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Business of design: Freelancers Guide to Business - Better clients, higher rates, more stable income

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Full notes and links here: http://bracia.com/business-of-design

My goal for today: have you raise your rates, get better clients, and have more stable income.

For the past 9 years, I've worked as a freelancer, both as a side job, and full time. For the last 5 years, I've supported my family, on my income alone. In the last two years, I've increased my income by 50% each year.

I've learned a lot about freelancing, in that time, and it can be summed up in a few words.

"As a successful freelancer, you need to be first a business person, and second an artist".

The trouble arises when we as creative types just want to do our craft. As indicated by my title, that's only about 30% of what it takes. In order to be successful, you need to become an crafts-person with your business.

So today, I'm hoping to teach you how to bring the same care and attention to your business, as you do your craft.

Published in: Design
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Business of design: Freelancers Guide to Business - Better clients, higher rates, more stable income

  1. 1. Design Business of Design The Other 60% Business @benklocek http://bracia.com
  2. 2. “The goal should be to find enough goodclients to support the business you enjoy”
  3. 3. Higher Rates Better Clients Stable Income
  4. 4. Before > Winning > Doing > After The Work
  5. 5. Think like a franchise
  6. 6. Before > Winning > Doing > After The Work
  7. 7. What do you actually do? flickr.com/photos/i-am-mclovin/3063381533/
  8. 8. AssetsAspirations & ValuesMarket Realities
  9. 9. > Quality is #1> Simple solutions will win> Create beauty PRINCIPLES> Dependability> Do right socially & environmentally> Always be learning
  10. 10. Positioning
  11. 11. Positioning
  12. 12. Be very specific { The more targeted, the easier to sell to.FOR WHOM? { {
  13. 13. Be very specific { The more targeted, the easier to sell to. Answer two questionsFOR WHOM? { Do they know they need your services? Do they have the ability/willingness to pay? {
  14. 14. Be very specific { The more targeted, the easier to sell to. Answer two questionsFOR WHOM? { Do they know they need your services? Do they have the ability/willingness to pay? Think long-term { Do I want this relationship? How will their projects support my brand?
  15. 15. ...but not them.
  16. 16. Remember, THEY care about THEMSELVES. ...their business goals. ...how they look. ...reaching their customers. ...saving time. ...saving money.
  17. 17. SOLVEThey pay you because you THEIR PROBLEMS. flickr.com/photos/funkyah/285013348/
  18. 18. #1 way to Ask for referralsfind leads
  19. 19. New 80% repeat Ask for referralsbusiness Repeat
  20. 20. The Whole Marketing Planbit.ly/bracia-biz-dev
  21. 21. Before > Winning > Doing > After The Work
  22. 22. We are all in sales. flickr.com/photos/postaletrice/3204779348/
  23. 23. Asking, “What is it worth to the client?” Value pricing
  24. 24. Value pricing solving problems goal orientedbenefits, not cost/featuresbe a business person, too the Experience
  25. 25. StrategyIntention > Action > Result
  26. 26. What’s theBusiness Goals Client Goals problem?
  27. 27. Creating STABLE INCOME
  28. 28. > Retainer contracts > Higher-value clients > Project minimumsCreating STABLE INCOME
  29. 29. $$$ keeps it going flickr.com/photos/camdiluv/4441155157/
  30. 30. Living wage+ Profit
  31. 31. On-boarding
  32. 32. New ClientsFirst contact > Form letter
  33. 33. New ClientsDetails > Estimate > Proposal
  34. 34. Time Tracking
  35. 35. Good datais good business.
  36. 36. contract = work
  37. 37. Proposal
  38. 38. Before > Winning > Doing > After The Work
  39. 39. Get more doneSet a scheduleBatchManage timeOutsource
  40. 40. “Most designers are hired for their skills, andfired for their lack of project management skills”
  41. 41. Project Management =
  42. 42. Set expectations earlyRepeat-ableAutomation & documentationHandle scope creepProcess
  43. 43. A Website DesignedMILESTONES, INVOLVEMENT, IMPORTANCE & TIMELINE Cross Platform & Browser Testing Research Landing Page Artwork Coding Content Population Site Outline Wireframes Inner Page(s) Refinement Initial Meeting Artwork Validation Search EngineDESIGNER Submission Needs Site Map Assessment Content Outline Launch WEEK 1 WEEK 2 WEEK 3 WEEK 4 WEEK 5 WEEK 6 WEEK 7 WEEK 8CLIENT Needs Assessment Final Review Feedback Site Map Review Initial Meeting Site Content Site Outline Review Submission Inner Page(s) Wireframes Artwork Review Review Landing Page Artwork ReviewMILESTONES INVOLVEMENT IMPORTANCE PHASE Less Average Greater Initial Contact Planning Content Design Development Launch Milestone Occurrence More A Website Designed was created by John Furness of Simple Square. © 2011 - All rights reserved. bit.ly/a-website-designed
  44. 44. Before > Winning > Doing > After The Work
  45. 45. in style.
  46. 46. Good datais good business.
  47. 47. Networkingis good business.
  48. 48. Do it again.bracia.com@benklocekMore: bracia.com/business-of-designShare on:

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