| Topic | Presenter | Summary | Duration |
| --------------------------------------------------- | --------- | -------------------------------------------------------------------------------------------------------- | -------- |
| Scripting, Pitching and Rebuttal Training with SDRs | Jeremy H. | This is a video from a training Jeremy held with the SDRs that covers scripting, pitching and rebuttals. | 33:00 |
00:00:07.200 --> 00:00:08.502 Tyler, let's just let's just role00:00:08.502 --> 00:00:10.132 play this out. 'cause Dan wasn't00:00:10.132 --> 00:00:12.400 here for for part of this so.00:00:12.400 --> 00:00:14.780 However you intro the call.00:00:14.780 --> 00:00:16.411 Hey Tyler, how you doing and then00:00:16.411 --> 00:00:18.200 you shut up or whatever do that.00:00:18.200 --> 00:00:19.724 So Tyler, like I said my00:00:19.724 --> 00:00:20.740 name is Jeremy Howell.00:00:20.740 --> 00:00:22.168 I'm calling from clarity00:00:22.168 --> 00:00:24.116 ventures here at Austin, so.00:00:24.116 --> 00:00:28.244 I myself as well as my team work.00:00:28.250 --> 00:00:30.955 Specifically with clients that are00:00:30.955 --> 00:00:33.119 using different ecommerce platforms00:00:33.119 --> 00:00:35.690 such as Shopify or Big Commerce.00:00:35.690 --> 00:00:37.158 But fundamentally the commonality00:00:37.158 --> 00:00:39.360 between them is they are being00:00:39.418 --> 00:00:41.310 charged transactional based fees.00:00:41.310 --> 00:00:42.920 So this is how Shopify's00:00:42.920 --> 00:00:44.208 making their money is.00:00:44.210 --> 00:00:46.004 Every time you process the customers00:00:46.004 --> 00:00:47.523 payment they're taking a percentage00:00:47.523 --> 00:00:49.441 of that and what we've seen with00:00:49.441 --> 00:00:51.212 the increase in E commerce over the00:00:51.212 --> 00:00:53.203 last couple of years is that these00:00:53.203 --> 00:00:54.607 transactional fees are getting00:00:54.607 --> 00:00:56.471 higher and higher and so just00:00:56.471 --> 00:00:58.214 to give you a real example from.00:00:58.220 --> 00:00:59.558 What we've seen in the last,00:00:59.560 --> 00:01:00.096 you know,00:01:00.096 --> 00:01:02.240 18 months is we had a client who00:01:02.305 --> 00:01:04.220 was selling bikes and obviously00:01:04.220 --> 00:01:06.135 bikes became a hot commodity00:01:06.199 --> 00:01:08.114 during COVID and we're being00:01:08.114 --> 00:01:10.740 charged about $40,000 per quarter.00:01:10.740 --> 00:01:12.600 Justin transactional fees.00:01:12.600 --> 00:01:14.553 Now I'm not sure if that's something00:01:14.553 --> 00:01:16.318 that your team is dealing with,00:01:16.320 --> 00:01:18.252 so this is the fundamental question I'm00:01:18.252 --> 00:01:20.378 reaching out is is your team dealing00:01:20.378 --> 00:01:21.938 with these high transactional fees?00:01:21.940 --> 00:01:23.380 And I don't need a number on that,00:01:23.380 --> 00:01:24.200 and then they're going to00:01:24.200 --> 00:01:24.856 say whatever they say,00:01:24.860 --> 00:01:26.946 so Tyler give me something on that.00:01:26.950 --> 00:01:29.568 Yeah, we are dealing with a high00:01:29.568 --> 00:01:31.020 transactional fees right now.00:01:31.020 --> 00:01:32.820 OK, so just to confirm,00:01:32.820 --> 00:01:33.900 are you using Shopify?00:01:33.900 --> 00:01:36.000 Are using big commerce a different platform?00:01:36.000 --> 00:01:38.400 Similar model, big commerce.00:01:38.400 --> 00:01:39.000 OK,00:01:39.000 --> 00:01:39.347 understood,00:01:39.347 --> 00:01:39.694 understood,00:01:39.694 --> 00:01:42.470 so just an additional question on that is00:01:42.524 --> 00:01:44.819 do you feel like just from a general level?00:01:44.820 --> 00:01:46.266 Transactional fees aside,00:01:46.266 --> 00:01:48.676 do you feel like Bigcommerce00:01:48.676 --> 00:01:50.530 is meeting your needs?00:01:50.530 --> 00:01:53.234 Or you know if there was money aside,00:01:53.240 --> 00:01:55.310 we weren't talking about that?00:01:55.310 --> 00:01:56.662 Are there tangible improvements00:01:56.662 --> 00:01:58.690 that you see that your team00:01:58.748 --> 00:02:00.408 can make within the platform?00:02:00.410 --> 00:02:00.710 Well,00:02:00.710 --> 00:02:01.310 I mean,00:02:01.310 --> 00:02:03.110 we're definitely comfortable with how the00:02:03.110 --> 00:02:05.009 platform itself has been operating for us.00:02:05.010 --> 00:02:05.219 OK,00:02:05.219 --> 00:02:06.682 so really just kind of comes down00:02:06.682 --> 00:02:07.991 to we're we're getting charged a00:02:07.991 --> 00:02:09.710 lot for the use of the platform,00:02:09.710 --> 00:02:11.600 and that's a little problematic for you.00:02:13.610 --> 00:02:15.977 OK, got it. Well here's what I might suggest.00:02:15.980 --> 00:02:17.780 This is worked really well.00:02:17.780 --> 00:02:19.060 It just to give you a little background.00:02:19.060 --> 00:02:21.598 We've been in business 16 years we we are00:02:21.598 --> 00:02:22.955 predominantly an ecommerce and integration00:02:22.955 --> 00:02:25.518 shop so we have a lot of experience here.00:02:25.520 --> 00:02:28.130 What I typically recommend in these00:02:28.130 --> 00:02:30.320 situations is that we set up a brief00:02:30.320 --> 00:02:32.353 review call or a brief complementary00:02:32.353 --> 00:02:34.537 strategy call complimentary discovery,00:02:34.540 --> 00:02:37.696 call whatever strategy call works best.00:02:37.700 --> 00:02:39.887 And the purpose of this is to bring in00:02:39.887 --> 00:02:42.267 one of my one of our E commerce experts.00:02:42.270 --> 00:02:45.598 And. Based on our 16 years of experience,00:02:45.600 --> 00:02:47.264 we can learn a little bit about your00:02:47.264 --> 00:02:49.420 business, what the core needs are,00:02:49.420 --> 00:02:51.289 and then we can make recommendations to00:02:51.289 --> 00:02:52.989 you for various different platforms that00:02:52.989 --> 00:02:55.324 exist on the market where you can get00:02:55.324 --> 00:02:57.196 beyond those types of transactional fees.00:02:57.200 --> 00:02:58.944 So this could be,00:02:58.944 --> 00:03:00.474 you know, Full disclosure.00:03:00.474 --> 00:03:02.436 We have an ecommerce solution if00:03:02.436 --> 00:03:04.099 you're spending any amount of money00:03:04.100 --> 00:03:05.495 similar to that thirty $40,000
00:03:05.495 --> 00:03:07.420 a quarter range that I sent you,00:03:07.420 --> 00:03:09.540 you're going to realize the return on your00:03:09.540 --> 00:03:11.825 investment within 2 1/2 months, right?00:03:11.825 --> 00:03:12.950 So?00:03:12.950 --> 00:03:14.480 Is that something that would00:03:14.480 --> 00:03:16.010 be beneficial to your team?00:03:16.010 --> 00:03:16.781 And of course,00:03:16.781 --> 00:03:17.809 whatever recommendations we make,00:03:17.810 --> 00:03:19.084 whether you work with us or not,00:03:19.090 --> 00:03:20.340 it's entirely up to you.00:03:20.340 --> 00:03:22.684 We just want to give you some information00:03:22.690 --> 00:03:24.914 and let's see if there might be a00:03:24.914 --> 00:03:27.208 solution to kind of sidestep this cost.00:03:27.210 --> 00:03:29.130 Does that sound reasonable?00:03:29.130 --> 00:03:32.710 Yeah, definitely sounds reasonable.00:03:32.710 --> 00:03:34.558 OK, well it sounds like you have an00:03:34.558 --> 00:03:36.115 objection there. Was there something?00:03:36.115 --> 00:03:39.008 That we want to talk about before I00:03:39.008 --> 00:03:40.940 get this setup for us. Uhm, yeah.00:03:40.940 --> 00:03:42.390 And like I said earlier.00:03:42.390 --> 00:03:42.920 I mean,00:03:42.920 --> 00:03:44.245 we're definitely comfortable with how00:03:44.245 --> 00:03:45.984 big commerce has been, you know, set up.00:03:45.984 --> 00:03:47.659 We spent a lot of time developing it.00:03:47.660 --> 00:03:48.045 It's.00:03:48.045 --> 00:03:50.355 You know something that we aren't00:03:50.355 --> 00:03:52.160 the most comfortable changing.00:03:52.160 --> 00:03:53.640 We've actually tried different solutions00:03:53.640 --> 00:03:55.540 previously to getting