download the audio file [00:21] Opening / Introduction [00:31] Introduce yourself and your company. • General Manager of SunAnt Interactive out of Milwaukee, WI. • MBA from the Thunderbird American School of International Management. • After that, he started a business with his brother dealing with lead capture solutions and CRM. • That start-up failed and he went on to work with various agencies. • In 2009, Matt started SunAnt Interactive with a few of his friends. [04:15] What made you guys different and better? • At the time, there were still a lot of unknowns with SEO and people were losing money because of it. • Our vision was that it was possible to be ethically profitable where the client is getting a fair return and we’re getting a fair wage. [05:39] You guys have always said that you can’t work with everybody and only want to be part of good stories. • We’re incapable of and don’t want to work with everybody. Certain people are better off with other firms. • People pay us for our expertise and opinions, but that’s not for everyone. [07:28] You have some very strong opinions about transportation and logistics websites. Please share those with my audience. • I was shocked when we first started working on logistics sites together, because some of them seemed like afterthoughts. They were horrible. • It’s bad for companies that don’t want to do anything about it, but it’s great for the ones that are serious about their online presence. • Anyone can slap together a website, but you need to get inside the client’s head. • The market doesn’t wait, so maybe that’s why you see some companies finally getting involved online. • Organizations get some clarity when they are forced to answer such questions as “what makes us special?” during the building of a website. • It’s good to know what you are good at and what you’re not. [16:58] There’s a better way to sell logistics services. What is that? • The first thing to do is ask yourself about your organization’s current disposition online and be honest about it. • The clients that do really well understand that things don’t happen overnight. • Everything that you do with the business has to be measured against profit. • The good thing about online efforts is that there’s no place to hide; you’re either getting return from your investment or you’re not. • In the worst-case scenario, your website hurts you. • When assessing your own website, ask yourself “if I was in the shoes of my prospect, does this site reflect negatively or positively upon me?” [23:39] When thinking of your clients that are successful online, what do they have in common? • They’re realistic, they approach things scientifically, they have proper expectations, and they can see the mid to long game. • Some of the sites that we’ve worked on together that I’m very happy with are Armstrong & Associates and Dynamic 3PL. • They both knew what made them different and better, whereas some companies struggle with determining that. Learn more: Matt Collins on LinkedIn: https://www.linkedin.com/in/matthewcollins SunAnt Interactive: https://www.sunant.com/