Let's Talk Freelance With John Morris | John Morris | Skillshare

Let's Talk Freelance With John Morris

John Morris, I help freelancers get clients.

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19 Lessons (10h 25m)
    • 1. Welcome & Introduction

      3:05
    • 2. How to Get the Most Out of This Course

      1:47
    • 3. EP1: How to Get Started Freelancing

      51:47
    • 4. EP2: How to Rank In Google for Key Freelancer Searches

      33:49
    • 5. EP3: Package and Price Your Freelance Services

      51:57
    • 6. EP4: How to Create a Job-Getting Portfolio

      27:17
    • 7. EP5: Finding Passion In Your Freelance Career

      34:11
    • 8. EP6: How to Pick a Profitable Freelance Niche

      44:34
    • 9. EP7: Build Your Freelance Website With WordPress

      78:16
    • 10. EP8: I Just Built Your Freelance Website For You

      21:39
    • 11. EP9: How to Estimate the Time and Cost of Projects

      25:49
    • 12. EP10: Manage Scope Creep & Pushy Clients

      19:04
    • 13. EP11: How to Become a 6-Figure Freelancer

      51:43
    • 14. EP12: How to Craft a Winning Proposal

      25:30
    • 15. EP13: How to Get Clients In Competitive Markets

      18:23
    • 16. EP14: Quitting Your Day Job and Freelancing Full-Time

      20:43
    • 17. EP15: How to Create a Profitable Online Course

      67:13
    • 18. EP16: The Apostle Principle

      33:59
    • 19. BEP1: How to Get "Lowball" Clients to Increase Their Budget

      14:26

About This Class

This class is all about implementation. Inevitably, as you make your way through relevant courses, you'll reach a point where you get stuck or aren't sure where to start. The most helpful thing you can have, at that moment, is someone who has been through that exact same thing.

Figured it out.

And, can help you get unstuck and moving forward.

That's what this is class is for. It's driven by you and the road-blocks you're facing. Think of it as more of a reference manual than a linear course. Browse the list of lessons and look for the problem you're facing or question you have and watch that lesson.

If you can't find what you're looking for, ask in the Community section.

And, I will (most likely) make a lesson answering your question.

That's my goal with this.

You don't need any prior knowledge. There's no required materials you need to bring with you.