into big commerce,00:03:55.540 --> 00:03:56.716 and that's why we've been with00:03:56.716 --> 00:03:57.740 big commerce for so long.00:03:57.740 --> 00:03:59.990 Because it's been working great.00:03:59.990 --> 00:04:04.070 What did you try previously that didn't work?00:04:04.070 --> 00:04:05.210 You know we tried Shopify.00:04:05.210 --> 00:04:07.982 We actually also had a custom00:04:07.982 --> 00:04:10.590 developed solution in the past and00:04:10.590 --> 00:04:12.630 then that was right before getting00:04:12.630 --> 00:04:14.200 into big commerce as well.00:04:14.200 --> 00:04:15.523 And what would you say you know00:04:15.523 --> 00:04:16.679 between the the various different00:04:16.679 --> 00:04:17.775 options that you tried?00:04:17.780 --> 00:04:19.775 What would you say is kind of00:04:19.775 --> 00:04:21.269 the commonality between why those00:04:21.269 --> 00:04:22.729 systems didn't work for you?00:04:22.730 --> 00:04:23.220 Uhm,00:04:23.220 --> 00:04:28.810 it was more so just actually having come.00:04:28.810 --> 00:04:31.148 It worked with our back end systems.00:04:31.150 --> 00:04:31.987 Uh, you know,00:04:31.987 --> 00:04:33.940 there was just a lot of integration00:04:34.004 --> 00:04:36.228 problems that were going on and got it.00:04:36.230 --> 00:04:37.064 Just it was.00:04:37.064 --> 00:04:39.494 It was more so a hassle than it00:04:39.494 --> 00:04:40.310 was productive.00:04:40.310 --> 00:04:41.993 Got it OK so just to kind of give00:04:41.993 --> 00:04:43.862 you a lay of the land here and again00:04:43.862 --> 00:04:45.739 this is just based on my experience.00:04:45.740 --> 00:04:46.290 You know,00:04:46.290 --> 00:04:47.390 partnering with clients very00:04:47.390 --> 00:04:48.813 similar to you is.00:04:48.813 --> 00:04:51.778 With your common ecommerce solutions,00:04:51.780 --> 00:04:53.688 you've got Shopify,00:04:53.688 --> 00:04:54.324 WooCommerce,00:04:54.324 --> 00:04:54.960 Bigcommerce,00:04:54.960 --> 00:04:56.577 you know you. You name it right?00:04:56.580 --> 00:04:58.242 Some of these more standardized run00:04:58.242 --> 00:05:00.480 of the Mill E Commerce solutions.00:05:00.480 --> 00:05:02.736 They are a multi tenancy platform.00:05:02.740 --> 00:05:04.312 Means it's one code base that00:05:04.312 --> 00:05:05.900 serves everyone of their customers.00:05:05.900 --> 00:05:07.588 So if you Tyler were to go to00:05:07.588 --> 00:05:09.422 Shopify or big commerce and say hey00:05:09.422 --> 00:05:11.250 we need this very specific feature,00:05:11.250 --> 00:05:13.086 they're gonna tell you sorry we're00:05:13.086 --> 00:05:15.720 not gonna do that development work for00:05:15.720 --> 00:05:17.983 everybody that uses big commerce, right?00:05:17.983 --> 00:05:20.092 It's a multi tenancy platform, one code base.00:05:20.092 --> 00:05:21.868 For everybody, Jack of all trades,00:05:21.868 --> 00:05:23.143 master master of none.00:05:23.143 --> 00:05:25.390 The second piece that I would mention00:05:25.452 --> 00:05:27.330 to you is the integration side.00:05:27.330 --> 00:05:29.340 So when you're looking at something00:05:29.340 --> 00:05:31.195 like Shopify, Shopify has less00:05:31.195 --> 00:05:32.775 than 1000 endpoints available.00:05:32.780 --> 00:05:34.690 Endpoints are data points, right?00:05:34.690 --> 00:05:37.392 It's the fields within the system that00:05:37.392 --> 00:05:39.639 contain a customer street address.00:05:39.640 --> 00:05:40.756 The city that they live in,00:05:40.760 --> 00:05:41.636 the state that they live in.00:05:41.640 --> 00:05:43.190 There's three endpoints for you,00:05:43.190 --> 00:05:44.900 so Shopify has about, you know,00:05:44.900 --> 00:05:47.662 let's say less than 1000 of those in my00:05:47.662 --> 00:05:50.368 ecommerce platform we have over 10,000.00:05:50.370 --> 00:05:50.902 Available endpoints,00:05:50.902 --> 00:05:52.498 I'm pretty sure that number has00:05:52.498 --> 00:05:54.036 grown since the last time I looked,00:05:54.040 --> 00:05:56.986 so just to directly, kind of.00:05:56.990 --> 00:05:59.630 Tell you this based on what I'm hearing,00:05:59.630 --> 00:06:00.830 there's two issues,00:06:00.830 --> 00:06:01.630 one integration,00:06:01.630 --> 00:06:03.130 where we can solve that with00:06:03.130 --> 00:06:04.130 a more robust platform.00:06:04.130 --> 00:06:06.385 2 You're getting charged pretty00:06:06.385 --> 00:06:07.738 hefty transactional fees.00:06:07.740 --> 00:06:09.777 Which we can solve with my platform00:06:09.777 --> 00:06:12.296 because we don't have those clarity or00:06:12.296 --> 00:06:14.600 unique competitive advantage beyond00:06:14.600 --> 00:06:16.112 technology or experience and all these00:06:16.112 --> 00:06:18.040 different things is we have a one time cost.00:06:18.040 --> 00:06:19.140 You pay for the platform,00:06:19.140 --> 00:06:21.140 you own it in perpetuity.00:06:21.140 --> 00:06:22.694 So there's gonna be none of that.00:06:22.700 --> 00:06:23.816 And I just want to be clear about that.00:06:23.820 --> 00:06:24.388 So again,00:06:24.388 --> 00:06:26.660 just to come back to the question here,00:06:26.660 --> 00:06:28.556 I think just based on what I'm hearing,00:06:28.560 --> 00:06:30.144 it makes a lot of sense for me00:06:30.144 --> 00:06:31.717 for us to get a call set up.00:06:31.720 --> 00:06:33.376 If you've got your calendar in front of you,00:06:33.380 --> 00:06:35.810 I can get you set up tomorrow on the00:06:35.810 --> 00:06:38.783 22nd at 10:00 AM with one of our consultants.00:06:38.790 --> 00:06:40.428 Would that time work out for you00:06:40.428 --> 00:06:42.194 just to make sure we get something00:06:42.194 --> 00:06:45.390 on the books here object?00:06:45.390 --> 00:06:45.871 Honestly,00:06:45.871 --> 00:06:48.276 10 tomorrow doesn't exactly work.00:06:48.280 --> 00:06:51.080 Maybe want somebody on the team with me,00:06:51.080 --> 00:06:53.132 but I also kinda wanna take this to one00:06:53.132 --> 00:06:55.480 of my heroes before we even get that far.00:06:55.480 --> 00:06:55.671 OK,00:06:55.671 --> 00:06:57.199 well what we can do is of course00:06:57.199 --> 00:06:58.672 we're going to record the discussion00:06:58.672 --> 00:07:00.233 and we can provide that documentation00:07:00.233 --> 00:07:01.925 that I mentioned to you previously00:07:01.925 --> 00:07:03.533 will give you a call recording00:07:03.533 --> 00:07:05.290 and I think it might help have00:07:05.344 --> 00:07:06.999 that discussion with your team,00:07:07.000 --> 00:07:07.744 'cause it sounds like.00:07:07.744 --> 00:07:09.463 I mean, I'm if we're being honest, Tyler.00:07:09.463 --> 00:07:10.884 I'm kind of having to, you know,00:07:10.884 --> 00:07:13.450 put on my sales guy hat here and kind of,00:07:13.450 --> 00:07:15.079 you know, sell this to you a little bit,00:07:15.080 --> 00:07:15.397 right?00:07:15.397 --> 00:07:17.299 So it's probably fair that that's00:07:17.299 --> 00:07:19.272 gonna be an opinion that your00:07:19.272 --> 00:07:21.491 higher ups are going to also have.00:07:21.500 --> 00:07:22.655 So my suggestion would be is that00:07:22.655 --> 00:07:24.199 if we can just get this call set up?00:07:24.200 --> 00:07:26.624 Like I said, 30 minutes of your time.00:07:26.630 --> 00:07:28.328 We'll give you all this information,00:07:28.330 --> 00:07:30.319 and that's going to empower you to go have00:07:30.319 --> 00:07:32.650 a better conversation with your colleagues.00:07:32.650 --> 00:07:33.214 Most importantly,00:07:33.214 --> 00:07:35.188 if you end up being right here,00:07:35.190 --> 00:07:38.374 you're gonna look like a genius because you,00:07:38.380 --> 00:07:39.315 you know, are potentially saving00:07:39.315 --> 00:07:40.660 your team some money here, right?00:07:40.660 --> 00:07:42.710 So 10 doesn't work tomorrow.00:07:42.710 --> 00:07:44.366 We want to include some people.00:07:44.370 --> 00:07:45.630 Let's say maybe like one o'clock,00:07:45.630 --> 00:07:46.942 maybe something around lunchtime00:07:46.942 --> 00:07:49.193 or the afternoon and