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#2: MONEY TALKS 11.00 - 12.00
SALES TECHNIQUES, PRICING


#1: MY BRAND 10.00 - 11.00
VALUE PROPOSITION DESIGN
SMARTHU FR...
#2 MONEY TALKS
HUMBLE BRAGGING
# MONEY TALKS
“YOU’RE NOT ASKING PEOPLE TO BUY YOU,
YOU’RE TELLING THEM HOW MUCH YOUR
TIME, ENERGY, AND TALENT IS WORTH, AND
THEN LETTIN...
"IGNORANTI, QUEM
PORTUM PETAT, NULLUS
SUUS VENTUS EST.”
(SENECA)
“SEMMILYEN SZÉL SEM KEDVEZŐ ANNAK,
AKI NEM TUDJA, MILYEN ...
#2_1
ELEVATOR PITCH
# MONEY TALKS
# MONEY TALKS
“SO TELL ME ABOUT
YOURSELF/WHAT DO YOU
DO?/WHO ARE YOU?”
‣ AN ELEVATOR PITCH IS A BRIEF, PERSUASIVE
SPEECH THAT YOU CAN US...
YOUR ELEVATOR PITCH
‣ 30 SECONDS OR LESS.
‣ YOUR SKILL (OR HOW YOU BENEFIT A POTENTIAL
EMPLOYER) SHOULD BE CLEAR.
‣ THERE ...
#2_2
MESSAGE MAP
# MONEY TALKS
#2_2
MESSAGE MAP
MESSAGE MAP
# MONEY TALKS_ TEAMWORK
key message statement
supporting point
1
supporting point
2
supporting point
3evidence...
MESSAGE MAP EXAMPLE
KEY MESSAGE STATEMENT:

LUSH MAKES HANDMADE SOAPS AND COSMETICS
SUPPORTING POINTS
‣ ENVIRONMENT FRIEND...
1ST STEP:

CREATE YOUR 140 WORDS
KEY MESSAGE STATEMENT
# MONEY TALKS_ TEAMWORK
1: WHAT DO YOU DO…WELL? (SKILLS)
2: WHAT IS YOUR GREATEST STRENGTH IN THIS AREA OR THE BEST
COMPLIMENT YOU’VE EVER RECEIVE...
FUNNEL TECHNIQUE
# MONEY TALKS_ TEAMWORK
FUNNEL_DETAILS
1. Start with your three adjectives that describe
your personal brand, and tell a compelling
story. 

Who a...
2ND STEP:

CREATE THE MESSAGE
MAP
# MONEY TALKS_ TEAMWORK
GET YOUR MESSAGE
MAP READY
15 minutes
# MONEY TALKS_ TEAMWORK
ANYONE READY TO
PRESENT YOUR
ELEVATOR PITCH?
15 minutes
# MONEY TALKS _ TEAMWORK
#2_2 ONLINE
MARKETING
# MONEY TALKS
# MONEY TALKS
ALTHOUGH NO ONE WILL HIRE YOU BASED
SOLELY ON YOUR PROFILE, EVENTUALLY
THEY’LL PROBABLY END UP GOOGLING YOU.
‣ WORD OF MOUTH
‣ HAVE A CLEAR, UP-TO-DATE PORTFOLIO—AND MARKET IT
‣ BLOG (OR MORE SIMPLY—CREATE CONTENT) ADD A BLOG TO YO...
#2_3 PRICING
# MONEY TALKS
HAVE THE HEART OF A
GARDENER AND THE
SOUL OF A SALESMAN
# MONEY TALKS
‣ KNOW YOUR NUMBERS
‣ GET A SPREADSHEET AND TRACK
YOUR INCOME AND EXPENSES EACH
MONTH
‣ DON’T FORGET TO PUT ASIDE FOR TAX
...
SHY ABOUT
MONEY? DON’T BE
“THE VALUE OF YOUR SERVICES
HAS MORE TO DO WITH WHAT
THE CLIENT WILL GET OUT OF
WHAT YOU CAN DO ...
FREELANCERS - DO THE MATHS
# MONEY TALKS
‣ PERSONAL EXPENCES

