Up Your Freelancing GameJure Čuhalev

A story of Survivorship bias

All clients are not created equal

Are you just an resource or do you create value?

• Typical clients where you’re a resource:

• (Marketing) Agencies

• Body shops/consultancy companies

• Typical clients where you create business value:

• You are hired to solve a problem

• Where you can have productive discussions about how your work will make them money

Have a value conversation with business owner

Value conversations

• We can’t enter content directly

• We want to do a lot of contact forms

• We want to look more modern

• Our site doesn’t look good on mobile

Think about business context and don’t burden

client with technology

Educate the client on benefits of your expertise. Learn about their market

and terminology.

Examples

• Content upgrades form

• What is mailchimp

• How does PayPal work

• How do you convert Excel into CSV and a possibility of custom importers

Your project proposal should highlight

business benefits

• Problem: our sales can’t easily show examples on their tablets/phones. Our competition is all mobile ready.

• Solution: Rethink how we present content and ensure that new site works well on mobile

• Bonus benefits: improved SEO by Google, no need to do a native app

Pricing

(Time vs. value)

Reduce risk for business by charging fixed amount per project instead of hourly

value based tiered pricingWordpress

Design Wordpress

Design

Training Content entry

Wordpress Design

Training Content entry

Copywriting Design

1000 € 2.200 € 5.000 €

https://gumroad.com/resource-center/pricing-your-product

document* how you make their business

money.

* send this document as an attachment to your monthly invoice

• Reports that show that faster code on servers means more conversions / higher SEO / ..

• Show that new tools that you built decrease the time that other employees had to spend on a task

• Explain how your work directly tied into business objectives for that quarter

• I worked at bug #4023 for 20 hours so that we can now support Stripe in addition to Paypal. We’ve already seen first 100 transactions with Stripe.

Grow your business

testimonials referrals

Jure has been able to develop our ambitious project. [..]

Jure has been the best travelling companion that we could choose.[..] Jure has a very professional

organization and great knowledge about the tools. Also, Jure had always met compliance with

established deadlines.

In short, it has been a pleasure to work with him.

-signed

Talk to your colleagues how they do it and ask them to review yours

Charge more

How do I learn more?

• https://doubleyourfreelancing.com/

• http://www.kalzumeus.com/greatest-hits/

• http://artofvalue.com/