Today we have a very special article from Chelsea Baldwin, a former CMO who gave up that swanky corporate career to get away from 9-hour Saturdays & to help awesome people like you do more good in the world… and get the customers (and cash) you deserve. In this article, Chelsea talks about how to effectively package your offerings to create more value for your customer and earn more money — take it away Chelsea!
I have a typical corporate-to-freelancing story.
Once upon a time, I was absolutely fed up with my job.
So I quit, traveled the world, and on the tail end of my travel, got inspired to set up my own freelance business.
I’d had a go at freelancing before—just after college—and from my experience there I already knew I didn’t want to be one of the freelancers pandering to market rates.
Plus, now I had fancy job titles and lots of experience behind me that inherently made me more valuable.
So I set up my website, pulled some premium pricing numbers out of my ass (yes, that was my exact, scientific process), and started networking my butt off to book clients.
And I got them. All at my asking price.
But after a while, I started to notice something.
Even though my clients wanted to pay for expensive, top-of-the-line website copy and brand messaging, they were still inherently budget-conscious.
They still wanted to make sure they didn’t “waste” a penny and that they didn’t buy more than was absolutely necessary.
Not a single time did I sell the “big up-sell” option on my proposals, no matter how valuable they would have been.
So I decided to try something.