Watch this episode! (https://youtu.be/Nt8K7zsx9Fc)
This is a video I've been wanting to for a while. The idea of it started when I regrettably got involved in a discussion about rate integrity on a voice over Facebook page.
This discussion about rate integrity has been going on for about 15 years now.
Here's the reality in which we live:
1. The market ultimately decides if you're good enough to charge the rate you want.
2. The market doesn't care about how much you spent on equipment or education and training.
3. Thanks to inexpensive technology and people looking to expand their incomes, they onboard into creative industries as the barrier to entry has come down drastically. They think that making $25-$50 in 20 minutes is pretty freaking cool.
4. You, as a creative, need to rely less on other sources to get and close new business for you.
5. You need to double down on selling skills.
I believe EVERY new opportunity, low-ball offer or not, is to be treated like gold. The economy won't stay the way it is forever and if you think it's hard now, just wait.
In this video, I go over the 5 equity components that you need to rethink when entertaining new clients:
1. UPSELL - It's new potential money that can be upsold if you know what you're doing. This is where selling skills come into play.
2. EXPERIENCE - They get to experience what it's like to work with you if you get the job. Mercedes-Benz has been driving home the notion of being Driven To Delight. This is something that has to come through for your new clients, EVERY TIME.
3. UPWARD MOMENTUM - The person with whom you're dealing is likely not wanting to stay where they are. As they move up, so do you....IF you made a slam-dunk impression on them.
4. NETWORK - Your new client has a network of friends, colleagues and other industry peers who need to hear about how great you are.
5. REVIEW - If you've provided a 5 star service, then you should be asking for a 5-star review.