business of design: freelancers guide to business - better clients, higher rates, more stable income
DESCRIPTION
Full notes and links here: http://bracia.com/business-of-design My goal for today: have you raise your rates, get better clients, and have more stable income. For the past 9 years, I've worked as a freelancer, both as a side job, and full time. For the last 5 years, I've supported my family, on my income alone. In the last two years, I've increased my income by 50% each year. I've learned a lot about freelancing, in that time, and it can be summed up in a few words. "As a successful freelancer, you need to be first a business person, and second an artist". The trouble arises when we as creative types just want to do our craft. As indicated by my title, that's only about 30% of what it takes. In order to be successful, you need to become an crafts-person with your business. So today, I'm hoping to teach you how to bring the same care and attention to your business, as you do your craft.TRANSCRIPT
Design
Business
Business of Design
@benklocek
http://bracia.com
The Other 60%
“The goal should be to find enough good clients to support the business you enjoy”
Higher Rates Better Clients Stable Income
The WorkBefore > Winning > Doing > After
Think like a franchise
The WorkBefore > Winning > Doing > After
flickr.com/photos/i-am-mclovin/3063381533/
What do you actually do?
AssetsAspirations & ValuesMarket Realities
> Quality is #1
> Simple solutions will win
> Create beauty
> Dependability
> Do right socially & environmentally
> Always be learning
PRINCIPLES
Positioning
Positioning
FOR WHOM?
{
{
{
Be very specificThe more targeted, the easier to sell to.
FOR WHOM?
{
{
{
Answer two questionsDo they know they need your services?Do they have the ability/willingness to pay?
Be very specificThe more targeted, the easier to sell to.
FOR WHOM?
{
{
{ Think long-termDo I want this relationship?How will their projects support my brand?
Answer two questionsDo they know they need your services?Do they have the ability/willingness to pay?
Be very specificThe more targeted, the easier to sell to.
...but not them.
THEMSELVES.Remember, THEY care about
...their business goals.
...how they look.
...reaching their customers.
...saving time.
...saving money.
SOLVETHEIR
PROBLEMS.They pay you because you
flickr.com/photos/funkyah/285013348/
#1 way to find leads Ask for referrals
80% repeat
businessAsk for referrals
New
Repeat
The Whole Marketing Planbit.ly/bracia-biz-dev
The WorkBefore > Winning > Doing > After
We are all in sales.
flickr.com/photos/postaletrice/3204779348/
Asking, “What is it worth to the client?”
Value pricing
Value pricing
solving problems
goal oriented
benefits, not cost/features
be a business person, too
the Experience
StrategyIntention > Action > Result
Business Goals Client Goals What’s the problem?
Creating
STABLE INCOME
Creating
> Retainer contracts> Higher-value clients> Project minimums
STABLE INCOME
$$$ keeps it going
flickr.com/photos/camdiluv/4441155157/
Living wage + Profit
On-boarding
New ClientsFirst contact > Form letter
New ClientsDetails > Estimate > Proposal
Time Tracking
Good data
is good business.
=contract work
Proposal
The WorkBefore > Winning > Doing > After
Get more done
Set a schedule
Batch
Manage time
Outsource
“Most designers are hired for their skills, and fired for their lack of project management skills”
Project Management
=
Process
Set expectations early
Repeat-able
Automation & documentation
Handle scope creep
A Website Designed MILESTONES, INVOLVEMENT, IMPORTANCE & TIMELINE
PHASE
Initial
ContactPlanning Content Design Development Launch
IMPORTANCE
Average
Greater
A Website Designed was created by John Furness of Simple Square. © 2011 - All rights reserved.
INVOLVEMENT
Less
More
Milestone Occurrence
MILESTONES
DES
IGN
ERC
LIEN
T
Initial Meeting
Initial Meeting
Site Outline
Site Outline Review
Refinement
Content Outline
WEEK 1 WEEK 2 WEEK 3 WEEK 4 WEEK 5 WEEK 6 WEEK 7 WEEK 8
Needs Assessment
Feedback
Needs
Assessment
Site Map
Site Map Review
Site Content
Submission
Content Population
Launch
Research
Wireframes
Wireframes
ReviewLanding Page
Artwork Review
Landing Page
Artwork
Inner Page(s)
Artwork Review
Inner Page(s)
Artwork
Final Review
Cross Platform
& Browser Testing
Search Engine
SubmissionValidation
Coding
bit.ly/a-website-designed
The WorkBefore > Winning > Doing > After
in style.
Good data
is good business.
Networkingis good business.
Do it again.bracia.com
@benklocek
More: bracia.com/business-of-design
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