This document provides an overview of understanding clients and quantifying the financial upside of projects for clients. It discusses:
1. The importance of understanding why clients hire freelancers and what their goals and needs are for a project. This allows freelancers to deliver a better product at a higher price.
2. How to quantify the financial upside of projects for clients, such as calculating potential increases in revenue, decreases in costs, or improvements in productivity. This communicates that the freelancer has done their homework and can justify their costs.
3. Methods for calculating a client's financial upside, such as determining customer lifetime value, conversion rates from leads to customers, and the value of time savings. The document provides
This document provides an overview of a training on developing business models. It discusses key topics like:
- A business model includes describing customers, outlining problems, and explaining how a product/service solves problems.
- Today, investors expect startups to develop scalable business models that are tested through experiments with customers.
- The Lean Startup methodology advocates building minimal products to test hypotheses through customer interactions and make quick changes.
- An effective pitch tells a story with a beginning (problem), middle (solution), and end (scale potential) to communicate the business model to investors.
Four Reasons for Choosing Network MarketingKeith Scheafer
Network marketing provides opportunities to start a business with minimal capital and leverage other people's time to generate passive income. Successful individuals in network marketing receive hands-on training and support from their uplines. They then train and coach their downlines by teaching skills like prospecting, presentations, and goal setting. By helping their teams improve, network marketers can see their businesses and incomes grow substantially over time through leveraged team efforts.
Skip The Pitch: Getting Smart About Crafting A High-Value Sales Approach remarqio
This document discusses moving from a high-pressure sales pitch to a high-value sales approach when working with clients. It recommends taking time for a diagnostic phase before creating a proposal in order to truly understand the client's problem and needs. This involves asking questions about why the client wants a solution, why now, why they came to you, and what success would look like. Taking this diagnostic approach positions you as the expert, justifies higher rates, and ensures you provide the optimal solution for the client's specific situation and goals. Rushing ahead without diagnosis risks misalignment, wasted time and money, and lack of credit for the consultant.
Want to start a company? Have a product idea? Want to be a Founder or Entrepreneur? Here are the 3 things you need to do to launch a startup. I also provide tips, trick and thoughts on startup pitfalls and ways to succeed.
This document discusses various ways to make money from blogging. It notes that successfully monetizing a blog takes significant time and effort, with the average top blog being 3 years old. Specific monetization strategies mentioned include Google AdSense, affiliate marketing by promoting high-quality products related to the blog's content, creating and selling ebooks or other products, running a continuity program like a membership site, and direct private advertising sales. The document emphasizes that blogging requires a long-term, dedicated effort to build an audience and revenue streams over many hours of work per week for years.
This document discusses the importance of client relationship management for professional services firms. It notes that relationships are fundamental as firms are selling their people and expertise rather than products. An effective client management program moves the relationship beyond individual projects to a collaborative partnership that adds value. The key aspects of building trust with clients are credibility, reliability, intimacy, and having appropriately motivated goals. Managing client relationships requires coordinating teams, strong foundations across organizations, and talent retention. An effective program includes account selection, dedicated teams, action plans, feedback mechanisms, and performance monitoring. Challenges can include maintaining momentum, demonstrating benefits to clients, training professionals, coordinating globally, and gaining internal buy-in.
This document provides guidance on starting a small business through a toolkit called "Be Your Own Boss." It introduces the toolkit as a simplified guide for new entrepreneurs based on over 10 years of research. The toolkit breaks the complex startup process down into checklists to complete tasks like ordering business cards and incorporating the business. It encourages entrepreneurs to make mistakes quickly and get feedback to learn what customers want. The overall message is to stop planning and start doing the work of starting a business.
We have written a guide that covers all the lessons we have learnt from starting our own agency and supporting other agencies on pricing and packaging their services, get it here.
This document provides an overview of a training on developing business models. It discusses key topics like:
- A business model includes describing customers, outlining problems, and explaining how a product/service solves problems.
- Today, investors expect startups to develop scalable business models that are tested through experiments with customers.
- The Lean Startup methodology advocates building minimal products to test hypotheses through customer interactions and make quick changes.
- An effective pitch tells a story with a beginning (problem), middle (solution), and end (scale potential) to communicate the business model to investors.
Four Reasons for Choosing Network MarketingKeith Scheafer
Network marketing provides opportunities to start a business with minimal capital and leverage other people's time to generate passive income. Successful individuals in network marketing receive hands-on training and support from their uplines. They then train and coach their downlines by teaching skills like prospecting, presentations, and goal setting. By helping their teams improve, network marketers can see their businesses and incomes grow substantially over time through leveraged team efforts.
Skip The Pitch: Getting Smart About Crafting A High-Value Sales Approach remarqio
This document discusses moving from a high-pressure sales pitch to a high-value sales approach when working with clients. It recommends taking time for a diagnostic phase before creating a proposal in order to truly understand the client's problem and needs. This involves asking questions about why the client wants a solution, why now, why they came to you, and what success would look like. Taking this diagnostic approach positions you as the expert, justifies higher rates, and ensures you provide the optimal solution for the client's specific situation and goals. Rushing ahead without diagnosis risks misalignment, wasted time and money, and lack of credit for the consultant.
Want to start a company? Have a product idea? Want to be a Founder or Entrepreneur? Here are the 3 things you need to do to launch a startup. I also provide tips, trick and thoughts on startup pitfalls and ways to succeed.