they just go00:07:49.193 --> 00:07:51.126 straight back to it object again.00:07:51.126 --> 00:07:53.778 So I mean, we have, you know,00:07:53.778 --> 00:07:55.930 kind of delve down these roads before.00:07:55.930 --> 00:07:57.418 Like I said, we previously did.00:07:57.420 --> 00:07:59.478 Use more of a custom solution.00:07:59.480 --> 00:08:01.650 You know where we had a developer00:08:01.650 --> 00:08:03.480 make you know this design and00:08:03.480 --> 00:08:04.980 make a storefront for us.00:08:04.980 --> 00:08:07.239 And like I said, it just didn't work out.00:08:07.240 --> 00:08:08.960 You know we weren't satisfied00:08:08.960 --> 00:08:10.336 with what we thought.00:08:10.340 --> 00:08:11.987 Got it so it sounds like they were building00:08:11.987 --> 00:08:13.750 something from the ground up, right?00:08:13.750 --> 00:08:15.530 Yeah, absolutely.00:08:15.530 --> 00:08:17.728 OK, I agree with you on that.00:08:17.730 --> 00:08:21.070 Custom development is difficult because00:08:21.070 --> 00:08:23.406 it's custom development and it takes a very,00:08:23.410 --> 00:08:25.230 very specific skill set to do that,00:08:25.230 --> 00:08:25.542 right?00:08:25.542 --> 00:08:27.726 I'm not proposing custom development to you.00:08:27.730 --> 00:08:29.494 What I'm proposing is that we00:08:29.494 --> 00:08:30.376 take my platform,00:08:30.380 --> 00:08:32.487 which is a base set of features00:08:32.487 --> 00:08:34.957 that has 38 base modules that can00:08:34.957 --> 00:08:37.189 be used to extend the platform.00:08:37.190 --> 00:08:38.165 So for instance,00:08:38.165 --> 00:08:40.115 let's say you want to add00:08:40.115 --> 00:08:41.319 invoicing into Shopify.00:08:41.320 --> 00:08:41.526 Well,00:08:41.526 --> 00:08:43.174 you gotta go get a plug in and00:08:43.174 --> 00:08:44.362 you've gotta set these things00:08:44.362 --> 00:08:45.940 up and all that well with us.00:08:45.940 --> 00:08:47.996 You call me and say, hey, we need invoicing.00:08:47.996 --> 00:08:50.159 We snap in the invoicing module so it's00:08:50.159 --> 00:08:51.886 kind of like a bucket of Legos, right?00:08:51.886 --> 00:08:52.630 We dump it out.00:08:52.630 --> 00:08:54.460 We build what you need for00:08:54.460 --> 00:08:55.375 your specific scenario.00:08:55.380 --> 00:08:56.740 I can give you a lot of information.00:08:56.740 --> 00:08:58.119 Probably talk your ear off about this,00:08:58.120 --> 00:08:58.646 but again,00:08:58.646 --> 00:09:00.224 that's why I'm encouraging us to00:09:00.224 --> 00:09:02.163 just get a call set up with one00:09:02.163 --> 00:09:03.674 of our consultants who can give00:09:03.674 --> 00:09:05.312 you the information you need that00:09:05.312 --> 00:09:06.451 is specific to your scenario.00:09:06.451 --> 00:09:07.239 If that makes sense.00:09:07.240 --> 00:09:08.830 So we're not talking about a00:09:08.830 --> 00:09:09.625 custom build here.00:09:09.630 --> 00:09:11.194 We're talking about building00:09:11.194 --> 00:09:13.149 a tailored solution based upon00:09:13.149 --> 00:09:15.606 our core set of features and00:09:15.606 --> 00:09:17.206 functionalities that is specific.00:09:17.210 --> 00:09:19.090 To your teams need again this is going00:09:19.090 --> 00:09:20.939 to help solve the transactional problem00:09:20.939 --> 00:09:22.931 and give you a better opportunity00:09:22.983 --> 00:09:25.174 to integrate with your back office systems.00:09:25.180 --> 00:09:25.648 So again,00:09:25.648 --> 00:09:27.286 just to quickly circle back on this,00:09:27.290 --> 00:09:28.626 something in the afternoon00:09:28.626 --> 00:09:30.300 maybe 2:00 o'clock.00:09:30.300 --> 00:09:31.640 Yeah, absolutely.00:09:31.640 --> 00:09:32.310 Yeah,00:09:32.310 --> 00:09:32.724 see.00:09:32.724 --> 00:09:35.622 So the the whole the whole purpose00:09:35.622 --> 00:09:38.126 is always pivot back to the to the00:09:38.126 --> 00:09:40.524 to the review call and then the00:09:40.524 --> 00:09:44.370 secondary piece of it is is ask why what was?00:09:44.370 --> 00:09:47.065 Person that we were talking about before.00:09:47.070 --> 00:09:48.606 Dan came in oh Oh yeah,00:09:48.610 --> 00:09:50.450 if you objected to that one more time,00:09:50.450 --> 00:09:53.439 what I would have said was. Listen, we we.00:09:53.439 --> 00:09:55.077 We've talked here a little bit00:09:55.077 --> 00:09:57.089 and I really appreciate your time.00:09:57.090 --> 00:09:58.770 Let me ask you just the00:09:58.770 --> 00:09:59.890 bottom line question here.00:09:59.890 --> 00:10:01.630 You're dealing with the transactional piece.00:10:01.630 --> 00:10:03.748 You're dealing with the integration piece.00:10:03.750 --> 00:10:06.480 What needs to change from the conversation00:10:06.480 --> 00:10:09.180 we had today in order for you to feel00:10:09.180 --> 00:10:10.885 more open to setting this discussion00:10:10.885 --> 00:10:13.083 up just based on what I'm hearing,00:10:13.090 --> 00:10:14.987 I see two major areas of improvement00:10:14.987 --> 00:10:16.708 that we can support you on.00:10:16.710 --> 00:10:19.640 So directly asking the question.00:10:19.640 --> 00:10:21.824 What needs to change from this discussion00:10:21.824 --> 00:10:24.680 for you to be more willing to pursue this?00:10:27.910 --> 00:10:29.080 And then they would say00:10:29.080 --> 00:10:30.250 whatever they're going to say.00:10:30.250 --> 00:10:31.818 And you can either deal with it00:10:31.818 --> 00:10:33.527 or you cannot deal with it, but.00:10:33.527 --> 00:10:35.549 It's if they're gonna give you00:10:35.549 --> 00:10:38.940 some ***** **** like. Well.00:10:42.770 --> 00:10:44.494 We're just not interested00:10:44.494 --> 00:10:45.787 in changing anything.00:10:45.790 --> 00:10:49.515 OK, so and to me what I'm hearing is00:10:49.515 --> 00:10:51.240 that you're paying the transactional00:10:51.240 --> 00:10:54.747 fees and there is nothing on your team's00:10:54.747 --> 00:10:57.225 radar about reducing a 30 to $40,000
00:10:57.225 --> 00:11:00.550 quarterly cost with your E commerce solution.00:11:00.550 --> 00:11:02.509 Is that correct?00:11:02.510 --> 00:11:03.728 Yeah, that's correct.00:11:03.728 --> 00:11:06.340 OK, well, I really appreciate your time.00:11:06.340 --> 00:11:09.284 You know if if ever you your team00:11:09.284 --> 00:11:11.626 is looking to course correct00:11:11.626 --> 00:11:14.318 in that transactional problem,00:11:14.320 --> 00:11:15.128 we'd love to help.00:11:15.128 --> 00:11:16.819 We'd love to talk to you about it,00:11:16.820 --> 00:11:18.782 but obviously I don't want to00:11:18.782 --> 00:11:20.202 waste your time. Of course,00:11:20.202 --> 00:11:22.300 you know I don't wanna waste my time either,00:11:22.300 --> 00:11:23.672 and so I don't want to be00:11:23.672 --> 00:11:24.986 disrespectful of you. Bottom line.00:11:24.986 --> 00:11:26.438 Appreciate your time today.00:11:26.440 --> 00:11:28.012 I'll send you an email with00:11:28.012 --> 00:11:28.798 my contact information.00:11:28.800 --> 00:11:29.640 Feel free to reach out to00:11:29.640 --> 00:11:30.539 me at anytime we can help.00:11:30.540 --> 00:11:31.804 Thanks so much, Tyler.00:11:31.804 --> 00:11:36.088 Have a great day. And I hang up on him.00:11:36.090 --> 00:11:38.284 Then hang up on him straight up.00:11:38.284 --> 00:11:39.406 Don't even let him say bye.00:11:39.410 --> 00:11:43.140 Just hang up on him. Yeah.00:11:43.140 --> 00:11:44.184 Because think about it.00:11:44.184 --> 00:11:46.090 They just said that they're an idiot.00:11:46.090 --> 00:11:46.802 Out loud.00:11:46.802 --> 00:11:48.508 I mean, I mean, yeah,00:11:48.508 --> 00:11:49.898 like to your face literally00:11:49.898 --> 00:11:51.698 said like you know 3040% are,00:11:51.698 --> 00:11:53.332 I mean at 3040% savings.00:11:53.332 --> 00:11:55.970 You know, in 1/4 doesn't make sense for us.00:11:55.970 --> 00:11:58.148 Oh it doesn't.00:11:58.150 --> 00:12:00.222 Spend money, yeah yeah.00:12:00.222 --> 00:12:01.950 I mean it costs money to make money,00:12:01.950 --> 00:12:03.252 so we're