Freelance domination - notes

==============================
- continuing to take action
- consistent flow of clients
- pitching
- persuading
- negotiating
advanced referral systems
- finding target market
- what are our profitable skills?
- niching down
- makes you position yourself better
- allows you to charge much more money
- creates target audience
- being specialist -> doing things that others can not do
- **** always think about their needs
- where are these client located?
- where they spend time
- how can I get in front of that niche
- show that you are worthy of they time
- focusing your work
- "I design and develop fully functioning e-commerce websites for small business
es that make 6 figures"
- aiming at specificities
- what if you are landscaper? Do you say I just cut loungs?
- or "I keep x,y neiborhood in a tip-top shape with a combination of this, this
and that
- what if you are a tutor? Do I just say I teach math?
- or "I specialize in algebra and calculus"
- specificity => attraction => because people know their problem and want the ce
rtanty that you have solution for their specific, "unique" problem
- tailoring to their needs
- identifying the needs, motivations and pain-points
- what all your prospective clients have in common
- think about your common prospective clients
- you need to be addresing the problems
- providing cure for the pain of your clients
- benevolent exastrubate
- ethical persuation
- time is pain point
- how much time can you free up for someone
- solving time problem, saving time for someone
- expertise
- how much better you are in something than they are
- thay don't want to spend time on learvning curve
- process
- are they clueless about the things that need to be done
- I can solve this for you, I understand the process, I know how it's done
- pain poit: online language barriers
- solving this for clinets
- North America does most of the outsourcing
- Europe (most of the UK)
- most of the jobs come from Asia and Africa
- ******* finding the pain points and using them for your adventage
- stalk your ideal target
- where are they spending their time
- members of what groups
- where are they in real life
- what information and from where they are consuming it
- getting inside their head
- understanding their mindset
- reading forums, blogs, groups of your target
- exactly the words they use, their problems and all the information
- charging the ability to target them
- making the audience be aware of you that you exist
- being social
- commenting of the blogs
- on forums
- on qoura
- reddit, stackoverflow
- find them and reach them
- stand out stragetegly
- use an unortodox methods to get their attention
- using video
- using e-mail
- sending them cool stuff
- be that good guy
- become the customer
 - customers have good relationships with someone, if you are customer it can he
lp
=========
- how to find a profitable idea
- how to find client that want to pay you
- how to ** ethically persuade potential clients
- finding client to pay premium rates for our premium work
- ethical approach
- ethicaly attracting people
- ethical cold approach/call
- echicaly selling
- presenting
- ethical sex
- ethical blowjob
- the salary and vages do not represent the true value
- unlocking the true value, earn what you are worth
- worshiping the $ dolla!
- getting that fair share
- 3 big barriers - that hold you back from starting a profitable freelance busin
ess
- 1) - "I don't have any valuable/usefull skills..."
- or "I have to many ideas and don't know which one to pick..."

- if you were ever pain to do something that means that you posess some kind of
a skill that is worth something
- ** profitable skills are EVERYWHERE
- I see skills
- I see potential profit
- fitness nut?
- good at teaching?
- great with numbers?
- play an instrument?
- computer whiz?
- love animals?
- i love life, I love philosophy, I love self-help, I don't like BS, I love hone
sty and reson, => I can make profit of this
- **** the areas that might be profitable
- How to tell if your skill/idea is 'good enough'
- feeling like you don't deserve to take money for it
- having doubt
- how to "validate it"
- 3 question validation
- 1) is there competition
- competiiton -> obstacle -> growth
- 2) Do they have clients?
- 3) Can you do it differently or better?
- if answer on all of these is YES => you are validated
- beware of the box!
- getting near the box (sweet spot)
- ** barrier 2
- "I can't find anybody to pay for my service...
or "Nobody's interested in what I have to offer"
- FLD 2.0 premium strategy
- "warm canvassing"
- businesses that were in DIRE need of our service
- "Man, this restaurant's website SUCKS... I could build a much better one..."
- "This chiropractor's advertisement is horrible. I could get them much more b
usiness"
- ... Dude, I could do that waay better => this is your clue that people are i
n need of yoru service
- 4 ways to make your leads Beg for your services
- 1) "call their baby ugly"
- many small business owners have a primary 'wheel house' and literally no ide
a what they are doing outside of that
- people don't know anything, have no skills other than what they are doing; t
hey don't even know what they don't know
- they need your help
- call their baby ugly --then--> offer value, sollution
- it's your job and duty to ethically create a sense of urgency in a prospecti
ve client (it can even be borderline "doom and gloom")
- ** feeling of mising out of something by not having you in their lives; miss
ing your service
- they sould know all the things that could go wrong if they don't hire you
- just by tellling them that, it will make them want it
- your experience comes in to play here. What's the worst that could happen?
- paint the picture
- give them the truth
- the things that they don't see
- personal trainer => "I think I'm gonna read a diet book, or I'm just gonna
eat less", -> "well, that's okay. I've seen that work sometimes, but usually wha
t I see it people spin their weels for 90 days, get their wight back on and give
up. It help to have a systematic plan to work with and someone to check on you,
but it's up to you, but it usualy doesn't work
- if they are already doing ok, how much better could they be doing WITH your
service?
- you need to show them whole new world
- tie your service back to their primary need, money (with businesses)
- without you they will stagnate or even lose money down the road, and do tha
t ethicaly and honestly
- getting inside your head
- the sense of urgency with this technique is created by asking probing questi
ons
- "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 [inse
rt 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?"
- by just providing them with this questions and showing that you know more a
bout their weak points shows that you are the real deal and that you must have s
ome great value to offer them
- "What specific strategies are you using to [insert goal they want to accomp
lish]? Do you have a roadmap in place? (if 'yes' ask if they are happy with thei
r progress. If 'no' ask why they don't have a roadmap)
- the fact that an outsider is thinking deeply about their business (or them,
anything of their interest) is fucking amazing, jawdropping
- everyone likes tallking about themselves, no one likes talking about other
s (HN, human nature) -> when you show that you take deep interest in their own s
tuff, they won't be able to resist you
- rearly are these kind of question asked, even by the owners of the busines
s
- "I know what I'm talking about" -> I know my shit, my knowledge is worth p
aying for, I worth it
- make them understand that you know what you are doing, you relate to what t
hey are going through and that you can get them the good result
- why this works?
- reinforces your knowledge/though/leadership
- shows that you've already put careful consideration into their needs befor
e even being hired (good predictor of your attention to detail)
- gets them even more anxious about all the things they don't know
- asking them question that they could not possibly have answer so you coul
d prove that you are that person
- **** after creating some fear and tension, assuage them with a massive demo
nstration of how valuable you are...
- **** we are partners in this, we are going to make some amazing work togeth
er

examples:
- "Have though about craeting a cascading effect that ties all your product tog
ether is a logical sequence and makes leads and customers likely to buy more tha
n one?"
- "Why haven't your created funnels for all of your products, expecialy the mos
t lucretive ones, like live event, do you have insights on current insequatation
s, how do you specificly know individuals readers interest without having to cal
l them

