Documente Academic
Documente Profesional
Documente Cultură
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- continuing to take action
- consistent flow of clients
- pitching
- persuading
- negotiating
advanced referral systems
- finding target market
- what are our profitable skills?
- niching down
- makes you position yourself better
- allows you to charge much more money
- creates target audience
- being specialist -> doing things that others can not do
- **** always think about their needs
- where are these client located?
- where they spend time
- how can I get in front of that niche
- show that you are worthy of they time
- focusing your work
- "I design and develop fully functioning e-commerce websites for small business
es that make 6 figures"
- aiming at specificities
- what if you are landscaper? Do you say I just cut loungs?
- or "I keep x,y neiborhood in a tip-top shape with a combination of this, this
and that
- what if you are a tutor? Do I just say I teach math?
- or "I specialize in algebra and calculus"
- specificity => attraction => because people know their problem and want the ce
rtanty that you have solution for their specific, "unique" problem
- tailoring to their needs
- identifying the needs, motivations and pain-points
- what all your prospective clients have in common
- think about your common prospective clients
- you need to be addresing the problems
- providing cure for the pain of your clients
- benevolent exastrubate
- ethical persuation
- time is pain point
- how much time can you free up for someone
- solving time problem, saving time for someone
- expertise
- how much better you are in something than they are
- thay don't want to spend time on learvning curve
- process
- are they clueless about the things that need to be done
- I can solve this for you, I understand the process, I know how it's done
- pain poit: online language barriers
- solving this for clinets
- North America does most of the outsourcing
- Europe (most of the UK)
- most of the jobs come from Asia and Africa
- ******* finding the pain points and using them for your adventage
- stalk your ideal target
- where are they spending their time
- members of what groups
- where are they in real life
- what information and from where they are consuming it
- getting inside their head
- understanding their mindset
- reading forums, blogs, groups of your target
- exactly the words they use, their problems and all the information
- charging the ability to target them
- making the audience be aware of you that you exist
- being social
- commenting of the blogs
- on forums
- on qoura
- reddit, stackoverflow
- find them and reach them
- stand out stragetegly
- use an unortodox methods to get their attention
- using video
- using e-mail
- sending them cool stuff
- be that good guy
- become the customer
- customers have good relationships with someone, if you are customer it can he
lp
=========
- how to find a profitable idea
- how to find client that want to pay you
- how to ** ethically persuade potential clients
- finding client to pay premium rates for our premium work
- ethical approach
- ethicaly attracting people
- ethical cold approach/call
- echicaly selling
- presenting
- ethical sex
- ethical blowjob
- the salary and vages do not represent the true value
- unlocking the true value, earn what you are worth
- worshiping the $ dolla!
- getting that fair share
- 3 big barriers - that hold you back from starting a profitable freelance busin
ess
- 1) - "I don't have any valuable/usefull skills..."
- or "I have to many ideas and don't know which one to pick..."
- if you were ever pain to do something that means that you posess some kind of
a skill that is worth something
- ** profitable skills are EVERYWHERE
- I see skills
- I see potential profit
- fitness nut?
- good at teaching?
- great with numbers?
- play an instrument?
- computer whiz?
- love animals?
- i love life, I love philosophy, I love self-help, I don't like BS, I love hone
sty and reson, => I can make profit of this
- **** the areas that might be profitable
- How to tell if your skill/idea is 'good enough'
- feeling like you don't deserve to take money for it
- having doubt
- how to "validate it"
- 3 question validation
- 1) is there competition
- competiiton -> obstacle -> growth
- 2) Do they have clients?
- 3) Can you do it differently or better?
- if answer on all of these is YES => you are validated
- beware of the box!
- getting near the box (sweet spot)
- ** barrier 2
- "I can't find anybody to pay for my service...
or "Nobody's interested in what I have to offer"
- FLD 2.0 premium strategy
- "warm canvassing"
- businesses that were in DIRE need of our service
- "Man, this restaurant's website SUCKS... I could build a much better one..."
