Double Your Freelancing Podcast

By Brennan Dunn, Zach SwinehartBusiness Technology

Double Your Freelancing Podcast episodes

May 02, 2016Episode 52: Eric White on Jobs To Be Done
Today I have an awesome interview with a long time student of mine, Eric White. When Eric started he was a typical commoditized freelancer, but he made the transition to high-value business consulting. He has a background in developing business software. He enjoyed working with people and was the guy who spoke with clients to find out what they wanted in their software products.
Eric’s current consulting work is understanding what clients actually want with their software. He wants to meet them in the right place and discover what the solution for their problems are. He likes the job of figuring out what is motivating each side and what they need to make the project happen. His specialty is the higher-level people portion of managing software projects.
Today’s topics include:
Playing in the problem space can be more valuable than playing in the solution space
Being able to articulate and understand problems is a skill that adds a lot of value
Eric was going through his own business struggle when he came across Double Your Freelancing Rate
Brennan showed him how as a consultant he can increase his value 10X
People want more premium clients and to have more time to spend with family and work on goals, they want what making more offers as opposed to just doubling their rates
It’s not what you actually do, it’s the value that it offers
If you only look at the specification, you are not connecting in the most impactful way, looking at the means to the end that you provide will better able you to provide what they need
Understanding what motivates the customer makes things much easier
Think about where you have been extremely satisfied with service and try to emulate that, perfect service solutions are smart and really resonate
Resources and links:
Twitter @EricMWhite
Eric’s Website
Double Your Freelancing - Conference Stockholm, Sweden
Jobs to Be Done - Re-Wired Group
Strategies and Tactics for Pricing
Like the Podcast? Help us!
If you enjoy the Business of Freelancing podcast, support us to keep it going!
Subscribe on iTunes
Leave us a 5-star review on iTunes
Share the podcast with your friends
Hopefully the fact that your show of support will keep the podcast going is reward enough for you. But we want to sweeten the deal for you even further:
After you’ve published your review, send an email to [email protected]. You’ll get an exclusive video from Double Your Freelancing Conference — James Clear's talk on Developing Better Work Habits — absolutely free. Click here to make it happen!
59 min
April 25, 2016 Episode 51: Bryce Bladon on Avoiding "Clients From Hell"
Today I am talking with Bryce Bladon. He is the curator of “clients from hell”. Today we talk about everything from qualifying new clients to setting expectations. He runs a website whose sole purpose is to showcase crazy clients. We both feel that sometimes we can do things a bit differently to help avoid having clients from hell. So the theme of this show is to have fewer clients from hell.
Bryce has been involved with Clients from Hell, a collection of anonymously submitted tales of woe, since 2009. These tales are from designers and anyone who deals with clients. Today we are going to talk about how freelancers can avoid getting these bad clients. We want high quality clients who respect us.
Today’s topics include:
New freelancers run the risk of getting bad clients by not qualifying clients and knowing when to say no to a potential client
Clients that aren’t a good fit need to be weeded out
Sometimes people create crappy client situations for themselves
Bad client experiences are usually the result of bad client communication or unrealistic expectations
Set expectations on how to bill and what to expect up front
Qualify yourself by asking what kind of work, people and projects do you want to work with
Does the client trust me, how much education do I need to give them
Have regard for yourself and your time
If a client doesn’t respect you and doesn’t appreciate what you deliver, they won’t be a good fit
Structured business processes can be used to sell, qualify, onboard, communicate, and follow-up with clients
Resources and links:
Clients from Hell
Bryce Bladon Website
Twitter @BryceBladon
Project Prescription Paul Jarvis Client Qualifying Tool
Hell to Pay
Like the Podcast? Help us!
If you enjoy the Business of Freelancing podcast, support us to keep it going!
Subscribe on iTunes
Leave us a 5-star review on iTunes
Share the podcast with your friends
Hopefully the fact that your show of support will keep the podcast going is reward enough for you. But we want to sweeten the deal for you even further:
After you’ve published your review, send an email to [email protected]. You’ll get an exclusive video from Double Your Freelancing Conference — James Clear's talk on Developing Better Work Habits — absolutely free. Click here to make it happen!
42 min
April 18, 2016Episode 50: Jane Portman on Designing Highly-Effective Sales Websites
Today I am interviewing Jane Portman. Jane is from Russia, and she used to work with me on Planscope which I just sold. She is an amazing designer who is very focused on the design and the copy. I recently redesigned Double Your Freelancing. Which is appropriate for today, because Jane’s expertise is building really great user experiences.