- 2) offer ridiculously high free value add

- when approaching a client about why they need to work with you, it's importa
nt to give them something useful/actionable whether or not they agree to a contr
act
- you want them to walk away with something cool, valuable and to think of you
highly, even if they don't work with you
- they might not work with you this time, but next time you will be a the top
of their mind
- Why? This gives you a chance to highlight your knowledge again, and solve so
me the problems you brought up with the probing questions-which shows that you "
got the juice"
- it's the ultimate weapon - the knockout punch
- showing the plan
- examples of 'value add' technique
- website analysis
- preliminary edits
 - samples
- free consultation
- walkthrough
- report

- 3) ask crazy, awesome probing questions

- 4) incredible presentation
- "How to deliver"
- in person
- walking people thourh things, giving them a recap of what we talked about, v
alking them through the value, holding their hands
- online
- make sure to find time to walk them through it with them, it's much better t
han attaching a document
- create a narrative
- them to realize how much work you put it
- create a story, a vision of future success
- **** if you do this, you will get the job
- **** to get people in real world understand your service and to want to pay yo
u
- they sould be in position where not taking your service would make them look l
ike a fucking idiot, to them and to everyoen else
- *** thinking about our clients and our potential clients as trusted friends an
d even if we don't get to work with them immediately, we want to give them enoug
h to make them work with us (or recommend us) the next time
- looking at businesses and people that could use of our improvement and we appr
oached them
- "Hey, I'm gonna call you baby ugly. I love what you are doing, I love your wo
rk, but there are some things that could be improved. Here is how I think I can
help you. Here are some specific quesiton I have for you. And here some massive
value I'm going to give you for free, without you asking. I know you have some r
esistance, some doubts about all this => now it's time to ethically persuade
- barrier 3
- "I'm not good at selling things."
or "I'm scared people will say 'no'
- learning the skill or persuasion
- ** even people who want and need your help will have objections
- even if they know your stuff could benefit them, they will fight you about it
=> you want to be able to show them (in ethical and cool way) that their life co
uld be better with your stuff
- **** learn to deal with objections
- thinking about what they are going to say before they say it, so you have goo
d solution to their problem
- show them that what we are doing will help them, and that they can make decisi
on themselves with their own will
- 7 most common objections
- price
- "To expensive"
- external input
 - "Will have to check with someone else"
- complacency
- "I don't want to do it right now, maybe later...
- schadule/timing
- personal politics
- "I said I'll do this for someone else, so I can't do that"
- fear of change
- "I like it the way I have it
- trust
- "I don't know if you are the right fit"
--- price ---
- "Your services cost too much. I can get the same service from someone cheaper.
" Why would I do that.
- *** soulution to this is creating value, showing worth
- that your service/product is worth paying for
- what can they get from your that they can't get from anyone else?
- USP -> unique position and proposition
- the reason people pay for bently, its because it's unique bently
- making them realize that they can not get your service anywhere else, exept fr
om you -> because you are unique
- what can they get from you that they can't get from anyone else
- *** giving them detailed specific reason why
- WHY are your prices high compared to competitors?
- what are the risks they encounter when going with a cheap service (doom and gl
oom)?
- they will probably going to have to do that same thing over and over, and the
price will be the same as going once with the good, quality provider
- this is the truth
- shut up, you can't get this service for some cheap ass deal
examples:
- "Hey, can you reduce the price?"
- Typically speaking we work in "our price is our price" type of mindset. This h
as come from a few years of working with dozens of different individuals and org
anizations who all want the same service (design, implementation, optimization)
and the same high level of service, but all at different prices.
We found from a lot of experience that if we negotiate differently with everyone
and do essentially the same services for two different people, while charging o
ne person 500% and the next person 1000$, client begin to wonder if they are get
tin shortchanged on quality.
That's not fair for anybody involved.
Because of that, we are pretty firm. Our base price is always 2000$. We'd add th
e Elance fees of 8.75$ on to that to protect our costs.
Now, that being said, I know your'a startup, don't have unlimited cash and need
to get the most value for your money. I also appreciate you considering us becau
se, let's face it... there are a lot of people overseas willing to do this work
for much cheaper.
What I can guarantee you is that this will be a one-time solution for you, rathe
r than having to get the same site worked on multiple times because you've paid
some cheap outsourced rate and gotten sub-standard results. We will do it right
the first time. Guaranteed or your money is back.
Additionally, we would be willing to break the price up and space out payments t
o lessen the financial-burder on you over period of 4-6 weeks in installments. H
ow does that sound?
- *** this obliderates any question of price
- this is how you communicate your message about their price objections
- explain your premium service and your premium price
--- dealing with external input ---
- sounds like: "I need to run thsi by my wife/business partner/GOd before I do a
nything else"
- *** best way is to never get stuck in "one-sided" conversation, get both partn
ers involved
- "lets all schedule a meating, you me and your partner"
- don't be go-between
- where you have to convince the partner through your client
- you'll have a better picture of what's actually going on and can negotiate a m
uch stronger position
- **** expect more than objection, or a combination of several
- be ready to knock down all 7 objections, evey time
- figure them out before they are mentioned
- get clear answers
- get detailed and specific
- it will be impressive when they see that you have though that before
- how most people approach starting a profitable freelance business
archetypes:
- "later Lary" -> I'll start it, next year.
- "Resarching Rebeca" -> paralysis by analysis -> "I just need to read 200 more
articles so that I know I'm doing the right thing"
- you feel like you are doing it when you are researching it
- "Everything Edna" -> "I'll start a blog, get on Instagram get a federal tax I
D and order 10 000 business cards!"
- doing the unnecessary stuff
- so much thing to do, that you don't do shit
- "Risky Ricky" -> "validation? What's that?"
- ENOUGH ALLREADY
-----
- FLD -> proven system that teaches you how to start and grow a profitable freel
ance business from zero to six figures
(here he addreses some of the objections or uncertanties that clinets might have
and tries to make it more secure)
- it will work even if:
- no good ideas
- to many good ideas
- if you failed
- no time
- no techy
- if you don't want to quit job
- if you want to grow buisiness
(here he provides more trust by telling us that other people all around the worl
d are using this stuff)
- Real poeple just like you all over the world are using this FLD 2.0 to attain
the financial freedom and flexibility that most people can only dream of
- They've goine through the same challenges as you... and overcome them (link yo
ur position with them and their success to yours)
- "I always feelt that I wasn't qualified enough. Maybe I'm charging to much. Th
en I came to a realization that when you give them a great value preposition of
what they are going to get from your services money becomes no obstacle. "
- the'e gone from frustration to success and started the businesses of their dre
ams - with the profits to prove it
- Jaquline -> 4.4k $ in 2 months, working part time
- Keyanna -> over 19 000 $ in less than 3 months
- Xavier -> made 4500 $ in the first 30 days
- has set up a system for business growth
- David -> 12 500 $ in 3 months
- Dozen of successful students from all fields are killing the game
- Blake D. -> scale his business to $21 000 using FLD
- Alicia G (web designer) -> booked her first $1000 client in 30 days
- Bilal C (writer) -> signed a client for $6000 of recurring revenue
- anybody can use this, any professional
- this is for eveyone
- week 1
- identifying your skill
- week 2
- reserching your market
- week 3
- building your online presence
- week 4
- finding & onboarding clients
- week 5
- pitching, persuassion and negotiation
- week 6
- automation & advanced referral system
 - how to have to many clients
- building referals
- bonus files
- advanced trainings
(look here, he wants the user to understand what is unique about his product. Wh
at value, the unique one, which he can only get from his is. How is it different
from other courses out there?)
What makes FLD 2.0 different from other courses out there?
- (experience) he has freelance business for over 2 years
- (that it's above, it's better that anything else out there, by 10 times) "Then
I bought every course on the market and worked withover 100 beta studetns to ma
ke FLD 2.0 10x better than anything else out there
- exposing your strength over others
- why, and how you are better than others
- why, how are you valuable than others
- How, is it better?
- updated
- community
- personal attention
- live classes
- designed for six figures
- interaction makes all the difference
- the art of outsourcing
- getting people to work for you
- building your online presence & content creation
- mastering online markets
- leveraging client feedback
(he puts video testimonials of other people) -> it's epic

