then I'll have to find more "poor quality leads" until one click LOL. That is under the premise that I do learn and adapt to new sales strategies as I go, so I do have some hope!

Sounds like you have a pretty solid framework and process to start with. Awesome.

From here, the main way you're going to improve results is by:
  1. Experience through practice (the obvious part)
  2. Tracking results of each stage of the process and identifying mistakes. How many calls made etc. Also ideally record your calls and listen back to them later
  3. Correcting those mistakes by tweaking the relevant step of the process. Just look up the part you need to improve on google/youtube and there's probably some good info on it. Otherwise I'm sure someone here can help with your specific problem.
I'm not sure if you have any kind of software or platforms in mind already, but there several types that may help you. These are mostly all free or at least have some kind of a trial:
  1. A lead database or scraping tool to automate the contact-info finding part. Examples for local businesses are Klean Leads/Icy Leads (both do the same thing) and D7 lead finder
  2. A CRM to track the number of calls you make and what contact you've made to each lead. Even a simple Sheets file is enough to get started, then worry about something more complex once you need it
  3. Email tracking tool such as gmass or hunter extension.
Another good one is apollo.io which basically does all of the above in one tool. I'm not sure how good their database is for local businesses you'd find on yelp is though, it's mostly bigger ones from linkedin.

You have more than enough to get started though. I'm sure you'll get plenty of leads with the process and actions you have planned already. All of this stuff is just to think about in your after work hours - to help you review your actions after making them and then improve specific parts of your process to improve efficiency and effectiveness.
 

woken

Bronze Contributor
Read Millionaire Fastlane
I've Read UNSCRIPTED
Speedway Pass
Mar 24, 2021
256
307
165
London, UK
If I understood correctly:

You’ve had one paying client.

Plan to do that 10x?



Lots of people put effort into breaking their goals down. Follow up with that same energy and 10x will come sooner than expected.
 

Simon Angel

Gold Contributor
Speedway Pass
Apr 24, 2016
510
1,357
427
Hey Simon thanks for that! The quality of lead is definitely something I can see being an obstacle for someone new like me, but even now I'm thinking of a few ways I can get around it. One of which is the magnitude of outreaches. If the quality of lead sucks, then I'll have to find more "poor quality leads" until one click LOL. That is under the premise that I do learn and adapt to new sales strategies as I go, so I do have some hope!

Personally, I'd go for quality over quantity. Try getting 10-20 qualified leads per day and try to give them as much value as you can in as few words as possible over the phone.

I'd just tell them you've got something that will help them increase their revenue through their online sales channel, ask them if they're free for a quick call that week, and leave them wanting to know more for when you meet (either in person or on a video call).
 

OMJ

[B...{r<°∆°>}--O--{<°∆°>k}...E]
Read Millionaire Fastlane
Speedway Pass
Feb 2, 2020
758
1,303
977
I searched for web designers near me. Look at this.

10 pages of results in my area.

Web design is a game of finding customers, basically nothing else.

View attachment 39617

If I was going to market a web design firm I would do a few things.

1. I would make some craigslist ads and run them to my website which has a form. This helped me get leads that I could call back at any time and it was profitable. A CL ad is $5 and I would post them in every major city in the country. I'd spend like $25 a day in ads and did a few grand a month in sales all WHILE ON VACATION in Thailand for 2 months.

2. I would buy a list of business phone numbers, or use software to scrape the phone numbers for companies in industries likes construction/home services. I would then use the service 'slybroadcast' to send ringless voicemails for $0.06 a delivered message. I would say "Hey my name is Johnny boy and I was having trouble with your website and I wanted to let you know, give me a call" and send it to a google voice number. When they call back on a google voice number I would put them on speaker, check out their company online and start finding reasons why they should hire me to fix their online presence (assuming they didn't already have a perfect online presence already).

Stop wasting your time doing things in such a manual, non-scalable way. You can go dig a hole in the ground and spend all day doing it but nobody will pay you. There are many actions new business owners take that are the equivalent of just digging a hole for no one. Some of you are trying to do it with a spoon too and are really wasting your time. Do not be one of those people.

