Does this scenario sound familiar? A prospective client comes to you with a set of specifications for a project they want done. You clarify the specs a bit, quote the project, hopefully win the work and deliver? What could go wrong?
Plenty. For starters you’re doing the client a big disservice by expecting them to know what they want, rather than you, as the expert, recommending a solution. And you’re doing your own bank account a big disservice as well, since simply executing work a client gives you turns you into a commodity labourer, instead of an expert. That means your rates and ability to attract high quality clients will suffer accordingly.
So what’s the alternative? Figure out what the client really wants and the problem they want to solve.
Eric White, from Think Motile, uses a fascinating framework called Jobs-to-Be-Done to dig out why someone is looking for a product or a service, such as consulting work. Eric shares some of the tools in this framework that you can use to figure out what a client actually wants, what is prompting the client to desire this project, and ultimately how that allows you to deliver much better results for your clients and yourself.
Finding and on-boarding new clients is time-consuming and emotionally straining. So why not focus on the clients you already have? Chances are, you have much more to offer your existing clients than what the original project addressed which makes existing clients a valuable asset to your freelancing business.
Christopher Hawkins shares how he maintained a six-figure income by selling to existing clients and created a sustainable business and income stream for himself. He explains how he changed his perspective when approaching client projects from looking at his project in isolation to seeing how it fits in with the bigger business goals. He also explains how to build and maintain client relationships so selling to existing clients is more like catching up rather than pushing a sale.
Ready to start selling to your existing freelancing clients?
Today's episode features the story of a someone who is always pushing himself and taking on new opportunities, passionately living in the moment and loving what he does for work.
This is the story of Kevin Rogers, now a prominent copy chief (http://copychief.com/) who connects clients with freelance copywriters and coaches freelancers along the way. But his current position is a long way from the 18 year old comedian who toured the country for a decade in a beat up Chevy Nova, hoping he would have enough gas to make it to the next gig. It was an awesome life for a twenty something, but not sustainable.
Kevin shares why and how he made the transition. Kevin's success can be attributed to his inspiring personality, his desire to strive to be his best and constantly challenge himself, and, of course, the many mentors who showed him what was possible.
You've made the leap to freelancing, you have clients, you're making money, and everything is going good... until taxes come due. In this episode, Raj Bhaskar, founder of Hurdlr, gives a crash course on how to navigate taxes as a freelancer.
Raj talks about how to manage your freelancing finances, and especially, figuring out your deductions and making your that you are compliant with the tax regulations in your country.
Disclaimer: Everybody’s situation is different, and of course, different places have different laws. So before implementing anything in this episode, SPEAK TO AN ACCOUNTANT. Seriously.