Jane is an amazing UI designer and business consultant. Jane has been designing for over 10 years. She worked for a large agency in Russia. She is also a mom, and now works full time in the US as a consultant. She wanted to build authority, so she started writing books and implemented a lot of my advice for consultants. She is currently focused on helping SaaS founders to build simple products that make money.
Today’s topics include:
Most people don’t realize the sales process is done through long form sales copy, walking through the clients pains
Have a way to capture potential customers on your site, put together a sales machine that sells and captures
Productize offering before going into full sales of bigger offering
The job of design is to build credibility along the way
WordPress themes are not correlated with the long form sales copy
Write good copy and make sure visuals are broken down by nicely formatted sales copy and a way to capture emails
A consulting website should be focused around your product, and selling your entry level free magnet, and your entry level productized service, so you need a few specific sells pages
Your landing page should be your airport where you go through who you are and how you can help, then go through your existing product offerings
Free engagement > smaller offering > full sales offering
Give away your email not just a contact form
Free lead magnets, checklists, reports, email course
Structure your website right, your client will know that you are different than other freelancers
Resources and links:
Planscope
Jane’s Website UIBreakfast
Twitter @UIBreakfast
Sean D’Souza
The UI Audit
Like the Podcast? Help us!
If you enjoy the Business of Freelancing podcast, support us to keep it going!
Subscribe on iTunes
Leave us a 5-star review on iTunes
Share the podcast with your friends
Hopefully the fact that your show of support will keep the podcast going is reward enough for you. But we want to sweeten the deal for you even further:
After you’ve published your review, send an email to [email protected]. You’ll get an exclusive video from Double Your Freelancing Conference — James Clear's talk on Developing Better Work Habits — absolutely free. Click here to make it happen!
41 min
March 14, 2016 Episode 49: Alex Mathers on Kickstarting Your Audience
Today we are speaking with Alex Mathers. Alex is an illustrator who specializes in vector illustrations, maps, diagrams and landscapes. He is also a blogger and writer. He runs the Red Lemon Blog which helps creative entrepreneurs market and promote their businesses. He has worked for clients like Google, Sony and the BBC. He is also a speaker and does one on one coaching for select clients. He lives in London, UK, and he also runs the Ape on the Moon design blog.
Alex studied geography in London. After that, he wasn't sure what he really wanted to do, so he studied real estate and received a Master's degree. During this time, he got back into what he really enjoyed which was creating illustrations. At first, this was part time, then full time, then he felt he needed to share everything that he had been learning with the world, and Red Lemon was born.
Now he coaches creatives of all kinds on how to market their businesses. He stumbled on the list concept where having a limited network that he looks at manually as one of his most effective strategies. His simple strategy is to build a list of 150 people that can help your business. These people need to know you in some way, even if it is just responding to an email list. They also need to be useful to your business in some way. Having everyone that is important to you in one place allows for easy communication and networking.
Today’s topics include:
You can have an agent, but build your own marketing channels as well
Lists aren’t static, they evolve over time, taking out and adding new value
Having an influence score helps grow the value of the list
Have a small list of 20 for connections you want to add (additions list)
Check the list frequently, and reach out manually to everyone at least every two months.
Show an interest to help, some can lead into a pitch if appropriate
It’s a game of quality interactions, it doesn’t have to be overwhelming
Resources and links:
Alex Mathers
Red Lemon Club
Ape on the Moon
Like the Podcast? Help us!
If you enjoy the Business of Freelancing podcast, support us to keep it going!
Subscribe on iTunes
Leave us a 5-star review on iTunes
Share the podcast with your friends
Hopefully the fact that your show of support will keep the podcast going is reward enough for you. But we want to sweeten the deal for you even further:
After you’ve published your review, send an email to [email protected]. You’ll get an exclusive video from Double Your Freelancing Conference — James Clear's talk on Developing Better Work Habits — absolutely free. Click here to make it happen!
39 min
March 07, 2016 Episode 48: Karl Saka on Maximizing Your Revenue
Karl Sakas is the president of Sakas & Company which is a consulting company that specializes in helping digital marketing agencies grow. I had an opportunity to chat with Karl today, and I found myself nodding my head the entire time. The meat and potatoes of the interview focused on helping businesses grow in a holistic way not just focusing on the technical aspect of what the business offers. Karl emphasizes using a SIT framework which focuses on strategy, implementation and training.
