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For more, browse my full archive of articles that cover sales, marketing, pricing, work/life balance, and more — written just for freelancers.

How To Prove Your Value (And Eliminate Client Doubts)

by Brennan Dunn on Nov 25, 2015 — Get free updates of new posts here

Have you ever worked on a project where everything was seemingly going great…

Every few days, you’re meeting with your client to discuss your progress. Your project management tool is buzzing with activity. And your invoices are getting paid.

And then at the 11th hour, with the finish line is in sight, you get that call every consultant dreads:

“We need to talk.”

And then you panic. What the heck happened? Everything was going great… right?!

The client then rattles off a list of grievances:

This isn’t what they wanted. They’ve spent all this money and aren’t happy with what they’re getting. They don’t know why it looks the way it looks, functions the way it functions, or reads the way it’s written.

They’re unhappy.

Student Success Story with Joe Martin

by Gina Horkey on Nov 19, 2015 — Get free updates of new posts here

We’re continuing to share a different story each week of how a past student has been able to significantly grow their freelance business by applying the concepts they learned from Double Your Freelancing (check out last week’s with Glenn Stovall). 

If you feel your story would be a good fit, share why.

Martin Creative

“I feel confident in saying the knowledge I received from the DYFR/C content has absolutely helped me sustain my business. I would not have been able to bring on and maintain, an eight person team if I hadn’t made the changes suggested by Brennan’s content. Honestly, my business would have flopped.”

Joe Martin is the founder of Martin Creative, an eight person web design and branding shop.

It technically all started 10 years ago back in college. Joe noticed he could pay friends “this” much, charge clients “this” much and be responsible for managing the project throughout. He also quickly realized that he could charge more as Joe Martin of (then) Telegraphics, Inc., as opposed to Joe Martin, freelancer.

What got you into freelancing? Was it what you expected?

I think what drew me into freelancing was simply the idea of helping people. I felt that the web design industry was viewed as a slew of used car salesman. Nobody ever really knew WHAT they were buying with websites, just that they were getting a site.

As for me, I suffer from a disease known as, “I can do it better.” Prices were all over the board, deliverables were never clearly defined, and I wanted to fix it. I wanted to help people understand what they were getting for a site, AND build higher quality sites, faster.

What’s been most challenging thus far?

Learning how to run a business has absolutely been the most challenging.

At the beginning of 2014, it was just myself and a buddy from college doing this all together. By the end of 2014, I had amassed a full-time staff of eight and had to move from project manager, to design, to development and then to sales if I was going to keep these people paid.

I went from coding sites and coming up with cool ideas, to cash flow projections, insurance, payroll and workman’s comp — while still churning away at sales.

Panning for Smaller Offerings

by kai on Nov 18, 2015 — Get free updates of new posts here

In this guest article, Nick Disabato, founder of Draft and author of Cadence & Slang, writes about a process you can follow to create new lines of business. Take it away, Nick!

How to Develop What You’re Already Good At Into New Lines of Business

You’re a typical freelancer: you do one-off projects for clients large and small. You find yourself doing similar work for each client: somebody asks you for a logo, and before you know it you’re making logos for dozens of great people. How do you take what your current business and make it consistent, repeatable, and durable?

The answer is by productizing your consulting offerings. By making it so your offerings are fixed-scope and repeatably purchasable, you reduce the effort it takes you to sell while simultaneously pre-qualifying leads before they get in the door. Before someone can have an initial phone call with you, they have to read through your offering, learn what problem you can help them solve, and understand your approach and methodology. That way, if they decide to have a call with you, they’ve already pre-qualified themselves to work with you.

The Business of Freelancing, Episode 42: Naveen Dittakavi On Applying All The Info You Consume

by craig on Nov 16, 2015 — Get free updates of new podcast episodes here

Today’s guest is Naveen Dittakavi.  We had a great conversation about how his business has evolved and how important it is to overcome the belief that just because you’ve read something you’re making an improvement. In actuality, you have to act on what you’ve learned to make a difference.

Naveen started his software business company in 2003 out of his dorm room at Georgia Tech and today he teaches software freelancers how to build recurring revenue.

Today’s highlights include:

  • How Naveen began freelancing
  • Building a recurring revenue stream
  • “Active Reading”
  • Deconstructing goals
  • Daily routine
  • Content Consumption vs. Content Production

Student Success Story with Glenn Stovall

by Gina Horkey on Nov 13, 2015 — Get free updates of new posts here

We’re continuing to share a different story each week of how a past student has been able to significantly grow their freelance business by applying the concepts they learned from Double Your Freelancing (check out last week’s with Anthony English). 

If you feel your story would be a good fit, share why.

Student Success Story with Glenn Stovall

Glenn Stovall works with companies to deliver and grow custom web applications through development, project management and strategic advisement.

Unlike other developers, he builds focused plans built on metrics and business objectives. I.e. no developing features for features sake. Glenn’s company turned three years old on November 1st, 2015.

What got you into freelancing? Was it what you expected?

I spent a couple years in an enterprise software environment, leading teams that built software for universities such as Harvard and Northwestern University. I worked there until I realized that Dilbert is not a joke, but a documentary. Then I moved into a management agency at a small creative firm in Athens, GA.

In both jobs, we were completely beholden to what the client said. We were software building tools with a phone and email interface. “No” was not in the vocabulary of the project management or sales staff. This led to client’s not getting what they truly needed or seeing the results they wanted, and resentful production staff that would talk about “stupid client feature requests” behind closed doors.

“I figured it would be better to offer a service where it would be possible to work with the client instead of for them.”

We were the experts in the web application field, and instead of using that expertise to help our clients’ businesses in a meaningful way, we would be maliciously compliant. I imagine it was due to a fear of conflict, lack of confidence or some combination of the two.

Show 5 older articles →topics include business, branding, jeffrey shah, positioning, business strategy, price anchoring, pricing
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