Great Freelancer Sales Video: How to Get Freelance Clients

Let’s face it, i’ll get the format, but this is the first time I’ve used screenflow for my stuff.  It kicks ass.  But the bottom line is this:

How To Find Clients:
Freelance Sales Video

Sources of clients:

  • BNI Chapters.
  • Twitter (HUGE)
  • Blogs.
  • Local Businesses.

Start Cheap

  • Freelancers Try to get 1st time buyers…to buy a Mercedes.
  • You an make a good living getting clients.

Acquire Clients To Market To:

  • Each client will pay you X per quarter.
  • 10 Clients getting $500 in services a quarter = $20,000 a year.
  • More clients that you have, the more stable your income.

Attitude You must have:

  • Here to Help
  • Cheap first job (DIFFERENT THAN FREE)
  • Accumulate Paying Clients (market share)
  • Develop “No Brainer” Services

NEVER do a freebie.

  • Spend time looking for more clients.
  • Do a favor for a friend–it’s different than doing a freebie for a schmoe

I’ll commit to getting much better at delivery in this format.

I’ll share what my settings were next time–this particular time, I have no frigging clue.

STAY TUNED FOR PART 2!!

Products, Not Projects

genuinechrisprojectmanagementI still do projects.  Really I do.  I dig ‘em, and I dig getting stuff done for people.  But, I’m more selective right now than I was.  I don’t take anything because I can’t, and (B) I have to make sure there’s a path to money.  I’m making a living delivering insanely great value.

So, I’ve come up with 3 things to sell, and plan on having 5 over at my business.

All sell & compliment each other.  All have nutso value.

The other candidates that I think I can sell are:  some type of writing service (as yet undetermined).   And some type of freelancer sales training.   That’s it, nothing else is needed really.  I can do projects or refer them, but that’s enough things to sling that will (A) add value and (B) keep me able to sell stuff.

The problem with projects is this: if you don’t get the spec perfect, it can be a huge pain in the neck to get paid and get finished.  There is often more work and tension.  But with a “product” I sell something.  You either buy or you don’t.  And…I don’t have to be an employee.

People buy from me, and I create the experience.  I have minimal friction.

Recently, I took a $400 job.  It was tedious.  There was friction.  And it took a day and a half of bloody work.  And neither me nor the client was particularly pleased with the outcome.  It is over, and the client is a good guy and we’ll again work together.

Instead?  I should have passed or passed it along.  Live and learn.  More on this in a bit.

I will Out Sell Your Marketing.

Someone asked me to sign an NDA.  Thought I was crazy for sharing my ideas (http://guerrilla.me).   Thought I was on crack for not ‘keeping it under my hat.’

Thing is: I could tell you EXACTLY what I’m gonna do.

HOW I’m gonna do it.

And still be fine.  Still win the war.  Because most people (you) aren’t gonna take any action.  And most of my ideas are not revolutionary.  An account creation and social media training site.  Big Whoop.  Oh, it’s a kickass idea.  One form propagates to 30 sites.

But doing it–getting it done, finishing it, making it happen is what matters.  So I can share it here, and not feel threatened.

Grinding out the damn work.  Nobody wants to.

So with that said, I’m going to make a MINT off of Brian Clark and Chris Person..

All while I send them $40,000 and more.   (Think about this: have you ever deployed a product that can cause people to have goals of sending you $40,000 and get rich doing it?)

And I’m going to tell YOU how–the cliffs notes–that I’m gonna do it. Because you won’t.  Nobody will outhustle me.  Nobody on the corner has swagga like me.

They made the Thesis framework.  It powers my blogs.  And my clients blogs.  And it’s a worldbeating gamechanger.  I reviewed it here. I wasn’t generous enough with it…because I was pissy about only being able to order one deployment license at a time.  There are annoyances that are working themselves out.  I’m pissed because EVERYONE bought it.

Here’s how that thing is gonna make me a mint:

I’ve gotten a good start on collecting overlays for Thesis.  Thesis is made to be tweaked and customized.  It’s made to do different and cool things…and it does a decent job.  Kasey Kelly was instrumental in getting me started on this stuff.  I’ll have 20ish looks, deliberately putting buttons elsewhere and resizing them.

The second thing: by collecting this work I commoditize the design process.  By having 10 aboslutely and freakishly good overlays (I’m at 4), I can sell those themes, do a better job for less money than anyone.

The third thing:  $750?  For a kick ass website?  AND training in the basics (SEO, Running WordPress)  AND customization?  AND your plugins installed?  HOLYCRAP.  AND an affiliate program (20%)…?

The forth thing:  More stuff to sell.  “Insanely Great” products that deliver training and value, and help people sell their own stuff.  Social media account creation, ping services, blog writing.  If I get my 700-1000 clients (225 work days * 4 a day), I can help them all.

