Hello, my friend.

It's great to be here with you.

This is a solo episode here for the podcast this week.

I am still fighting this lingering cold that my family has had for a couple weeks.

So apologies if I sound a little stuffy, but I had to share this with you because I recently had a coaching call with a member of my community Web Designer Pro, Tom, who special shout out to Tom Perry because I know he has been a listener of this podcast since day one.

He's been a student of mine for years and he is a member of my community.

He recently um upgraded his subscription when I launched the Black Friday deal at the end of 2025.

And a bonus to that was getting a chance to have a one-on-one coaching call with me.

And after our coaching call, Tom posted in our wins and successes space that literally hours after our call, he implemented a few tweaks and he landed a$5,000 per year SEO growth plan.

And in this special podcast episode, I'm gonna share the main change, like the big change that Tom implemented to help him land this deal.

And I'm also gonna share with you some additional insights on selling.

I actually got like five coaching tips for you for any recurring revenue package, whether it's a growth plan or a care plan or a maintenance plan, an SEO plan, a retainer.

So these are based off of not only what Tom has done here, but a lot of members that I'm coaching in pro with with recurring revenue plans that have helped them as well.

So uh this is also based off of my latest newsletter.

So if you are not signed up for my newsletter, I now send those out every Friday.

So we end the week together and uh getting a lot of good responses from this one.

So because I'm a little behind on interviews coming up for the podcast, I thought, you know what, why don't I share what is working for Tom because he just left an incredible testimonial.

Um, and so that's what we'll dive into in this one.

And again, this is based off of the recent newsletter.

You can sign up for that.

The link is below, or you can go to joshhall.co slash newsletter to get on my list.

And every Friday I'll send you my next one.

So let's get to this one big change that helped Tom land this 5k SEO plan deal.

Now, I I want to highlight first Tom's thoughts on this because Tom left an incredible testimonial after this.

And let me just read it to you.

You can see this by the way, if you go to the show notes for this episode, which are gonna be found at joshhall.co slash 413, link below.

All the transcript from this, the show notes, and some visuals.

Um, and I think I'm gonna make this into a video too.

That should be there as well.

Uh, but you will see this testimonial.

So, Tom Perry says before joining the pro community, I was unsure of my niche selection and unclear about my web design and local SEO offers.

After joining Pro and after having a 30-minute coaching call with the most handsome web designer in the game, Josh Hall, this is a little ad-libbed, I was able to clarify my niche and simplify my local SEO packages and pricing tiers.

On the same day, not long after my coaching call, I was able to score a monthly recurring local SEO deal worth nearly$5,000 per year.

And Tom goes on to say if you're looking to build and grow a web design and or digital marketing business, Josh has the best courses, best community, and best coaching, bar none, Tom says.

I've tried many others over the years.

Thank you, Josh, for your incredible help and friendly guidance and advice.

Well, thank you, Tom, for leaving that testimonial, for being a listener to this podcast, and for being a valued member of Web Designer Pro.

And I just want to say personally, what a what an honor to give just Tom a little bit of coaching and based off of what I'm gonna share with you here, see him implement what I recommended and get immediate results.

And I got to check with him because he's probably sold more of those since since that change.

So ah, 2026 can be awesome, guys.

I hope to help you as well.

Now, let's talk about this one tweak that helped Tom.

Prior, and this is solely based off of his local growth SEO packages.

And the link is gonna be in the show notes for this episode if you would like to see his page live.

When you go there, what you'll see is the revised version.

But prior to that, the problem that Tom had that we kind of diagnosed together is that Tom had four SEO growth plans.

And what I've found, again, with all recurring revenue options, whether it's a support plan or a care plan, a maintenance plan or a growth plan or a retainer, four tiers for retainer plans is just too much.

It adds confusion.

And generally what happens is aside from confusion and overwhelm, like option overwhelm for clients, is typically if you have four packages, there's going to be two that are pretty similar.

And what I've found and what Tom had initially was he had four packages, and the two middle ones were really close together.

And what like by pricing?

And what happens is if there's any sort of recurring revenue, or this is just kind of a pricing tip in general, if you have prices that are too close together, clients are always gonna go with the cheaper one because there's not enough distinction, there's not enough, uh there's not a large enough pricing gap to really clearly show the difference.

