Podcast

Episode 148: How To Get Paid For Project Discovery, with Laura Elizabeth

By Zach Swinehart

In this episode, Zach talks to Laura Elizabeth, co-owner of Double Your Freelancing and creator of Project Pack.

Laura is talking about how she does “paid roadmapping” for her clients, often charging upwards of $6,000 for ONE roadmap.

In this episode, we’ll discuss what paid roadmapping is, why freelancers should consider doing it, and common mistakes to avoid.

This is a valuable episode if you’re currently doing free proposals and want to learn how to get paid for them instead.

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AI-Generated Summary:

  • 0:00 – 2:00 — Zach introduces Laura and road mapping, explaining how it helps freelancers get paid for proposals and gain client trust.
  • 2:00 – 4:00 — Brennan’s agency, Slice and Dice, uses road mapping for onboarding, leading to higher-value projects with clients like Justin Welsh.
  • 4:00 – 6:00 — Zach emphasizes the general benefits of road mapping, beyond Brennan’s approach, and its adaptability across freelancing.
  • 6:00 – 8:00 — Zach introduces Laura’s Project Pack Black Friday deal, featuring templates for paid discovery sessions.
  • 8:00 – 10:00 — Laura describes road mapping as a valuable paid proposal model for various services, from web design to SEO.
  • 10:00 – 12:00 — Laura shares a story about a carpenter to illustrate the value of paid expertise in the early stages of a project.
  • 12:00 – 14:00 — Zach and Laura discuss how road mapping benefits both freelancers and clients, allowing for more thorough, paid consultations.
  • 14:00 – 16:00 — Road mapping can become a steady revenue stream for freelancers without full project commitments.
  • 16:00 – 18:00 — Laura explains that freelancers who don’t need every client can use road mapping to better qualify leads.
  • 18:00 – 20:00 — Zach and Laura discuss how to start road mapping in low-risk ways, like adding it post-project or offering it at a low price.
  • 20:00 – 22:00 — Zach describes the “foot in the door” technique for road mapping, noting that paid proposals can lead to higher client commitment.
  • 22:00 – 24:00 — Laura shares top road mapping pitfalls: lack of confidence, pitching it to unsuitable clients, and failing to follow up.
  • 24:00 – 26:00 — Laura advises being casual in selling road mapping and explains their approach of providing a minimal, clear explanation.
  • 26:00 – 28:26 — Zach and Laura wrap up with details on Laura’s Black Friday deal and say goodbye to listeners, transitioning to bonus content.