=====
- what are your profitable skills?
- *** you don't want to work with everyone. So get specific
- getting specific about what you want to do
- speicialization allows you to charge more
- **** what is my target audiences primary needs
- what's causing them most pain that they can not solve themselves
=====
- ** myth 1) "My idea needs to be unique" or revolutionary
- like new facebook, or something completely new
- people think that other people are not interest in an idea that has already be
en created
- *** if you can find something, idea that is working for someone else and put s
ome of you unique touch, twist -> that's enough to get you started
- create something that is already working, find something that you can add to i
t => profit
- Myth 2) "I need lots of money to start"
- that's just not true
- people think that they need to have a lot of starting capital
- just starting usualy can be done under less that 100$

- Myth 3) "I'm not ready yet"

- you should wait a long time before starting
- passing all that perparation work and shit, and going for the kill
- *** idea creating and idea execution should be RAPID
---- mini series video 2 ----
- the fact about mercedes c7 and RR (rolls roys)
- **** Why would someone pay half million $ for a car that they can get *almost
the same for 5 times less???
- branding
- building laser specific USP (Unique sales position)
- why does one girl resist the dick of dozen of men, but is willing to suck some
one eleses dick the whole day. Or even willing to pay to suck his dick?
- ****** this is amazing, learn how does this work. What is happening here, and
you can you profit out of this???

- applying the same psychilogy for your business

- **** What do you think of when you think of the RR?
- doing it to show off
- luxury
- prestige
- power
- nobility
- "At a certain age, sittin in the front is not that appealing"
- implies that there is someone who is driving you
- To the general public, phantoms don't exist
- this is scarce, this is hard to get, if you're not the right person, you don'
t deserve this car
- you won't even see this car
- What do you think of when you think of BMW?
- speed
- performance
- reliability
- German quality
- "Fasterpiece" -> designed for driving pleasure
- "Joy was born for the left lane"
 -
- *** this is what happens in a market place where ther are a lot of people that
have the same skills as you, or a lot of products that have some of the same fe
atures
- you have to highlight the ones that allow you to create most value for your a
udience
- think about that in terms of your business, your service
- **** determine the needs of your market
- ************ this is the same for every business, and *** for your own perosna
lity, which is also a business
- what price you are able to command for your product
- *** What gap can you fill??
- become the more affordable option
- less expensive
- convienece factor
- easier to access
- become the best looking/highest quality option
- the most astethicaly pleasing
- become the most exclusive option
- status symbol
- become the most easily accessible
- import for a freelancer
- being more available than your competitors
- and many more
- USP allows you to stand out to your potential client
- show them that you have really cool, valuable things to offer and, because of
that, charge more
- in the world where eveything is the same, you are now different, you have some
thing special to offer
- the x factor
- **** when picking you USP, pick the one you can commit to
- if you give a promise, you MUST fulfill it
====== the psychology of client care =======
- customers != clients
- customers are simly interchanggeable pegs that you try to extract money out of
- doens't have a name
- doens't have a face
- doens't have a story
- someeon who just buys what you are offering
- cleints are friends, colleagues and loved ones
- people you care for, protect and respect
- you care more about them and their work
- ***** making the client's success your #1 goal
 - you are only focusing on their success
- they will hire you ower and ower again, and pay you higher rates, when you are
giving them that kind of service
- a lot of businesses or service providers are mediocre
- quick to take a one time sale over a relationship -> people are how to get mo
ney, that they don't think they forgot about the client => long term relationshi
p, over short-term money extraction
-

