Embed Size (px)
Citation preview
Value For Money How to price your
freelance design work
Worst Project Proposal in History
You are NOT the hours you work
So your clients are paying for value
2
3
1
2
3
1 Pricing
2
3
1 Pricing
2
3
1 Pricing
Negotiation
2
3
1 Pricing
Negotiation
2
3
1 Pricing
Negotiation
Increase Your Value
Pricing
1
What is your break-even rate?
The honest truth
You don’t work everyday
The honest truth
You don’t work everyday
You don’t really work 8-9 hours a day
The honest truth
You don’t work everyday
You don’t really work 8-9 hours a day
You have meetings, emails, and lunch time
The honest truth
You don’t work everyday
You don’t really work 8-9 hours a day
You have meetings, emails, and lunch time
You pay taxes
The honest truth
You don’t work everyday
You don’t really work 8-9 hours a day
You have meetings, emails, and lunch time
You pay taxes
You need to put some money away for pension and savings
The honest truth
You don’t work everyday
You don’t really work 8-9 hours a day
You have meetings, emails, and lunch time
You pay taxes
You need to put some money away for pension and savings
You have business costs like your computer and software
The honest truth
You don’t work everyday
You don’t really work 8-9 hours a day
You have meetings, emails, and lunch time
You pay taxes
You need to put some money away for pension and savings
You have business costs like your computer and software
You may have some downtime without clients
The honest truth
You don’t work everyday
You don’t really work 8-9 hours a day
You have meetings, emails, and lunch time
You pay taxes
You need to put some money away for pension and savings
You have business costs like your computer and software
You may have some downtime without clients
The honest truth
Creative Work Time + Management Time + 20% Buffer Time =
Estimated Project Time
(Estimated Project Time X Break-Even Rate) + Other Project Expenses =
Project Cost
Now add the ME factors
How interested are you?
Thinking long term
Three Packages Technique
Negotiation
2
How Much Am I Worth?
Win-Win
Win-Win
It’s not just the price
Timing (start and finish)
It’s not just the price
Timing (start and finish)
Number of revisions
It’s not just the price
Timing (start and finish)
Number of revisions
Number of payments
It’s not just the price
Timing (start and finish)
Number of revisions
Number of payments
The services (the three packages)
It’s not just the price
Timing (start and finish)
Number of revisions
Number of payments
The services (the three packages)
It’s not just the price
The Four Negotiation Phases
Before you even talked1
on LinkedIn?
Maybe on Facebook?
Or Instagram?
Tinder?
Yellow Pages?
Shine your online presence
The first meeting/call2
The proposal call3
The Perfect Proposal
Bank of Alternatives
Sealing the deal4
Client: Can you cut it by 50%?
Client: Can you cut it by 50%?
Me: nope. But you should go with my competitor. He’s cheaper :)
Client: Can I have a small discount?
Client: Can I have a small discount?
Me: I see your budget is limited. Let’s decide what we can get rid off.
Client: ______
Client: ______Me: Hi [Client’s name],
I haven’t heard back from you on [project/opportunity] so I’m going to assume you’ve gone in a different direction or your priorities have changed. Let me know if I can be of assistance in the future. Regards, Lior
3
Increase Your Value
2
3
4
1
2
3
4
1
2
3
4
1 Your skills
2
3
4
1 Your skills
2
3
4
1 Your skills
Brand
2
3
4
1 Your skills
Brand
2
3
4
1 Your skills
Brand
Service quality
2
3
4
1 Your skills
Brand
Service quality
2
3
4
1 Your skills
Brand
Service quality
Learn your client’s business
How to increase your value even MORE?
1. Understand their business (ask questions, do your research)
How to increase your value even MORE?
1. Understand their business (ask questions, do your research)
2. Look for problems/needs
How to increase your value even MORE?
1. Understand their business (ask questions, do your research)
2. Look for problems/needs
3. Teach them everything you know
How to increase your value even MORE?
1. Understand their business (ask questions, do your research)
2. Look for problems/needs
3. Teach them everything you know
4. Tell them what they shouldn’t do
How to increase your value even MORE?
1. Understand their business (ask questions, do your research)
2. Look for problems/needs
3. Teach them everything you know
4. Tell them what they shouldn’t do
5. Learn how to charge for extra value
Help them solve THEIR problems, and they will HAPPILY pay you more
