In the last episode you learned some things to delight and create the perception of value in your business. Today you will learn exactly what to deliver that validates that perception.
I get asked how to get more clients and I often say that it’s not about “more clients”, it’s about “right clients.”
I stress that it’s about getting the right quality clients.
What you need to think about is how high-quality is that client that you are working with right now and how much are you charging them.
If you are looking to increase the budget, it comes from not just leveling up your skills, not just your experience, but also that you are doing more for them in your solution.
Which means that if you are including more, that, in turn, requires more time spent on the solution and obviously a bigger budget.
What is it in those budgets that allow you to charge more?
This could be strategy and consultation. Could be a weekly phone call. This could even be an add-on service like marketing on social media.
Maybe you are thinking that you don’t know how to do marketing. Or that you aren’t experienced enough yet to give a valuable strategy.
Figuring out what you can add into the mix to increase those budgets isn’t about you.
It has to be about your client and what they want.
As a developer, I take pride in proper coding practices such as environments, coding standards, and efficient deployment scripts. My clients, not so much.
What my clients' value is communication. This comes in 2 forms.
The first is how we handle everyday communication. I tried Basecamp, Asana, and others for project management with clients. All too often though they would forget their password, forget the URL to go to.
It made working with me in their eyes, difficult.
So instead of forcing them into something that would frustrate them, I stuck to something that I know they know. Email.
They send me an email and then I do what I need to on the backend to file it accordingly.
The second form is a weekly call.
I asked my clients “how can I be more awesome?”
What I was told was that communication is great through the email, but having a regular phone call would be awesome.
So I added in a weekly phone call to my services.
Now I rather spend the time doing work than talking about it, but that’s me, not the client.
In order to make that phone call reality and provide more to the solution in that way, that would require time carved out of the week, and require prep and post time.
You may be thinking how can you charge more for something like a call when those seemingly are needed anyway.
Are you charged more for consultations with a lawyer or accountant?
Since my main form of communication is through email and the one-off scheduled calls, a weekly call isn’t something that is necessary to get the work done, in fact, it pulls me away from getting that work done.
However, the client deems it important enough for them to do business. If that’s the case, then I can charge for that added time for that level of communication.
To charge more is to get into the head of the client.
Don’t charge more for the sake of yourself, charge more because you are adding the value to your package that the client sees as valuable.
Running your freelance business
More episodes in this topic:
What do you do when a crisis hits?
How to start building an email list as a freelancer?
How do you manage time wearing so many hats as a freelancer?
What software tools do you use for business? What is best?
How do you prevent, manage scope creep in your projects?
Do you schedule in time for exploring or reading articles online?
What is the best way to get income fast?
What happens if you can’t define a scope of work on a call?
What do I do first thing Monday morning?
How can I focus on my business when I’ve got a ton client work?
Do I have to be concerned with GDPR?
What are the tools and services that you use and would recommend to freelancers?
How do you have time for all that you do?
What podcasting gear do I use?
Does live chat bring you in business?
How do you followup with a lead after a proposal?
Did hiring a mentor really help you with starting up your business or your career?
What is my writing process
What is the easiest way to get a remote testimonial?
How do you determine a quality prospect?
How do you step away and actually take a vacation?
Are job boards reliable?
How to decrease the sales cycle or time to close?
How would you write a cold outreach email?
How to present different services that could potentially diminish your abilities in the minds of clients?
Should I bundle projects for clients or keep projects separate per client?
What product do you use for your business that you can’t live without?
What makes you stand out from other freelancers?
Do I drop this client?
How do I set a goal?
Do you meet leads and clients face-to-face?
How do I work “ON” my business and not “IN” my business?
What is the best structure for setting a goal?
How do you do a review of your week?
What do I say when a potential client says I’m too expensive?
What is activity based selling?
How to get more clients?
How to have a productive week?
Do you use a CRM for your business?
How do you choose the technology for your clients?
What is the structure of a weekly review?
What is the structure of a monthly review?
What are lead generation techniques to get me out of the feast and famine revenue cycle?
How do I know if I should buy a course?
What’s a polite way to tell existing clients you are raising your rates? And what is a reasonable percentage to go up?
How many email follow-ups should I send to a lead?
What do I do? I’m afraid to filter the tire kickers coming into my business because they are the only leads I have.
How to take the next step from contracting resource to solo business owner?
What do you think about Gutenberg? Schmutenberg!
How do I get better at sales?
How to overcome objections in sales?
How do I respond to an RFP?
How to respond to “I don’t need strategy, can you just do…”?
If you don’t have experience, how to you prove the quality without the education/experience?
How do you handle a client that has ghosted?
What do you ask during a sales call?
How to improve your sales process as a freelancer?
How to charge more as a freelancer?
How do you push past the imposter syndrome?
How do you segment your email list?
What to say when a client insists on adding something new?
What kind of content should I promote to potential clients?
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