If you're looking to address the fact that you're worried that customers might think you're too expensive, or you're not entirely sure what you're supposed to charge, and you've got no idea where to start, in this episode, I'm going to show how to create a fair and justifiable pricing strategy using a really simple calculator that I've got, that you can get access to for free, as well as some of the stuff that I've learned from my experience from scratch about charging for copywriting.

 

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Cliff notes:* What do you want to make per year?    * What are your financial goals?    * This is often much MORE than you might initially realise    * Allocate time on working, marketing, admin, rest, family etc and it’s a high number per day/hour    * How many clients can you serve per year        * Underestimate rather than over    * Goal/clients = target price* What would you give someone who HAD to give you $25,000?    * Scary I know - but just imagine    * I give you 25K and you have to take it and deliver me some work    * What would you give me?        * Discover and clarity        * Sales pages        * Emails        * Adverts    * Would you do it or find someone who could do it for your?* Ignore the market - there is no such thing as "middle ground"    * That’s too expensive is nonsense        * Check out my video on Lora Piana on why pricing doesn’t matter    * Don’t try to be middle of the market - it is a total myth    * Your price is your price, stick to it    * Ignore everyone else* Nothing to do with experience, testimonials or guaranteed results    * If anything you should be more expensive when you start    * “Cheapness” comes with systems and process    * Working with you from the start is YOU doing the work    * That’s most expensive and costs the most* Charge enough to get yourself where to want to be    * Be realistic and shoot for fewer customers and larger deals    * a £2000 customer is as much work as a £20,000 customer    * Same effort to attract and close too

In this episode, I want to talk to you about how to sell your copywriting services if you're an absolute beginner. When you start off selling copywriting services, you've probably come from maybe a technical background, or maybe you're starting up your business and you've had the idea to start selling copywriting and content creation. The problem then is, you know how to do the work, it's how do you attract the clients so you can do more of that work.

 

Lots of copywriters make the classic killer mistake of going to things like Upwork and Fiverr and putting their services on there. You can make that work but I don't recommend it to start with, because I think it's a method of scale rather than attracting cold leads and it's also only going to attract people who are looking for the cheapest option.

 

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Cliff Notes:* Be very specific about what you offer    * Copy can be very broad and people will ask you to do lots of things    * You don’t sell copywriting - you sell what copywriting brings    * It’s going to be tempting to chase other opportunities    * Don’t. Focus on finding customers that need your services* Focus on a type of copy that you'll create    * Product launches    * Email campaigns    * Facebook ads creative    * Squeeze pages* Don't get flustered with objections    * Why would I pay you?    * We’ve hired copywriters before    * How much for a sales letter!?    * Do you have any credentials or testimonials?    * You are going to hear all these and more    * Take a breath, pause and reply - learn how to turn objections because they don’t go away* Have a basic website with a consultation page    * Make sure you can capture leads and sales without being there    * Free 15 minute clarity session     * Paid 2 hour discovery workshop    * Make it easy to pay you and assume that people want to give you money* Spend more time on discovery and qualification    * Do less copywriting and spend more time finding the right customer    * I had a friend who charged £300 for her copy writing        * Sales pages, websites, blogs etc.    * She had roughly 10 customers in her first year     * I told her to charge £6000 for the next project    * If she only did ONE sale for the year, it’d double her revenue and be less stressful    * Charge for consulting and discovery    * Qualify people out    * It is hard work and requires a greater leap of faith    * But it pays off in the long run

In this episode, I'm going to talk you through how to sell your copywriting services to a customer that already has a website. So if you're looking to sell your copywriting services, or if you're looking to increase the number of clients that you can work with, I'm going to share with you my tactics on attracting clients.