Even if you have clear copy that says the difference, if the price is too similar, it's gonna be viewed as roughly the same thing, and people are always gonna go with the lower tier.

That's for example, if you have a$3,500 website and a$2,900 website option, guess what?

And I guarantee you're experiencing this 99% of people are gonna go with the$2,900.

It's not enough separation between those tiers.

So what Tom had initially was four tiers.

The starter tier was like$95 a month, the second tier, I believe, was$195 a month, he had a$395 a month plan, and he had a$795 per month SEO growth plan.

So what I did with Tom is I just asked him, I was like, listen, Tom, just tell me straight up, which one do you want to sell?

Out of all these plans, if you could sell any of these four plans, what is the one that you would want to sell that lights you up, that is most profitable?

And uh yeah, like which one would you prefer to sell?

Of course, client some clients are gonna be fit for the lower plan, some for the higher, but which one would you like to sell the most?

And he said the$395 per month plan because that one was most profitable.

That one was not as time intensive as the$7.95 a month plan.

So I said, boom, there it is.

That's the one we want to highlight, that's the one we want to focus on.

That's the one that should be more of like a featured or a most popular type of plan.

And so what we did, the solution to the so the problem was too many options having four SEO plans with pricing that was too similar because the 195 and 395, even though that's a doubled pricing tier, it's still pretty darn close when you look at four plans.

Like quite honestly, if I was a client, if I saw that, I'd be like, well, I'm not enough, you know, I've got too much for the 95, but do I have to go 400 a month?

Could I just do the 200?

So it makes sense.

It's it's like understandable for clients if they do this.

But what I advise to him, the solution, was to drop the second tier, drop that second plan to go from four to three plans.

And now Tom's new offers, which you can see live currently at the time of publishing this podcast, is Tom now had a starter plan at 95 per month, and then he had the mid-range tier plan at 395 per month, and then he has a more like high-ticket plan at what is currently 795 per month.

And again, these are all SEO growth plans, which you can see live uh at the show notes.

Go to joshell.co slash 413 to get the link and check this out live.

So that is the big change that he made.

Now we did some other changes.

I can't give away everything that we talked about here, but that was the big tweak that honestly I find myself repeating to Web Designer Pro members in my coaching often, which is to skim down from four to three recurring revenue plans.

And the result, again, was that Tom literally posted in Web Designer Pro shortly after that and letting us know that the same day, like I'm pretty sure he implemented the change like right after we talked because it was bright and early for him.

He's in Australia.

Uh, so hats off to Tom for getting up.

I think we did a call at like 5 a.m.

or 6 a.m.

his time.

Um, and he implemented that that change immediately, and literally hours later, somebody signed up for the$395 a month plan.

And he didn't have a sales call about it.

It was actually, it was just the clarity that that page um presented after tweaking that that one tweak, just going from four to three plans.

And he did a few other things, but um, he really clarified what's included and also added like who's a perfect fit it's for.

So all those things combined, and with that big change of going from four to three, he landed that.

So again, huge congrats to Tom.

Uh, I'll do a check in here to see how many more he's sold since then.

But I'm sharing this because this is what you can do on again any one of your recurring revenue plans.

So let me give you some follow-up tips that go along with this.

And these are not just things I implemented or recommended to Tom that he implemented, but these are just like if I could pinpoint five recommendations that I'm often talking about and sharing with members of Pro, um, these these are five go-tos.

So here are kind of like five tips to help you sell more recurring revenue packages that have helped Tom.

And again, go to joshell.co slash 413 link below to get all the links I mentioned and see Tom's site live.

And you can see his testimonial there as well.

So here are the five tips.

Number one is what we just talked about limiting your recurring revenue packages to three tiers.

And if you do have more, what I would do is just don't stack like four or five in columns together.

Have like a downsell or an upsell offer below three main packages.

It just is a whole lot easier if there's a really clear like starter range, most common range, and a really advanced type of range.

So, number one, limit your recurring revenue packages to three tiers or three ranges.

Two, add larger price gaps between those tiers.

Because again, just to reiterate, clients are gonna either get confused and have option overwhelm if they see four or five options, especially if they're side by side by side by side by side.