just going to keep00:12:03.252 --> 00:12:04.410 dropping 3040 grand every month.00:12:04.410 --> 00:12:06.828 And you know, or every quarter.00:12:06.830 --> 00:12:09.195 OK, well you're probably gonna00:12:09.195 --> 00:12:11.910 be a terrible client for me.00:12:11.910 --> 00:12:14.019 And no disrespect,00:12:14.019 --> 00:12:16.128 but you're dumb.00:12:16.130 --> 00:12:18.270 Really.00:12:18.270 --> 00:12:19.774 Yeah, I mean obviously you can't say that00:12:19.774 --> 00:12:21.609 to him 'cause you don't want to abuse them,00:12:21.610 --> 00:12:24.010 but but I mean, I just.00:12:24.010 --> 00:12:25.546 If somebody were to say that to me,00:12:25.550 --> 00:12:27.166 I would probably end up laughing at them.00:12:27.170 --> 00:12:29.123 I mean, I just gonna be honest with you.00:12:29.130 --> 00:12:30.020 Uhm, wait.00:12:30.020 --> 00:12:32.245 Wait, wait, can I just?00:12:32.250 --> 00:12:33.524 Can I just circle back on that?00:12:33.530 --> 00:12:36.710 You're spending 30 grand 1/4 and you00:12:36.710 --> 00:12:39.050 don't need to solve that problem.00:12:39.050 --> 00:12:40.625 That's $120,000 a year that00:12:40.625 --> 00:12:42.680 you guys are spending on your00:12:42.680 --> 00:12:44.283 ecommerce platform for $100,000.00:12:44.283 --> 00:12:47.640 I can build you one of the most robust00:12:47.725 --> 00:12:50.450 complex multi site customer portal,00:12:50.450 --> 00:12:52.534 self service payments integrated.00:12:52.534 --> 00:12:54.618 Integrate your ERP system.00:12:54.620 --> 00:12:56.475 Integrate every system that you have in00:12:56.475 --> 00:12:58.337 every system that you wish that you had,00:12:58.340 --> 00:13:00.195 and it's still gonna cost00:13:00.195 --> 00:13:02.050 you less than 100 grand.00:13:02.050 --> 00:13:03.646 I'm just confused.00:13:03.646 --> 00:13:04.710 You know,00:13:04.710 --> 00:13:07.446 that's that's the perspective I take to it,00:13:07.450 --> 00:13:08.102 you know?00:13:08.102 --> 00:13:10.384 Yeah, it's gonna backfire on you yeah,00:13:10.390 --> 00:13:11.566 somebody's gonna call you out and00:13:11.566 --> 00:13:13.052 they're gonna get ****** but OK.00:13:13.052 --> 00:13:16.170 I mean if you're gonna get upset about it.00:13:16.170 --> 00:13:17.626 You know, maybe you you need to00:13:17.626 --> 00:13:19.168 change this more than what you think.00:13:19.170 --> 00:13:21.550 Maybe it's it's not the right thing.00:13:21.550 --> 00:13:22.622 Maybe you're actually really00:13:22.622 --> 00:13:23.426 upset about this.00:13:23.430 --> 00:13:24.126 You know,00:13:24.126 --> 00:13:25.170 I don't know.00:13:25.170 --> 00:13:26.650 Maybe it's just a conversation you don't want00:13:26.650 --> 00:13:28.287 to have because you're that upset about it,00:13:28.290 --> 00:13:31.470 but yeah.00:13:31.470 --> 00:13:33.355 So the bottom line takeaways00:13:33.355 --> 00:13:34.486 from this conversation,00:13:34.490 --> 00:13:35.750 talk about the transactional's.00:13:35.750 --> 00:13:37.325 Use that to open hand,00:13:37.330 --> 00:13:39.018 slap them in the face and get them00:13:39.018 --> 00:13:40.748 to stop and pay attention to you.00:13:40.750 --> 00:13:42.070 And they're just asking the question.00:13:42.070 --> 00:13:44.128 So regardless of what platform you're on,00:13:44.130 --> 00:13:45.670 or regardless of what the number is,00:13:45.670 --> 00:13:47.392 are you guys dealing with these types00:13:47.392 --> 00:13:48.590 of transactional fees and is it?00:13:48.590 --> 00:13:50.284 Is it? And if they say yes,00:13:50.290 --> 00:13:51.970 is that problematic for your business?00:13:51.970 --> 00:13:53.248 If that was not the case,00:13:53.250 --> 00:13:54.486 would you feel better?00:13:54.486 --> 00:13:56.820 And then they're gonna say in theory,00:13:56.820 --> 00:13:59.016 yes, OK if that's the case,00:13:59.020 --> 00:14:00.098 then let me ask a couple questions.00:14:00.100 --> 00:14:01.250 What platform are you on?00:14:01.250 --> 00:14:03.770 OK, cool, you're on that platform.00:14:03.770 --> 00:14:05.894 In a perfect world.00:14:05.894 --> 00:14:06.956 Money aside.00:14:06.960 --> 00:14:10.128 Is the platform meeting all of your needs?00:14:10.130 --> 00:14:11.818 Or do you wish that there were things00:14:11.818 --> 00:14:13.500 that were different and then they say we00:14:13.500 --> 00:14:14.690 wish there were things were different?00:14:14.690 --> 00:14:16.940 OK, have you guys tried to00:14:16.940 --> 00:14:18.440 address these problems before?00:14:18.440 --> 00:14:21.400 Have you attempted to solve any of this?00:14:21.400 --> 00:14:22.420 And they say whatever they say,00:14:22.420 --> 00:14:24.508 OK, and how did that work?00:14:24.510 --> 00:14:25.176 Cool, got it.00:14:25.176 --> 00:14:27.010 Now I've got the ammunition that I need.00:14:27.010 --> 00:14:30.706 So in all the rebuttals you gave me,00:14:30.710 --> 00:14:31.622 I leveraged that.00:14:31.622 --> 00:14:33.446 You agreed that the transactional fees00:14:33.446 --> 00:14:35.296 were there and I leveraged the fact00:14:35.296 --> 00:14:37.300 that you offered up information to me00:14:37.300 --> 00:14:39.026 about the integration not working and00:14:39.026 --> 00:14:40.114 not being able to get what you want.00:14:40.120 --> 00:14:41.285 It became more hassle than00:14:41.285 --> 00:14:42.450 what than what you need,00:14:42.450 --> 00:14:44.940 so I just poked that over and00:14:44.940 --> 00:14:46.165 over and over and say This is00:14:46.165 --> 00:14:47.388 why I want to set up a call.00:14:47.390 --> 00:14:48.038 Does that make sense?00:14:50.890 --> 00:14:53.062 Cool thoughts, do backs,00:14:53.062 --> 00:14:54.551 feeling feelings, whatever.00:14:54.551 --> 00:14:56.556 Definitely glad we recorded this00:14:56.556 --> 00:14:58.454 because I'm literally the thing00:14:58.454 --> 00:15:00.072 I copy and paste to do before00:15:00.072 --> 00:15:01.284 right before Dan got in here,00:15:01.290 --> 00:15:02.973 I'm just going to kind of go back to00:15:02.973 --> 00:15:04.599 this call recording and just literally00:15:04.599 --> 00:15:06.501 peel that whole thing apart and do00:15:06.501 --> 00:15:09.069 your intro and I'll send it your way00:15:09.069 --> 00:15:11.714 and we can do some feedback on it.00:15:11.720 --> 00:15:14.520 SHO nuff so it looks like you00:15:14.520 --> 00:15:17.729 guys got a training day today.00:15:17.730 --> 00:15:19.270 What did Phil say here?00:15:19.270 --> 00:15:23.756 Yeah, it said a train it up cool OK00:15:23.756 --> 00:15:26.474 I see what you're saying alright?00:15:26.480 --> 00:15:27.859 Dan, you kind of came into this00:15:27.859 --> 00:15:29.197 one on the back end of it.00:15:29.200 --> 00:15:33.304 Let's let's get your perspective on all this.00:15:33.310 --> 00:15:35.347 I am this is kind of what00:15:35.347 --> 00:15:36.830 I've been wanting to hear.00:15:36.830 --> 00:15:38.648 Is that that kind of stuff?00:15:38.650 --> 00:15:40.564 How do I kind of rebuttal00:15:40.564 --> 00:15:42.230 those objections and get some?00:15:42.230 --> 00:15:43.646 Like Tyler was saying,00:15:43.646 --> 00:15:45.416 get something either on recording00:15:45.416 --> 00:15:47.090 or just like mapped out?00:15:47.090 --> 00:15:48.285 'cause that's a those videos00:15:48.285 --> 00:15:49.480 we've been watching and stuff.00:15:49.480 --> 00:15:51.286 We talked a lot about that00:15:51.286 --> 00:15:52.630 and that's been on my mind.00:15:52.630 --> 00:15:54.726 A lot is just building out or mapping00:15:54.726 --> 00:15:56.876 out kind of responses that you pretty00:15:56.876 --> 00:15:58.790 much just went through and demo.00:15:58.790 --> 00:15:59.810 Dial for us.00:15:59.810 --> 00:16:01.170 So that's that's perfect.00:16:01.170 --> 00:16:02.535 Like when Tyler was saying I need00:16:02.535 --> 00:16:03.829 to take 00:16:03.830 --> 00:16:06.728 And have it like at the ready.00:16:06.730 --> 00:16:08.746 'cause a lot of that's where I00:16:08.746 --> 00:16:10.966 get shut down or lost or just00:16:10.966 --> 00:16:12.892 can't think