Session 3 Intro - What will we cover?
Welcome everybody this is session three and today we're going to talk about pricing and proposals, but before we do that, I want to thank lee hawkins who put together a facebook group for this course and so we have the bitterly link up here on the screen and it will be in the chat room as well. So anyone who wants to can join that group and keep the conversation going, especially after the event I'm a member of the group, so I'll be answering questions in there as as quickly as I can, but thank you so much leave for taking the initiative and doing that. So today session three what we have done so far session one we talked about you and your marketing in session too we talked about your clients and your prospects, and we were laying the groundwork to get ready to talk about commanding the fees you deserve, which is all about your pricing and your proposals. So we're going to do a quick review of some of the details. So for those of you who haven't been watching all the way through, you ...
can know where we've been and and lead us up to here, but I want to make one point first, you may notice that both j k o and I are dressed a little bit more professionally today and that is intentional because we're talking about pricing and I really believe that you have to dress the part if you are going to command the fees you deserve. That is my personal opinion. That is the advice I give to my client's not everybody agrees, and sometimes it does depend on the market you're marketing to that needs to be taken into consideration. But I believe no matter who your marketing to, you have to be yourself and your professional self not you're just got out of bed self right again. If you want to command the fees you deserve, it really does help helps to create the impression. So we're not going to be critiquing anyone's wardrobe here today, I promise, but I just wanted to make the point both physically and verbally. All right, so let's, do a quick review. We talked about the three steps you need to to take to achieve success. And I talked in session one about the first step, which is decide, decide what you need. I said it was not about deciding what you want because it's not always about what you want. First, we've got to make sure that you get what you need and then you can think about what you want and step to excuse me in session one what we learned about was deciding your goals and your mindset. Mindset you need to achieve success we talked about the top five marketing tools we talked about your marketing plan and I gave you exactly what to do every single day, so you know what to do? You can't say I don't know what to do and you can't say it's too overwhelming because I gave you one specific task to do every day for half a hour or an hour and I also made the point and I will make it again that the reason we started with talking about marketing is because if you don't convey in your marketing what it is that you offer and what value you bring to the table, you will not be able to command the fees you deserve. All right? We're going to get to that in this first lesson, what happens when you don't do your marketing and the way it affects your mind? Basically so that was session one in session too. We talked about step number two, which is once you've decided what you need, then you are going to seek and find the people who can give it to you, right? You're not going to take whatever comes along because those air not usually the people who know what you need and can give it to you so you're going to seek and find because it is in their best interest to give you what you need and in session to what you learned about was how to repel nightmare clients who you don't want to work with, and we talked a lot about the four red flags toe watch for and how to say no to the people who wave those red flags. We talked about how to attract your ideal clients and who exactly they are so that you know them, and it can recognize them when you see them and go looking for them. So we figured out how to clone your favorite clients and then go find more like them once you know how to find them, then you have to know how to reach out to them, those ideal clients. And we had ed gandhi, a here in a skype chat, talking about warm email prospecting, and we showed actual examples of two amazing warm email messages, and he gave actually a cheat sheet and his template for thie anatomy of a warm email message. And then finally, at the end of session, too, we talked about how to cook, qualify your ideal clients and determined what markets are viable. So we've covered a lot, and now we're up to step three for session three, which is the most important aspect of the process, because you could do all of that, but unless you ask for what you need you're not going to be able to command the fees that you deserve and I just want to give a little shout out again today to illustrator and client of mine in keith murray for all these amazing illustrations that he has contributed to my presentation so thank you ian all right now when we talk about asking for what you need yes we're talking about money but it's not just money there are other things you need there is time you might need more time than they want to give you you will need information most likely you will need more information than they know you need so you have to ask for it you will probably need clarification on some of the things that they're asking for and all of these things just because they're not volunteering it to you you have to step up and ask for what you need I can't emphasize enough how important that is so what we're going to cover in session three in our focus on pricing and proposals is the art and science of pricing that'll be segment one in segment two we will talk about best practices for winning proposals in segment three we will talk about how to close the deal and in segment for we're going to pull it all together and see how it all works all right so I hope you'll stay with us for the whole session and when we talk about asking for what you need, as I have done in both other sessions with both other steps, I've given you signs of people who have not decided yet and people who have not I sought and found the people who are going to give them what they need and the signs today of not asking our people who get all their work through word of mouth, right? Because that means you're not asking for the work. Another sign of not asking yet is that you never or rarely do proposals because proposals are really one very concrete way of asking for the work. If you're afraid to raise your prices, you're probably not asking yet if you never bring up money first or sometimes never then you are not asking yet, and if you send out invoices really late, you are probably not asking, and I can't tell you, I'm always surprised when I come across clients who say to me, well, haven't really invoiced that job, it's been a month other things get in the way. I don't know what's going on, but this is a sign of not asking yet maybe you're not comfortable with the pricing, maybe you never talked about money in the first place, and now it's time to invoice if that is the case and you haven't done it yet, you are not asking all right, so segment one is the art and science of pricing your creative services, and in this segment we actually have five lessons, so we have a lot of material to cover in lesson twenty eight, we're going to talk about what you are worth, and I want to put that word worth in quotation marks because, well, I'll tell you why in a few minutes, lesson number twenty nine is how to the science of pricing, what data and tools you need to do. Your pricing lesson thirty is another. How to four specific pricing strategies you can choose from. Most people only know of one and our only using one, but that decision has usually not been made very strategically. Lesson thirty one is another. How toothy art of pricing, which is the intangible aspects of pricing, which I think is what trips people up for the most part, and lesson thirty two is a skype chat with terry tress pco of so the solo preneurs web show and terry tree species dot com she's going to come and talk to us about this idea of what you are worth.