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Craft Your Offer

03

Craft Your Offer

6. How To Identify the Benefits Your Clients Want

One of the biggest challenges with freelancing is truly understanding what your client wants. When you are working from home and you don't see your client face-to-face, it is very easy to find yourself on different pages. This is why you need to make a dedicated effort to truly understand the benefits your clients are trying to gain by using your services. With that being said, below, we are going to take a look at some of the different things you can do to understand the benefits your client wants. 

The first step is to make sure you communicate with the client thoroughly beforehand. Don't simply dive into the project with little thought and consideration for what is needed. Sometimes, you can receive a small brief and it can feel great because there is not a lot of information to sift through. However, you need to be careful. A vague brief does not always mean that you have the license to do anything you want. It could be that the client does have a specific idea in mind but they simply have not conveyed it properly. This is why it is critical to make sure you check in with your client prior to starting any project.

It is also a good idea to have regular check-ins with your client. Let's say you've secured a job to deliver 100 blog posts to a client. After you have done the first few, send them over to the client to check before you continue with the rest. Rewriting three articles will certainly be an easier pill to swallow than rewriting 100. You may want to schedule regular check-ins and reviews depending on the size and nature of your project. 

A final piece of advice is to schedule a video call with someone. It is a lot easier to connect with someone when you are speaking with them face to face rather than via email. The software that is available today enables you to share files and documents while talking. You can even share your screen so that you can demonstrate things and vice versa. It is much easier to make sure you are on the same page if you schedule in a video chat. With software like Zoom, it is easier than ever before. Skype is also a good option and most people already have it installed.  

So there you have it: some of the different things you can do and the steps you can take to truly understand what your clients want when freelancing. It takes a bit of effort but it is worth it in the end because it ensures that you end up wowing your clients and delivering what they are looking for. There is nothing more disheartening than putting your all into a piece of work only to discover you were on an entitely different page and you've done something different to what your client expected. By following the advice and suggestions mentioned above, you can significantly reduce the chances of this happening. 

7. How To Define Your Deliverables

Creating a service offering can provide you with greater success as a freelancer. This guide will show you how to master this step. 

If you are just stepping foot on the freelance market, then you could be rushing to try and gain the interest of clients. A lot of new freelancers make this mistake and completely forget to define their deliverables. 

As a freelancer, you need to be able to show that you can provide the solutions that clients want, instead of simply asking for work. This is going to ensure that you attract the interest of more clients 

Essentially, you need to show what you’re going to offer and how you’re going to deliver the desired results. 


What Is A Deliverable?

A deliverable is something that a client receives after providing you with payment. For your deliverable to be effective it needs to be:

  • Concrete
  • Specific 
  • Deliver value

You must put your deliverables in a form that makes it easy to understand exactly what you can provide. For instance, using numbers is useful because it’s straight to the point. It should also tie back to key benefits. 


Focus On The Upsell

When defining your deliverables, you shouldn’t just think in terms of what you can offer clients the first time. Instead, you should consider what you can deliver if they choose to hire you again with a focus on the up-sell. 

You need to be prepared to offer your clients something big and better next time they recruit you. This is going to strengthen your relationships and your position on the market. 

You should try and set up a ladder of deliverables by choosing:

  • Explorables
  • Pre-project
  • Main Project 
  • Everything else

Once clients trust that they can deliver what you need, they will always be open to more possibilities in the future. Even if your client isn’t focused on the ladder, you should be. 


Plan As Many Deliverables As Possible

When it comes to deliverables, more is always better. However, they have to all be concrete, specific and valuable. If they are too vague or you are not providing concrete information on what you can offer, then a client will have no reason to hire you. 

You should aim to plan as many deliverables as possible without copying other people. This will ensure that you do stand out. However, if you need further inspiration, you can check out the websites of other freelancers. 

This will give you a firm idea of what your competitors are bringing to the market. If you’re new it can feel like you are well behind the rest of the crowd. However, it’s important not to be discouraged. Remember, with the right deliverables, you will always gain the interest of the clients you need. 

We hope this helps you understand how to define your deliverables and ensure that you do make a fantastic impression with new clients. The right deliverables will help put you in the right position on the market and build up the relationships you need.  