of something as fluid00:16:12.962 --> 00:16:14.929 at the in the moment at least.00:16:14.930 --> 00:16:16.590 Sure, well let's I mean,00:16:16.590 --> 00:16:18.650 let's work on that so.00:16:18.650 --> 00:16:23.240 Let's do, uhm, Tyler, you are.00:16:23.240 --> 00:16:24.936 You've been in this call longer with me,00:16:24.940 --> 00:16:25.920 so let's start with you.00:16:25.920 --> 00:16:27.920 But let's just role play this stuff out.00:16:27.920 --> 00:16:29.186 We'll just go through it the00:16:29.186 --> 00:16:30.519 same way that I just did.00:16:30.520 --> 00:16:31.972 Throw out thoughts of what you00:16:31.972 --> 00:16:33.487 guys wanna say will build will00:16:33.487 --> 00:16:34.969 build you know a better script00:16:34.969 --> 00:16:36.725 from here based upon how this next00:16:36.725 --> 00:16:38.192 few you know 5-10 minutes goes.00:16:38.192 --> 00:16:39.956 Come and I'm also just by the00:16:39.956 --> 00:16:41.785 way I'm transcribing all this so00:16:41.785 --> 00:16:44.003 you're gonna have all of this in00:16:44.003 --> 00:16:45.795 writing at the end of this call.00:16:45.800 --> 00:16:46.270 So awesome,00:16:46.270 --> 00:16:47.915 that'll make it a lot easier than00:16:47.915 --> 00:16:49.088 listening and going back to it.00:16:52.620 --> 00:16:55.546 So I'll be the I'll be the00:16:55.546 --> 00:16:56.650 client. Tyler, you call me.00:16:58.840 --> 00:17:00.284 Alright, and I mean.00:17:00.284 --> 00:17:02.860 Because just what I have written down,00:17:02.860 --> 00:17:04.932 I have like the original intro and I00:17:04.932 --> 00:17:06.381 definitely like to change that over00:17:06.381 --> 00:17:08.399 to the one that you just went through.00:17:08.400 --> 00:17:10.297 Uh, but because I've just literally been00:17:10.297 --> 00:17:12.259 reading this one over and over and over,00:17:12.260 --> 00:17:14.390 I don't have that yet.00:17:14.390 --> 00:17:15.836 So let's let's work on that.00:17:17.990 --> 00:17:20.685 So Tyler, my name is Jeremy Howell.00:17:20.690 --> 00:17:22.046 I'm calling from clarity00:17:22.046 --> 00:17:24.080 Ventures and myself and my team.00:17:24.080 --> 00:17:27.244 We work with clients and businesses that00:17:27.244 --> 00:17:30.590 are very similar to yours that are using.00:17:30.590 --> 00:17:32.134 Ecommerce platforms that have00:17:32.134 --> 00:17:33.678 a transactional pricing model.00:17:33.680 --> 00:17:35.661 So this is like your Shopify's,00:17:35.661 --> 00:17:37.698 your big commerce and essentially the way00:17:37.698 --> 00:17:39.626 they make money is every time you make00:17:39.626 --> 00:17:41.428 money they take a percentage of that.00:17:41.430 --> 00:17:43.020 Now with the increase of ecommerce00:17:43.020 --> 00:17:44.664 that we've seen in the last00:17:44.664 --> 00:17:45.984 couple of years since COVID.00:17:45.990 --> 00:17:48.576 We are noting that these transactional00:17:48.576 --> 00:17:51.393 fees for many organizations are up into00:17:51.393 --> 00:17:53.548 the right and increasing right so?00:17:53.548 --> 00:17:56.176 We work to find better solutions00:17:56.176 --> 00:17:58.649 that help mitigate and minimize00:17:58.649 --> 00:18:01.324 those types of transactional fees,00:18:01.330 --> 00:18:02.429 so let me give you an example.00:18:02.430 --> 00:18:04.878 One of our clients came to us and00:18:04.878 --> 00:18:07.521 was paying about $40,000 a quarter.00:18:07.521 --> 00:18:09.669 Justin transactional fees because00:18:09.669 --> 00:18:11.280 they sold bicycles,00:18:11.280 --> 00:18:14.936 which became a hot commodity in 2020.00:18:14.936 --> 00:18:17.148 So just to directly ask you this00:18:17.148 --> 00:18:19.454 question is your team dealing with00:18:19.454 --> 00:18:21.459 these types of transactional fees?00:18:24.980 --> 00:18:28.088 Yeah, I mean honestly we are,00:18:28.090 --> 00:18:29.458 but it's not all the time.00:18:29.460 --> 00:18:30.282 It's you know.00:18:30.282 --> 00:18:32.200 But when things get a little busy,00:18:32.200 --> 00:18:33.940 obviously this time of year,00:18:33.940 --> 00:18:35.296 you know we're definitely up there.00:18:35.300 --> 00:18:36.620 But you know, off months and00:18:36.620 --> 00:18:37.500 everything throughout the summer.00:18:37.500 --> 00:18:42.428 It's really, really not that bad.00:18:42.430 --> 00:18:44.050 OK, well let's focus on.00:18:44.050 --> 00:18:45.450 When it does get bad.00:18:45.450 --> 00:18:47.949 So when you say it gets bad,00:18:47.950 --> 00:18:50.848 what gets bad the the transactional fees?00:18:50.850 --> 00:18:52.902 You know we do deal with, you know.00:18:52.902 --> 00:18:55.278 During his holiday months and everything,00:18:55.280 --> 00:18:57.720 it does get to like $20,000 a quarter or so.00:18:57.720 --> 00:19:00.152 But like I said during the off months00:19:00.152 --> 00:19:03.950 where it's really not even noticeable.00:19:03.950 --> 00:19:04.254 Got it,00:19:04.254 --> 00:19:05.919 but when you I bet I'm willing to bet though,00:19:05.920 --> 00:19:08.016 if you were to aggregate that data across00:19:08.016 --> 00:19:09.862 the 12 month period when you have the00:19:09.862 --> 00:19:11.050 busy months you have the slow months,00:19:11.050 --> 00:19:13.538 it's still adding up to 30 forty, $50,000.00:19:13.538 --> 00:19:14.854 And I don't need an exact number,00:19:14.860 --> 00:19:16.010 I'm just really just trying00:19:16.010 --> 00:19:17.450 to make a point like it's.00:19:17.450 --> 00:19:19.076 You're still dealing with a transactional00:19:19.076 --> 00:19:21.446 fees even though you're not in August, right?00:19:21.446 --> 00:19:23.414 Yeah, yeah, absolutely.00:19:23.414 --> 00:19:24.432 OK, OK,00:19:24.432 --> 00:19:27.684 so if I were able to show you a00:19:27.684 --> 00:19:29.100 couple of different solutions00:19:29.100 --> 00:19:30.870 that would offset that cost,00:19:30.870 --> 00:19:32.856 is that a conversation that would00:19:32.856 --> 00:19:34.734 be interesting to your team to00:19:34.734 --> 00:19:36.435 see how we can get away from.00:19:36.440 --> 00:19:39.660 Some of these transactional fees.00:19:39.660 --> 00:19:41.739 Well, I mean.00:19:41.740 --> 00:19:43.595 With how busy we are right now,00:19:43.600 --> 00:19:45.420 it's not something we're exactly00:19:45.420 --> 00:19:47.544 looking at doing dumb, you know,00:19:47.544 --> 00:19:49.536 totally and I'm not asking you.00:19:49.540 --> 00:19:51.472 I'm definitely not asking you to00:19:51.472 --> 00:19:52.880 change away from what you're using,00:19:52.880 --> 00:19:55.016 which by the way, what are you using?00:19:55.016 --> 00:19:57.270 Oh, right now we're using Bigcommerce.00:19:57.270 --> 00:19:57.987 Got it OK,00:19:57.987 --> 00:19:59.660 so I'm not asking you to swap00:19:59.724 --> 00:20:01.100 away from big commerce.00:20:01.100 --> 00:20:03.872 Truly what I'm asking for is your time to00:20:03.872 --> 00:20:06.369 review an alternate series of solutions,00:20:06.370 --> 00:20:07.945 so let me tell you what that looks like00:20:07.945 --> 00:20:09.703 just around the same page with the ask here.00:20:09.710 --> 00:20:11.864 So we offer a complimentary strategy00:20:11.864 --> 00:20:14.442 session based on our 16 years of00:20:14.442 --> 00:20:16.596 experience and the purpose of that00:20:16.596 --> 00:20:18.783 discussion is to document your00:20:18.783 --> 00:20:20.547 requirements and make recommendations00:20:20.547 --> 00:20:21.760 on potential solutions.00:20:21.760 --> 00:20:22.090 Now,00:20:22.090 --> 00:20:22.750 Full disclosure,00:20:22.750 --> 00:20:25.330 I also have an ecommerce solution that is00:20:25.330 --> 00:20:27.234 a direct competitor of big commerce shop.00:20:27.240 --> 00:20:28.760 By all these different folks,00:20:28.760 --> 00:20:31.196 now my platform may not be the00:20:31.196 --> 00:20:32.600 right platform for you,00:20:32.600 --> 00:20:34.693 so the output of this discussion is00:20:34.693 --> 00:20:36.863 going to be me making recommendations00:20:36.863 --> 00:20:38.868 based upon what