This document discusses various ways to make money from blogging. It notes that successfully monetizing a blog takes significant time and effort, with the average top blog being 3 years old. Specific monetization strategies mentioned include Google AdSense, affiliate marketing by promoting high-quality products related to the blog's content, creating and selling ebooks or other products, running a continuity program like a membership site, and direct private advertising sales. The document emphasizes that blogging requires a long-term, dedicated effort to build an audience and revenue streams over many hours of work per week for years.
This document discusses the importance of client relationship management for professional services firms. It notes that relationships are fundamental as firms are selling their people and expertise rather than products. An effective client management program moves the relationship beyond individual projects to a collaborative partnership that adds value. The key aspects of building trust with clients are credibility, reliability, intimacy, and having appropriately motivated goals. Managing client relationships requires coordinating teams, strong foundations across organizations, and talent retention. An effective program includes account selection, dedicated teams, action plans, feedback mechanisms, and performance monitoring. Challenges can include maintaining momentum, demonstrating benefits to clients, training professionals, coordinating globally, and gaining internal buy-in.
This document provides guidance on starting a small business through a toolkit called "Be Your Own Boss." It introduces the toolkit as a simplified guide for new entrepreneurs based on over 10 years of research. The toolkit breaks the complex startup process down into checklists to complete tasks like ordering business cards and incorporating the business. It encourages entrepreneurs to make mistakes quickly and get feedback to learn what customers want. The overall message is to stop planning and start doing the work of starting a business.
We have written a guide that covers all the lessons we have learnt from starting our own agency and supporting other agencies on pricing and packaging their services, get it here.
This document provides guidance for those interested in becoming independent consultants or interim managers. It discusses determining your suitability for going solo, defining your value proposition and skills, setting your rates, and developing your personal brand through networking on LinkedIn, creating a website and blog, and other marketing strategies. The goal is to help solopreneurs establish themselves and create demand for their services as they transition to independent work.
Enterpreneurship Development Assignment on making business unique and convert...Gunjan Awasthi
Ways to make business unique and successful in 21st century.
Challenges or threats on Enterpreneurship and how to convert challenges into opportunities.
The document provides guidance for new Jeunesse distributors on how to successfully launch their business within the first 48 hours and 30 days. It recommends distributors 1) order a product package, 2) enroll in the autoship program, 3) take a "before" photo, and 4) connect with Jeunesse's social media and training. It emphasizes contacting the distributor's top prospects immediately and sponsoring two distributors within 48 hours to qualify for bonuses and commissions.
Intro to Lean Sales Training talk for Startups and EngineersWalter Roth
Creator of LeanSalesTraining.com and InwardInc.com, Walter Roth, gives a 90 minute presentation on building the dream sales team for startups and engineers. This is the presentation he references. The talk was powered by http://officience.com/ in Ho Chi Minh City.
This document discusses keys to startup success and tools that can help businesses. The three keys are financial acumen, marketing prowess, and mindset. Financial acumen involves understanding finances, while marketing prowess means understanding the market and customers. Mindset is important for driving success. The document also describes tools from Mindfit and Goricos that can help with idea generation, achievement, and international conformity with a small cost.
Estamos encantados por Você ter escolhido a Jeunesse Global® como seu parceiro.
Se Você esta procurando assegurar o seu futuro financeiro, o nosso objetivo é fornecer todos os meios para tal, seja com produtos que ficarás orgulhoso em representar e partilhar com outras pessoas ou com a excelente oportunidade de distribuição global com rendimentos crescentes e altamente vantajosos que só a Jeunesse Global® tem condições para lhe oferecer.
Nossos produtos estão na vanguarda da ciência e tecnologia, e têm uma sólida posição no mercado, cada vez mais crescente, de antienvelhecimento.
Maiores detalhes e cadastramento acesse:
www.rejuvenatenow.wix.com/segredosdajuventude
Content Marketing and how it can jump start revenueAdhere Creative
This document provides an overview of using content marketing to increase revenue. It discusses inbound versus outbound marketing and defines content. The bulk of the document focuses on developing a content strategy aligned with the buyer's journey, including creating timely, targeted, and high-quality content for the awareness, consideration, and decision stages. It provides examples of content types for each stage and gives a pop quiz to test understanding of matching content to the buyer's journey. Finally, it discusses specific content examples and best practices for the awareness stage. The overall goal is to equip attendees with tools to close more sales and increase revenue through an effective content strategy.
10½ ways patent attorneys in europe can make themselves more attractiveDouglas McPherson
The exchange of work between patent and trade mark attorneys in different countries is mainstay of the IP industry. But how can European attorneys make themselves more attractive to UK and US attorneys?
Journey to product / market fit explained. What do the start-up's first stages look like and what you should keep in mind when identifying a problem worth solving, creating a product and getting your first customers
Details of the training courses run by The Burns Unit tlc. We run both face to face courses or via 90 min Zoom sessions for the advertising and marketing community
This document provides an 18 step checklist for becoming a small business consultant. It discusses developing skills in both consulting and coaching. Consulting involves advising clients on strategies and problem solving, while coaching focuses on personal development. The checklist covers determining areas of expertise, developing a business plan, choosing marketing techniques, and learning skills like problem solving and time management. Mastering both consulting and coaching skills is key to effectively helping clients achieve their business goals.