- *** putting your clients best interes first

- what they need vs what they want
- what do I have to give to make them love me so much, that there is no questi
on that they will come back
- thinking about providing solutions
- thinking of yourself as a trusted advisor
- taking responsiblity for their choices
- their success is your success
- making sure you help them choose the best decision
- sometimes that means offering them to go for more, to pay more -> if you are
sertain that would be best choice
- the goal is to get them the best result
- having extreme care for them and their businesses
- *** thinking what can we give them, rather than thinking what do we say to get
them to buy
- when they love you, they are going to recommend you to people they know
====== week 2 =======
Reaserching your ideal client & your competition
- validating our ideas by searching for competition and ideal clients
- what exactly are clients needs
- what we need to deliver, before we provide that service
- allow us to test, use ideas without having to go through much failiure
- potential clients
- potential competition
- the beliefs, concepts about comepetition are not real (most of them)
- ****** the reality is that to a skilled freelancer or savy enterprenuer there
realy never is a shortage of jobs
- there can be misunderstanding of what clients need and therefore you might n
ot get hired because you are not positioning yourself the right way, *** but usu
ally there is never a shortage of work, if you know how to position yourself
- meeting with, contacting with your competition can be beneficial to you and th
em
- you can learn from them
- you can share, partner with them
- be aware of how much political-mindset you are bringing in
- *** who and where are my potential clients
- **** if you can't find a lot of competition, that's a bad sign (it's like a ni
ghclub, if there are people there, it's not good)
- *** why sould you bother resercing?
- to better understand your audience
- improve the positioning of your products and services
- to understand how your competition finds clients
- to refine your approach

- **** you want to understand how your competition finds clients

- we can use their own strategy (which works) and mix it with ours
- how he succeded on Elance -> **** what kind of positioning, or what type of va
lue can I offer on that platform that makes me stand out

- *** Interviewing potential clients via email

- the types of clients that you are planing to pitch
- they may, or may not be good people to pitch,
- but, you are expliring the teritory
- industry research
- a lot of people don't start talking with clients, until they start pitching th
em
- ***** check slide 6 -> cold email example
- subject line -> to the point
- communicates what you want to say, before you say it
- **** it should be a pretty good summary of what you want
- it's about fishing for psychological tipbits
- getting inside the head
- of someone who is similar to the clients you want to work with
- no fluff
- expect to send a dozen of these, and get few responsed
- it gets better over time

- key elements to look for:

- what makes them 'tick'?
- what qualities do they like in a freelancer?
- what qualities do they dislike in a freelancer?
- what are their biggest needs?
- are those needs being addressed?
- why do they hire/fire people?
- what words/phrases do they use to describe themselves or their businesses
- do they reflect a marketplace that you want to work in and be a part of?

- **** interviewing potential competition via email

- you want to make sure to compliment them
- they know what you are doing, but still they still love to feel valuable and
receive compliments
- key elements to look for:
- How long have they been doing it?
- Where do they find most of their clients?
- How much do they charge?
- what resources are they using to do their job?
- are they part of any industr specific groups?
- what's their intake process
- how do they bring clients
- what do they say
- what do they give to them
- how do they welcome them
- how do they make their clients feel at ease
- what do they do with leads they can't help?
- the cold leads
-

- *** you learn a lot more from people you meet who are not few steps ahead of y
ou, but a 100, or 1000 steps ahead of you
- **** if you are charging 20$ a hour, don't model those you are chargin 25$/ho
ur. Go learn from those that are chargin 3000$/hour. => ****** opens up your mon
ey-potential mindset

- **** email is just ONE way to do this

- but it's effective
- **** having an audio platform to interview people
- **** don't underestimate the power of an ego-boost
- ***** your goal is to get in front of people, connect with them, get inside th
eir heads
- *** analyze that data
- action potential clients:
- find potential clients
- make a list of people who are in the niche you're targeting
- find potential competition
- make a list of people who are working in the niche/industry you want to targ
et
- interview them
- email them until you start getting results. Bonus: set up phone or in-person
meetings