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Cliff notes:* Target people who could use your help    * Selling services from scratch is about ground work    * Do the research and make a list of businesses that you’d like to work with    * Great sales come from stalking, not talking* Make sure you have a niche    * What’s the specific problem or result that you’re addressing?    * Copywriting IS broad but you need to be specific    * You gotta get small before you can get tall    * What is the biggest impact that you could have    * Being targeted makes cold outreach easier* Have a process that you're selling    * Don’t just offer “copy writing”    * If you’re helping develop headlines that get more squeeze page conversions - offer exactly that    * If you can have a process or a model, that helps too        * 6A framework        * PPM sales letter    * Moving towards productised and standardised* Cold outreach with value and something free    * Don’t ask for a call or for a quick chat    * Offer something so amazing that people want to get back to you    * Make it a no brainer    * Get them on the hook first    * Offer a call/review later* Offer a free piece of copy    * Write their headlines and squeeze page for them    * Write their sales page for them    * Offer it to them         * Either in exchange for an email    * Call to review the copy afterwards

In this episode I'm going to share how you can sell marketing funnels with Zoom calls.

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In this episode we're going to talk about one of my core values, having the courage to be disliked. Transcript below.

Cliff notes

Core value at Sell Your Service

What is the best advice that I could give someone?

Have the courage to be disliked

From the book by Ichiro Kishimi and Fumitake Koga

Adlerian psychology and teleology

You will, in everything you do, attract people who dislike you and what you do

That’s an inescapable fact

From an early age we’re conditioned to seek others approval

But freedom and happiness are directly linked toLetting other people have their opinions

Realising that we can’t control other people’s opinions and feelings

Living to our own expectations of ourselves

You are not living to satisfy other people’s expectationsYou have your tasks

Others have their tasks

Other people are not living to satisfy your expectationsYou have your tasks

Others have their tasks

Seeking the approval of others will always lead to unhappiness

Links

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Transcript

Have the courage to be disliked

Hey funnel builders. How are you doing Mike here from sell your service? Welcome to another episode of this cellular service podcast or the cellular service show. As I suppose it's cooled. Thanks for bearing with me last week, uh, came down with something, not entirely sure what we just didn't have the time and the resources to put an episode in place.

So I'm coming back, swinging, coming back strong. And today I want to talk about one of our core principles at cellular service. And indeed. One of my core principles, one of my core values. Having the courage to be disliked. So when you read one of my emails or when you hear one of my, uh, podcasts or watch one of my videos, I typically try to sign off.

With a little signature, which says have courage commit and take action. Now it's quite kind of tight that it's very short. That's the little thing that I like to sign off with, but those are actually three of our core values at sell your service. I've talked in previous episodes about core values. If you want to go back and.

Uh, listen to those. I was a little while back early this year that I talked about having core values and defining the values of your business. It's a fascinating exercise because. It essentially. Puts into perspective, what's important in your business and how do you make decisions? Where are you going? Why do you want to go there? There's a lot of stuff wrapped up in it. I think we have.

The perception and perhaps even the correct perception that a lot of corporate values from bigger companies are, you know, bullshit. They're kind of hollow that they don't really mean anything. But sell your service. Our values are extremely important. First of all, because they allow me to make better decisions.

Like if I have to come down between a choice. Typically the values that I have, the values we have at the company are what helped me make that decision. Even if I am unsure about it, I say, well, this is what the business stands for. It also helps my team. Make better decisions. One of them being, have the courage to be disliked. If we come across.

Content of mine that has gotten negative reactions and believe me, it's out there. Then we have to keep it up. If we come across a piece

In the episode we're going to talk about anxiety, fears and motivation.

This is a re-upload of two previous YouTube videos where I've taken the audio out. Transcription below.

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Transcription

Hey there funnel builders, Mike here from sell your service. Welcome to another episode of the sell your service show. In this episode, we're going to be talking about how I deal with anxiety and how other people deal with anxiety as well as. Two biggest anxieties or fears that i have and on the other end of the spectrum we're going to be talking about how the best stay motivated and why i think motivation is overrated this is actually a re upload of a couple of different youtube videos that i've uploaded so i put these two together i hope you enjoy the audio that i've taken from these and i'll catch up with you at the end of the show

  I don't believe that anxiety is a real thing. Bear with me. Uh, I'm not saying that people are like pretending or wishing out, but I think anxiety is given is a title that we give to a way of bundling up a worry that we have about what people are going to think about us. And even though I think that, and even though I basically know that to be true, I have two massive anxieties or two massive fears that I really struggle with.