This document provides an introduction to consulting and tips for client relationship management. It outlines that consulting involves providing expert advice to solve problems for clients. Five tips are provided: 1) Make a great first impression by arriving early and being prepared; 2) Manage client expectations by providing regular updates and quick responses; 3) Use euphemistic language to soften messages; 4) Ask open-ended questions to probe deeper and gain buy-in; 5) Justify all recommendations with data. The goal is to effectively communicate at all stages of the problem-solving process.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
What You Should Expect from Your Advertising Agency Account ExecutivesCarlton Associates Inc
The role of the account executive (AE) in advertising agencies is changing and many current AEs are underperforming. To maximize AEs' contributions, agencies should define the ideal 21st century AE. This includes assessing AEs' basic human characteristics like intelligence and curiosity. It also involves defining seven key responsibilities like having a business mindset, diagnostic skills, and understanding non-traditional media. Both AEs and agency leadership must work to develop the necessary skills and ensure AEs fulfill strategic rather than just tactical roles. Properly configured, the AE position can provide professional rewards while helping clients and agencies succeed.
Account management can get tricky and frustrating at times. But it is all about learning from your experience and getting better at it. Here is quick deck outlining 10 learnings of an account manager at a digital agency! Hope you find it useful :)
The document provides tips for managing a virtual insurance agency, including setting clear expectations for producers, tracking key metrics like closing ratios and cross-selling, and setting goals around obtaining referrals and suggestive selling of add-on products to increase income per sale. Implementing these strategies such as asking for one referral per day and suggestive selling one add-on product per policy could result in over $20,000 more income per producer annually.
The document outlines 12 common reasons why agencies lose proposals when trying to win new business. It discusses how agencies often treat proposals as a first step in the sales process rather than a final confirmation of discussions. Key reasons for losing proposals include focusing on costs rather than value, not properly qualifying prospects, failing to develop relationships with prospects, not acting like a true partner, using the wrong pricing framing, not having a standardized process, poor expectations setting, lack of follow up persistence, lack of credibility in proposals, and not challenging clients' assumptions about what they need. The document provides advice on how agencies can improve their proposal success rate by addressing these common shortcomings.
The document provides five lessons for effective client relationship management: 1) Call clients when problems arise to discuss solutions and timelines; 2) Keep clients informed of issues even if they are unaware; 3) Have solutions ready to offer clients rather than waiting for them; 4) Underpromise and overdeliver to build trust; 5) Add value by proactively offering clients suggestions to improve their business.
The Affiliate Masters Course is an intensive 10-DAY course on becoming a
high-earning affiliate champion.
How? By “building income through content,” the proven, C T P M way!
An affiliate business is one of the easiest ways to get your feet wet in e-business.
You send visitors (i.e., potential customers) to a merchant’s Web site that you are
representing. If they buy or complete a required action (for example, fill in a
form), the merchant pays you a commission. No fuss, no muss!
This document provides guidance for those interested in becoming independent consultants or interim managers. It discusses determining your suitability for going solo, defining your value proposition and skills, setting your rates, and developing your personal brand through networking on LinkedIn, creating a website and blog, and other marketing strategies. The goal is to help solopreneurs establish themselves and create demand for their services as they transition to independent work.
Enterpreneurship Development Assignment on making business unique and convert...Gunjan Awasthi
Ways to make business unique and successful in 21st century.
Challenges or threats on Enterpreneurship and how to convert challenges into opportunities.
The document provides guidance for new Jeunesse distributors on how to successfully launch their business within the first 48 hours and 30 days. It recommends distributors 1) order a product package, 2) enroll in the autoship program, 3) take a "before" photo, and 4) connect with Jeunesse's social media and training. It emphasizes contacting the distributor's top prospects immediately and sponsoring two distributors within 48 hours to qualify for bonuses and commissions.
Intro to Lean Sales Training talk for Startups and EngineersWalter Roth
Creator of LeanSalesTraining.com and InwardInc.com, Walter Roth, gives a 90 minute presentation on building the dream sales team for startups and engineers. This is the presentation he references. The talk was powered by http://officience.com/ in Ho Chi Minh City.
This document discusses keys to startup success and tools that can help businesses. The three keys are financial acumen, marketing prowess, and mindset. Financial acumen involves understanding finances, while marketing prowess means understanding the market and customers. Mindset is important for driving success. The document also describes tools from Mindfit and Goricos that can help with idea generation, achievement, and international conformity with a small cost.
Estamos encantados por Você ter escolhido a Jeunesse Global® como seu parceiro.
Se Você esta procurando assegurar o seu futuro financeiro, o nosso objetivo é fornecer todos os meios para tal, seja com produtos que ficarás orgulhoso em representar e partilhar com outras pessoas ou com a excelente oportunidade de distribuição global com rendimentos crescentes e altamente vantajosos que só a Jeunesse Global® tem condições para lhe oferecer.
Nossos produtos estão na vanguarda da ciência e tecnologia, e têm uma sólida posição no mercado, cada vez mais crescente, de antienvelhecimento.
Maiores detalhes e cadastramento acesse:
www.rejuvenatenow.wix.com/segredosdajuventude
Content Marketing and how it can jump start revenueAdhere Creative
This document provides an overview of using content marketing to increase revenue. It discusses inbound versus outbound marketing and defines content. The bulk of the document focuses on developing a content strategy aligned with the buyer's journey, including creating timely, targeted, and high-quality content for the awareness, consideration, and decision stages. It provides examples of content types for each stage and gives a pop quiz to test understanding of matching content to the buyer's journey. Finally, it discusses specific content examples and best practices for the awareness stage. The overall goal is to equip attendees with tools to close more sales and increase revenue through an effective content strategy.