- **** pay attention to specific words that people are using

- the ones you care about, from which you want to learn
- about the experiences they had
--- interview in week 2 ---
- he was doing jobs which he was never qualifed enough
- this is my life, one and only
===== week 3 ======
- client acquisition
- buildig your online presence
- An acquisition is something you acquire a book, a skill or if you are a mogul, a
company. It describes things you have purchased, things you have learned, or th
ings you have gotten.
- do not obsess to much about this
- building a platform that is easy for people to understand
- 1)prospect feels pain
- who has a problem and how can I solve it
2)motivatio to solve it
- ** finding clients who are willing to solve the problem, to have their prob
lem solved
3)awareness of you and your services
-
4)vetting and proof
- they want proof, that you can do what you are saying, that you will keep an
d deliver on your promisse
- *** website -> clearly communicates what it is what you do, how you do it,
and why they should consider you
5)qualification and onboarding meeting
- you qualify them
6)pitch and negotiation
7)agreements (send SOW) -> statement of work
8)partnership
9)referral and repeat business
- *** we did our research and found out that they were the best client to work w
ith
- **** the worst thing you can do it try to make money from wherever it can fall
from the sky and negotiate any price you can and relize, while you are already
doing the project, that it's not a good fit
- everyone wants to do the work with a partner whom they trust, appreciate, and
for whom they know he will do great work
- **** our biggest source of business will be through repeated business, and ref
erals
- ***** the entire purpose of your website is to generate awareness and interest
- leads and sales
- business cards don't directly get leads
- website is not your business card
- ***** it's a lead creating machine
- everything we do is for the purpose of getting more leads, sales
- it dosen't have to be fancy and professinally done
- "build it and they will come" is a lie. It's not going to get traffic at first
- but you need it there for later
- it shold serve two purposes: to engage your target and compel them to contact
you
- it need examples and testimonials - but those come with time (HIs story...)
- **** doing a little bit of free work in the beginning
- You'll never be happy with it. Stop obsessing.
- 5 elements of great freelance website:
1) Attention-grabbing headline
- something that catcheses their attention and addresses their problem
2) clear targeting and positioning
- you understand what they need, immeditely
3) simple solution to prospects problems
- **** you want to be great at solving some key points and you want to address
that
4) proof (samples, testimonials, examples)
5) one simple way to contact
- **** your website is designed to be lead generator, as such the only thing you
want it to do is to get them in contact with you
- to see your headline, know it is for them, and e-mail you
- GetLeads -> marketing website templates
- *** very clear in what you want them to do
- complie website creative
- use your data + any samples, testimonials etc
- build your website
--- automated onboarding ---
- onborading is the process of finding new clients, bringing them into your syst
em, talking with them, converting them into leads and the keeping them happy
- the tricky part is fiding them and wraping them into our services
- like there is a disconnect
- the "typical" onborading process is a mess
- client finds you and contacts you. May or may not know what they actually wan
t.
- you have to qualify them over back and forth emails or calls
- neither side is dure when it's appropriate to discuss price - that's usually
the clients first question
- a lot of weirdness going on
- you don't have a lot of time to build up value during the process (? understa
nd this)
- you know that you are good enough for the job, but you feel like you on defe
nsive and perusading them to buy
- very time consuming and inefficient - hard to scale because there are so many
moving pieces
- ====>> all this leads to the MURPH FACE :|
- **** you should automate this process *****
- there is a better way
- 1) client finds you
2) they fill out an automated form
- a basic autoresponder like Mailchimp or Aweber takes 5 minutes to set up an
d is free. Nothing for you to do.
3) "welcome" packet sent automatically
- adds a lot of value, impresses them, weeds out 'tire kickers'. At the end,
there is a questionnaire.
4) after 3) -> questionare to interested people
- it's focues and detailed. Tells you exactly what you need to know to assess
them.
- this qualifies them
- you can ask them any question you want
- if they have seen you rates, and made the call anyway => good to go
5) you review
- NOW you look at the completed form of fully vetted lead and quialify them.
Your work is 75% done.
6) close, send SOW
- since you've already qualified them, the close is easy. Set up a meeting, c
lose the deal, send out SOW and get paid.
- **** you show them your best assets, you give them the opportunity to qualify
them, you make sure they are good fit and then you close them
- ***** making the lead process painless so that by the time you get email to yo
ur inbox, that email has already been wented and ready to buy
- the work happens behind the scenes
- ******* learn from that example ********* => best shit ever

===== how to bootstrap your first business ======

- under 30 CEO
- **** why don't I befrind these guys
- maybe they know something
- maybe they are doing it
- maybe I can get some good content
- **** he started writing to them
- about articles, content
- and then they created some good content together
- delivery man
- half million (or even more) read on their site
- don't relly on banner ads
- *** providing content that people will always want to get, ready, share
- creating an enviroment where people feel comfortable
- "Oh there is no room for me"
- not a fucking truth
- *** market share
- people want choice
 - people crave choice
- creating a serious product

====== week 4 ======

- finding clients and onboarding them
- multiple ways to find clients
- 1) cold traffic
2) leveraging existing relationships
3) warm canvasing
4) the "loss lead" approach
5) the marsupial method
6) online job boards (covered in bonus modules)
7) advanced referral systems (covered in later week)

===== YOU SHOUD BE BETTER THAN ANY OF THESE GUYS YOU ARE LEARNING FROM, why? BEC
AUSE THEY HAD TO SPEND TIME TO GET WHAT THEY ARE GIVING YOU NOW, THEY CUT THE LE
ARNING CURVE FOR YOU, WHICH MEANS THAT YOU HAVE MORE TIME THEN THEM, TO ACHIEVE
GREATER SUCCESS THAN THEM -> AND SO WILL THOSE AFTER YOU =====
- having people find you, out of the blue (randomly)
- happens more frequently than you would think

- leveraging existing relationships

- who's in you immediate personal network?
- our peronal network is more vast than we would expect
- friends
- family
- coworkers
- collegures and classmates
- significant others
- roomates and neighbors
- comming to them first
- Why leverage existing relationships?
- Build Confidence
- Test in safety
- super high closing ratio
- "Prime the pump"
- How?
1. start asking around...
2. would you pay
3. "Do you need this?
4. "Do you know anybody who needs this"
- warm canvasing
- *** we all seen businesses that were in DIRE need of our services...
- not everyones skills are in their own wheelehouse
- people who are experts in what they are doing, but lack the experience, or som
e other skill => the one that you are an expert of => good to go

---- calling their baby ugly ----

- they don't even KNOW what they don't know
- things that are obvious to us, are not obvious to other people, who do not wo
rk with that
- it's your job and duty to ethically craete a sense of urgency/doom and gloom i
n 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? Pai
nt the picture.
- *** showing them how much better they could do with our servies
- even if they are doing OK with the current settings
- always tie it back to their primary metric - in most cases, this is money
- *** asking them probing questions
- ******* to get them thinking about what they are missing, by not having us
- reinforces your knowledge/thought leadership
- shows how much we know it, demonstrates our value and our expertise
- shows that you've already put careful consiredation into their needs before e
ven being hired (good predictor of your attention to detail)
- gets them even more anxious about all the things they don't know
- showing them all this, without being an asshole
- what happens if x? Do you have a backup plan for Y?
- *** after creating some fear and tension, assuage them with a massive demonstr
ation of how valuable you are
- The 'value add' technique
- **** delivering to them (value) before they even hire you
- *** move the freeline
- "If I'm getting all this for free, what can I get if I pay something?"
- 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 contrac
t
- not just telling them, show them
- validate how worthy you are to them
- that you deserve them
- Why? this gives you a chance to highlight your knowledge again, and solve the
problems you brought with the probing questions
- *** it's the ultimate weapon - the knockout punch
 - website anaysis
- preliminary edits
- free consultation
- walkthrough
- report
-
-

