Justin Jackson in a post entitled Is “sales” a dirty word? discusses a topic that hurts many freelancers, and seems common among creative and technical types.
For a lot of us, our feeling about sales stems from a bad experience with a salesperson.
The problem is, most salespeople are selling someone else’s product; they’re not directly invested in the product itself.
But you’re different.
Kristi Hines, writing for the FreshBooks blog, provides a step-by-step email marketing tutorial for freelancers who are looking to use email to drive revenue:
In a nutshell, email marketing is a way to build relationships with many of the people who visit your website who might not be ready to hire you right away. By capturing their interest and encouraging them to sign up for your mailing list, you’ll be able to stay in touch with them, build interest in the value you offer and eventually turn many of them into paying clients. It’s a proven strategy that has worked for many freelancers, including copywriter Tom Tumbusch and photographer Michelle Koechle, who have shared their success with this strategy on the links provided. In today’s post I’ll walk you through how to set up a successful email marketing campaign in nine steps, so you can achieve the kind of success Tom and Michelle have.
Alan Weiss on his blog in a post entitled “The Only Marketing Plan You’ll Ever Need“:
Consultants don’t need business plans (the danger being that you hit it, and it’s always too modest). They need marketing plans. This is the marketing business. Here’s the only one you’ll ever need, short and sweet: […]
Christina Gillick for Bidsketch writes:
I wanted to double my hourly rate – for the primary purpose of having more leisure time. Throughout the year I tested different techniques and strategies so I could work less and earn more.
Some worked. Some didn’t.
But, at the end of the year, I more than doubled my hourly rate and I worked less than part time (or 20 hours per week).
If you too want to work fewer hours – or increase your hourly rate – here are 8 ways to maximize your working hours …
Justin Jackson writes:
We get an idea for a thing, think about the technology we’d use to build it, and get excited.
“I could build this on the Twilio API!”
“I could learn that new CSS framework!”
“I could use this new tool I just purchased!”
The problem is that all of this is focused on us, the creator, and not on the customer, the consumer.
UPDATE: Justin’s post created some controversial on HackerNews
Last year Mike McDerment, the founder of FreshBooks, and Donald Cowper, published a free eBook called Breaking the Time Barrier – How to Unlock Your True Earning Potential.
The tagline is “Learn how to charge what you’re really worth. Read this book and find out how you can earn twice as much as you do today.”
It’s an excellent guide, and it’s free (well, you can donate if you like, but not until AFTER you’ve read it).
Many of the approaches discussed are similar to the work of Alan Weiss, of Summit Consulting, namely the proposal structure and value-based fees1, while being a bit more accessible to the typical freelancer.
It is a fairly quick and easy read eBook and anyone doing freelancing, consulting, or quasi-consulting service-based businesses will get something out of it.
Breaking the Time Barrier – How to Unlock Your True Earning Potential. (Cost: Free)
About four years ago, we decided to no longer compromise on our beliefs, and the results have been nothing short of amazing. We’ve been thrilled to discover that some of the companies we’ve most admired happen to share our views, and have even become our clients because of our beliefs. Time after time, we’ve confirmed that engaging those clients that share our beliefs is a general precursor to successful, enjoyable projects. And in the process, we’ve created some great products, delivered some major success and value, and have had a blast doing it.
Matt Henderson on Why we do not sign NDAs at Makalu.
Matt Henderson of Makalu shares his thoughts on pricing in technical services work in this post from his firm’s blog. He hits on:
- Determination of a minimum hourly rate
- Making adjustments according to supply and demand
- But what about the others?
- Hourly or project? Effort or value?
- But what about value pricing?
When I started Makalu, over a decade ago, I remember longing for a user’s manual to help with questions like, “How much should I charge?” and “How should I price my work?” This article describes how we approached these questions, and includes discussion of the recent controversy over the pricing of the 37signals’s (@37signals) blog redesign project.
On the pricing of services work by Matt Henderson
Brian Casel hits on some specific ideas for freelancers looking to move up the value ladder.
Are you getting tired of churning out WordPress website after website for clients? Is managing SEO for clients getting more competitive and less rewarding? Have some specialized skills but don’t know how to package and monetize them?
Here a couple ideas that I think are perfectly under-served and ripe for some talented freelancers to go after and make a name for themselves.