THAT'S YOUR BASELINE
‣ ADDITIONAL PERSONAL SPENDING

ADDITIO...
UNDERSTAND BUSINESS OBJECTIVES
# MONEY TALKS
THE TOP 5 PRICING MISTAKES FREELANCERS MAKE
# MONEY TALKS
‣ PRICING TOO LOW
‣ PRICING FOR PAY, NOT PROFIT
‣ SETTING A NARR...
CASE STUDY

A CLIENT IS TRYING TO NEGOTIATE MY RATE.
# MONEY TALKS
“WHAT ABOUT YOUR
HOURLY RATE?”
“60$/HOUR”
“HMMM MY BUDG...
SCENARIO #1: YOU AGREE TO LOWER YOUR FEE.
# MONEY TALKS
SCENARIO #2: YOU AGREE TO A TEMPORARY DISCOUNT.
SCENARIO #3: YOU K...
PRICING EXERCISE
Johnny Appleseed
# MONEY TALKS
THANK YOU FOR YOUR
ATTENTION
CONTACT: EMESE@ZUANGO.HU
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MONEY TALKS _ sales and pricing techniques for freelancers by Zuango

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MONEY TALKS: Sales and pricing techniques for freelancers by Zuango
Branding techniques for freelancers by Zuango
Find out about selling your services, useful pricing techniques and start a successful career as a freelancer or small business! More: www.zuango.hu

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MONEY TALKS _ sales and pricing techniques for freelancers by Zuango