And I figured I would share them with you and share how I cope with those overriding anxieties that have prevented me from doing a lot of stuff in the past and come up almost every single day.

So I subscribed to the philosophy of teleology, which basically States that we are driven by goals, not by the events in our past, which is to say that no matter how traumatic your past was, or no matter what happened in the past, you still have a massive level of control over what you do.

Well, you have total control over what you do every single day and the things that you want, the goals that you're trying to achieve. That's what drives your actions rather than what's ever happened in the past. If you had a really bad childhood or really great childhood, however, There's no discernible link towards the outcome of the person you will be.

There's also, in my opinion, not really an excuse is to say, I act like this because of what happened to me in the past. I don't really want to get into the details of it, but for someone to say, well, you're more, less likely to be a criminal or engaged in criminal activity. If you've had this happen in the past.

I think a lot of that data is. Uh, shaky at best. And also we have a lot of strong evidence to suggest that if someone wants to act like a bad person, they're almost certainly not doing it because they are a bad person. It's because they want to push back people away. Yes. I understand that there are links between what happens in the past, but it's the meaning that you attribute to that.

And the more we can enable self-reliance on people, which is why education is so important, they can attribute different meanings to different activities. Again, I don't really want to get into my past, but there's certainly stuff that's happened to me and happened to all of us that we will be able to say from now on, I don't want to do this, or I do want to do this because of what happened in my past.

And I don't believe any of t

In this episode I'm with Gareth Healey from Beyond Noise. Gareth is going to give us some amazing advice on running an agency, selling and what it takes to generate £12 million in revenue. Transcript below.

Gareth on LinkedIn: https://www.linkedin.com/in/garethhealey/

Beyond Noise: https://www.beyond-noise.com/

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Agencyroadblocks

Michael: [00:00:00] There we go. Awesome. Hey guys. Hey funnel builders. How you doing Mike here from sell your service. And today I'm with Gareth Healey from beyond noise. Gareth. Thanks for joining me.

Gareth: [00:00:09] Hello? How are you doing?

Michael: [00:00:10] Yeah, I'm good. Thank you, mate. Yeah, pretty good. Yeah. And yourself

Gareth: [00:00:13] I'm okay. I'm okay. We're all learning a bit of a lockdown frenzy at the moment.

Now we booked. Hey.

Michael: [00:00:20] Yeah. And kind of, yeah. And it's interesting because you and I have been having a Friday weekly call with a group of other people for over a year now.

Gareth: [00:00:28] That's right.

Michael: [00:00:30] And it's, it's mad and you've come from essentially the background of having a marketing agency and it was successful and you exited and stuff.

Can you just talk to us what happened with that? Because that's a legitimate, like. Business journey that you've gone on.

Gareth: [00:00:48] Sure. Yeah. Well, I I'm Marcus and agencies is in my blood. So after uni many, many years ago, mid nineties started in the agency sector, uh, client services, account handling, uh, LaVar moved to an agency in Leeds.

I'm in the North, uh, matched originally from agents and leads. And then pretty soon after joining that business, it was a design agency, essentially. Uh, the guy that founded it wanted to retire. So he approached three of us about doing a management biography. We bought the business and MBO back 2002. So for the following 15 years, two, three of us, which became two of us, uh, run that business.

Got it up to about 12 and a half million pound turnover. So looking from design agency to a fully integrated agency, Uh,  175 people really want to get to that many people in 2017. I sold my share to my business partner, so I sort of wanted to change and to do something else. And if we've got time, I'll tell you a bit more about why and then why that came around.

But, um, I exited. Yeah. And, um, so now I'm working as my own consultancy beyond noise. So working with. Well, the, uh, agency owners. So I'm doing the bits, actually. I like, I like talking about agencies and running agencies. I've sort of in a nutshell, the reason why I left sort of got a little bit tired after 20 odd years of, of, uh, working with the clients.

Not that the clients were bad, we were, our clients were fantastic, but you know, there was the agency operational stuff. That was sort of really what I love to talk about and look to do. So that's why I'm here doing this.

