11 Lessons on How to find clients
- 11 Lessons on How to Find Clients
- Finding Clients Lesson #1: Targeted Referrals
- Finding Clients Lesson #2: Zero-line Item
- Finding Clients Lesson #3: The Client Sandwich
- Finding Clients Lesson #4: The Sneak Peek
- Finding Clients Lesson #5: Buy a cup of coffee
- Finding Clients Lesson #6: Get on a show
- Finding Clients Lesson #7: Your Up Level Skills
- Finding Clients Lesson #8: Brag About Your Clients
- Finding Clients Lesson #9: Are you priced right?
- Finding Clients Lesson #10: Who do you hang with?
- Finding Clients Lesson #11: Group Coaching for Leads
I'm continuing here today with the eighth lesson in the "Finding clients" series.
This is the no-nonsense series of lessons that work in today's market to find clients you want to be working with on a consistent basis.
Today's lesson will introduce the phrase "You get what you're paid for."
Yes, I said "your paid" not "you pay".
I walked to the office every single day back in 1999-2001 from Penn Station up to 37nd Street.
Most days, usually if there wasn't terrible weather, there were the same vendors on the street selling their wares. Scarfs, souvenirs, jewelry, music, and handbags.
Of course all for the "best price."
People would be lined up to haggle, especially during the holidays or on nice days.
A "Rolex" for $10, a "Louis Vuitton" bag for $25 - people would be there buying these things.
Sure they knew they weren't getting the real thing, so why did they buy it still?
Well one day, I saw a pair of "Oakley" sunglasses for $8 and I always liked the style of them, I just didn't want to pay the $250 for them at the time. So I picked them up.
I didn't care so much for them in the end, but I only paid $8 for them.
Had I lost them, sat on them, or they broke after a month of use, it was only $8.
Like myself, the other people felt much in the same way when buying from these vendors.
It was the cheap knockoff that looked like the real deal. Ultimately there wasn't any respect for the product, because it was the "best price".
We, as the customers buying these knock-offs were paying for something that we had already come to accept certain flaws and imperfections and were willing to pay the "best price" for.
Is your price worthy of respect?
You want your clients to value what you do. You want them to respect your suggestions and experience.
When was the last time you looked at your pricing?
Are you charging by the hour or by the project?
Is what you are charging positioned with other vendors in the market or positioned based on the ROI to the customer?
Charging $1000 for a full website design and build is not a price that's worthy of respect.
Charging $50 per hour for full-stack development is a price that's not worth of respect.
These are the "best price".
If your platform for getting work is something like Upwork or one of these freelance job boards, have a listen to how other business owners talk about their use for these boards. They are looking for "best price", first.
There's nothing wrong with selling something at the "best price". But then don't expect that your clients will look at what you do for them in any other way.
They will want it a certain way and want to get a specific use out of it and looking for that bottom basement price.
Attracting clients that respect your value, respect your experience and expertise comes with respecting yourself and what value you put on your work through your prices.
Someone who is looking to buy the real Rolex or Louis Vuitton handbag isn't going to be worried about the price. They want the quality, the luxury, the experience that product brings to the table.
The price of these products attracts the kind of customer that respects and desires those things.
If you ask yourself why clients micromanage you.
If you want your clients to respect your suggestions.
If you want to have clients stop haggling you on price.
Then think about your pricing and what how it's attracting the type of customer you are getting.
You get what you're paid for.
Marketing for Freelancers
More episodes in this topic:
Social Media Marketing, is it worth it to do?
What social media platforms to spend time on?
How to get clients when I have no portfolio?
How to get the messaging right to attract customers?
Have advice for soliciting podcasters to be a guest?
Should I focus on SEO or Paid Ads to gain new clients?
Do you get any leads from your content? And what traffic acquisition methods have worked best?
When creating a new freelance service what’s the best way to send cold emails?
What is my second most successful lead generation tactic?
Why is an email list important for a freelancer?
What is the best way to attract larger clients?
How do you market your business to local clients other than attending networking meetings?
How do I pitch some big companies in my niche?
Imagine I was going to bring you $100k in revenue
How does a freelance web designer build a client profile when preparing their marketing plans?
How do you price your services on your site?
How important is branding?
What are some useful tools that you use?
What makes a great case study?
How do you turn the things I do into benefits?
How do you decide what to start blogging with if you’ve never blogged before?
How often should I write a blog post?
Should I put pricing on my website?
How to overcome objections people have about you?
What is the best lead generation strategy?
What is your cold outreach strategy?
How would you get into the corporate business as an independent professional?
What is the difference between warm and cold outreach?
How to answer objections and get clients to say “yes”?
How to grow with word-of-mouth marketing?
How to ask?
All my work has been word of mouth, how do I find work on my own?
How do you handle a good fit for you that doesn’t really fit for your marketing message?
What do you say when a lead comes to you from a bad experience with another freelancer?
What to say when a potential client says you are too expensive?
How do I find the time to create content for my business and what do I write about?
Is this going to get me clients fast?
What is the #1 business trend for 2019?
How to sell on Twitter?
How do you make it simple for a lead to sign?
Why did I move my business from Drip to ConvertKit
How do you sell strategy?
11 Lessons on How to Find Clients
Finding Clients Lesson #1: Targeted Referrals
Finding Clients Lesson #2: Zero Line Item
Finding Clients Lesson #3: The Client Sandwich
Finding Clients Lesson #4: The Sneak Peek
Finding Clients Lesson #5: Buy a cup of coffee
Finding Clients Lesson #6: Get Yourself On A Podcast
Finding Clients Lesson #7: Your Up Level Skills
Finding Clients Lesson #8: Brag about your clients
Finding Clients Lesson #9: Are you priced right?
Finding Clients Lesson #10: Who do you hang with?
Finding Clients Lesson #11: Group Coaching for Leads
Is Instagram a better vehicle for visibility? Sales?
Related episodes from
Live in the Feast Podcast
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