Or in the case of Tom's example, like if you get two middle plans that are pretty fuzzy on like the difference between the two, people are always gonna go for the lower plan.

And if you don't want to sell the cheaper and more affordable plan, I don't want you to even have it.

Like, why have a second option that's like, oh, it's okay if somebody joins, but I really would like to get them to, you know, the 395 plan.

Just sell that.

Sell what you want to sell.

Another big tip.

So, number three is with these plans, I do recommend having a clever name, especially depending on your branding.

Uh, have something fun in there.

This is one thing I've loved about seeing Web Designer Pro members do with either just website packages or support plan pricing or growth plans, is depending on your branding, you could really clarify and um well clarify these packages, but also make them fun and give them a little personality.

Because you can say, like in in Tom's case, he has lead growth, growth plan, and pro plan.

Uh, and then you'll find this in the in the show notes, but his website is localleadgrow.com.au.

So because he is has a brand that's all about primarily local SEO, uh, it is it kind of lends itself to him for him to have that type of name.

Um, but you can get creative.

So he has lead, growth, and pro, but you can get creative depending on your branding.

A lot of web center pro members have something like Sprout, um, grow and flourish if they have any sort of like literal greenery in their branding.

Um, so you can get creative and have some fun.

Uh, a couple of the members of Pro who have some sort of sci-fi or space theme often do like um launch, boost, uh that, you know, that kind of thing.

So you can have some fun with it.

So add a clever name to each plan.

You can give us some personality or say, like, you know, the this plan will be perfect for you.

You can be a member of this plan type thing.

Number four is to add a great fit type subtitle in there.

So you really do want to say this is a perfect fit for you if blank.

And I do this with Web Designer Pro, by the way, because I have currently three tiers in Web Designer Pro.

I have courses, community, and coaching.

I've been really clear, and you'll see me be more clear about saying if you're just starting out, just go to my courses.

You need time to learn and go through the courses.

If you have a business and you're looking to go to six figures, you're perfect for the community.

If you are headed towards six figures or if you need more high-level help, my coaching is an ideal fit for you.

That's kind of for me how I use that.

So for you, especially if you have growth plans, have make sure you put a perfect for or great fit for subtitle in there.

And that way there's no confusion when clients go to your service page and say, okay, yeah, I'm a great fit for you know the middle plan.

Um, but if there are an e-commerce client who needs a lot of work month to month and they have a lot of updates that they always need, then they're probably gonna be a good fit for you know your top tier, most intensive plan.

So that's number four.

And we'll do a recap here.

And then finally, number five, it's really, really, really, really, really, really, really important if you have a monthly recurring revenue plan to specify if there is a package term or commitment length, especially if you do subscription web design or if you have an SEO plan that is at least six to 12 months.

Because most what I have seen with folks in the SEO world, especially members of Pro who are doing SEO, either basic SEO plans or SEO growth plans, is you don't want somebody to sign up for one month and then then bail because you're not gonna get any results, especially if it's SEO.

So with most SEOers, they're gonna have a six month to 12 month commitment.

So you gotta be really clear about that because you don't want any ambiguity there or confusion, especially you don't want to have a relationship with a client go sour or south if they paid 395 and then it just keeps on going and they're like, oh, I didn't realize it was for a certain amount, like if they want a bail in two months.

So make sure you specify the package term or commitment length, i.e., say like 395 a month with a six-month commitment or a 12-month commitment.

You can side note always offer a bonus if they go annual.

If you want to offer, generally, what's common is one to two months free if they just lock in annual access.

So I would recommend doing that as well.

Just adjust your pricing accordingly to make sure you're nice and profitable on that one.

So there we go.

The five tips here, all of which, by the way, Tom used, are number one, limit your recurring revenue packages to three tiers, or at the very least, three columns and have upsells or downsells under the main tiers.

Number two, add larger pricing gaps between all those tiers to avoid client confusion and overwhelm and them going with the cheaper route.

Number three, add a nice clever name to each plan.

Number four, add a perfect for or great fit for subtitle.

And then number five, make sure you specify and disclose the package terms or commitment length.

So that is what has helped Tom land a recently$5,000 year SEO deal.

So again, huge congrats to Tom.

