Instead of advertising prices, what should you do?
Don’t advertise with a price list, rate card, or service packages. Your clients have unique businesses with custom problems, you should solve them with custom solutions.
When a client asks you for a rate card or price list you can simply respond, “Thanks for asking. We don’t have a price list. Every client’s business faces unique challenges. We take time to understand your custom needs and then provide you with a custom approach and price specifically tailored to help your business. When can we have a discovery meeting to discuss the needs of your business?”
In the discovery meeting, take time to uncover their needs. Next, prepare a proposal. Walk your client through your proposal. Explain the work you will do and how you will solve their business problems through your creative solution. Show them examples of how you have successfully done this in the past. Then, after they are sitting back in their chair thinking to themselves, “I like this solution,” you present your price. With this approach you will close more sales at higher prices than selling based a price list.
I continue to receive amazing feedback from students of my Freelance with Janda courses. Thank you!
“Before taking Freelance with Janda, I actually spent a ton of money on another business courses where I didn’t really see the results or get my money’s worth. After doing the first module for free, I was hooked and paid for the rest of the course right then and there. Michael has a way of speaking where he makes you feel like you can do this! Every module is in-depth where he breaks it down for you, walks you through with examples, and solidifies the lesson with stories from his own experience. Originally when I got into freelancing, I was like a headless chicken trying to figure out why my business wasn’t growing. One of the major things that the course helped me with was learning how to focus, niching down (and actually how to do it), and actionable advice on how to find, nurture, and deal with clients. Wherever you are in your business–thinking about it, stuck in a rut, or scaling, I think everyone has a lot to learn from this course!” – Crystal Kam, Visual Designer, http://www.crystalkam.ca
“Enrolling in this course was one of the best decisions I could have made for my freelance career. The price is a steal for all the resources, knowledge and guidance you receive. I was pleasantly surprised with all the detailed templates too! Before this course I was overwhelmed trying to figure out everything on my own, but now I have the ultimate guide!” – Samantha Esposito,CEO of Creativ Wings, http://www.creativwings.com
COURSE: Freelance with Janda
The Ultimate Business Course for Creative Freelancers and Agency Owners
This six suite course bundle covers everything from finding clients to managing your creative business. It includes 40+ hours of video lessons, proposal templates, contract templates, pricing systems and strategies, project management templates, and much, much more! These courses are literally EVERYTHING you need to run your creative business profitably and enjoyably! Learn or Enroll: www.freelancewithjanda.com
BOOK: The Psychology of Graphic Design Pricing
BOOK: Burn Your Portfolio
FREE: Download the New Project Interview & New Project Analysis
PODCAST: Biz Buds with Michael Janda and Tom Ross
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