- "This chiropractor's advertisement is horrible. I could get them much more b
usiness"
- ... Dude, I could do that waay better => this is your clue that people are i
n need of yoru service
- 4 ways to make your leads Beg for your services
- 1) "call their baby ugly"
- many small business owners have a primary 'wheel house' and literally no ide
a what they are doing outside of that
- people don't know anything, have no skills other than what they are doing; t
hey don't even know what they don't know
- they need your help
- call their baby ugly --then--> offer value, sollution
- it's your job and duty to ethically create a sense of urgency in a prospecti
ve client (it can even be borderline "doom and gloom")
- ** feeling of mising out of something by not having you in their lives; miss
ing your service
- they sould know all the things that could go wrong if they don't hire you
- just by tellling them that, it will make them want it
- your experience comes in to play here. What's the worst that could happen?
- paint the picture
- give them the truth
- the things that they don't see
- personal trainer => "I think I'm gonna read a diet book, or I'm just gonna
eat less", -> "well, that's okay. I've seen that work sometimes, but usually wha
t I see it people spin their weels for 90 days, get their wight back on and give
up. It help to have a systematic plan to work with and someone to check on you,
but it's up to you, but it usualy doesn't work
- if they are already doing ok, how much better could they be doing WITH your
service?
- you need to show them whole new world
- tie your service back to their primary need, money (with businesses)
- without you they will stagnate or even lose money down the road, and do tha
t ethicaly and honestly
- getting inside your head
- the sense of urgency with this technique is created by asking probing questi
ons
- "Have you thought about how you're going to [insert feature or service they
don't offer]?
- "I've been looking at your website/product/service... why haven't you [inse
rt something they overlooked]?"
- "How do you know that [insert an assumption they are making]?"
- "What happens if x? Do you have a backup plan for y?"
- by just providing them with this questions and showing that you know more a
bout their weak points shows that you are the real deal and that you must have s
ome great value to offer them
- "What specific strategies are you using to [insert goal they want to accomp
lish]? Do you have a roadmap in place? (if 'yes' ask if they are happy with thei
r progress. If 'no' ask why they don't have a roadmap)
- the fact that an outsider is thinking deeply about their business (or them,
anything of their interest) is fucking amazing, jawdropping
- everyone likes tallking about themselves, no one likes talking about other
s (HN, human nature) -> when you show that you take deep interest in their own s
tuff, they won't be able to resist you
- rearly are these kind of question asked, even by the owners of the busines
s
- "I know what I'm talking about" -> I know my shit, my knowledge is worth p
aying for, I worth it
- make them understand that you know what you are doing, you relate to what t
hey are going through and that you can get them the good result
- why this works?
- reinforces your knowledge/though/leadership
- shows that you've already put careful consideration into their needs befor
e even being hired (good predictor of your attention to detail)
- gets them even more anxious about all the things they don't know
- asking them question that they could not possibly have answer so you coul
d prove that you are that person
- **** after creating some fear and tension, assuage them with a massive demo
nstration of how valuable you are...
- **** we are partners in this, we are going to make some amazing work togeth
er
examples:
- "Have though about craeting a cascading effect that ties all your product tog
ether is a logical sequence and makes leads and customers likely to buy more tha
n one?"
- "Why haven't your created funnels for all of your products, expecialy the mos
t lucretive ones, like live event, do you have insights on current insequatation
s, how do you specificly know individuals readers interest without having to cal
l them
=====
- what are your profitable skills?
