This was such an awesome question that someone inside of the Feast community asked during our monthly round up call this month, I had to share it.
I’ve been asked this many times before. In fact, I’ve wrestled with it myself over the years.
Let me quickly paint a picture for you.
The Scarlet Letter of Services or Service Stigma
You offer 2 different types of services to 2 different types of clients. One of those types of clients essentially looks down at the other service for some reason. Whether they believe that the skillset isn’t advance enough, or that those working in that field must not be great at providing other services. Basically attaching a stigma to it.
It’s like “the other side of the tracks” metaphor, if you will.
On the call, it was suggested to create different landing pages for both and hope that the one client you are trying to keep away from the one service doesn’t find it.
This is one option, but I wouldn’t count on them not finding out what all your services are in the end anyway. Thus requiring you more work and more stress in trying to figure out a way to market yourself, but also hide yourself at the same time.
For me, and this could be the NYer in me shining through a bit, it was my decision to just put all my services on equal footing.
Your services are how you serve your clients
If you goto my services page, you will see distinct types of customers and how I can best serve them, even if the services I provide are pretty much the same.
How I can best serve them… To me that’s what’s important.
If you are a blogger using ConvertKit and looking for someone to build out some email campaigns for you, let’s talk.
If you are an e-commerce store using Drip and looking to build out some complex integrations with cart abandonment and on-site personalization, let’s talk.
If you are an influencer running a membership site or coach selling your programs on WordPress looking to grow your membership’s retention rate, let’s talk.
Each of those types of clients are very distinct, but if they know who they are and what they need, they will follow the correct path and won’t care what other services I provide.
Have you ever hired someone to do your driveway? I’m actually in the process right now actually.
Well those that do driveways also often times do chimney work too.
Did I know that? No, but after finding out, makes sense right?
Do I care how they do their work on the chimney jobs? Maybe slightly just from a professional standpoint, but 95% of what I care about is how well they do on the driveway projects.
What sort of substrate do they plan on using? Will this crack in 5 years or last me for the next 20? What kind of pavers work best for my area? That’s what I care about as the consumer.
And I think that’s really what most clients would care about too. How well you can solve their problems?
It’s in our own heads that we think that we’ll hurt ourselves by putting these services side-by-side. When in reality, we are just creating more stress and headaches for ourselves.
Getting clients to respect you
If a client has a rails app and used Drip for their email automation and thinks that I can’t get them great results because I also do WordPress development, then maybe that person isn’t the right fit anyway.
If you’ve listened to past episodes where I talk about discovering your ideal client, personality is a HUGE part of that.
I want our personalities to mesh well together. If they want to test me, that’s fine, but if they put some stigma on me and take it to a point where it is disrespectful, then that’s on them.
If there’s a sense of that during our initial conversations, we will either talk about it, or move on in our separate ways.
It is a missed opportunity, sure, but I want to work with people who will respect what I do and the value I can bring to them and their business.
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