Frameworks specialist, Mel Abraham is our guest for the 89th episode of The Copywriter Club Podcast. Mel’s got an interesting background that launched him as an expert is building expertise (kind of meta, right?), which means he is the perfect person to talk about client relationships and how to establish your expertise before you work with a client. We talked about:

•  how he learned to leverage his experience to build a real business

•  how to stop exchanging hours for dollars and sell your true value

•  the risks and rewards of project pricing

•  what you have to do to get clients past the “yellow light”

•  how you can help clients see the value of what you do before they hire you

•  what to cover in your first call with a potential client

•  how to know if you’re an expert or a thought leader

•  the “prolific power of positioning” and how to use it for your business

•  all about frameworks and why you need one

•  the steps to follow for creating a framework for your business

•  how copywriters can build their own credibility

As usual, there’s a lot of good stuff in this episode. To hear it, visit iTunes, Stitcher or open up your favorite podcast app and search for The Copywriter Club. Or just scroll down and click the play button below. Keep scrolling for a full transcript.

The people and stuff we mentioned on the show:

Thoughtpreneur Academy

The Entrepreneur’s Solution by Mel Abraham

Stephen Covey

James Wedmore

Mel’s website

Kira’s website

Rob’s website

The Copywriter Club Facebook Group

Intro: Content (for now)

Outro: Gravity

 

Full Transcript:

The Copywriter Club Podcast is sponsored by Airstory, the writing platform for professional writers who want to get more done in half the time. Learn more at Airstory.co/club.

Rob: What if you could hang out with seriously talented copywriters and other experts, ask them about their successes and failures, their work processes and their habits, then steal an idea or two to inspire your own work? That’s what Kira and I do every week at The Copywriter Club Podcast.

Kira: You’re invited to join the club for episode 89, as we talk with entrepreneur and business advisor Mel Abraham about building a successful business from nothing, what you need to do to become an influencer and make a real impact, the importance of frameworks, and how to write a national bestseller.

Kira: Welcome, Mel.

Mel: How are you doing?

Rob: Mel, it’s great to have you here. We’re thrilled to be talking to you.

Mel: Yeah, it’s fun.

Kira: All right Mel, so let’s just start with your story; how did you end up building your online building empire?

Mel: Wow. I guess, you know, it’s a non-traditional thing. It wasn’t like I grew up with the internet; I grew up well before the internet, and I was the traditional CPA. I’m a  CPA by education, but I was building an expert business before I knew what an expert business was. And it was pre-internet; I needed to build a practice. I needed to get clients; I needed to get known; I needed to get myself out there, and the only way to do it back then was direct mail, you know; networking; speaking; and writing articles. And that’s what I did to do this.

And as time went on, I started to realize that the game that I was sold—swapping hours for dollars—is the absolute worst business model I that could ever be sold to someone, and should be burned at the stake! And I tried to figure out, how do I leverage my expertise, and how do I leverage that stuff? And you know, we may get more into it, but what I was building at the time was as an expert witness, strategic consultant, or businesses. I was helping them build businesses, but I was doing a lot of testimony at trial in litigation, which was such a negative environment, that I got tired of it. And I said, well, where can my skills work and where can I leverage those skills better, and that’s when I started to look at the online space.