- just because you show them what things they CAN do, doesn't mean that they wil
l go and do it alone
- meaning, that they wont take the intelectual property from you (in some sense
)
- Being a good person
- delivering:
- in person
- online
- *** make sure you find time to walk through it with them - it's much better t
han attaching a document
- create a narrative
---- The 'loss lead" approach ----
- "would you lose 100$ today to make 1000$ next month?
- some people call it "free work"
- it is, but with twist
- setting clear expectations from Day 1 that you normally don't do this for free
- "This work is not free. I'm doing this for you. Because I like what you are do
ing, I believe in your project. In the future, when we continue to work together
, you will pay for it."
- contingent on phenomenal work - but is a nearly fool proof way to get a client

- life time value of the client

- if you loose little bit of money now, by doing the service for which you are n
ot going to get paid right now => that's going to get back to you with repeated
business again and again from this client and from the referals
- expect that people will be resistente for spending money, if they are not sure
enough
- if we get something that we need for free at first, to see how badly it was ne
eded, if then we are asked to pay for the service after we are benefited from it
it's much easier for us to rationalize spending the money
- ex. peronal trainer -> you see how much better is to work with him, then goin
g by yourself
- once people have the service that they love, they will want to invest, and in
vest more
- ***** when you are approaching people, who might be potentional clients, you w
ant to approach them with 'value add' proposal
- state the things that they are doing wrong, ask probing questions and pique th
eir interest
- Then, offer to make all their problems go away - for free - on one condition
- if you do extraordinary work, they will return the favor...
- ask for something better than money
- something that dosen't cost you very much, or even anything, but will be of
huge value to me
- you could say "If I do extraodrinary 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 service"
- 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
- **** this shit works ****
- **** networks of people
- close networks
- open netowrks
- imagine if you did 5 "loss leads" and ended up with 15 prospective clients. In
credibly powerful.
- "loss lead" -> in the begining you are taking a small loss by trading some of
your time, without getting money in return

==== the marsupial method ====

- aka "host/beneficiary" method
- find a business who already has your ideal clientele (clients that you also wa
nt to have), and offer to serve that business as an in-house/ "white label" serv
ice
- offering your service -> creating awesome partnership where you both benefit
- "Hey, I see that you are a lot of times just outsorcing parts of your business
. Well, I just come in your firm, I can be that x guy, you can label me as part
of your team and for every client that I serve, from your business I'll give you
sertain amount of money"
- I'll work with you clients, and will give you part of the money I earn
- as long as they are getting clients, you are getting clients
- *** once you have those clients in your system -> those are your clients forev
er, even if the relationship with the host ends
- the ultimate win-win-win
- you win, the host wins, and the clients win
- other business owners get to add more services, they look better to their clie
nts + 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 l
ife
- allows you to kickstart a profitable business in 24 hours or less
- you are not taking money from the host, you are only adding
--- how to pull it off ---
- via email: send a short pitch (template inclued in this lesson)
- follow up with a bried 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
- mistake: "I have this business and I want to take your clients"
- "Hey, I have an idea that will make your clients happy and make you more money
. I've already figured it all out for you. Should I show you the solution I made
?
- make it easy for them to make more money, and make the whole process easy for
them
--- online job boards ---
- ***** don't fall in the trap of just posting on these jobs
- and not branching
- **** there are many ways to find clients
- if one does not work, another one will work
- *** advanced referral systems
- week 4:
1) set up your onboard process
- create a stremlined proces to welcome people in your service
2) find you first client
- use of of the strategies today!
3)
---- elance ----
- position yourself as a company
- be aware of the clients that do not have any rating
- targeting 3-5 people
- creating custom proposals for them
- **** continual work from jobboards
- "Who is my competition"
- **** if you speak english well, that's an advantage
- a lot of people don't know english well, on freelance sites
- leverage that
- expecialy those who speak english
- ******* sponsored proposals
- **** when they see the price, they immediately start sorting the clients by th
ier prices
- ***** it doesnt make sense to submit a price before you talk to the client
- **** studying the clients past feedback of freelancer
- getting inside their head
- looking for someone who can do the job, and do it again
--- proposal ---
- greet
- grab
- something that makes you stand out
- "Hopefully this message made it through all the spam you're probably getting
right now
- give

==== case study - bLake ====

- having clients that pay 15-20 000$ for a job
- feeling comfortable asking someone to pay you that kind of money
- detaching value from anything external (?)
- "I'm a human being, and my value can not be measured by a dollar an hour"
- "How much money do I need to ask, to be happy?"
-
- ***** "There is no real number that can be put on my value, so why don't I jus
t make one up and tell people... people wanna put number on my value, so I'm jus
t gonna tell them what it is"
- ********** "I'm priceless, but if someone wanna put price on me, it's gonna be
pretty high" ***********
- we put the value on things, however we like
- **** "In the end, it's just numers and spreadsheet around floating from bank t
o bank" ******
- "I'll just put a number on the paper, and hopefully they will pay"
- first they went for 1000$ clients, then that became minimum, then they went f
or 15 000$, then that became minimum....
- ******* for a website
- wierd space between 3000$ and 5000$ and then you make that jump to 10 0000$ +
, and people expect the world on a sliver platter
- they want you to make their business a success and not just make them a websi
te
- ****** they are scalinng "back" -> to 3000$+ for the majority of the clients,
and are giving Premium services for the price of 50 000$ - 100 000$
- he made that decission
- "With freelancing, you have your laptop and you are good to go"
- **** slave mentality of being an freelancer
- "Yes sir, no sir. I'll do anything for you...
- when writing proposals "I'll do anything for you, if you just give me a chanc
e" -> submissive mentality
- **** instead of comming from a place of power
- "I'm very professional, I'm skilled in this area and I can offer you help"
- ****** making that jump:
- realizing that we are the experts and that we are here to offer value to our
client. That we are the ones providing value, not the other way around.
- (same is with everything else, and wimen)
- ********** nauci ovo, jer ovo ce te kostati/zaradice ti milijarde para, i usp
eha, vrednosti
- ****** Getting from that 'I'll do anything for a buck' mentality ********
- ******** your client is your client, never your boss
- 2 equals comming together to make something better
- **** clients value comes in the monaraty (money) value, and your value comes i
n form of skills and knowledge -> the price you set for yourself
- make the leap
- being dominant or submissive in life, business
- power in business, value in business