Working with agencies, Karl discovered everything they offer fits in the strategies of the SIT framework. The first part of the framework is strategy where the client is saying tell me what to do. The second part is implementation where the client is saying do it for me. Training is the third part, where the client says teach me how to do it. They want to do the project or maintenance in house and they need to get up to speed.
Success is more than just completing the project, it is knowing that what you delivered solved the problem at hand. Strategy, implementation and training is a perfect framework for cross-selling and creating the best long term solutions. Communication and understanding client goals can help avoid client problems.
Today’s topics include:
Getting paid for offering training as a service
Benefits of helping the transition of the product hand-off
Pitfalls of hiring technical and business employees
Being kept on as a trusted advisor is an ideal client situation
Questions to ask potential clients and avoid communication issues
Resources and links:
Sakas and Company Resources
Double Your Freelancing Courses
Like the Podcast? Help us!
If you enjoy the Business of Freelancing podcast, support us to keep it going!
Subscribe on iTunes
Leave us a 5-star review on iTunes
Share the podcast with your friends
Hopefully the fact that your show of support will keep the podcast going is reward enough for you. But we want to sweeten the deal for you even further:
After you’ve published your review, send an email to [email protected]. You’ll get an exclusive video from Double Your Freelancing Conference — James Clear's talk on Developing Better Work Habits — absolutely free. Click here to make it happen!
44 min
February 29, 2016 Episode 47: Jesse Strauss on the Legalities of Freelancing
Today I am talking with Jesse Strauss. Jesse is a New York-based lawyer who owns a firm specializing in debt collection for freelancers. When it comes to things like small claims court and debt collection, freelancers are usually on their own. Jesse discovered that there were a lot of freelancers with payment disputes while he was working on wage and hour cases.
He started looking for a new solution to solve this problem. Jesse was based in New York, so he couldn’t handle cases in other jurisdictions, but he could forward the cases to other lawyers in those jurisdictions. That is the idea behind the formation of Indepayment.
Having a solid contract can help to resolve a non-payment issue. You can also ask for payment up-front or for milestone payments to help prevent non-payment issues. Trust issues may prevent clients from wanting to pay ahead of time. Indepayment offers an escrow service where the buyer puts their money in and then it is paid to the contractor after the services are rendered.
Today’s topics include:
Problems that arise when trying to collect from a client who claims insolvency
Things to put in your contract in case you ever have a dispute
How Indepayment works with online escrow companies and dispute resolution
Having freelance invoices in the system at Indepayment provides a central place to collect payment histories
A free payment collection service that works on contingency solves a tremendous pain point
Resources and links:
Jesse Strauss Law PLLC
Indepayment
Write to Jesse [email protected]
Write to me [email protected]
[podcast-bonus]
46 min
January 28, 2016 Episode 46: Keith Perhac and Building a Global Business
Today I’m talking with a good friend of mine, Keith Perhac. Keith is the founder of the digital marketing consulting agency DelfiNet and the online course software Summit Evergreen. He has managed to build a thriving consultancy agency while working remotely in Japan. Working remotely, can be an issue for many freelancers, but Keith says he is there when his clients wake up and there again when they go to bed. He says it’s like magic when they tell him what they want, and it is done for them when they wake up.
Keith credits being able to build a thriving consultancy agency through meeting and talking to people. Most of his clients are referral based, and he got started through contacts he had made doing earlier work. He feels that just talking to people and finding out what their problems are and telling them what he does is a great way to connect. He doesn’t have expectations he just talks with people. Down the road, these conversations can lead to potential business connections.
Today’s topics include:
How to structure project management in a different time zone
Having a US based account manager allows a time buffer for clients
Advice for rural freelancers managing direct clients
Networking and just talking to people can lead to meeting clients
How helping people increases your chances of making quality business relationships
Strategies for talking to people that can lead to referrals
Going into conversations with the desire to truly help people is the best way to make connections. Keith says that when you are there to help people they will recognize that. He also suggests being open to talking to everyone, because you never know where that chain of referrals will begin. A great conversation starter is just to ask people what they do. Taking an interest and allowing people to talk is more effective than trying to pry.