Thanks, Tom, for being a listener of the show for so long, for being a value member of Pro and for sharing an incredible testimonial, which you can find at joshhall.co slash 413.

Now, if you like this and you're thinking, man, I would love to have Josh look at my offers and get his personal insight on my pricing and my offers to be able to grow in 2026.

Well, my friend, you that does not have to be a pipe dream or a wish that will not come to fruition because it can happen right now if you would like me to coach you.

I have just opened up some coaching spots in Web Designer Pro for the coaching tier.

So the link will be again over at joshhall.co slash 413 for that.

It'll also be below in the description.

Or you can go to webdesigner pro.com slash coaching and you can join us.

The coaching tier is open.

I have just been I've been doing a lot of coaching kind of behind the scenes here to kick off 2026 and I've loved it because I'll talk about more of this, but I've seen what's working really well and where our challenges are in web design right now, and particularly when it comes to growing your recurring revenue, I'm seeing stuff like this that's working.

So if you want to build your web design business, make it more profitable, grow and scale your way, build your recurring revenue, but not with hypothetical, like, I hope this helps, or not nonstop cheerleader-like advice from Chat GPT.

I'm sure a lot of you have probably tried coaching with ChatGPT.

I'm guessing it leads to overwhelm really quickly because it's just a never-ending cycle of, oh, you could do this, or you could do this, or you could do this.

That is exactly what my coaching and how my coaching is different because this is all literal real world stuff working today in January of 2026.

So I'm ready to help you as well.

You can go to webdesignerpro.com slash coaching to join.

The coaching tier is open.

You can lock in the 2020 25 or the 25, wait, the 2025 rate.

There it is, which is$199 a month.

Or if you would like to get a one-on-one private coaching call with me, that's an hour, you can do the annual option.

And that will, it's currently$19.99 a month for annual, which will give us a chance to do a one-on-one private coaching call at any point during your membership.

So you can lock in the 2025 rate before it goes up here in Q1.

When you join coaching, the way this will work is when you join, uh, you'll get an automated DM from me asking a few questions.

And I want to hear from you about where you're at with your business and then where your challenges are.

And I'm actually going to give you a personalized Loom video with recommendations and next steps for Q1.

And then we can have some back and forth because you and I have a 24-7 direct message coaching line together when you're a coaching tier member of Pro.

Also, when you're a coaching tier member of Pro, you get access to our weekly group coaching calls, which are so freaking fun.

We really have a good time.

We're borderline, semi-professional, but we we talk about the important stuff and we have a great time together.

We do hot seats, which are like little mini coaching sessions with members.

Uh, if you've been a listener for a while, you've heard some of those repurposed on the podcast.

You get a chance to hear from pros who are growing their business at all stages, by the way.

The coaching tier, you as of now, there's no application or limits as far as revenue ranges to join, but you're gonna get with people who are just serious about growing and sharing what's working.

And those pro those calls, those coaching calls are private.

So we talk about numbers and stuff that you're not gonna hear generally here on the podcast unless I share a case study or a win like we did here in this one.

So we get access to our weekly coaching calls, and you can actually join me live for those and come up on hot seats if you want to talk shop.

I do quarterly check ins for all coaching tier members to hear about how the year is going.

That's what I'm getting caught up on right now, which is uh our our annual check in to set goals for 2026.

And then again, you can do the annual option as of now to get a one hour private one-on-one coaching session with me, just like Tom had here recently.

So join coaching if you want coaching with me and you want to get results like Tom's getting and you want to get my personal insight on your business and you want to hear from somebody who knows what's working today.

I'd love to help you grow your business in 2026.

Webdesignerpro.com slash coaching is where to go to join us there.

Again, this is pulled from my recent newsletter.

So additionally, if you have not signed up for my newsletter, head over to joshhall.co slash newsletter to get all my uh free advice and tips.

Hope to see you over there.

Thanks for listening.

And again, let's all celebrate Tom on this huge win.

And Tom here is to selling many more of these in 2026, my friend.

I'll see you over in pro.

And I hope to see you as a listener over in pro as well.

And I hope to be able to coach you in your web design business this year.

ASAP is possible so we can have some fun and start growing together.

Cheers, my friend.