we discussed00:20:38.868 --> 00:20:41.364 and what we feel would be the00:20:41.364 --> 00:20:42.989 most optimal solution for you.00:20:42.990 --> 00:20:44.196 If you feel like that's mine,00:20:44.200 --> 00:20:45.676 great, we'll help you get away00:20:45.676 --> 00:20:46.660 from these transactional fees.00:20:46.660 --> 00:20:48.658 If not, we'll make some recommendations.00:20:48.660 --> 00:20:50.244 Maybe you wanna make a change00:20:50.244 --> 00:20:51.760 in six months or a year.00:20:51.760 --> 00:20:53.266 We're gonna provide you with the00:20:53.266 --> 00:20:54.749 documentation for you to be able00:20:54.749 --> 00:20:56.039 to make a data driven decision.00:20:56.040 --> 00:20:56.345 Again,00:20:56.345 --> 00:20:58.175 based on our 16 years of00:20:58.175 --> 00:20:59.090 development experience so.00:20:59.090 --> 00:21:00.686 That's how does that sound a00:21:00.686 --> 00:21:01.750 little bit more reasonable,00:21:01.750 --> 00:21:03.906 not ask you to change anything today,00:21:03.910 --> 00:21:05.746 I just wanna get information in front of you.00:21:05.750 --> 00:21:06.908 And when the time is right,00:21:06.910 --> 00:21:08.947 you can look to make those changes.00:21:08.950 --> 00:21:12.106 I mean, information definitely doesn't hurt,00:21:12.110 --> 00:21:14.735 no. Can you send me an email?00:21:14.740 --> 00:21:17.108 I can't let me ask you this though.00:21:17.110 --> 00:21:19.049 I can send you some generalized information.00:21:19.050 --> 00:21:19.955 I'm not sure it's really00:21:19.955 --> 00:21:20.860 gonna check the box here.00:21:20.860 --> 00:21:22.780 What what I'm suggesting that we00:21:22.780 --> 00:21:24.758 do is actually set up a call.00:21:24.760 --> 00:21:27.370 With one of my consultants 1530 minutes.00:21:27.370 --> 00:21:29.195 Let's talk through your needs.00:21:29.200 --> 00:21:30.925 Then we can actually make00:21:30.925 --> 00:21:31.960 real recommendations versus.00:21:31.960 --> 00:21:33.437 I think this is what you need,00:21:33.440 --> 00:21:35.396 so I'd prefer to give you00:21:35.396 --> 00:21:37.100 some some more concrete data.00:21:37.100 --> 00:21:38.756 So let me just ask you if you got00:21:38.756 --> 00:21:40.199 your calendar in front of you,00:21:40.200 --> 00:21:42.072 would you have some time this00:21:42.072 --> 00:21:43.320 afternoon or potentially tomorrow00:21:43.373 --> 00:21:44.955 morning we could jump on a call.00:21:44.960 --> 00:21:46.168 Well like, I mean.00:21:46.168 --> 00:21:47.376 Like I said earlier,00:21:47.380 --> 00:21:49.018 we're just jumping into holiday season here.00:21:49.020 --> 00:21:50.970 I've it's not something we just00:21:50.970 --> 00:21:53.269 really want to start addressing now.00:21:53.270 --> 00:21:53.685 Especially,00:21:53.685 --> 00:21:56.175 you know everybody's gone for the00:21:56.175 --> 00:21:57.994 holidays and we're not sure if we're00:21:57.994 --> 00:22:00.510 ready to do any sort of shifting whatsoever,00:22:00.510 --> 00:22:00.810 really.00:22:00.810 --> 00:22:02.310 You know what we have00:22:02.310 --> 00:22:03.510 definitely works for us.00:22:03.510 --> 00:22:03.835 Yeah,00:22:03.835 --> 00:22:06.136 well like you know in just right at00:22:06.136 --> 00:22:07.347 the top Merry Christmas to you hope.00:22:07.350 --> 00:22:09.534 Hope you have some good plans00:22:09.534 --> 00:22:10.990 coming up but again,00:22:10.990 --> 00:22:11.795 totally understood people are gonna00:22:11.795 --> 00:22:13.051 be in and out of the office for00:22:13.051 --> 00:22:14.542 the rest of the year. Here again.00:22:14.542 --> 00:22:17.314 What I'd suggest is let's just get00:22:17.314 --> 00:22:19.458 something on the calendar and we00:22:19.458 --> 00:22:21.586 can look in first week of January.00:22:21.590 --> 00:22:22.658 Let's get something set up if00:22:22.658 --> 00:22:23.889 that's gonna be the case for you.00:22:23.890 --> 00:22:25.090 But the bottom line is,00:22:25.090 --> 00:22:26.574 is that we really just are looking00:22:26.574 --> 00:22:27.932 to have the discussion with you00:22:27.932 --> 00:22:29.764 and if we need to record that and00:22:29.764 --> 00:22:31.178 send you a copy of the recording00:22:31.178 --> 00:22:32.534 so that your team can review00:22:32.534 --> 00:22:33.714 internally and make an assessment.00:22:33.720 --> 00:22:37.480 Final means, like whatever is going to most.00:22:37.480 --> 00:22:39.820 Properly support your effort and again,00:22:39.820 --> 00:22:41.136 I just want to reiterate one point,00:22:41.140 --> 00:22:42.455 not asking to change away00:22:42.455 --> 00:22:43.244 from from Bigcommerce.00:22:43.250 --> 00:22:45.476 I'm only asking you to review options,00:22:45.480 --> 00:22:47.416 and if one of those options is interesting,00:22:47.420 --> 00:22:48.668 you point to it and you send me00:22:48.668 --> 00:22:49.961 down that path and I will get00:22:49.961 --> 00:22:50.896 you more information on that.00:22:50.900 --> 00:22:53.231 It's my job to support you in00:22:53.231 --> 00:22:55.767 whatever is going to be the most00:22:55.767 --> 00:22:57.775 effective manner to drive towards00:22:57.775 --> 00:22:59.900 resolving the key challenge here,00:22:59.900 --> 00:23:01.165 which is you're paying a00:23:01.165 --> 00:23:02.177 lot in transactional fees.00:23:02.180 --> 00:23:05.069 That's the only problem I want to solve so.00:23:05.070 --> 00:23:06.470 Just ask one more time.00:23:06.470 --> 00:23:07.676 Would it make sense for us00:23:07.676 --> 00:23:08.860 to get that call set up?00:23:08.860 --> 00:23:10.828 And so we can start driving00:23:10.828 --> 00:23:12.140 towards the solution here.00:23:12.140 --> 00:23:14.198 I mean, yeah, definitely you know.00:23:14.200 --> 00:23:16.240 Makes sense to start, you know,00:23:16.240 --> 00:23:17.956 reviewing at least, but you know,00:23:17.960 --> 00:23:18.860 like I said, I can't get.00:23:18.860 --> 00:23:21.054 I can't promise you anything, you know.00:23:21.054 --> 00:23:21.928 Not definitely,00:23:21.928 --> 00:23:24.550 and certainly not looking for any00:23:24.632 --> 00:23:27.044 promises. The promise I am00:23:27.044 --> 00:23:28.554 making is that we are not going00:23:28.554 --> 00:23:29.920 to try to sell you anything.00:23:29.920 --> 00:23:31.502 We are just going to try to00:23:31.502 --> 00:23:32.180 provide you documentation.00:23:32.180 --> 00:23:34.655 So it sounds like we're on the same page.00:23:34.660 --> 00:23:37.516 Here the information will be valuable to you.00:23:37.520 --> 00:23:39.020 Let's get that to you.00:23:39.020 --> 00:23:40.838 We just need to set a time up to00:23:40.838 --> 00:23:42.476 speak and work through this now.00:23:42.480 --> 00:23:45.216 If you're having a hard time.00:23:45.220 --> 00:23:46.732 Kicking a time for us to00:23:46.732 --> 00:23:48.752 do this door #2 is I.00:23:48.752 --> 00:23:51.277 I'll send you that email over and00:23:51.277 --> 00:23:52.819 I'm gonna send my scheduling link00:23:52.820 --> 00:23:55.088 and what I'll do is I'll follow00:23:55.088 --> 00:23:57.497 up with you on this exact day.00:23:57.500 --> 00:23:58.780 Whatever that day that you point out is,00:23:58.780 --> 00:24:00.860 I'll follow up with you on today's Tuesday.00:24:00.860 --> 00:24:02.036 I'll follow up with you on Thursday00:24:02.036 --> 00:24:03.259 if I haven't seen you book anything00:24:03.259 --> 00:24:04.940 and just reach out and see if we can't00:24:04.940 --> 00:24:05.965 get something coordinated debt now,00:24:05.970 --> 00:24:07.559 if that's an easier option for you.00:24:07.560 --> 00:24:09.800 I understand we we can make it work that way,00:24:09.800 --> 00:24:10.090 but again,00:24:10.090 --> 00:24:11.400 if you've got your calendar in front of you,00:24:11.400 --> 00:24:12.275 happy to just get something00:24:12.275 --> 00:24:12.800 scheduled real quick.00:24:12.800 --> 00:24:15.784 We can get this knocked out for you.00:24:15.790 --> 00:24:16.096 Yeah,00:24:16.096 --> 00:24:18.238 so I think our best steps would00:24:18.238 --> 