You simple cannot write enough emails, dial enough phone numbers, knock on enough doors, etc. to compete with how I can reach people. I use facebook ads, ranking results high for organic search, ringless voicemails, etc.
Some ideas for prospecting.
 

Fox

Legendary Contributor
Staff member
EPIC CONTRIBUTOR
FASTLANE INSIDER
Read Millionaire Fastlane
I've Read UNSCRIPTED
Summit Attendee
Speedway Pass
Forum Sponsor
Aug 19, 2015
2,961
20,761
4,306
Europe
To reach my target number, I'd have to do about 1,334 outreaches. At the rate of 750-1000$ for each project, I'll make $10,000~13,340.

On a daily basis, I'd have to do at least 15 outreaches a day to hit 1334 outreaches in 3 months.

However, to buffer any real world problems to the extreme, in case if my closing rate is really bad and is actually lower than 1%, 14 projects out of 1,334 outreaches, I'll do 6.66 times the outreaches on a daily, so it'll be around 100 cold outreaches.

You shouldn't approach this with a set work rate.

Aim to get started with one website for below $1k. Then aim for 1-2k. Then 3-5k. And so on.

Doing 10 websites at $750 each time means you are only focusing on volume.
And seeing "calls made" as your main growth factor.

Instead, look at value created, growing experience, and connections made/social proof created.
Each project should (ideally) be helping you to sell easier and at a higher price.

The progress should be compounding, not just dialling for smaller projects for 10 weeks.

With a good approach, you could complete this challenge in just 3-4 deals.
 

Angler

New Contributor
FASTLANE INSIDER
Speedway Pass
Sep 9, 2021
10
17
22
  1. A lead database or scraping tool to automate the contact-info finding part. Examples for local businesses are Klean Leads/Icy Leads (both do the same thing) and D7 lead finder
  2. A CRM to track the number of calls you make and what contact you've made to each lead. Even a simple Sheets file is enough to get started, then worry about something more complex once you need it
  3. Email tracking tool such as gmass or hunter extension.
Thanks for this. With this and a comment below you, both quoting scrapers and how to utilize it, I'm definitely going to look more into it. Right now my lead list is coming from google map, yellow page, and yelp reviews. Like you said, the bigger clients that could really use a website might be from LinkedIn. The one small problem here is that I have zero to no presence on Linkedin right now, so I'm marking it down as something to work on.

Some ideas for prospecting.
Thank you, it was a valuable read! I made quite a few notes as I read through this.

Personally, I'd go for quality over quantity. Try getting 10-20 qualified leads per day and try to give them as much value as you can in as few words as possible over the phone.

I'd just tell them you've got something that will help them increase their revenue through their online sales channel, ask them if they're free for a quick call that week, and leave them wanting to know more for when you meet (either in person or on a video call).

Aim to get started with one website for below $1k. Then aim for 1-2k. Then 3-5k. And so on.

Doing 10 websites at $750 each time means you are only focusing on volume.
And seeing "calls made" as your main growth factor.


Simon thank you again! After yesterday dialing, I see why you brought up quality of leads. Many of them hang up midway when I though they were interestedd. Even though my current plan of delivering value in a short amount of time as possible over cold call, looking at what you wrote: my script is still damn long. I'm fixing it up as I write this.