There are details to work out: which CRM, what other stuff, but this is an awesome way to live.  My guerrilla.me product will be every bit as strong as this product and they will sell each other forever.

I can spend $2,000 bucks on initial thesis designs, and then $100-150 to designers…for one off customizations that utterly kick ass.

I can make $460…net…20 times a week.  And more.  ($750 – 40 for thesis = 710 -25 for merch. services = 685 services – 125 for design = 560 – 100 for affiliates (average) = 460)  * 20 = 9,200.

Direct sales can drive this.  Each client should also retun another $800 gross/500 net/ year.

I believe that thesis is gonna keep getting better at the same rate, and so I’ll hitch my star to theirs for this gig.  I can get this stuff done rapidly, and knock this out of the park.

The difference between me is that I’m a sales guy.  A hustler.  I’m wired that way.  I don’t tire of selling people.  I’m more @garyvee.  I love it.  I want to help people plugin to the matrx and help them sell.

I just told you what I will do, and it doesn’t matter.  You’re free to fight me or join me.   Point is, execution matters.  I will outsell your marketing.

Getting it done is ALWAYS Better than Getting It Perfect.

Perfectionism Sucks.  Seriously. it’s the enemy of anything.  The ability to make a decision, to have things ABOUT right is pretty important.  Right now, I’m without a CRM, mostly because I’ve been toying with Heap, Highrise, Act 6 and Daylite.

I’ve been trying to predict what I want to do when I grow up, and the fact that I don’t have anything other than Aweber driving automation is holding me back.  My list still is good.  I still can email and expect a response, but every marketing idea is isolated,it’s in a one off.

And I’ve said that I’ll have a CRM that I’ll adopt for some time.  I’m enamored with Heap CRM.  I pay $14 bucks a month as an ode to Ben’s genius.  I’m also enamored with ACT! 6.0.  No other versions, they all suck.  ACT 6 is the solo warrior’s best friend–except that it is a PC program and even OPENING the email component makes my mac FUBAR.

The prbolem is that I have nothing, it’s hemming me in.  In Geddy’s immortal words: I have chosen not to decide, and thus have made a choice.   So, Sunday morning, I’m going to worship at the Church of CRM and make a decision by noon and spend the rest of the time implimenting it.

You can waste time shopping, or you can F#!@%ing get something done.  Nothing is perfect.  All of my choices sort of have limitaitons that I hate, from having to use the damn mouse for too much (Heap) to lack of activity series (highrise) to being forced to be on a PC (ACT!).  But the fact that I have nothing is fierecely stupid.   I have aweber.  And for those of you on one of my lists, hi there.

I love heap, I want to like it, but it’s such a drag to use the mouse.  Seriously, it limits radically the people that will become customers.  I’m not into slowing down, I’m not into mousing around, I want to hit ALT-C.   Whatever.

Any CRM people have suggestions?  Do I need to get my own made, adopt sugar?

Getting ANYTHING decided is important.

So it’ll either be DAYLITE or HEAP.  I suspect Daylite CRM even though I never got to use it during my 30 Day Trial..  If I was using it, I’d know who I was supposed to call back today.  As it is, if I’ve left you out and you’re not in the process forgive me.

Freelancers: Have some F#@%ing Manners.

Seriously.  I have hired a couple dozen freelancers this year to do odd jobs.  Anything from doing a WP install, to doing a block of SEO-riffic blog posts, to site scrapes…and more.

And I pay on time, I pay early a lot.  I find jobs, and find people that can do them and I charge for that service.  And the one thing that happens a lot…and the one way I spot low caliber people I don’t want to be working with is the ‘thank you’ portion of the experience.   A ton of people don’t bother with basic manners.

And you can tell a problems going to come because entitlement kills every business.  Having the entitlementality is a good part of the reason I wrote my book.  The situation goes like this:  A job gets done on time, I get invoiced and pay on the agreed date.  Often, the freelancers that want payment fastest are the least likely to say thank you.

And, I’m guessing it rubs everyone the wrong way.  I don’t need you to genuflect, I don’t need you to fellate me for paying on time, but seriously, a simple thanks is all it takes to get good will.  And more business.

The ones I called out on it said, “I don’t have time to acknowledge payment, too busy.”   I’m insulted, and I don’t work with people that don’t acknowledge payment (esp. first time around) with a thank you. I view them as scuzzy and I probably ascribe characteristics that they don’t truly have.  And I’m sure other people do as well.  Even if a job was less than smooth, even if you don’t care to work together again, say thanks.  Super simple.

But then they are the same ones that signal that they are highly broke by invoicing multiple times, asking for advances and even soliciting my clients directly.  Stopping a moment to be in gratitude is so powerful, it changes the dynamic.   And not doing it sends signals that you’re not a real good guy.   You shouldn’t be doing work you’re not grateful to be doing.  You should pass.  If you view it as shitty, simple moneywork, then you should find work you’ll run through walls to do.