Michael: [00:02:26] And it's interesting because, so I you've talked about how. A lot of your purpose at the moment with beyond noise is how agencies now and, and marketing in general has kind of entered a period of untrustworthiness.

Could you talk about that a little bit?

Gareth: [00:02:43] Yeah. You know, sor

In this episode we're talking about creating the perfect market message. 

Transcript below

Cliff notes:

Problem

generic is worse than no message

You’ll struggle to scale without a message

Myth

That your message needs to be world changing

Knife twist

Message, mission, goal, vision, values

Learning points

Combination of niche, your values, core function, core question

We want help you...

Blank your blank

Core function

NikeTo bring inspiration and innovation to every athlete* in the world. *If you have a body, you are an athlete.

Just do it

Microsoftempower every person and every organization on the planet to achieve more

WebinarKitWork less and earn more with

Inc exampleshttps://www.inc.com/geoffrey-james/7-components-of-a-brilliant-marketing-message.html

Funnel builder examplesStop work at 3pm but keep selling 24/7

Spend less time editing videos and more time making them

10X the number of people who want to buy from you

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Transcript

Ep 111 Creating the perfect market message

Michael: Hey there funnel builders, Mike here from sell your service. Thank you so much for joining me on a, another podcast episode here on the sell your service podcast today, what I want to do is talk to you about creating the perfect market message. Now immediately you might have some reservations because the irony is that the wording around the concept of the market message.

[00:00:25] And also some of the examples that we see are so weak. But what we're really talking about here is giving your business the opportunity to scale. When we talk about market message, I believe the reason, a lot of funnel builders and funnel agencies and marketing agencies and marketers in general, I believe the reason they struggle to grow and scale.

[00:00:49] And if you're the owner, if you're the entrepreneur, I believe the reason that you are working. 1214, 16 hour days is because your market messages is weak, frankly. That's not to say that you're not good at what you do. That's not to say that you don't have talent or that you don't care about your market.

[00:01:11] It's not to say that you've reached a certain level of success. Now, I know businesses who are doing, seven figures, but the plateau comes typically. Because there's a lack of very clear and specific market message and that changes as well. It's important to understand over time it changes.

[00:01:32] I listened to a podcast today on Freakonomics. The founder of, whole foods was on there. Is that John Mackey, I think, And it was interesting because he said that, they started up with the idea of, selling food without preservatives and no meat, I think. And you those of you who know what whole foods are, even if you just have never heard of them, you can understand what whole foods is a business does.

[00:01:57]just from their name, it's free of fats and colors and flavors and preservatives and stuff. organic food. We would call it here in the UK. And he said that when they got bought out by Amazon, they actually had to revisit their message and their mission and their statement and all this kind of stuff, because it allows you to get to that next level.

[00:02:19] And the reason that so many businesses struggle and this includes marketing businesses. The reaso

I want to talk about why you should stop keeping score, because that's other people's jobs. The reason this is important is because in everything that we do, especially in business, everything is measured ultimately by metrics. But those metrics are useless unless you play the game.

Cliff notes:

The goal is to play the game

Everyone else is “keeping score”

We often measure success by what other’s have “won”Money

Fame

Audience

Recognition

Achievements

Published work

We sometimes see ourselves as losing when we get a bad scoreTax bill

Refund request

Bad review

Lost revenue

No revenue

When we’re running our business it can seem like we’re losing and others are winning

Business is a game, but its a game of endurance

You might be losing now, but you have one massive advantageYou decide how long you play

People say it’s a marathon, not a sprint

It’s a feat of endurance

Keep your eye on the goal, everything else is a detail

Others might pass you, but it’s a long long gameit doesn’t end until you want it to

Story: MailChimp, founded 2001Basecamp, founded 2004

Jo Pavey running since 1997

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Transcription:

Stop keeping score - just keep playing

Hey funnel builders. Welcome to another episode of the sell your service podcast. I'm your host, Mike Killen. Today. I want to talk about. Stop keeping score because that's other people's jobs. The reason this is important is because. In everything that we do, especially in business, everything is measured ultimately by metrics.

