Bryce asked me this on Quora and he continued with…
"One would be for small, family-owned businesses, another for up and coming bands/musicians. Possibly having 3 price points for each model."
Bryce, if you are reading this right now, I love where your head is with this because thinking about your pricing and marketing is very much something that most freelancers don’t think too much about.
Dive into who your customer is First
However, where I think you need to unpack it a little bit is that your 2 target markets have very different ideas around what they need for their businesses.
As a drummer in high school and a bit in college, and someone who’s is very much a music fan, I have only my own perception of what that market looks like.
But in talking with many designers and developers over the years who have tried to target all sorta of areas of the music industry, they’ve found one thing in common, a lack of money.
Bands tend to spend money on beer, food, and travel - they really don’t spend it in their design elements.
So you may want to re-visit that niche a bit.
Understand what is most important to the customer
Small family owned businesses is interesting though because you are putting “family” into that niche.
Which means that the business may have been passed down for generations, or that only family members work in the businesses. This may be a tough nut to crack if that’s the case.
But if you are targeting small family owned businesses, you know exactly what’s important to them. Their family! The support of that family remaining viable through the business.
Knowing and understanding those two aspects in that area, you can put together a marketing plan that speaks directly to the understand of family values and legacy.
You can show past clients that have benefitted from your services showing them how your designs have increased their business.
And if you are in business for yourself because you want to be available to be there for your family, that’s a personal touch that you can add to the mix in your marketing.
To answer your pricing portion, that’s a bit more complex because I’m uncertain about exactly what you are providing as a service.
Make your price a no-brainer
As you explore your plan, you’ll want to anchor your prices for your services to the end results from your clients, and the benefits they receive.
What I mean by that is, if you can show that you are increasing their business either by
- saving them time on something, which increases profits
- increasing overall revenue through a new stream
- keeping with the current streams, increasing the rate of revenue quicker
Then you’ll be able to price your services accordingly to make it a no brainer for them to sign up.
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?
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
S08 E11 – SEO, Content Marketing, and Skyscraper Strategies with Alex Panagis
S06 E11 - Creating Results and Building Relationships Through Your Pricing with Mor Cohen