Create Packages and Earn Recurring Revenue

Hi everyone. We'll be starting in a few minutes. We're just waiting for some more attendees to join.

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For everyone that just joined, thank you and welcome. We are just giving a few of our attendees a few more minutes to join and then we will kick things off shortly. Okay, looks like we are ready to start. Welcome everyone. Thank you for joining the webinar today. My name is Mimi. I am an account manager here at wix. I work with some of our top partners and one of the topics that I receive a lot of questions around is how to successfully package the services being offered to your clients. So today we are going to cover the different ways to package your services. Best practices for creating a sticky offering that generates recurring revenue, and lastly, how to build strong, long lasting relationships and ultimately prevent churn. And joining me in this conversation today we have three panelists. We have Andrew from maxverse and Adam from pim. They are amongst our top partners and they've been really successful in in creating an attractive offering for their clients and also retaining those clients and building those long lasting relationships. So they'll definitely be able to share some great ideas and tips in this conversation today. And last but not least, we also have Anthony Walker. He heads up our training program for our partners and prior to working at wix, he was actually one of our top partners. So he pretty much taught me everything I know about what goes into making a successful package. And he definitely has a wealth of knowledge to share that I think will be very valuable for everyone watching today. Before I kick this off to them to introduce themselves, I also wanted you all to know that we do have an open chat. So we'd love for you guys to share any ideas or questions that you may have throughout the webinar. We've allotted some time at the end to answer those questions and we'll. When you do send it in, please don't forget to send the message to both the panelists and the attendees just to make sure that we can view the questions on our end as well. So without further ado, Andrew, do you want to introduce yourself and give us a brief overview of your business?

Sure. Hello everyone, my name is Andrew Ruditzer. I am the co founder of an agency called MaxBurst in New York City. Started the agency in 2007. We are a team of nearly 40 people and we're a digital agency. Website design, development and Internet marketing is what we specialize in.

Awesome. Thank you Andrew. And thank you for joining us today. Adam.

Hi, my name is Adam. I work with a company named PIM usa. And we specialize in sort of a one stop solution for all things digital marketing, web design, identifying audiences and really focusing on transparency and communication.

Awesome, thank you.

And Anthony, I'm Anthony Walker. Most people know me previously again I was one of the top partners in the WIX marketplace and now I had training in the WIX Partners team over@wix.com awesome.

And so Anthony is also going to kick this off, take us through the various elements that we would recommend included in a base package. So Anthony, I'll let you take this from here.

All right, let's do it. So yeah, building packages was something that I did for a very long time. Throughout my years I kind of tried different methods and tried to really figure out what, what gravitates most and what's received best for clients. And I kind of came up with some list of variables that I feel everybody should include in all of their packages. The first variable is going to be the number of pages. I think the first person who comes to my website might start looking at the quantity that they'll receive and then they'd start to look at the quality of the work. So I think number of pages kind of let someone know first off, how much am I going to get for my money and they can see value in that. I think it's also good to also speak about expectation when it comes to revisions. Like how many changes can that person expect to receive, you know, over the course of the project being built? The number of add ons, you know, if any, that you're going to include. Again this could be something like, you know, let's say bookings or store. Again, you don't have to specify like exactly which one it will be, but you can say like you'll get a number of add ons. Again that kind of really just makes the expectation really good. And then just speak a lot about the level of SEO, you know, that they'll get, you know, will it be like introductory? Will it be something more essential? Will it be more of a premium offering? I think detailing that is also very important. Are you going to be doing custom artwork where you have a logo for them or not? I think that's also really important to make sure you identify, you know, how many concepts of that logo that you'll build and how many revisions they'll also get, you know, for that artwork. And then lastly, how long will it all take? So I think these are really good things to definitely add in to all of your packages as a base. And then again from There kind of adding on, you know, to those options. But there are some things that I feel you really should try to refrain from, you know, when you build your packages. So you know, things like custom forms or chat monitoring, I don't feel to really go into a package, not everybody's going to need, you know, those services. So you might not want to really add features in that prevent somebody from seeing what their vision could really be like. Custom coding could be a really great add on or upsell. But not everybody is going to need a, a custom coded solution. So try to also refrain from not adding that into a package. And again, making things feel too shaped around one industry or type of person is also not a good technique. So again, I wouldn't say, hey, I have this E Comm package. Somebody who doesn't need an E Comm package is not going to see value and you putting a lot of emphasis around that. Same for blog features or also like custom artwork, you know, the world of artwork can vary from a simple logo to banners to custom illustrations. And it's always good just again remembering that expectation and making sure that you're not over promising and under delivering. I think you can kind of really just understand what the person needs and offer accordingly and add those in after the base package is developed.