==== week 5 ====

- the art of the pitch;
- positioning, perusasion, pricing and negotion
- How to make people say yes to us
- how to make them get aligned with our will
- amazing
- *** qualification and onboarding -> closing the deal (pitch and negotiation)
- strategies to enhance your pitch
--- give and take ---
- setting up a situation where they feel obligated to give you their business
- the coke experiment
- when you offer someone something, something good that is worth your time and
money, no matter if they take it or not they feel obligated to repay you sometim
e later, because you were nice enough to OFFER them earlier, to help them out
- *** "value adds" work the same way
- when you can give people something for free, without asking, it prives them
to wanna give back to you
- others are more willing to give you time, attention and money when you provide
value first
- this makes persuading them to hire you much easier
- give and you will receive
--- commitment anc consistency ---
- reminding people that it's their time to make a decision
- **** the purchasing decision can only be made after they've commited to you ps
hychologically
- How do we make them commit?
- leave 'breadcrumbs' that lead back to you
- when you continue to interact with them, to keep the conversation going they'r
e much more likely to select you, because they already spent time with you, whic
h is money
- *** the more conversations he had with a client, the more likely they were to
hire him
- **** creating consistency with you
- when someone takes time to speak, talk with you, they are blocking other peop
le with whom they could be talking with by giving you the time and that way they
commited to you
- put a ball in their court "Hey, they are some things that I would like to talk
with you next week"
- **** you don't want them to initiate the deal close, you put the ball in their
court, let them make the move

--- "the tip jar effect" ---

- ***** we're much more likely to try something that other people have tried..
- ****** testimonials

- a full restaurant over an empty one

- no one wants to eat at an empty restaurant (exept Frank U.)
- **** the full and an empty jar of a street performer
- if it's full -> you assume that he is good, even if you don't think he is goo
d, because of that social presure (where other people think he is good) you are
more likely he is good
- if it's empty -> you asume that he is not so good
- **** testimonials and past reviews
- if you're just starting off, not having these cna be overcomed. But they are p
owerful additions.
- ***** great way to do with the loss lead approach ******
- make sure you get the testimonials from people you work with
--- ability to relate ---
- we love to work with people who are similar to us
- if we can relae in even the smallest way, that makes us feel closer to people
- think about school/state loyalty
- use this to find small bits about a prospects project that you can relate to..
. then make the connection
- "Oh, my grandma also has diabetes"
- **** almost everybody has something that they can relate to other people
- there are always some things
- show that you can relate to people
--- Expert positioning ---
- "respect my autoritah"
- **** it's easy to respect experts - in fact, we LOOk for them to give us advic
e and direction
- ****** REMEMBER -> in any client situation, you are the expert. It's easy to f
orget that.
- **** you are the one who knows whats the best way to get it done
- ********* it's one thing to listen for the clients ideas, but another thing to
let the client drive the process
- **** they are comming to you to solve the problem, so you should be the one wh
o solves the problem
- contol that
- imposter syndrom => not feeling that you are qualifed enough to give some advi
ce, because you are new
- ***** everyone who thinks hiering you, or just speaks with you, thinks that yo
u are an expert, so you must position your self as that, what you are
- **** steer the direction of the conversation and be flexible but definitive
- use specific terms, definitive timelines and concrete examples
- when a doctor performs the surgery
- the doctor is an expert
- and the pacient knows and hopes of that, he trust the doctor
- he wants to get the job done, and done right
- every decision surgon has to make he makes it itself, he knows what is best f
or the pacient/client
--- scarcity ---
- introduce scarcity
- **** nobody wants something that's always around and accessible by everyone
- in dating: if someone has a partner, that means he/she is wanted, and that mea
ns that the other person can not have that person, or at least has put a lot mor
e effort, it's easier to get people who are single
- **** make sure clients know that you have to fit them in and that making time
is both for your benefit and theirs
- "I only take 3,5,x clients a month and want to make sure this is a perfect fit
, to work with you" -> qualify them
- **** make sure that they know if they miss the opportunity to work with you, i
t may not come around again
- not being a dick about it, but just letting them know it
-
- creating urgency

==== nitty gritty negotiation ====

How to price yourself and deal with the most common client objections
- What negotiation is not?
- "a battle of the wills"
- "winner take all"
- confrontational
-
- What is negotiation?
- your primary goals are
- create a "win-win" scenario by giving each side as much of what they want as
possible
- You can do this?
- risk-reversal on the client side (think about the 'guarantee' live class vide
o)
- offering good guarantees
- if your not happy, you get your money back, you still make sure that they pa
y you first
- you want to be trustworthy good person to work with
- firm, value-based positioning on your side
- money that they invest shouldn't be solvy based on the raw work that you do,
it should be based on value that they are going to get and how much their busine
ss is going to get enhanced by they working with you and helping them
- not just trading you time for money
- trading the value you are giving to the client for an investment
- 1# mistate of a freelencer -> unerselling themselves
- underselling themselves just to get a client (without a 'lead loss") strategy
- *** where you are doing anything you can to get the client, desperately
- scraping the bottom of the pan
- desperation move that comes from a scarcity 'mindset'
-

- ******* the reality is that there are dozen of clients, at any given time, tha
t could work with you that if could just find them, or they find you, and show t
hem how greate you are.
- you don't need to be desperate for that one particular client
- ***** when you are to desperate, you will make deals that are not in your best
interes and might not be in a clients best interes, because you are just trying
to make money. When you are only doing this, work for the money you are gonna m
ake deals that you will regret later, trust him.
- How you price yourself?
- 3 price models
- hourly: per hour
- project: per project
- retainer: regular recurring (weekly, monthly)

- benefits of hourly pricing

- easy to understand and bill - very objective
- always get paid for you time
- clients are used to this model
- you can make a lot of money with a high rate
- works well for projects that go beyond scope
-
- drawback:
- clients can scoff at high hourly rates - can be harder to communicate value o
n a micro-level
- **** you might know that your work is valued for 200$/h but if you tell them
that, they will be outrageous
- when you get to the high performace category, hourly thing does not go go
- some clients will try to reduce your hours to cut corners, which will affect
the quality of your work
- lose-lose you get less money, they get shitty product
- it's easy to feel like you're "nickel and diming" - which isn't fun
- like a greed monster
- the apparant 'celing' is lower than other pricing models