10½ ways patent attorneys in europe can make themselves more attractiveDouglas McPherson
The exchange of work between patent and trade mark attorneys in different countries is mainstay of the IP industry. But how can European attorneys make themselves more attractive to UK and US attorneys?
Journey to product / market fit explained. What do the start-up's first stages look like and what you should keep in mind when identifying a problem worth solving, creating a product and getting your first customers
Details of the training courses run by The Burns Unit tlc. We run both face to face courses or via 90 min Zoom sessions for the advertising and marketing community
This document provides an 18 step checklist for becoming a small business consultant. It discusses developing skills in both consulting and coaching. Consulting involves advising clients on strategies and problem solving, while coaching focuses on personal development. The checklist covers determining areas of expertise, developing a business plan, choosing marketing techniques, and learning skills like problem solving and time management. Mastering both consulting and coaching skills is key to effectively helping clients achieve their business goals.
This document provides an introduction to consulting and tips for client relationship management. It outlines that consulting involves providing expert advice to solve problems for clients. Five tips are provided: 1) Make a great first impression by arriving early and being prepared; 2) Manage client expectations by providing regular updates and quick responses; 3) Use euphemistic language to soften messages; 4) Ask open-ended questions to probe deeper and gain buy-in; 5) Justify all recommendations with data. The goal is to effectively communicate at all stages of the problem-solving process.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
What You Should Expect from Your Advertising Agency Account ExecutivesCarlton Associates Inc
The role of the account executive (AE) in advertising agencies is changing and many current AEs are underperforming. To maximize AEs' contributions, agencies should define the ideal 21st century AE. This includes assessing AEs' basic human characteristics like intelligence and curiosity. It also involves defining seven key responsibilities like having a business mindset, diagnostic skills, and understanding non-traditional media. Both AEs and agency leadership must work to develop the necessary skills and ensure AEs fulfill strategic rather than just tactical roles. Properly configured, the AE position can provide professional rewards while helping clients and agencies succeed.
Account management can get tricky and frustrating at times. But it is all about learning from your experience and getting better at it. Here is quick deck outlining 10 learnings of an account manager at a digital agency! Hope you find it useful :)
The document provides tips for managing a virtual insurance agency, including setting clear expectations for producers, tracking key metrics like closing ratios and cross-selling, and setting goals around obtaining referrals and suggestive selling of add-on products to increase income per sale. Implementing these strategies such as asking for one referral per day and suggestive selling one add-on product per policy could result in over $20,000 more income per producer annually.
The document outlines 12 common reasons why agencies lose proposals when trying to win new business. It discusses how agencies often treat proposals as a first step in the sales process rather than a final confirmation of discussions. Key reasons for losing proposals include focusing on costs rather than value, not properly qualifying prospects, failing to develop relationships with prospects, not acting like a true partner, using the wrong pricing framing, not having a standardized process, poor expectations setting, lack of follow up persistence, lack of credibility in proposals, and not challenging clients' assumptions about what they need. The document provides advice on how agencies can improve their proposal success rate by addressing these common shortcomings.
The document provides five lessons for effective client relationship management: 1) Call clients when problems arise to discuss solutions and timelines; 2) Keep clients informed of issues even if they are unaware; 3) Have solutions ready to offer clients rather than waiting for them; 4) Underpromise and overdeliver to build trust; 5) Add value by proactively offering clients suggestions to improve their business.
The Affiliate Masters Course is an intensive 10-DAY course on becoming a
high-earning affiliate champion.
How? By “building income through content,” the proven, C T P M way!
An affiliate business is one of the easiest ways to get your feet wet in e-business.
You send visitors (i.e., potential customers) to a merchant’s Web site that you are
representing. If they buy or complete a required action (for example, fill in a
form), the merchant pays you a commission. No fuss, no muss!
Believe it or not, it is easy to create new opportunities for building wealth. In fact, unseen opportunities are passing you by everyday. The only thing you need to do is to look at these overlooked opportunities with fresh eyes and capitalize on them.
Marketing genius Jay Abraham shares with you a program that will help you reach the pinnacle of success. Using the strategies he has utilized as a top advisor to some of America’s top corporations, Jay teaches you how to spot hidden assets and how to use untapped resources to maximize your career and increase your income.
Is Sam Oven's Consulting Accelerator A Scam Everything You Need To Knowmepatelchirag
This course claims to be the ultimate training for would-be, new, and even experienced consultants. It’s a 6-week course that includes action-based homework each week.
The document provides advice from a marketing manager to their agency partners on how to best serve clients and win business. Some key points include: take a genuine interest in clients' problems rather than just selling your own credentials; expose clients to new ideas and help them learn; spend time in clients' organizations to better understand their business; and align your agency's success with your clients' success by linking compensation to client metrics. The overall message is that agencies should focus on truly understanding and helping their clients rather than just completing tasks.
6 WAYS TO ADD VALUE TO YOUR ORGANIZATION & ADVANCE YOUR CAREER by Dr.Mahboob ...Healthcare consultant
With every task you take on, ask yourself: How can I add value to this? And every time you achieve one of these value-add outcomes, measure the results and write them down. How much money did you save or earn? How much did efficiency or quality improve? What is the long-term impact of fixing or preventing that problem? The information you gather will be critically important in future performance reviews or when writing your next resume.