[00:00:24] When it really boils down to it, it ultimately boils down to, um, how much money you make. And this of course is. Necessary it's important, but there are so many other little things that can appear like wins and losses. And. You know, there's a lot of advice that like, don't compare yourself to other people don't compare yourself, like where you are now to where another businesses today, because they bought might've been going longer.

[00:00:51] And ultimately, I actually think kind of all of that. Can be replaced by one statement, which is stop keeping score. If you think of running your business, like, you know, I'm playing a game, which is ultimately what it is. The game of life, right.

[00:01:11] The goal is to keep playing the game. That's your job is to play the game.

[00:01:18] If you look at a sports team. And they play soccer or rugby or American football or basketball. Or if you, even if you're looking at a professional athlete, like a singular athlete, like a tennis player or a golfer or a swimmer. Their job is to do the sport they're job is to. Score goals. Pass it. Play with their teammates. Their job is actually not to put their score on the scoreboard.

[00:01:47] That's someone else's job. And this is an interesting philosophy because.

[00:01:54] I think we see these kind of rousing moments in film and TV and media of like the chips are down. The score is really low and they, the team fights back and they end up, they keep it on the score and it's like, look, it's three points in it. And they play and they win. I don't think that happens. It especially doesn't happen business. And the reason that doesn't happen in business,

[00:02:16] Is because you can decide how long do you play for imagine. How different

In this episode we're talking about how to deal with angry customers or people sending you negative emails and negative comments. Transcript below.

People who say you’re something you’re notPeople angry at you or who say hurtful commentsUnsolicited or negative feedbackJust plain wrong informationHow to deal with itHow to respondWhat to focus onDon’t respond at allPut the phone down or laptop and walk awayYou’ll feel angry because you want to show them you’re right and they’re wrongFacts don’t sell and facts don’t change opinionsYou want to respond with logic, reason and rationale - it doesn’t work that wayHere’s what I do

Walk away and get some distance

Don’t reply when I’m angry or “passionate”

You can’t impose your will on peopleTo change their opinion is fruitless

Even if they’re wrong, they’ve already decided what they believe

Ask yourself “what is their goal?”Not for excuses but you are the channel

I was the channel

Find something ANYTHING to agree onIt’s not what they say, it’s what it implies

They way that they said it

Or if the fact is used against you

Personal attacks, incorrect information, assumptions and opinions are none of your businessThey are about THEM, not you

Ask an calibrated open questionHow am I supposed to do that?

What do you say I could do to do that?

I.e. How do you suggest I make money but rethink my course idea?

 

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Dealing

Michael: Hey there, funnel builders. Welcome to another episode of the sell yourself. This podcast. This is going to be a bit of a interesting episode today. Probably seen from the title we are talking about how to deal with angry customers or people sending you negative emails and negative comments. It's a difficult one because frankly, I want to preface this by saying that.

[00:00:25] My email, my YouTube comments, my Facebook comments, the correspondence that I have with people, 99.9% of the time is positive and constructive and it's collaborative. So this is not at all a representation of what happens in the majority of my email inbox. However, every single one of us has to deal with negativity at some point.

[00:00:51] And I don't even mean broad negativity. I mean, Literally seems to be directed at you. And I've got a few stories myself. I think everyone has stories about this and I've had to. Kind of create a couple of coping mechanisms makes it sound like I'm having to sort of like shoulder it, but a couple of systems to be able to help me deal with this kind of, and in some cases they are attacks, you know, sometimes they're just hurtful comments, maybe they're unsolicited or negative feedback, or sometimes it's just plain wrong information.

[00:01:22] And the, um, the, the reality is it's easy for someone to say, just ignore it, just walk away from it. And that is partially true. I think sometimes it is a case of doing that, but it's also a case of understanding the framework that you can use to respond to it. And if you feel the need to respond to it, and sometimes you won't and funnily enough, after I go through kind of four of the five steps that I've got, or six steps or so I'm kind of like, yeah, you know what?

[00:01:52] I don't need to respond. So if you create content. If you create products, if you create services, if