Brennan Dunn of Double your Freelancing joins me to talk about positioning, focusing on value and other ideas to help improve the businesses of those of us who sell our expertise.
Nobody is buying you for the deliverables you provide. They are buying you for the outcomes.
The Product needs to change. The end solution needs to be different. For example a web designer should not selling website but rather they are for instance helping their clients get more leads. Too many people have not sufficiently created a product.
Brennan wrote a great article for freelancers about if was starting over again. In essence he would find business owners with business problems and listen to their problems. Have them tell about your business.
Niching / Strong Positioning – imperative. However people are afraid to say no or they are afraid to turn away. With strong positioning you come off as a lower risk.
Escape commodity trap.
Value Price and Value anchors – Brennan’s article
Hourly pricing is like inviting your clients into the factory.
Key to project management is to communicate progress to the client.
Three Action Points
1. Create Process for new client
A complete process from lead to new client. Develop qualifying questionnaire including some of the following :-
What is problem to be solved
Is your budget at least X
Are they the stakeholder
Have they done this before.
2. Create a Syllabus for First Meeting
3. Create Standard Operating process for such things as :
how to sell
how to onboard client
how to deliver
Double your Freelancing – http://doubleyourfreelancing.com
Project Management software – http://planscope.io
Twitter – @brennandunn