This is actually an easy question to answer and I hope that by answering it, you may understand a bit why I talk about the things I do with respect to testing the market, talking to customers, etc.
My biggest failure as a freelance came when I released a product into the wild called WP Field Guides.
My idea was what I built
It was to educate people on the best practices of WordPress and targeted to businesses wanting to manage and grow their website.
I got the idea from the leads that would come into my business, but then either because of budget or timing, they didn’t become clients.
I took those reasons of budget and timing as a reason to build this product that I could offer as a sort of down-sell to leads that didn’t sign up with me.
I went off writing up these guides, posts, created a website, social media profiles, linked up the e-commerce store and laid out all the pieces to fulfill the orders.
Why it failed
Well guess what? I sold 4.
What happened you ask? Well here’s what happened. I took the WP Field Guides as the solution to the timing and budgetary reasons.
I thought that a lower cost solution to their projects where they could essentially manage things on their own but have the manual to do so would be the answer they were looking for.
I was wrong.
I assumed when I should’ve gone out and spoke with the potential buyers to see if this was the solution they were looking for.
After this time spent, all the late nights and resources I put into this, I folded it all up and gave the money back to the 4 people that made purchases.
Validate the idea before building it
I went back to the drawing board, only this time I had conversations with people and found that they didn’t want a DIY solution, what they wanted was a done-for-you solution and they didn’t mind paying for it.
What I realized was that the offering I had at the current time wasn’t a fit because it wasn’t built for the type of clients that were turning me down.
In fact, I learned that the ones turning me down were actually willing to pay a bit more if there was more depth to the services. Which I didn’t provide at the time because:
- I didn’t think of it because I didn’t have the conversations
- I couldn’t take them on with the way my existing client base
So as some projects ended, I started to offer a higher end service to those that I spoke with, refined the model and validated the idea for the business with paying customers.
Ever since WP Field Guides, I will always test the idea first with real people and potential customers. Never again will I be Kevin Costner and think “If I build it, they will come.”
Growing your freelance business
More episodes in this topic:
What are emerging platforms for freelancers?
Is automation necessary to grow a business?
How do you get away from a client that is most of your work?
How do you handle two target markets for different services?
Do certifications work for growing a freelance business?
Why do things that don't scale?
Are you comfortable?
How do you find other freelancers you can work and partner up with?
How can I share a tool for freelancers?
How viable is it to a find a job as a front-end web developer as a freelancer in the current market?
How do I improve my communication skills and confidence in public?
How did you scale your freelance business?
How to raise your rates at any time?
How to handle a bad referral?
Do you have any tip to increase productivity and motivation?
What is your biggest failure as a freelancer?
How do I grow my audience and awareness?
What is the first step in productizing your service?
How long does it take?
What is the benefit of a business coach?
Why don’t you grow your business?
Are you reviewing your sales process?
How do you make a productized service?
How to make business habits stick?
How to sell your productized service?
How to add a productized service to my business?
Where do you find freelance clients?
A podcast for freelancers
How to onboard a new client?
Best of Season 3 - Get out of the comfort zone
Best of Season 3 - Building Relationships
S06 E12 - Undercharging, Targeting the Wrong Audience, and What You Should Do About It with Alex McClafferty
S03 Bonus - Tom McFarlin on Blogging, Balancing Work and Family, and Building a Business that Lasts
S09 E11 - Differentiation, Reputation, and Pivoting From the Top-Down with Peep Laja
S01 E11 - Kai Davis helping freelancers get more clients with outreach