00:24:20.436 definitely be starting with an email and00:24:20.436 --> 00:24:22.380 you said there was a link in there, right?00:24:22.380 --> 00:24:23.250 Or something, yeah.00:24:23.250 --> 00:24:25.401 Be a link you'll be able to00:24:25.401 --> 00:24:27.136 access my calendar and book00:24:27.136 --> 00:24:28.524 something directly from there.00:24:28.530 --> 00:24:29.242 And like I said,00:24:29.242 --> 00:24:30.890 if I don't see the meeting come through,00:24:30.890 --> 00:24:33.546 I'll follow up with you tomorrow or Thursday.00:24:33.550 --> 00:24:34.206 And, uh,00:24:34.206 --> 00:24:35.190 we can, uh,00:24:35.190 --> 00:24:36.880 try to get something set up for you that way,00:24:36.880 --> 00:24:39.113 blah blah blah blah blah blah blah00:24:39.113 --> 00:24:41.234 blah blah blah but I think you know,00:24:41.234 --> 00:24:43.434 as I said that I don't know that I00:24:43.434 --> 00:24:45.254 love giving them that out so maybe00:24:45.319 --> 00:24:47.257 just use that very sparingly like00:24:47.257 --> 00:24:49.387 you should probably ask five or six00:24:49.387 --> 00:24:51.727 times before I would even go down that00:24:51.727 --> 00:24:54.263 road of I'll send you my scheduling link.00:24:54.270 --> 00:24:55.048 To me,00:24:55.048 --> 00:24:58.160 when I tell people I'll say like Daniel,00:24:58.160 --> 00:24:58.544 see this.00:24:58.544 --> 00:24:59.696 When you start going through the00:24:59.696 --> 00:25:00.688 chats every once in a while,00:25:00.690 --> 00:25:01.902 I'll tell somebody I'll send you00:25:01.902 --> 00:25:03.370 an email with my scheduling link00:25:03.370 --> 00:25:04.864 and I send it to him and it's a00:25:04.864 --> 00:25:06.659 15 minute meeting that is only on00:25:06.659 --> 00:25:08.030 my calendar because I'm basically00:25:08.030 --> 00:25:09.864 trying to get rid of that person,00:25:09.870 --> 00:25:11.088 'cause they're obviously full of ****.00:25:11.090 --> 00:25:13.310 It's like a college student00:25:13.310 --> 00:25:15.530 with a Gmail email address.00:25:15.530 --> 00:25:17.087 It's just they're gonna be a waste of time,00:25:17.090 --> 00:25:17.656 right?00:25:17.656 --> 00:25:19.920 Asking me stupid questions.00:25:19.920 --> 00:25:23.240 All that kind of stuff so.00:25:23.240 --> 00:25:26.560 Take that portion of that.00:25:26.560 --> 00:25:28.177 Role play with a grain of salt.00:25:28.180 --> 00:25:31.204 I don't know that I love it.00:25:31.210 --> 00:25:32.566 I'll send you my meeting link,00:25:32.570 --> 00:25:33.968 'cause then they're probably not going00:25:33.968 --> 00:25:35.162 to schedule anything, and that's00:25:35.162 --> 00:25:37.130 now their way to get off the phone.00:25:37.130 --> 00:25:39.226 But I think you get the overall picture.00:25:39.230 --> 00:25:39.544 UM,00:25:39.544 --> 00:25:41.742 what I would probably do in that00:25:41.742 --> 00:25:43.429 situation in that last role00:25:43.429 --> 00:25:44.749 play scenario is say.00:25:44.750 --> 00:25:46.695 I probably would have pivoted00:25:46.695 --> 00:25:48.910 to something along the lines of.00:25:48.910 --> 00:25:50.266 What would need to change for00:25:50.266 --> 00:25:51.849 us to get this call set up?00:25:51.850 --> 00:25:54.199 Just to wrap up on that last role play.00:25:54.200 --> 00:25:56.088 So the pitch is.00:25:59.780 --> 00:26:01.476 My name is Jeremy.00:26:01.476 --> 00:26:03.596 I'm calling from clarity ventures.00:26:03.600 --> 00:26:07.470 Myself and my team work specifically00:26:07.470 --> 00:26:10.730 with organizations that are.00:26:10.730 --> 00:26:13.178 Using ecommerce platforms with00:26:13.178 --> 00:26:15.626 a transactional pricing model.00:26:15.630 --> 00:26:18.283 And in many cases there are ways00:26:18.283 --> 00:26:20.117 that those transactional fees can00:26:20.117 --> 00:26:22.714 be reduced to better support the00:26:22.714 --> 00:26:25.660 long term growth of the business.00:26:25.660 --> 00:26:26.292 Specifically,00:26:26.292 --> 00:26:30.308 we've seen an increase and a rise in00:26:30.308 --> 00:26:33.020 these fees and the overall annual cost.00:26:33.020 --> 00:26:36.446 Because of the increase in online00:26:36.446 --> 00:26:39.230 transactions in generally ecommerce with.00:26:39.230 --> 00:26:41.698 Since 2020 in COVID.00:26:41.700 --> 00:26:42.700 For example.00:26:42.700 --> 00:26:45.200 One specific client we worked00:26:45.200 --> 00:26:47.548 with was selling bicycles.00:26:47.548 --> 00:26:52.199 And they were paying about $40,000 a quarter.00:26:52.199 --> 00:26:53.768 In transactional fees.00:26:56.920 --> 00:26:59.408 And we were able to create a significant00:26:59.408 --> 00:27:01.585 cost savings and return on their00:27:01.585 --> 00:27:03.445 investment to rebuild their solution.00:27:03.450 --> 00:27:05.530 On a different platform.00:27:05.530 --> 00:27:07.408 I'm not sure if that's something00:27:07.408 --> 00:27:09.539 that your team is dealing with.00:27:09.540 --> 00:27:11.661 But that's the core question that I'm00:27:11.661 --> 00:27:13.679 reaching out with today is your team.00:27:13.680 --> 00:27:15.348 Dealing with high transactional00:27:15.348 --> 00:27:17.433 fees from your ecommerce platform00:27:17.433 --> 00:27:19.350 like Shopify or Big commerce.00:27:19.350 --> 00:27:21.480 That's step one, the opening pitch.00:27:29.650 --> 00:27:32.474 Gotcha, yeah. I mean, I feel like they00:27:32.474 --> 00:27:34.850 opening itself just like I said sounds.00:27:34.850 --> 00:27:36.538 300 times better than just diving into a00:27:36.538 --> 00:27:37.977 pre discovery session on what you know.00:27:37.980 --> 00:27:39.751 Like when I when I'm talking about00:27:39.751 --> 00:27:41.091 a pre discovery session some00:27:41.091 --> 00:27:42.932 people just go about what you know00:27:42.932 --> 00:27:44.567 like what what's going on here.00:27:44.570 --> 00:27:46.954 That's what I get in 90% of the time.00:27:46.954 --> 00:27:47.728 What do you?00:27:47.730 --> 00:27:49.000 What are you talking about?00:27:53.290 --> 00:27:55.486 Do you feel like the what?00:27:55.490 --> 00:27:56.478 I just went through?00:27:56.478 --> 00:27:58.356 Do you feel like that solves the00:27:58.356 --> 00:28:00.076 problem that you're addressing there?00:28:00.080 --> 00:28:01.680 Yeah, it's it's more of00:28:01.680 --> 00:28:02.640 a opening conversation.00:28:02.640 --> 00:28:03.436 Instead of saying here,00:28:03.436 --> 00:28:04.431 here's what we're offering and00:28:04.431 --> 00:28:05.566 then they'll be like well, what?00:28:05.566 --> 00:28:06.124 What is it?00:28:06.124 --> 00:28:07.240 You know that you're offering 'cause00:28:07.278 --> 00:28:08.518 we know what we're coming in to say,00:28:08.520 --> 00:28:10.568 but we start talking these people and say,00:28:10.570 --> 00:28:11.132 hey, listen,00:28:11.132 --> 00:28:12.537 you know we're we're offering00:28:12.537 --> 00:28:14.127 a pre discovery you know a00:28:14.127 --> 00:28:15.123 complimentary pre discovery session00:28:15.123 --> 00:28:16.698 with you will map out the scope00:28:16.698 --> 00:28:18.040 of your project and then they go.00:28:18.040 --> 00:28:19.335 What the hell are you talking about?00:28:19.340 --> 00:28:21.386 Like what project you know, what it?00:28:21.386 --> 00:28:22.740 What is it you're going to help us with?00:28:22.740 --> 00:28:24.484 And that's just kind of where the shotgun00:28:24.484 --> 00:28:26.460 of like questions start coming into them.00:28:26.460 --> 00:28:28.332 And then there is like listen I'm not00:28:28.332 --> 00:28:30.230 interested so this is more what I feel like.00:28:30.230 --> 00:28:32.030 In my opinion, at least,00:28:32.030 --> 00:28:32.890 then obviously we have to00:28:32.890 --> 00:28:34.105 do some testing on it, but.00:28:34.105 --> 00:28:36.235 In my opinion, when we're leading00:28:36.235 --> 00:28:38.270 with what you're talking about,00:28:38.270 --> 00:28:39.490 it's more so you know.00:28:39.490 --> 00:28:41.100 Here's a pain point that we've noticed.00:28:41.100 --> 00:28:42.606 