  1. 1. 
 #2: MONEY TALKS 11.00 - 12.00 SALES TECHNIQUES, PRICING 
 #1: MY BRAND 10.00 - 11.00 VALUE PROPOSITION DESIGN SMARTHU FREELANCERS’ LAB AGENDA 
 #3: HAPPY CLIENTS 12.00 - 13.00 TIME and -PROJEKT MANAGEMENT, MINDMAPPING, ROADMAPPING, BEST PRACTICES
  2. 2. #2 MONEY TALKS
  3. 3. HUMBLE BRAGGING # MONEY TALKS
  4. 4. “YOU’RE NOT ASKING PEOPLE TO BUY YOU, YOU’RE TELLING THEM HOW MUCH YOUR TIME, ENERGY, AND TALENT IS WORTH, AND THEN LETTING THEM MAKE THE DECISION.” # MONEY TALKS
  5. 5. "IGNORANTI, QUEM PORTUM PETAT, NULLUS SUUS VENTUS EST.” (SENECA) “SEMMILYEN SZÉL SEM KEDVEZŐ ANNAK, AKI NEM TUDJA, MILYEN KIKÖTŐBE TART.”
  6. 6. #2_1 ELEVATOR PITCH # MONEY TALKS
  7. 7. # MONEY TALKS
  8. 8. “SO TELL ME ABOUT YOURSELF/WHAT DO YOU DO?/WHO ARE YOU?” ‣ AN ELEVATOR PITCH IS A BRIEF, PERSUASIVE SPEECH THAT YOU CAN USE TO SPARK INTEREST IN WHAT YOUR ORGANIZATION DOES. YOU CAN ALSO USE ONE TO CREATE INTEREST IN A PROJECT, IDEA, OR PRODUCT.
  9. 9. YOUR ELEVATOR PITCH ‣ 30 SECONDS OR LESS. ‣ YOUR SKILL (OR HOW YOU BENEFIT A POTENTIAL EMPLOYER) SHOULD BE CLEAR. ‣ THERE SHOULD BE A GOAL (OR ASK).IDENTIFY YOUR GOAL ‣ EXPLAIN WHAT YOU DO. ‣ COMMUNICATE YOUR USP. ‣ ENGAGE WITH A QUESTION. ‣ PUT IT ALL TOGETHER. ‣ PRACTICE. # MONEY TALKS
  10. 10. #2_2 MESSAGE MAP # MONEY TALKS
  11. 11. #2_2 MESSAGE MAP
  12. 12. MESSAGE MAP # MONEY TALKS_ TEAMWORK key message statement supporting point 1 supporting point 2 supporting point 3evidence evidence evidence evidence evidence evidence evidence evidence evidence
  13. 13. MESSAGE MAP EXAMPLE KEY MESSAGE STATEMENT:
 LUSH MAKES HANDMADE SOAPS AND COSMETICS SUPPORTING POINTS ‣ ENVIRONMENT FRIENDLY ‣ FRESH ‣ ETHICAL CAMPAIGNS # MONEY TALKS PITCH
 “HI, WELCOME TO LUSH, WE MAKE HANDMADE SOAPS AND COSMETICS. EVERYTHING YOU SEE IN THE STORE IS FRESH, ENVIRONMENTALLY FRIENDLY AND PART OF THE PROFITS GO TO SUPPORT ETHICAL CAMPAIGNS IN OUR COMMUNITY.” EVIDENCE ‣ WE DON’T USE ARTIFICIAL MATERIALS FOR OUR PRODUCTS ‣ NO PRODUCTS IN STORE 
 OLDER THAN 1 WEEK ‣ WE JUST RAN A CAMPAIGN WHERE WE RAISED … FOR GREENPEACE
  14. 14. 1ST STEP:
 CREATE YOUR 140 WORDS KEY MESSAGE STATEMENT # MONEY TALKS_ TEAMWORK
  15. 15. 1: WHAT DO YOU DO…WELL? (SKILLS) 2: WHAT IS YOUR GREATEST STRENGTH IN THIS AREA OR THE BEST COMPLIMENT YOU’VE EVER RECEIVED ABOUT YOUR SKILL? (CONFIDENCE) 3: WHAT WOULD YOU LIKE TO DO? (GOAL) 4: WHAT’S YOUR “WHY?” (MOTIVATION) WORDING # MONEY TALKS_ TEAMWORK
  16. 16. FUNNEL TECHNIQUE # MONEY TALKS_ TEAMWORK
  17. 17. FUNNEL_DETAILS 1. Start with your three adjectives that describe your personal brand, and tell a compelling story. 
 Who are you, and what do you do for your clients that will make their lives easier, or better? 2. Condense it down to a few hundred words or less for your Facebook and LinkedIn pages. Keep the tone consistent, but really focus here on what your clients get from you. 3. Shave it down to 140 characters or less for Twitter, and for your most basic elevator pitch. Remember, lead with your most essential core benefits from a client perspective. 4.Narrow it down even further to just a few words for your tagline. This should still strike the right brandmessage, while being super-succinct. No more than a few-word sentence. # MONEY TALKS_ TEAMWORK
  18. 18. 2ND STEP:
 CREATE THE MESSAGE MAP # MONEY TALKS_ TEAMWORK
  19. 19. GET YOUR MESSAGE MAP READY 15 minutes # MONEY TALKS_ TEAMWORK
  20. 20. ANYONE READY TO PRESENT YOUR ELEVATOR PITCH? 15 minutes # MONEY TALKS _ TEAMWORK
  21. 21. #2_2 ONLINE MARKETING # MONEY TALKS
  22. 22. # MONEY TALKS ALTHOUGH NO ONE WILL HIRE YOU BASED SOLELY ON YOUR PROFILE, EVENTUALLY THEY’LL PROBABLY END UP GOOGLING YOU.
  23. 23. ‣ WORD OF MOUTH ‣ HAVE A CLEAR, UP-TO-DATE PORTFOLIO—AND MARKET IT ‣ BLOG (OR MORE SIMPLY—CREATE CONTENT) ADD A BLOG TO YOUR PORTFOLIO OR ONLINE RESUME. ‣ WRITE (OR CREATE CONTENT) FOR *OTHERS* ‣ KEEP YOUR LINKEDIN UP TO DATE ‣ KEEP OTHER, INDUSTRY-RELEVANT SOCIAL MEDIA ACCOUNTS UP TO DATE ‣ NETWORK IN PERSON ‣ START COWERING ‣ SPEAK AT EVENTS/CONFERENCES ‣ NETWORK ONLINE ‣ POSITION YOURSELF AS AN EXPERT 11 WAYS TO GET YOUR CLIENTS COME TO YOU # MONEY TALKS https://issuu.com/daniellearaujoamin/docs/iab_360i_social_marketing_playbook_
  24. 24. #2_3 PRICING # MONEY TALKS
  25. 25. HAVE THE HEART OF A GARDENER AND THE SOUL OF A SALESMAN # MONEY TALKS
  26. 26. ‣ KNOW YOUR NUMBERS ‣ GET A SPREADSHEET AND TRACK YOUR INCOME AND EXPENSES EACH MONTH ‣ DON’T FORGET TO PUT ASIDE FOR TAX ‣ LIVE WITHIN YOUR MEANS ‣ DON’T DEFINE YOUR SELF WORTH BY HOW MUCH YOU EARN ‣ SAVE # MONEY TALKS FREELANCERS TIPS: IF YOU’RE FREAKING OUT ABOUT MONEY
  27. 27. SHY ABOUT MONEY? DON’T BE “THE VALUE OF YOUR SERVICES HAS MORE TO DO WITH WHAT THE CLIENT WILL GET OUT OF WHAT YOU CAN DO FOR THEM, THEN YOU CAN CHARGE MORE. ITS NOT ABOUT YOU. ITS ABOUT THE VALUE TO THEM.”
  28. 28. FREELANCERS - DO THE MATHS # MONEY TALKS ‣ PERSONAL EXPENCES
 THAT'S YOUR BASELINE ‣ ADDITIONAL PERSONAL SPENDING
 ADDITIONAL PERSONAL SPENDING, ETC. THIS AMOUNT PLUS YOUR BASELINE AMOUNT CAN BE YOUR TARGET MONTHLY WAGE ‣ BUSINESS EXPENCES
 THIS AMOUNT PLUS YOUR TARGET MONTHLY WAGE IS THE MINIMUM AMOUNT YOU WANT TO MAKE EACH MONTH FROM YOUR BUSINESS ‣ WAGE/SEPARATE BANK ACCOUNTS
 HAVE TWO SEPARATE BANK ACCOUNTS: AN ACCOUNT FOR BUSINESS, AND ACCOUNT FOR PERSONAL. PAY YOURSELF A WAGE EACH MONTH (
  29. 29. UNDERSTAND BUSINESS OBJECTIVES # MONEY TALKS
  30. 30. THE TOP 5 PRICING MISTAKES FREELANCERS MAKE # MONEY TALKS ‣ PRICING TOO LOW ‣ PRICING FOR PAY, NOT PROFIT ‣ SETTING A NARROW PRICE SPREAD ‣ UNDERESTIMATING LABOR COSTS ‣ FORGETTING HIDDEN LABOR

  31. 31. CASE STUDY
 A CLIENT IS TRYING TO NEGOTIATE MY RATE. # MONEY TALKS “WHAT ABOUT YOUR HOURLY RATE?” “60$/HOUR” “HMMM MY BUDGET IS PRETTY TIGHT. WOULD YOU DO IT FOR 40$/ HOUR?”
  32. 32. SCENARIO #1: YOU AGREE TO LOWER YOUR FEE. # MONEY TALKS SCENARIO #2: YOU AGREE TO A TEMPORARY DISCOUNT. SCENARIO #3: YOU KEEP YOUR GROUND. You like this client’s vibe and the project, and you agree to a discounted fee for the sake of the long-term relationship. Instead of reducing your fee directly, you can agree to a temporary discount, which will be applied on your first invoices. In any case, clients often don’t understand everything that’s included in a price, it is mandatory to state it clearly. If you include meetings, fixes, research, competition analysis and phone calls, you should mention it.
  33. 33. PRICING EXERCISE Johnny Appleseed # MONEY TALKS
  34. 34. THANK YOU FOR YOUR ATTENTION CONTACT: EMESE@ZUANGO.HU

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