Resources and links:
DelfiNet
Summit Evergreen
SegMetrics
“If you’re just looking in your own niche, you’re probably not going to find anyone that needs your services” - Keith
You can find out more about Keith and how to start products from a technology and marketing standpoint at his website.
If you are interested in finding out more about the upcoming conference in Stockholm or the roadmapping course, be sure and sign up for the Double Your Freelancing newsletter.
If you liked today’s podcast, please leave a review for the show in iTunes.
55 min
January 25, 2016 Episode 45: Mandi Ellefson on Scaling Businesses
Today’s show features service scalability strategist, Mandi Ellefson. Mandi helps entrepreneurs develop a system to free up time and remove themselves from their business. In today’s interview we discuss scaling your business and things to consider before going down that route. Mandi has discovered that scaling is a common issue for freelancers, and she is passionate about helping them.
While researching methodologies to scale her own business, Mandi discovered that this was a common problem for other entrepreneurs, and her business was born. She developed a five step system for business scalability, so that the owner is not stuck selling time for money. In the process, the business owner will have time to focus on what matters and create a real business and saleable asset.
Today’s topics include:
Mandi’s five point system to help businesses run without you
Selling value for money instead of time for money
Refining your process to sale an outcome
Charging based on value for a specific problem for a specific person or business
How to leverage more time and find 20-40 extra hours per month
Making a service business scalable will buy you freedom
Many freelancers get stuck having to choose between growing their business or having a life. With Mandi’s system it is possible to do both. To properly scale it is really necessary to have a mindset of scalability. There is a better, faster and easier way to do things. The transition doesn’t have to be as hard as you think. Involving other people in the transition process will help you to work smarter and work less.
“There is a whole other option where you can work less and less and have your business deliver value without you.” Mandi
You can find out more about Mandi’s five steps to scale your business at her training course here or you can contact her by email [email protected]
If you liked today’s podcast, please leave a review for the show in iTunes.
42 min
January 11, 2016 Episode 44: Bart Mroz on What He's Learned Growing His Business from 2 to 20 Employees
Today we’re joined by Bart Mroz: consultant, co-founder of Sumo Heavy, and long-time friend. Bart is an expert at experimenting new things in his business and using the discoveries to increasingly improve it and their strategy. Not only have they done this with billing models, but with trial periods, sales processes, and basically everything else.
What he’s discovered is that experimentation is the only way of finding out what works best for your business specifically. You need to approach the business from different levels, and be the consultant (for example) who’s seen as a trusted advisor rather than a salesperson.
Today’s topics included:
Pricing versus billing
Perspectives about growth ambitions
Dealing with procurement departments
The issues with paying and getting paid
How Bart grew his business x11
Road mapping and sales processes
The power of tweaking and experimenting over time
You always want to sell value, and be sure that you’re taking the necessary steps to do so. Ever since the first call, start building trust and make them feel like they’re where they belong.
“You have to be comfortable with yourself first.” – Bart
Take time to hone in on your specific skill-set, and use it to your advantage. When you invest your time into experimenting and discovering, you’re investing time into making your business succeed. Bart shares this and more really solid advice on how to follow in his footsteps, so you can start building and scaling your business, too.
Links and resources:
Sumo Heavy
Bart's Twitter
If you liked today’s podcast, please leave a review for the show in iTunes.
47 min
December 07, 2015 Episode 43: Liston Witherill on Reading Your Clients' Minds
Today’s guest is Liston Witherill. Today we got the opportunity to talk about getting into the heads of your clients. It’s important to understand your client’s mindset, the worldview of the people you work for and their values, problems and needs. It’s what separates you and allows you to position yourself as an expert consultant and reliably solve the problems of your clients.
Liston’s company is called Goodfunnel. The company focuses on copywriting, and three things in particular - customer research, creating landing pages and putting together email sequences.
On today’s episode we’ll discuss:
How Listen began his career
Finding clients that fit your company
Examining your customer’s decision process
Following up
Using the data you have
Asking qualifying questions
Keeping the lines of communication open
Checking in with the customer and gauging the success of the engagement is critical. It will show you where you’re being successful, but it will also give you the opportunity to course correct.
“Find the ‘Ten questions everyone should be asking their clients’ at Goodfunnel.co/DYF.” - Liston
You can learn more about Liston Wisterill at his website Goodfunnel.co or email him at [email protected].
If you liked today’s podcast, please leave a review for the show in iTunes.
43 min