Is this something you're dealing with?00:28:42.610 --> 00:28:44.770 Pause, hit a conversation with them.00:28:44.770 --> 00:28:46.348 And yeah, that's absolutely, you know,00:28:46.350 --> 00:28:47.690 something we're dealing with, great,00:28:47.690 --> 00:28:49.466 you know, kind of go into it there.00:28:49.470 --> 00:28:50.490 Or if they say no,00:28:50.490 --> 00:28:53.586 that's not something we're dealing with.00:28:53.590 --> 00:28:54.412 I think that's what we kind00:28:54.412 --> 00:28:55.130 of need to map out.00:28:55.130 --> 00:28:56.678 Next is, you know that's not00:28:56.678 --> 00:28:57.710 something we're dealing with.00:28:57.710 --> 00:28:59.366 Obviously things change in the future,00:28:59.370 --> 00:29:01.757 but what is it right now that00:29:01.757 --> 00:29:03.889 you folks are dealing with?00:29:03.890 --> 00:29:07.458 Yeah, I think if somebody said to me.00:29:07.460 --> 00:29:08.696 Once I got through this first,00:29:08.700 --> 00:29:09.580 this first part of it,00:29:09.580 --> 00:29:11.140 I said is, you know,00:29:11.140 --> 00:29:12.712 is that something your team is00:29:12.712 --> 00:29:14.220 dealing with and they said no.00:29:14.220 --> 00:29:15.232 I would say, well,00:29:15.232 --> 00:29:17.100 you know we use several different tools.00:29:17.100 --> 00:29:18.537 Uhm, you know,00:29:18.537 --> 00:29:21.411 just looking at the CRM record00:29:21.411 --> 00:29:23.139 here that I have.00:29:23.140 --> 00:29:25.457 We've kind of placed y'all's annual revenue,00:29:25.460 --> 00:29:26.444 which again I don't need you00:29:26.444 --> 00:29:27.460 to confirm this or anything,00:29:27.460 --> 00:29:29.210 but you know, it looks like we've00:29:29.210 --> 00:29:30.920 got your revenue around 30 million.00:29:30.920 --> 00:29:33.130 So if that's the case,00:29:33.130 --> 00:29:34.396 is a lot of your business.00:29:34.400 --> 00:29:36.577 There's a lot of the transactions00:29:36.577 --> 00:29:38.119 that are happening with your clients.00:29:38.120 --> 00:29:39.814 Is that not happening via the website,00:29:39.820 --> 00:29:42.188 or are you guys?00:29:42.188 --> 00:29:42.780 Selling,00:29:42.780 --> 00:29:46.518 you know wholesale direct to distributor.00:29:46.520 --> 00:29:50.840 Basically, it's not some website.00:29:50.840 --> 00:29:51.021 Yeah,00:29:51.021 --> 00:29:52.107 that's what I've dealt with as00:29:52.107 --> 00:29:53.258 well as people are like listen,00:29:53.260 --> 00:29:55.010 we're just going like direct00:29:55.010 --> 00:29:56.760 through distributor and we don't00:29:56.822 --> 00:29:58.658 don't really use any E commerce.00:29:58.660 --> 00:30:00.683 And that's and that's really good for00:30:00.683 --> 00:30:03.319 for for you to find out it's really good,00:30:03.320 --> 00:30:05.175 because they're sidestepping the pain00:30:05.175 --> 00:30:07.420 point that you're putting out there.00:30:07.420 --> 00:30:08.796 And so as soon as I heard that,00:30:08.800 --> 00:30:10.340 I would say, OK, great.00:30:10.340 --> 00:30:12.380 What is Shopify or what is00:30:12.380 --> 00:30:13.400 your ecommerce platform?00:30:13.400 --> 00:30:16.676 Is there any key area that you feel like?00:30:16.680 --> 00:30:17.824 The system is or.00:30:17.824 --> 00:30:19.540 The solution is is not really00:30:19.610 --> 00:30:21.470 supporting the direct to distributor00:30:21.470 --> 00:30:24.546 model that you guys have like is that00:30:24.546 --> 00:30:26.082 potentially systems integration you00:30:26.082 --> 00:30:28.131 know just your customer service reps00:30:28.131 --> 00:30:29.616 and them actually placing orders.00:30:29.620 --> 00:30:31.162 Is there something that could be00:30:31.162 --> 00:30:33.400 improved there and I would just pivot?00:30:33.400 --> 00:30:36.514 Get them to give you some kind of ammo,00:30:36.520 --> 00:30:38.067 but you're gonna run into that where00:30:38.067 --> 00:30:40.042 people say we don't actually process many00:30:40.042 --> 00:30:41.617 of our transactions through Shopify.00:30:41.620 --> 00:30:42.124 It really is.00:30:42.124 --> 00:30:43.890 Yeah, I had a few of those that come in,00:30:43.890 --> 00:30:44.611 that's why I was like when as00:30:44.611 --> 00:30:45.298 soon as you brought it up,00:30:45.300 --> 00:30:47.430 I was like oh, perfect time.00:30:47.430 --> 00:30:49.565 Yeah, so I think like I said,00:30:49.570 --> 00:30:50.350 what I would do is say,00:30:50.350 --> 00:30:51.361 well, totally understood.00:30:51.361 --> 00:30:53.046 Certainly don't waste your time.00:30:53.050 --> 00:30:56.538 Do you feel like Shopify is meeting your00:30:56.538 --> 00:30:58.678 your your your organization's current00:30:58.678 --> 00:31:00.918 needs when it comes to the way that you00:31:00.918 --> 00:31:02.710 manage those distributor relationships?00:31:02.710 --> 00:31:06.054 Or do you feel like it is worth exploring?00:31:06.054 --> 00:31:09.757 What other options exist out there on ways00:31:09.757 --> 00:31:12.577 that you can make tangible improvements?00:31:12.580 --> 00:31:13.726 On that front.00:31:13.726 --> 00:31:15.636 And if they say Nope,00:31:15.640 --> 00:31:17.772 we're happy with everything.00:31:17.772 --> 00:31:20.164 We're good without shopping or we're00:31:20.164 --> 00:31:22.471 good with Shopify, we're not processing.00:31:22.471 --> 00:31:25.530 We don't have transactional fees for me.00:31:25.530 --> 00:31:27.868 I would probably just bounce and say,00:31:27.870 --> 00:31:28.726 hey, I appreciate it.00:31:28.726 --> 00:31:30.010 I'll tell you what I'm gonna00:31:30.056 --> 00:31:31.470 follow up with you in six months.00:31:31.470 --> 00:31:34.146 Let's just see if there's a.00:31:34.150 --> 00:31:36.486 Let's just see if there is anything we00:31:36.486 --> 00:31:38.070 might better help you with down the road.00:31:38.070 --> 00:31:39.540 I'll send you an email with00:31:39.540 --> 00:31:40.275 my contact information.00:31:40.280 --> 00:31:41.302 Please feel free to reach out to00:31:41.302 --> 00:31:42.584 me if if anything changes or you00:31:42.584 --> 00:31:43.784 feel like we can help somewhere.00:31:43.790 --> 00:31:45.295 Cool and I say cool and then00:31:45.295 --> 00:31:46.469 you send him an email.00:31:46.470 --> 00:31:47.330 What's your best email address?00:31:47.330 --> 00:31:50.066 Just so I get my my email and00:31:50.066 --> 00:31:52.138 phone number into your inbox?00:31:52.140 --> 00:31:54.939 And then I would look like a Mad Dog.00:31:54.940 --> 00:31:56.260 But yeah, OK cool guys.00:31:56.260 --> 00:31:57.799 Well here's what I want you guys to do.00:31:57.800 --> 00:32:00.212 Write that script out in your00:32:00.212 --> 00:32:02.180 words how you would say it.00:32:02.180 --> 00:32:03.300 Get comfortable with it.00:32:03.300 --> 00:32:04.700 Let's reconnect here and you00:32:04.700 --> 00:32:05.758 know an hour or two.00:32:05.760 --> 00:32:07.940 And let's continue the conversation.00:32:07.940 --> 00:32:10.271 But to me this is one of the key00:32:10.271 --> 00:32:12.603 things that we need to make some00:32:12.603 --> 00:32:14.895 improvement on in order to to drive00:32:14.895 --> 00:32:16.520 some more success moving forward.00:32:16.520 --> 00:32:18.592 So let's let's use this today and00:32:18.592 --> 00:32:20.850 tomorrow to really kind of lock this down.00:32:20.850 --> 00:32:22.455 Get comfortable with it so00:32:22.455 --> 00:32:24.660 you guys go work on that.00:32:24.660 --> 00:32:26.220 Keep watching some videos.00:32:26.220 --> 00:32:27.907 Whatever you guys wanna do to keep00:32:27.907 --> 00:32:29.288 the training process going and then00:32:29.290 --> 00:32:31.063 we'll all jump on a call in a bit.00:32:31.070 --> 00:32:35.310 And take it from there, sounds good.00:32:35.310 --> 00:32:38.590 And then Dan, anything from from your end.00:32:38.590 --> 00:32:40.420 Yeah, I'm good.00:32:40.420 --> 00:32:42.436 Word I guess, well,00:32:42.436 --> 00:32:45.460 I'll holler holler y'all here soon.00:32:45.460 --> 00:32:47.190 Thank you thanks guys bye.