Fox thank you for coming over. I've looked at your progress thread maybe 4 or 5 times before jumping head in. You were on the dot with all of that. The numbers I set can be my container that stunt my growth. And exactly as you said, if call/outreaches were to be an incremental for growth, and not value created via website, I'll be burnt out before this challenge completes. The original idea as I wrote this all out is that the cold outreaches daily target will be something I can hit everyday because it's "measurable". I knew if I did not set something measurable, I'll be action faking until I don't know when. I'll be watching your videos or reading books and diligently noting them as I don't do anything. Second being, I'm irrationally scared of reaching out to people over the phone, and because of that I'm making it a priority to call people until I can convince myself that it's okay to cold call. Price point wise, it really seems like I have set price in mind doesn't it. I didn't mean to as I wrote it down, but revisiting it, it appears to be the case. I'm very much still in the portfolio stage that's why my "current set price" is the way it is. I had 2 clients beforehand, 1) was a bad experience and he cold-turkey after I built the website 2) was a paying client in the home service niche. Speaking of price point, I'm even willing to do it for free depending on the right client, to remove all risks from them. As much as I want to make the 10,000$ in 10 weeks, I want to provide actual value to these businesses. For me it's just as cool as making money when I ask someone a few months from now that I did a website for free and they respond "ya, i'd be happy to pay a few grands because it brough me xyz amount of clients"! That being said, like you said I'm going to scale up the price point with each project when it makes sense to do so. I remember one your video saying a few hundred dollar website vs a few grand matters not in the way it's made but the value it brings. I don't plan on delivering just 750$ of value each time aha, if anything I hope to increase the value with each project(learning and practicing copy/seo/adobe apps etc..). Thank you for leaving this here Fox, it oiled my brain screws quite a bit
 

Angler

New Contributor
FASTLANE INSIDER
Speedway Pass
Sep 9, 2021
10
17
22
If I understood correctly:

You’ve had one paying client.

Plan to do that 10x?



Lots of people put effort into breaking their goals down. Follow up with that same energy and 10x will come sooner than expected.
That's the plan!
 

Miketing

Bronze Contributor
Read Millionaire Fastlane
Speedway Pass
May 7, 2014
84
128
132
Right now my lead list is coming from google map, yellow page, and yelp reviews. Like you said, the bigger clients that could really use a website might be from LinkedIn. The one small problem here is that I have zero to no presence on Linkedin right now, so I'm marking it down as something to work on.

This is not a problem at all.

The bigger clients are probably on LinkedIn, but that doesn't mean you have to reach out to them via LinkedIn. You can get the email address, phone number, or other social media page of pretty much any business on there, then just reach out that way.
 

Angler

New Contributor
FASTLANE INSIDER
Speedway Pass
Sep 9, 2021
10
17
22
This is not a problem at all.

The bigger clients are probably on LinkedIn, but that doesn't mean you have to reach out to them via LinkedIn. You can get the email address, phone number, or other social media page of pretty much any business on there, then just reach out that way.

I did not know that, will mark it down!
 

Angler

New Contributor
FASTLANE INSIDER
Speedway Pass
Sep 9, 2021
10
17
22
Let us know how this week goes - you got some deals ready to close?
Hey Fox, I'll be sure to! Right now, I have 2 prospect due for a follow up call sometime this week and perhaps another one that came from a cold email. I'm definitely taking your and @Simon Angel advice on spending more time on clients that truly matter(after I run through my list of cold call today, I'm planning on making a few videos that diagnose what each company is missing out for the ones that have lots of review but no GMB or website(somewhat like an SEO audit with SEMrush). Planning on either calling them and telling them that I have a youtube video made from them or an email with such details!
 

Angler

New Contributor
FASTLANE INSIDER
Speedway Pass
Sep 9, 2021
10
17
22
9/13 Update 1:

I have somewhat good news, a few changes, and a few lesson I've learned in the past 3 days. I'll start off with the good news and lessons.
1) I feel more comfortable with cold calling. If given a numeric scale I'd say 7/10 from what was 2-3/10 on Friday. Going in to this I was pretty nervous because I found out I didn't truly value what I had to offer. And when you're ambiguous with what kind of value you can provide when it means money into your pocket, you'll rely on techniques and sound like an annoying telemarketer. That's why I really dig deep inside of me for the past 2 days asking WHY was I calling all these business. The answer is simple now: to help to get MORE revenue for them, put in systems that saves them time, and have perhaps have them rank on page 1 of google(half-way through and SEO course!) if we form a continual partnership.

side note: I cringed listening to myself for nearly 2 hours on Saturday.. But hey it was a pretty good laugh when I asked myself If I'd hang up when a person sounded like me rings the phone. It was almost an instantaneous ye- you guessed it.. On Sunday it wasn't that much better either as I ran into some not so happy business owners. I remember this clearly because it was my first time hearing such a harsh rejection :"I hate telemarketers, F*king remove me from your list". I knew it was nothing personal but it got to me for a few minutes until I told myself that it's always a bad call if they don't NEED your service. But if you want to know who NEEDs your service, than you just gotta joke about these calls, move on, and contact more. Anyone who needs your service, at anytime you call them, will be a good time. Unless it's during the wee hours or an hour designated for love making anyways..