This document outlines 7 pillars of customer service excellence: 1) Develop a customer service mission statement, 2) Ensure customer service has the proper attitude and action, 3) Provide base training for employees, 4) Coach employees, 5) Send creative thank you's, 6) Perform functional walkthroughs, and 7) Engage with customers. Following these pillars requires challenging employees to go above and beyond typical customer service. Case studies show how following the pillars increased sales and customer retention for various organizations. The document promotes customer service training from Sales Progress to help organizations implement the 7 pillars.
This document outlines 7 pillars of customer service: 1) Develop a customer service mission statement, 2) Ensure customer service has the proper attitude and action, 3) Provide base training for employees, 4) Coach employees, 5) Send creative thank you's, 6) Perform functional walkthroughs, and 7) Engage with customers. It emphasizes the importance of going above and beyond for customers to build loyalty and advocates training employees to learn more about each customer. Real-world examples are provided to illustrate how following these pillars can significantly increase sales and improve customer relationships.
This document outlines 7 pillars of customer service: 1) Develop a customer service mission statement, 2) Ensure customer service has the proper attitude and action, 3) Provide base training for employees, 4) Coach employees, 5) Send creative thank you's, 6) Perform functional walkthroughs, and 7) Engage with customers. It emphasizes the importance of going above and beyond for customers to build loyalty and advocates training employees to learn more about each customer. Real-world examples are provided to illustrate how following these pillars can significantly increase sales and improve customer relationships.
The document provides an overview of a 7-step client enrollment blueprint to help effortlessly conduct consultations that result in new clients. The 7 steps are: 1) Create pre-consultation credibility, 2) Establish a connection, 3) Set the agenda, 4) Establish the gap, 5) Close the gap, 6) Transform objections into opportunities, and 7) Get started with a new client and help them stick. Following this proven blueprint systematically plugs leaks where potential clients may not become clients by addressing each essential part of the consultation process.
How to raise prices without losing current clients
Are you in a spot where you know you need to raise your rates, but you’re terrified of losing your income?
This episode goes over some ways where you can start charging what you’re worth WITHOUT losing all of your income stability.
I also give a word for word script you can use while implementing this.
http://rachelrofe.com/how-to-raise-prices-without-losing-current-clients-including-a-word-for-word-script
Want More?
If you liked this, there’s plenty more where it come from. Let’s stay in touch!
We can connect in any of these places:
Main website: http://www.RachelRofe.com
A Better Life Podcast – where these transcripts are taken from:
http://www.rachelrofe.com/podcast
Rachel's books – Learn new ways to improve your life:
http://www.rachelrofe.com/booklist
Twitter: http://www.Twitter.com/RachelRofe
Twitter: http://www.Twitter.com/AbetterlifeRR
Instagram: http://www.Instagram.com/RachelRofe
Instagram: http://www.Instagram.com/chooseabette...
YouTube: http://www.YouTube.com/RachelRofe
YouTube: http://www.YouTube.com/Chooseabetterlife
The document summarizes an affiliate marketing course that teaches the CTPM (Content, Traffic, Presell, Monetize) process. The 10-day course helps students understand the difference between selling and preselling, develop a site concept, generate traffic, and establish monetization models to build an affiliate business. It emphasizes creating valuable content to attract targeted traffic and warm up visitors through preselling before monetizing through affiliate links.
Affiliate Marketing course for Begeiners Nizam Uddin
This document introduces the Affiliate Masters Course, which teaches the C T P M (Content, Traffic, Presell, Monetize) process for building an affiliate business. The course is 10 days long, with each day focusing on a specific goal. Day 1 focuses on understanding the concepts of maximizing profits by increasing traffic and conversion rates. It emphasizes using content-based websites to drive targeted traffic rather than banner ads, and preselling to visitors to boost conversion rates and commissions. The document stresses that affiliate marketing requires effort but can build a profitable business if the C T P M process is followed correctly.
How To Quickly Attract High Value Clients And Create A Group Coaching ProgramKenny Goodman
In this presentation Kenny Goodman reveals his Client Accelerator Formula so you can attract high value clients and leverage your service delivery so you can create more freedom from your business.
This document outlines Ryan D. Hatch's approach to lean startup. It discusses discovering customer problems through interviews, developing minimum viable products to test solutions, and iterating based on customer feedback to build scalable business models. The goal is to fail fast by continuously validating hypotheses and pivoting or persevering based on learning. Metrics like customer acquisition cost and revenue per customer are used to determine if the business model is viable. The overall message is that startups should sell early, involve customers, and treat the process as discovery to build sustainable businesses.
Growing Your Business From Six To Seven FiguresAdam Urbanski
The document discusses how to grow an expertise-based business into a million dollar empire. It outlines Adam Urbanski's formula of (RM)4 + RA for success, which stands for having the right mindset, right model, right methods, right mastermind and mentor, and taking right action. The document provides examples of businesses that implemented these strategies and saw significant revenue increases, such as making over $100,000 in one weekend. It emphasizes the importance of taking action to see results.
Similar to "Double Your Freelancing Rate" Course Sample (20)
This slide is special for master students (MIBS & MIFB) in UUM. Also useful for readers who are interested in the topic of contemporary Islamic banking.