- hourly work -> over 500$/h

- charging 10 000$ for a website
- they don't know if it took you 10 hours to make it
- the work-product is worth 10 000$
- if you put that you work 1000$/h -> they would be sceptical
- *** most people start out with hourly and then move on to other things

--- using project rates

- benefits:
- the client can get a holistic view of what needs to be done - and you can pri
ce based on intangibles/value to take the emphasis off per hour spending
- **** you don't have to discuss hours, you can discuss benefits
- clients are confident because they can set a concrete budget
- you get a guaranteed amount of money no matter what - often 50% up front
- easier to systematically raise your rates, or buld in other outsorced service
s that can be hard to calculate as part of an hourly rate
- easier to raise from 10 000$ to 12 000$
- you can create tiers and packages (or even build hourly rates into packages)
- drawbacks of project pricing:
- if you choose the wrong project or get greedy, you can get stuck with a proje
ct that is out of scope, and your houry rate can suffer dramatically
- they can drag on forever
-
--
- benefits of using retainers
- best of both worlds
- monthly recurrin revenue based on client needs
- flat rate, monthly, daily (?)
- creating predictable income
- you can offer constantly updated service to get the clinet the best results p
ossible
- with the long term commitment, you can afford to offer lower prices if you wa
nt
- realtionship building => from contractor to advisor
- becoming trusted advisor
- a part of their family, community
- you build stability into your life with predictable streams and much less lea
d generation needed
- **** in many cases all you will need is few clients on retainer, to create a s
olid base of income for you
- and then go on some bigger projects
- drawback of using retainers
- turning clients into bosses as you become part of the team
- having to many 'irons in the fire' if you don't outsorce
- getting stressful
- which model is right for you?
- depends on the industry - all work
- for negotiation purposes, flat rate (project pricing) is easiest to negotiate
- then leverage that to recurring
- flat rate -> recurring
- ****** how to persuade a client to use project pricing
- many clients are used to hiring freelancers at hourly rates - their comfort z
one is here
- your job is to show them how flat rates really benefit them - it's all about
their comfort
- ===>
You have to communicate project value
- "Typically we look at projects holistically. We know that sometimes XYZ happe
ns, and we don't want to charge you for everything that happens. We just want to
complete the project at a price that's fair for both of us, without having to n
ickel and dime you - even if that means going way above and beyond."
- you charge for the final product,
- **** then, remind them of specific benefits
- ability to set better budgets
- overall savings vs hourly
- easy payment plans (break it down into multiple payments, due upon prearrange
d milestones)
- awesome guarantee
- showing them how valuable you are
- **** you are doing this for them, for their own good ****
---- 7 most common objections ----
- resistance comes in a form of a client objection
- your goal is to give people so many reasosn to hire you that NOT hiring you fe
els like a bad business decision
- Naturally, everyone will have objections, but the secret is...
- ***** clients want you to overcome this objection
- **** it feels good to buy something, and even better if that that thing is ama
zing and gives great results
- but people don't like spending to much -> paradox
- if a client comes to you wiha a concern, they want you to solve it so that you
can remove that stress from their mind and move on with the hiring process
- 7 common objections to hiring you
1. price
2. complacency
3. fear of change
4. trust
5. personal politics
6. external input
7. timing
--- price ---
- "you service cost too much. I can get the 'same' service from someone cheaper"
.
- "Yeah, sure"
- Solution: Value/USP
- unique service propositoin, unique salles position
- what they can get from you that they can't get from anyone else
- ***** WHY are your prices high compared to competitors?
- **** remember => it's all about them. You want to show them how that's going t
o benefit them.
- why you are superior
- more valueable
- than others who don't have that
- What are the risks they encounter when going witha a cheap service (doom and g
loom)?
- ***** when someone has a price objection => means that they do't understand wh
y you are valued that much, why you cost 3000$ and someone can do it for 500$
- you need to show them, why, why sould they care, and what specific benefits y
ou will bring to them
- ***** if they are questioning your price, that means that you haven't communic
ated your value enough
--- dealing with complacency ---
- "I'm okay with the way things work right now"
- solution: future-casting
- "Imagine what you life would be with my help"
- show the client, in vivid imagery, what their life, business could be like wit
h your help
- showing them how staying in one place isn't helping them]
- what will be in 6 months
- in few years....
- ethical use of fear
- use fear to create urgency - ***** show them that competition is already maki
ng moves
--- dealing with fear of change ---
- "I don't want to change the way we've been doing things for 15 years. Too much
can go wrong"
- scared of the things that could go wrong, if they change something
- showing them how change will benefit them
- people don't see how easy the change will be, they only fear it
- "I know this might be little scary and confusing at first, but let me just gui
ld you through it and show you how it can help you make more money"
--- dealing with lack of trust ---
- "It seems like you know what you're doing, but how do I know you relly have th
e necessary experience to do this"
- solution: show proof
- case studies
- testimonials
- portfolios/examples
- face-to-face helps, especially in the digital world
- or you can go on the phone; skype
--- dealing with personal politic ---
- "I told my brother's friend's wife I'd use her company for my next project"
- solution: line up future work
- figure out when that engagement ends and offer a better deal
- when ever that x happnes, you are ready to offer them your new deal
- **** look for referrals from the initial client
- **** having them booked the event in advance
--- dealing with external input ---
- "I need to run this by my wife/business partner/mentor before I do anything el
se"
- **** best way - never get stuck in a 'one-sided' converation, get both partner
s involved
- dealing with more people
- communicate your value to both of the parties
- you'll have a better picture of what's actually going on and can negotiate fro
m a much stronger position
--- dealing with time constraints ---
- "It's too much for me to take on right now, I'm too busy; call me again in 6 m
onths"
- **** make it as easy as possible to get started immediately
- *** do any work required up front so that all they have to do is say "yes"
- ******* prepare for more than one objection
- train by having all of them passed at once
- **** your job is to do DETAILED research before hand to prepare for any and al
l contingencies
- ******* PRACTICE MAKES PERFECT
- *** have supporting evidence to back up your negotiation - expecially a value
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