Awesome. Thank you, Anthony. And I think we've spoken a little bit about what goes into those base packages and the services that are included in them. And then Anthony is going to talk a little bit more about the structure of the packaging.

Yeah, so I think, you know, what makes good packages today is when you show first off like a good, better, best model. You know, having a three tier system that kind of really displays what a person's gonna get. You know, think about it like this. You know, somebody comes to, let's say the marketplace or just to your website and they're already getting approached by like different, you know, partners. Right. So you know, you always want to be the person who comes with, you know, more options than just saying here, here's what I'm gonna offer you. But you can say, hey, I have these three options that are going to be really good. Also making it based off of the page, the number of pages, also including the add on pricing, promotional pricing if you have any. And also special bonuses could be adding a feature where there is no upfront pricing as well. That's also very attractive to the end user or the client.

Awesome, thank you Anthony. And then here we have a quick example. If you want to walk everyone through these packages as an Example of what we just discussed. Discussed, yeah.

So this is really cool. I like the way it's first off labeled. It's not saying that a package is basic or simple. It just kind of makes somebody feel like they're gonna get something valuable no matter which direction they go with. And with every package I know how many pages I'm gonna get, how long it's gonna take, how many revisions I'll receive inside of that package, like the actual offerings, you know, the fact that it'll be responsive design that's user friendly with an optimized load time, you know, if you were starting a business today, like what are the things that you feel, you know, would be most important to you and your company's website? And I think you should build that, you know, build your packages with that in mind for sure. I think this is a really good example of just how they've done it. And the call to action here is book now, you know, speak to somebody. That human connection that really gets people, you know, on the phone with a real expert where they can, you know, be more quicker to actually, you know, make that decision. So I think this is a really good example of following the tips that I just mentioned.

Awesome. Thank you, Anthony. So now we're going to hear some more from Adam and Andrew and we'll kick it off with our first question. So building on what we just spoke about, Andrew, do you want to walk us through what services you have included in your packages and also what structure you use? A good, better, best or an a la carte?

Sure. So our packages are structured around, you know, the WIX offerings. Like we have a starter package and then we have a better and a best package that we usually offer. In the beginning when we discuss, you know, what the client's needs are, we early on figure out obviously what their business, you know, what it is that they focus on. And then we try to establish a budget around what type of projects they're looking to build. And then obviously we'll offer upsells from there and depending on what their needs are, that's kind of like which package we put them into. And then we're trained and we try to kind of maybe sell them on a larger package obviously if the need is there. So we'll start with the website and then we'll start discussing about Midpoint, maybe some optional services that we can also include, like maybe a one time SEO where we'll do, you know, the keyword research and the implementation. If it's more than in that, then we'll offer a package that involves a monthly SEO plan and a strategy. One of our most popular plans that we offer that we always talk about and we always push really hard is a monthly maintenance package. And with a simple site, let's say it's a small informational site, like under 10 pages, we'll really push really hard, like an hour a month of monthly maintenance. And that's a really, really good, successful and profitable recurring service that we offer. And what that basically includes is like a one hour a month maintenance package. Could be two support tickets that a client will submit to us. And it could be as simple as can you guys help us add a new page to our site? Can you include this blog article? I tried to upload this photo and it sort of doesn't look right on the page. Can you help me out with that? So we will offer these hand holding services through the.