Thinking of getting a dog? Be aware that breeds like Pit Bulls, Rottweilers, and German Shepherds can be loyal and dangerous. Proper training and socialization are crucial to preventing aggressive behaviors. Ensure safety by understanding their needs and always supervising interactions. Stay safe, and enjoy your furry friends!
How to Fix the Import Error in the Odoo 17Celine George
An import error occurs when a program fails to import a module or library, disrupting its execution. In languages like Python, this issue arises when the specified module cannot be found or accessed, hindering the program's functionality. Resolving import errors is crucial for maintaining smooth software operation and uninterrupted development processes.
हिंदी वर्णमाला पीपीटी, hindi alphabet PPT presentation, hindi varnamala PPT, Hindi Varnamala pdf, हिंदी स्वर, हिंदी व्यंजन, sikhiye hindi varnmala, dr. mulla adam ali, hindi language and literature, hindi alphabet with drawing, hindi alphabet pdf, hindi varnamala for childrens, hindi language, hindi varnamala practice for kids, https://www.drmullaadamali.com
A review of the growth of the Israel Genealogy Research Association Database Collection for the last 12 months. Our collection is now passed the 3 million mark and still growing. See which archives have contributed the most. See the different types of records we have, and which years have had records added. You can also see what we have for the future.
Exploiting Artificial Intelligence for Empowering Researchers and Faculty, In...Dr. Vinod Kumar Kanvaria
Exploiting Artificial Intelligence for Empowering Researchers and Faculty,
International FDP on Fundamentals of Research in Social Sciences
at Integral University, Lucknow, 06.06.2024
By Dr. Vinod Kumar Kanvaria
Macroeconomics- Movie Location
This will be used as part of your Personal Professional Portfolio once graded.
Objective:
Prepare a presentation or a paper using research, basic comparative analysis, data organization and application of economic information. You will make an informed assessment of an economic climate outside of the United States to accomplish an entertainment industry objective.
Assessment and Planning in Educational technology.pptxKavitha Krishnan
In an education system, it is understood that assessment is only for the students, but on the other hand, the Assessment of teachers is also an important aspect of the education system that ensures teachers are providing high-quality instruction to students. The assessment process can be used to provide feedback and support for professional development, to inform decisions about teacher retention or promotion, or to evaluate teacher effectiveness for accountability purposes.
Physiology and chemistry of skin and pigmentation, hairs, scalp, lips and nail, Cleansing cream, Lotions, Face powders, Face packs, Lipsticks, Bath products, soaps and baby product,
Preparation and standardization of the following : Tonic, Bleaches, Dentifrices and Mouth washes & Tooth Pastes, Cosmetics for Nails.
2. About This Course p. 4
Preface p. 7
1. Understanding Your Clients
Why Do We Become Freelancers? p. 10
What Do Clients Want? p. 13
Case Study: Steve Corona p. 17
Qualifying New Clients p. 21
The Pain Behind The Project p. 29
Quantifying The Financial Upside p. 33
Case Study: Eric Davis p. 40
Getting To A Solution p. 44
Working With The Wrong Clients p. 51
2. Your Rate
Trapped In The Middle Of A Project Pitch p. 55
The Science Of Pricing p. 57
Case Study: Tim Connor p. 60
Avoiding Commoditization p. 64
Reducing Risk p. 68
Table of Contents
i
3. Case Study: Ryan McGeary p. 74
Project Billing Structures p. 78
Value-Based Pricing p. 87
Determining Your Rate p. 91
Being Confident In What You Charge p. 94
3. How To Close The Deal
When To Propose p. 97
Structuring Your Proposal p. 104
Case Study: Brook Riggio p. 115
Packaging p. 119
Case Study: Stephen Ou p. 128
Handling Pushback p. 131
4. The Path Forward
Selling Retainers p. 135
Productized Consulting p. 146
Case Study: Jim Gay p. 153
Raising Your Rates On Existing Clients p. 156
What Does Tomorrow Look Like For You? p. 159
My Standing Offer p. 167
Acknowledgements p. 168
ii
4. This course — and the wording here is intentional — is meant to help
you better understand your clients. Once you know why clients hire you and
what they’re expecting, you can deliver a better product at a premium.
My goal is to bring you through the entire lifecycle of a client relation-
ship, from first meeting through project handoff (and beyond.)
What you’re reading now, on your computer or e-reader, is one part of
this course. This guidebook is meant to inform. Beyond this guidebook, how-
ever, I’ve included additional resources that are meant to get you to act.
Are you familiar with the 80/20 rule? The idea, when applied to some-
thing like an instructional course, is that only 20% of people will actually do
something as a result of learning something new. This means that there’s a
very good chance that you’ll go through this course and afterward make zero
changes in your business.
Now, I have an ulterior motive for wanting you to actually use this
course and raise your rates. I want you to be a success story. This course is
self-published and bootstrapped — I have no publisher or agent working on
my behalf to sell as many copies as possible. What’s sold this course over the
last two years are recommendations.
About This Course
3
5. So to improve the likelihood that you’ll digest this course and raise your
rates from 20% to something considerably north of that figure, I’ve also in-
cluded the following:
★ Worksheets: You received a PDF with worksheets. These are
meant to help you externalize the inevitable ideas and thoughts that
will be spinning around your head after we conclude certain key
parts of this guidebook. Ideas have short half-lives, so I’m going to
ask you to write many of these ideas out. The act of committing
thoughts and actions to paper — whether virtual or real — will
make you more successful.