Today I dropped most of the script and joked around before saying that I was just there to help and to see if the prospect was a good fit for my service. Worked better than yesterday, managed to get 2 business schedule, i'll mention more about it below.

2) So far I've gotten 2 prospect due for a sales meeting(both in the floor business), I'm feeling confident about one of them as they were very receptive and was thanking me before the call ended. But hey I know to keep my expectation low because words over the phone is like thin ice. Also and perhaps another one(gutter business) through cold emailing if they get back to me on what time will work best for a sales meeting.

3) I'm starting to see the value of a "qualified" or the "right" prospect that you KNOW could realllly use a website, because it'll take their ball game to the next level. I'm talking about ones with 50-200 reviews on yelp/angie, no website, and sometime has no GMB. Like it's free real estate for them if they had a website to leverage these reviews and pictures! Going through my list of to-calls, I'm deciding to make a short video 4-10 minute for these type of big prospects. I'm stealing this idea straight from @GuitarManDan so I hope he doesn't mind it too mucch aha. I will be showing what they currently have to leverage(usually lots of review, and photos), how much volume of searcher there is for their niche locally for xyz keyword, what I've done in the past that could help them, and lastly what it means to them in terms of revenue if they get a x% of conversion on their website for each local keywords.
-->that being said, this is still theories. My plan is to do this first and I'll report back here :)

Changes:
1)Although I set the target of 100 calls a day for the next 10 weeks, I'm starting to see different ways to outreach that might be a better use of my time, in terms of improving the quality of the lead(video outreach or in person visits/networking).
<!quick rant-- I gotta say I hate sounding like a salesman and "trying" to get somewhere like I did on sunday/saturday. Anytime I "try" something, it ends up not going well at all, unless I "am" actually there to help then that's a different story. I rather have a conversation and get to know if they're a good fit and be rejected than to have to pitch the idea, only to come off as a douche, so early on too. But hey that might just be what sales is and I gotta mow through the emotions, so I have much learn either way -->.

Anyways, that's just my personal feelings. I'll scale down the number of calls I make after today and make a it a priority to focus on high quality leads like a few advices given already. That is to say, I will still cold call but will probably scale it down to 20-30. and the rest of the prospect times spent on video audits.
-->cross out the plan I made earlier, the plan is now get comfortable with cold calling little by little(can probably get to 10/10 in the next few months), do video audits for higher ticket clients and show them you're there to actually help them, join network events(one coming up in 2 days and the other one the day after!), chamber of commerce/BNI once I have more portfolio and revenue to list myself as an LLC and well lastly.. have fun on this ride.
 

Sponsored Offers

MARKETPLACE Fox Web School "Legend" Group Coaching Program 2021
Hi - I sent out some emails with the updates but I'll PM you now also, thanks. The issue is...
  • Sticky
MARKETPLACE NEW: The Best School for Going Fastlane (Now open for summer enrollment)
Read the free book, some excellent insights. I also did the website quiz and I did a visual on a...
MARKETPLACE Not sure how to start? This free book will teach you how to build a successful web design business
Hi Fox. Starting the book and got through the introduction. Had a conversation with Andy Black...
  • Sticky
MARKETPLACE You Are One Call Away From Living Your Dream Life - LightHouse’s Accountability Program ⚡
Chris is super sharp and is aware of many facets of entrepreneurship and can help get your...
Introducing MJ's Personal Unscripted Network, Join Now for FREE!
Any chance to make it available outside of US? It has been available outside of the US on...

Forum Sponsor

Learn Fastlane Business Skills & Get Profitable Within 30 Days...

Get Started Now

New Topics

Fastlane Insiders

View the forum AD FREE.
Private, unindexed content
Detailed process/execution threads
Ideas needing execution, more!

Join Fastlane Insiders.

Top Bottom