- *** you don't want to work with everyone. So get specific
- getting specific about what you want to do
- speicialization allows you to charge more
- **** what is my target audiences primary needs
- what's causing them most pain that they can not solve themselves
=====
- ** myth 1) "My idea needs to be unique" or revolutionary
- like new facebook, or something completely new
- people think that other people are not interest in an idea that has already be
en created
- *** if you can find something, idea that is working for someone else and put s
ome of you unique touch, twist -> that's enough to get you started
- create something that is already working, find something that you can add to i
t => profit
- Myth 2) "I need lots of money to start"
- that's just not true
- people think that they need to have a lot of starting capital
- just starting usualy can be done under less that 100$
- *** you learn a lot more from people you meet who are not few steps ahead of y
ou, but a 100, or 1000 steps ahead of you
- **** if you are charging 20$ a hour, don't model those you are chargin 25$/ho
ur. Go learn from those that are chargin 3000$/hour. => ****** opens up your mon
ey-potential mindset
===== YOU SHOUD BE BETTER THAN ANY OF THESE GUYS YOU ARE LEARNING FROM, why? BEC
AUSE THEY HAD TO SPEND TIME TO GET WHAT THEY ARE GIVING YOU NOW, THEY CUT THE LE
ARNING CURVE FOR YOU, WHICH MEANS THAT YOU HAVE MORE TIME THEN THEM, TO ACHIEVE
GREATER SUCCESS THAN THEM -> AND SO WILL THOSE AFTER YOU =====
- having people find you, out of the blue (randomly)
- happens more frequently than you would think
- just because you show them what things they CAN do, doesn't mean that they wil
l go and do it alone
- meaning, that they wont take the intelectual property from you (in some sense
)
- Being a good person
- delivering:
- in person
- online
- *** make sure you find time to walk through it with them - it's much better t
han attaching a document
- create a narrative
---- The 'loss lead" approach ----
- "would you lose 100$ today to make 1000$ next month?
- some people call it "free work"
- it is, but with twist
- setting clear expectations from Day 1 that you normally don't do this for free
- "This work is not free. I'm doing this for you. Because I like what you are do
ing, I believe in your project. In the future, when we continue to work together
, you will pay for it."
- contingent on phenomenal work - but is a nearly fool proof way to get a client
- you get instant access to a stream of paying clients - that you can keep for l
ife
- allows you to kickstart a profitable business in 24 hours or less
- you are not taking money from the host, you are only adding
--- how to pull it off ---
- via email: send a short pitch (template inclued in this lesson)
- follow up with a bried value-added report that outlines what your services are
, and how everything will fit together seamlessly (template also included)
- benefit, benefit, benefit - it's all about them
- mistake: "I have this business and I want to take your clients"
- "Hey, I have an idea that will make your clients happy and make you more money
. I've already figured it all out for you. Should I show you the solution I made
?
- make it easy for them to make more money, and make the whole process easy for
them
--- online job boards ---
- ***** don't fall in the trap of just posting on these jobs
- and not branching
- **** there are many ways to find clients
- if one does not work, another one will work
- *** advanced referral systems
- week 4:
1) set up your onboard process
- create a stremlined proces to welcome people in your service
2) find you first client
- use of of the strategies today!
3)
---- elance ----
- position yourself as a company
- be aware of the clients that do not have any rating
- targeting 3-5 people
- creating custom proposals for them
- **** continual work from jobboards
- "Who is my competition"
- **** if you speak english well, that's an advantage
- a lot of people don't know english well, on freelance sites
- leverage that
- expecialy those who speak english
- ******* sponsored proposals
- **** when they see the price, they immediately start sorting the clients by th
ier prices
- ***** it doesnt make sense to submit a price before you talk to the client
- **** studying the clients past feedback of freelancer
- getting inside their head
- looking for someone who can do the job, and do it again
--- proposal ---
- greet
- grab
- something that makes you stand out
- "Hopefully this message made it through all the spam you're probably getting
right now
- give
- ******* the reality is that there are dozen of clients, at any given time, tha
t could work with you that if could just find them, or they find you, and show t
hem how greate you are.
- you don't need to be desperate for that one particular client
- ***** when you are to desperate, you will make deals that are not in your best
interes and might not be in a clients best interes, because you are just trying
to make money. When you are only doing this, work for the money you are gonna m
ake deals that you will regret later, trust him.
- How you price yourself?
- 3 price models
- hourly: per hour
- project: per project
- retainer: regular recurring (weekly, monthly)