★ A Followup Accountability Course: A unique advantage of self-
publishing is that I have your email address. Had I sold this at a
bookstore, I’d receive a royalty but not a customer. You’re now
registered to receive a series of what I like to call “nudging” emails
and additional content, which you’ll begin to receive automatically in
a few days. The intent of these emails is to ensure that you’ve made
progress, and many of these emails will ask you to reply — and I
personally read and respond to every reply I get. Again, I want you to
succeed. I want you to become so wildly successful that you can’t
help but tell others about my work. :-)
★ 7 Written Q&A-style Interviews: These are friends of mine who
go above-and-beyond the average freelancer. You’ll hear in their own
words what led them to charge a premium rate.
4
6. I also have a higher-end package, which includes:
★ 12 Case Studies With Successful Students: These are all people
who have taken this course and are now charging significantly more
than they were before. I made it a point to interview people from all
walks of life — a nomadic marketer in Barcelona en route to
Bangkok, a just-out-of-college web developer, the owner of a thriving
agency, and more — so that you can relate to and better understand
the challenges they faced and how they overcame them.
★ Proposal Writing And Retainer Templates: Don’t reinvent the
wheel. I’ve packaged up a ready-to-go proposal template and retainer
template that you can use with your clients.
★ Video Course On Retainers: I extracted this mini-course from a
6+ hour workshop I hosted with my friend Patrick McKenzie. We’ll
cover retainers briefly in this guidebook, but this mini-course
expands on productized consulting through recurring retainers.
5
7. There are three ways businesses make more money:
★ Get more customers.
★ Increase the amount each customer pays you.
★ Increase the frequency your customers pay you.
This course focuses on the last two bullet points. While much of what
we’ll be discussing over the upcoming chapters will, as a nice little side effect,
help you get more customers, our focus will be on making you more money
from what you already have.
We’ll start with understanding your clients and their needs. Etymologi-
cally, the word client comes from the Latin word for “protection.” We’ll take
this definition to heart throughout this course, and learn how we can provide
for our clients in a way that surpasses simply delivery a commodity service.
Next, we’ll talk about pricing. We’ll look at the various forms of pricing,
and how by reversing risk and better positioning we can raise our prices.
We’ll also explore what value-based pricing is and is not. We’ll close the sec-
tion by talking about personal confidence as it relates to what you provide
your clients and what you charge, and I’ll help you come up with your new
rate.
Preface
6
8. After we explore pricing, we’ll move toward closing the sale. A lot of
time and effort is spent getting to the point of being able to furnish a pro-
posal, so it’s in your best interest to optimize your closing rates. I’ll walk you
through exactly how you should structure and write your proposal, and how
you should deliver your proposals and respond to pushback.
Finally, we’ll talk about ways to make money that don’t involve selling
an hour or your time for a fixed amount. This last section will help us in-
crease the lifetime value of our clients, and give us stability and predictable
revenue so that we can march forward in confidence.
The Origins Of This Course
When I started out freelancing, I really had no idea what I was doing.
The only other time anyone had ever paid me any serious amount of money
was through a formal employee-employer relationship. I thought I was sell-
ing my technical abilities, and I figured those abilities should have some sort
of predefined price attached to them.
So I asked around… how much should a freelance web developer
charge? What should I do to get hired? How do I get paid?
This course is everything I’ve learned about pricing, clients, and sales
and marketing as it relates to selling consulting services. I learned this the
hard way — as I grew my company from a solo freelancing gig to a brick and
mortar agency with full-time staff, an office, and plenty of expenses, I had to
to systematically increase my revenue. I had to make more money, or go out
of business.
7
9. Before talk about pricing, it’s important to understand why clients
hire you and what they’re looking for. I’ll cover how you can take any
project that’s brought to you and identify the problem behind the pro-
ject, what the solution should look like, and the financial impact the
problem is making on the client’s company.
UNDERSTANDING YOUR CLIENTS
1
8
10. When we have an understanding of why a project has been commis-
sioned and what the business implications are for both its success and fail-
ure, we now want to quantify exactly what those implications mean for the
business.
It’s one thing to tell a prospective client, “We’ve agreed that not doing
this project will cost each of your employees a few hours a week in lost pro-
ductivity.” Or, “You’re losing sales because hardly anyone who visits your
website contacts you.”
But it’s entirely different to say, “Over the next year alone, recovering 5
hours a week per employee of productivity will save you around $300,000 in
payroll overhead.” Or, “If we can get you two more leads a month, that will
add $5,000 in new business each month to your revenue.”
Why We Quantify
Quantifying what the financial upside is for a business communicates
two powerful concepts to your clients:
1. You’ve done your homework. You’ve spent the time to
understand and calculate exactly what this project means to their
business.
Quantifying The Financial Upside
UNDERSTANDING YOUR CLIENTS
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11. 2. You can anchor this upside against your costs. We’ll use basic
psychology to communicate “spend $1 and get $2 back” when putting
together our proposals.
I very rarely see anyone outside of enterprise solutions consulting doing
this. Most freelancers, as we’ve discussed, are singularly focused on their
craft — what are we doing, and how will we do it?
Calculating Your Clients’ Upsides
It can be tricky to calculate the financial upside for your clients, and
there’s no one formula to fit every case. However, there are ways to make cal-
culating the upside easier and more reliable.