8. How To Set Your Price

Getting the right price can determine whether you win over a new client in the freelance industry. This article explains how to pick the right price point. 

Pricing is certainly not the be-all and end all in the freelance industry. However, it could certainly impact whether you win over a potential client. Choosing the right price point for your services is similar to selling a house. If you set the wrong price, you can turn off potential clients before you have even begun. 

However, it’s also worth mentioning that there’s no set way to choose your price. You don’t need to find the ideal price right now either. Instead, you should focus on picking a price and then test it on the market. 


What Are The Different Price Models?

There are various pricing models that you can choose from for your services including: 

  • Hourly 
  • Bonus of commission
  • Value-based 
  • By Retained

All of these different price models have advantages and disadvantages. So, which one is going to be right for you?


Start With An Hourly Rate

There are a few reasons why you should use an hourly rate if you’re just starting out. First, it’s easy to understand and it won’t send clients running but it looks too high. A charge for a single project can be intimidating. 

It also ensures that you have a simple model. You don’t need the experience to get this one right. With an hourly rate, you can immediately get started and you won’t run into any issues. 

There’s one other advantage too. An hourly rate will ensure that you don’t have to worry about a high level of risk. Instead, the risk is greatly reduced. If a client isn’t happy with your service, they can stop at any time. This is going to give them a key reason to test your performance and see if you can provide the service they need. 


Does The Number Matter?

You might think that you need the perfect number when setting your price. However, this is not the case and you shouldn’t get too paranoid about finding the right rates. 

While charging too much could cause you to lose some clients, in the grand scheme of things, this won’t matter. The clients you lose will be replaced by those that value your services more and will pay the higher rate. 

However, if you are struggling to find clients with your initial rate, then you have two options. You can either target more high-end clients. Or, you can choose a lower rate. This will provide you with a solid starting point to negotiate for higher payments further down the line. 

We hope this helps you understand everything you need to know about setting your price and why finding the right number isn’t as important as you think. Remember, if you provide the right quality and impress clients, then they will pay the price you set, even if it is a little higher than typical industry standards. 

9. How To Start Generating Leads

Generating leads is an essential part of finding success as a freelancer. In this article, you’ll discover how to do this the right way. 

Once you have discovered the target market that you are going to pitch to and you understand your deliverables, you need to start finding clients as a freelancer. To do this, you need to know about the sales funnel. 

The sales funnel is how you’re going to organize the process that you use to get clients. Many freelancers struggle to find work because they don’t have a process in place. We’re going to help you avoid this scenario and ensure that you do get the calls that you want with an effective solution. 

With the right process, you can actively seek the right people. To do this, you need to be comfortable with selling yourself. The good news is that hard selling isn’t necessary. You just need to make sure that you are offering something that clients want. 


How Can You Generate Leads?

A common mistake is getting stuck with the fact that you don’t know anyone you want to pitch your services to. Instead of looking at it from this angle, you should decide who you are searching for. This links back to finding your target audience. Once you do this, you’ll find it easier to discover the name and contact information you need. Essentially, you have to be specific about the leads that you want. 

When you know who you want, it will become clear where to find them. For instance, if you’re looking to target growing startups then you might want to begin with the inc. 500. 


Make Sure You Target Visible People

When you target leads, you need to make sure that you know as much about them as possible. As such, you do need to target visible people who talk about themselves as well as their business.

Bloggers are a fantastic example. They love to talk about themselves and their business. However, there are other sources to explore as well. This includes:

  • Twitter
  • LinkedIn
  • Business Mags
  • Online Forums

A key benefit of targeting visible people is that they are going to have lots of connections. You’ll even be able to reach “low-profile” leads that are a lot more difficult to find. 


Set Your Goals

Finally, when you’re generating leads, you need to make sure that you are working with set goals. Think about how many leads that you are aiming to generate each week. This can be as many as you feel comfortable with while avoiding burnout. 

Define the leads that you want and then move forward from there. You can also write a list and ensure that you have concrete information to work with. 

Ideally, you should spend about ten minutes each day keeping track of your leads and ensure that you know which ones are worth pursuing.

Lead generation can be tricky at first. But once you have the right structure in place, you’ll find it’s easy to accomplish your goals.