freelance domination 2 - amazon s3... · freelance domination 2.0 3 7 ways to find clients cold...

Freelance Domination 2.0Build A Profitable Business With Your Skills

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

Week 4: Client Acquisition Part II:

Finding Clients and Onboarding Them

Freelance Domination 2.0 3

7 Ways To Find Clients

Cold Traffic

4 The “Loss Lead” Approach

7 Advanced Referral Systems (Covered in a later week)

Leveraging Existing Relationships

5 The Marsupial Method

3 Warm Canvassing

6 Online Job Boards (Covered in a bonus module)

1 2

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

Strategy #1: Cold Traffic

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

Strategy #2: Leveraging existing relationships

Freelance Domination 2.0 6

Who’s In Your Immediate Personal Network?

y

c H

Y

👥 ġ

Coworkers

Colleagues and Classmates

Roommates and Neighbors

Friends

Family

Significant Others

"

Freelance Domination 2.0 7

Why Leverage Existing Relationships?

1

3

2

4

Build Confidence

Super High Closing Ratio

Test In Safety

“Prime The Pump”

Freelance Domination 2.0 8

How?

1. Start asking around…

2. “Would you pay for this?”

3. “Do you need this?”

4.“Do you know anybody who does?”

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

The psychology behind it…

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

Strategy #3: “Warm Canvassing”

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

We’ve all seen businesses that were in DIRE need of our services…

• “Man…this restaurant’s web site SUCKS…I could build a much better one…”

• “This chiropractor’s advertisement is horrible. I could get them much more business.”

• “This office could really use an in-house personal trainer. They need me!”

• “This magazine would do so much better with higher-quality writing. They should let ME write some articles and see how many readers they get.”

Freelance Domination 2.0 13

4 Ways To Make Your Leads Beg For Your Services

🍂 📣

“Call their baby ugly”

Probing questions

Ridiculously high free value add

Incredible presentation

#FEAR

e

VISION

yRECIPROCITY

EXPERTISE

🏆

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

“Call their baby ugly”? WTF?

• Many small business owners have a primary “wheel house” and literally no idea what they are doing outside of that

• What’s worse…they don’t even KNOW what they don’t know

• It’s your job to “call their baby ugly”, then offer incredible value

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

The psychology behind it…

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

•

• It’s your job and duty to ethically create a sense of urgency/doom and gloom in a prospective client

• They need your services, and they should know all the things that could go wrong if they don’t hire you

• Your experience comes in to play here. What’s the worst that could happen? Paint the picture

• If they are already doing ok, how much better could they be doing WITH your services?

• Always tie it back to their primary metric — in most cases, this is money

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

Why should you ask probing questions?

• Reinforces your knowledge/thought leadership

• Shows that you’ve already put careful consideration into their needs before even being hired (good predictor of your attention to detail)

• Gets them even more anxious about all the things they don’t know

• “Have you thought about how you’re going to [insert feature or service they don’t offer]?”

• “I’ve been looking at your website/product/service…why haven’t you [insert something they overlooked]?”

• “How do you know that [insert an assumption they are making]?”

• “What happens if X? Do you have a backup plan for Y?”

• “What specific strategies are you using to [insert goal they want to accomplish]? Do you have a roadmap in place?” (If “yes”, ask if they are happy with their progress. If “no”, ask why they don’t have a roadmap)

Examples

After creating some fear and tension, assuage them with a massive

demonstration of how valuable you are…

The “Value Add” Technique

• When approaching a client about why they need to work with you, it’s important to give them something useful/actionable whether or not they agree to a contract.

• Why? This gives you a chance to highlight your knowledge again, and solve the problems you brought up with the probing questions.

• It’s the ultimate weapon — the knockout punch.

• Website Analysis

• Preliminary Edits

• Free Consultation

• Walkthrough

• Report

Examples of The “Value Add” Technique

• In person

• Online

• Either way, make sure you find time walk through it with them — it’s much better than attaching a document

• Create a narrative (see examples in this section)

How To Deliver

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

Strategy #4: The “Loss Lead” Approach

Would you lose $100 today to make $1,000 next month?

(I hope so…)

• Also known as “free work” — but with a twist

• Setting clear expectations from Day 1 that you normally don’t do this for free

• Contingent on phenomenal work — but is a nearly fool proof way to get a client

• Focuses on the lifetime value of a client, and the fact that once you’ve made their life easier, they won’t want to live without you (think about free samples)

• It works because people love to get things for free — especially expensive services they’d normally have to pay for

What is a “Loss Lead”

• Approach a prospective client with a “value add” proposal

• State the things that they are doing wrong, ask probing questions and pique their interest

• Then, offer to make all their problems go away — for free — on one condition…

• If you do extraordinary, they return the favor…

How it works…

• You could say “If I do extraordinary work and you’re extremely pleased, then I’d love to continue working with you at my normal rate.” (Discuss rates later)

• EVEN BETTER: “If I do extraordinary work and you’re extremely pleased, all I ask is that you refer me to 3 friends who have businesses that might also benefit from my services.”

• BOOM — 3 potential clients for the price of one. And 9 times out of 10, the original clients ends up hiring you as well for work down the road.

• Imagine if you did 5 “Loss Leads” and ended up with 15 prospective clients. Incredibly powerful.

• More on creating these systems later

Ask for something better than money…

Strategy #4: The Marsupial Method

(AKA “host/beneficiary”)

• The Marsupial Method is one of my “signature” strategies

• The concept is simple: Find a business who already has your ideal clientele, and offer to serve that business as an in-house/“white label” service

• I did this with test prep by finding private admissions counselors who already had affluent clients, but were sending their students to Kaplan/Princeton Review for test prep

• Original Marsupial Method explanation video also in this module

History of The Marsupial Method

• The ultimate win-win-win

• Other business owners get to add more services, they look better to their clients + they get money

• Existing clients often get cheaper rates on services that they absolutely need

• You get instant access to a stream of paying clients — that you can keep for LIFE.

• Allows you to kickstart a profitable business in 24 hours or less

Benefits

• Via email: Send a short pitch (template included in this lesson)

• Follow up with a brief value-added report that outlines what your services are, and how everything will fit together seamlessly (template also included)

• Benefit, benefit, benefit — it’s all about them

How to pull it off

Sample Marsupial Outreach

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

Strategy #6: Online Job Boards

lABOUT OUR COMPANY

∠

Little subtitle here like lorem ipsum dolor

Strategy #7: Advanced Referral Systems

Freelance Domination 2.0 39

Week 4 Action StepsFinish this work before we meet again next week!

01Set Up Your Onboard ProcessCreate a streamlined process to welcome people into your service

02Find Your First ClientUse one of the strategies today!

éWeek 2 Bonuses

Expert interviews !Join The Private Group

Get support and brainstorm with the Tribe