The easiest way to start is to realize that the end goal of almost any paid
project is to either create more customers or sales, or to increase the value of
customers or sales.
One early student of my Masterclass designed and wrote websites for
psychiatric care clinics. The commoditized method of selling these websites
might be to figure out the going rate for a WordPress site with a handful of
pages and a contact form. But since he wanted to deliver a better product for
his clients and also make more money, he had to first focus on the customer
and what their goals were with the website.
So he asked one of his clients, “What’s the value of a customer?” He
learned that the average value of a patient in a bed at one of these care cen-
ters was about $30,000 of revenue. The next question he asked was, “And
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12. how many leads do you typically need to talk to in order to get a new pa-
tient?” They replied with about ten.
From here, it was easy for him to calculate the value of a lead. The aver-
age value for a lead to a psychiatric care center is about $3,000.
This gave him insight that would allow him to immediately set himself
apart from the other companies who were bidding on these projects. Instead
of saying, “I’ll design and write a site and its copy for you”, he was selling new
leads to his clients. He proposed solutions for getting them new leads, which
in turn would get them new customers at $30,000 a head.
1. What is the average value of a new customer? (This is known
as CLTV, or “Customer Lifetime Value”)
2. How many leads does it typically require to convert
someone to a customer? There’s a difference between a lead and
a prospect. For instance, everyone who visits a psychiatric clinic’s
website shouldn’t be considered a lead; but anyone who visits the
“Contact Us” page or does some other key interaction is (this is
commonly referred to as activation.)
3. What percentage of prospects become leads? A prospect is a
set of eyeballs that’s viewing your project. How many people view the
sales letters you write for your clients? The website you designed?
The application you developed? Then separate out the number of
people who make it to the call-to-action, the order page, or the sign-
up page.
34
13. The further you get down this list, the more control you have. If you’re
creating a website for someone, you might not control the value of a cus-
tomer, but the site you design directly influences the number of people who
become customers.
Getting some of the numbers that are higher up the food chain — like
the value of a customer or how many leads a sales team typically talks to be-
fore closing a deal — aren’t always numbers that are openly listed.
Since you’ll be getting these numbers during the sales phase (where the
prospective client probably hasn’t signed anything yet), you’ll likely want to
have them sign a non-disclosure agreement (NDA) before receiving these
stats.
While discussing the financial upside with a client, I’ll precede the con-
versation with, “For me to make sure I can help you, I’m going to need to ask
you some questions that aren’t exactly public. For your own protection, could
I get you to sign this non-disclosure agreement? This will make sure I’m not
able to share this information with anyone.”
This makes you look like an upstanding professional — you understand
that their business has sensitive data, and you’re securing the relationship be-
fore they even need to ask. But additionally, you’re now signing a legal agree-
ment between your company and theirs. This is another psychological “trick”
for setting the stage for them becoming your next client.
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14. Non-Obvious Cases
It’s not always easy to figure these metrics out. If you’re managing Ad-
Words campaigns and landing pages, this is really simple to do. However, if
you’re a backend database administrator, you’re often pretty far removed
from money changing hands.
I worked with a client where we were going to be rewriting an internal
application of theirs (I’ll cover their story again in the next chapter.) But on
top of a simple rewrite, we wanted to improve the usability of the product
— this application was used all day by their sales team, and the current ver-
sion of the application was haphazardly slapped together over the years.
While the tool was used to help the sales team work on more deals, it
wasn’t anywhere close to being customer facing. So how could we identify the
financial upside here?
It started with getting to know how people used the current product.
What sort of workflows did members of the sales team go through to do their
job? We learned that there was a lot of waiting — click this button, wait 30
seconds. There were also a whole lot of clicks. There were plenty of things
that could be reduced to a click (either by optimizing interactions or doing
more backend processing.) Within just a few minutes of speaking with peo-
ple, we had an idea of how much time was being wasted every day by sales-
men who just wanted to close more deals and make themselves and the com-
pany more money.
36
15. Once we knew how much time was being wasted each week, we then
used the “pull out the NDA” technique to find out how much these employees
cost and what their value was to the client. They were the customer, from our
perspective. If we could make them more valuable, our client would make
more money.
We discovered the average baseline salary of these employees was about
$40,000 (not including commission.) Factoring in their fully loaded cost, it’s
more like $50,000, which is about $25 an hour.
Reclaiming even $50 a week for a team of 20 would yield a payroll sav-
ings of about $1,000 a week.
Next, we looked at how many deals the average employee pushed
through a week. We reasoned that if we could really optimize how they
worked, we could get each salesperson closing one more deal a week. The
value of a deal for the company (sans commission and everything else) aver-
aged about $300. Now we’re looking at $6,000 in added profit each week.
So far we realized that by making the application that’s functionally the
heartbeat of the entire company run more effectively, we’d be saving/making
the company about $7,000 a week. In a year, that’s $364,000.
…Which happened to be pretty close to the estimated cost of the project.
Had we just gone in with, “We’ll rewrite and optimize your application.
And it’ll cost $400,000”, it would have been a very, very hard sell. But by an-
choring our costs to the financial upside for the first year alone, we’re posi-
37
16. tioning ourselves as a money-maker for the client — and not just an expen-
sive development shop.
It’s not always obvious how or why the project you’re brought will im-
pact a company’s bottom line, but it does. And when you can identify what
that impact is, you’ll have a much easier time both justifying your costs and
proving to the client that you understand what they’re looking for.
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