Transcripts

1. Welcome & Introduction: Hey, John Morris there, Welcome to the let's talk freelance core. So I'm gonna tell you right up front that this course is gonna be way different than probably any other course that you've taken. And it's going to be something that for a lot of people, probably isn't gonna be what you're after. So I want to make sure that that's clear and up front. I'm not really gonna do kind of, ah, Hartsell pitch with you on this course because it is a little bit different. So the whole idea behind this course is it for it to be an ongoing thing. And I've wanted to do this for a long time, but there's a ton of value in one off course is where you learn something very specific and you dig in on that and so forth. But a lot of times, and you can maybe think about this for yourself if you've experienced this. But a lot of times, what happens is after you take those courses, there's this implement implementation phase where you feel a little bit stuck and so you get into a scenario where you start doing things you neither have questions. You're not exactly sure how to get started, all that sort of thing. And so I think again, while those courses have their their place and are very valuable, there's also a space for something that's ongoing where it's more question and answer based . So if you think of like a speech, a lot of times a presenter will give a speech. They'll have it laid out in advance. That's kind of like the course, and then afterwards there's a question and answer session. But for a lot of our courses, we don't really have a question and answer session, or if we do, it's It's just a community forum. It's written text is not nearly as rich as what you get from the actual course part. And so I want to change that least when it comes to my stuff for freelancers and so forth. So that's what this is. This is for us, really to chat. The whole idea is this to be driven by the questions you have, and I'm gonna be creating new episodes every week that'll release that are aimed at answering those questions air going into a topic further that that you have, you need to learn and so forth. So this is very much use centric. It's an ongoing thing. There's no real one way to sort of go through this and so forth. It's not a one off course like that. So again, like I said, a little bit different, Probably not what you are looking for, Maybe it this exact time. But I think at some point you will. And when you do, I hope you'll come back and you'll join in the community. And let's talk freelance. Well, that said, if you're at that point and this is something that you want, you want to dive in to go ahead and join in the course, just keep in mind. He's gonna be much longer lessons than what you typically get from a course. Most court most episodes will be anywhere from 20 minutes to an hour. I would just sort of think of it like each episode is almost like its own course on its own . That's sort of the way that I'm approaching it. So this is gonna be longer stuff. You're gonna have to dedicate some time and sit down to listen to these. Ah, and you don't have to go through everyone. That's not the point, etcetera. So again, if that all sounds like something that that you're up for, join the course and start going through it and let's get started. 2. How to Get the Most Out of This Course: all right real quick. I want to just give you a little bit more on how to get the most out of this. So I mentioned this in the sort of the trailer video, the original first video. But don't think of this like a course that you go through lesson by lesson by lesson. Okay, It's not something that you even need to go through every lesson. The whole idea is toe. To think of this more like a reference manual toe. Look through the lessons as they start to build up in the course and see what See what it is that you have questions about it that you want to learn about and then pick those lessons and Onley those lessons to go through or if eventually gets a point where you kind of want to go through them all Great. But it's not something that you have to go through lesson by lesson, by lesson like that to get the value out of it. Each episode is self contained so that you can watch that one and get that specific thing out of it. So that's the best way to toe to go through this. I'm putting them in here in reverse chronological order, so the latest episode will always be on top. So if you want to go back all the way to the first episodes and so forth, you'll just have to scroll down. And then the big thing, the way for you to get the most out of this is, as I said in the first video, This is driven by you. It's use centric. It's a question in the intercession. So what questions do you have? What problems are you facing? What fears, What roadblocks? All that sort of thing has your community tab below All the videos get in there, start asking questions, and I'm very, very attentive to that, because that's what's gonna drive the majority of the content in here. So I'll feel freed if there's things that I think that you need to know. Ah, bio means I'll feel free toe to share that, but very use centric. So get in there and and ask questions, and that's how you're going to get the most out of this course. 3. EP1: How to Get Started Freelancing: Hey, John Morris here. Welcome to the very first episode of Let's Talk Freelance. And I wanted to kick this whole thing off by talking about how to get started freelancing because it's one of the most common questions that I get. And I see a lot of a lot of freelancers source struggling with this. So I wanted to tackle this right off the bat and kind of give you the big picture overview of how to get started and how to grow your freelance business. So you have conceptually the idea of where you're headed, and I think for a lot of people that that's gonna help you to really get going. So the first thing that I want to tackle with this is, ah, something that I see often and maybe for you, this will be the thing where everything else in this lesson maybe you don't need. And this is like the one thing that you can sort of learn or get through and actually get started without the rest of what I'm going to say. But that is to to be honest, and what I mean by that is what I see often with this with this particular question is, it's not really about information. It's more about fear. Ah, lot of we'll call him wannabe freelancers or aspiring freelancers. When I really dig into it and get to talking to them, they actually already know what to do to get started that So So that's not the problem. They just think they know have convinced themselves that they don't because they're scared to put themselves out there. They're scared of what people might say. They're scared of what family and friends might think of them. Or they're scared that they might actually get clients and then not know how to deliver or fail at delivering and be this big thing. So there's a lot of these different fears and insecurities around this, and a lot of times, what happens is that gets kind of projected onto Well, I don't know what to Dio, so I just want you to take a second before we get into all of this and really ask yourself . It may be the case that that you don't know where there's some gaps and holes on DSO fourth , and that's perfectly fine. Everybody you know, kind of starts not knowing how to do this. But really, ask yourself and think about Do you really not know what to do? Or is this really more about fear and uncertainty? Ah, and so forth. So just something worth considering you might, you know, you might find that you actually do already know what to do. And it's just about making that leap of faith. So anyway, something toe to consider. I think I would be remiss if I didn't at least mention that. Of course, I'm gonna go through a bunch of details here from the very beginning of how to get started and so forth and may and fill in some of the gaps that you might be missing. And also, I think, some things that will, if you are experiencing that fear, I think will help you to kind of get over in understanding ways that you can approach this that helps alleviate some of those things. So that said, Let's let's dive into this. So the very first thing that you need to figure out when you when you decide that you want to freelance is what services you're going toe offer, and I mean that you need to figure that out very specifically what you'll offer. So what a lot of people do is they say, Well, I'm a graphic designer. I'm going to be a Web developer. I'm just gonna offer those services and sort of kind of think that that's good enough. And it's not really good enough. You have to be a lot more specific about that, and you really have to nail it down to the specific what I'll refer to them as end results . I'm gonna talk about that in a minute, but you really need to nail them down to the specific and results that you're going to offer. The reason why is when you start thinking and end results. It's It's the way the client already thinks. And so when you put your services out, it's going to just make more sense to the client and could be easier for you to get hired. But the other side of that is a lot of times there's your people that are just starting out . Freelancing are in the learning phase of their actual skill set. So if you're a graphic designer, one developer, a writer, you're still partly learning how to do graphic design or learning how to do Web development so forth. And there's all of these things that you can learn under those categories under Web development under graph design, There's all these different skills that you could learn how to do out there. And so you sort of think that you have to learn all of this stuff when really you don't. Instead, what you need to do is figure out what you're gonna offer and then learn how to do that very specific thing, how to deliver on that very specific end result. And so it really shrinks the amount of stuff that you need to learn upfront. Not that you shouldn't learn all that stuff down the road, but it really shrinks what you need to learn up front to get started. And that makes that whole learning process even easier. So there's lots of reasons why to do this. But those are some of the big ones for you, and it's just the first thing that you need to figure out. So when it comes to figuring out what services to offer, the very first thing to think about is your category. So ah, it is you know, I'm gonna be a web designer, Web developer, that sort of thing. Now, this is the one place The one thing that will mention here is that this is the one place where it's all about you. And so that's the key thing when you're thinking about the general area that you want to operate in the general category. Um, because most services, especially these days with the way the Internet is and so forth, they're gonna have a market. When you're at this general level of graphic design, Web development, writing, etcetera, there's gonna be a market. So you don't need to worry about profitability all that much. It's gonna be profitable. You just need to pick the thing that you enjoy doing most, and you, like you already know what that is. But sometimes people have hesitation about always they're going to be profitable and so forth again, most things that this general level are going to be. It's just a matter of how you put your packages and your offers together and so forth. So really focus in on what it is that you really want to do. Not what you think. It's practical, not what other people have told you you should do, etcetera what it is that you enjoy most. So this is the one place that you get to do that because from this point forward, it becomes all about your client. So really, take this for yourself and do this for yourself and that's going toe. Ensure that you're not miserable in your business. You're more passionate about it. You put in the effort and the work that you'll need to in order to be successful. Okay, so that's the category again. Like I said, you probably already know what that is. The next step, then that you need to get to because again, that's not enough. We need to get more specific is to the end result. So the thing to remember is that the majority of your clients don't want a service so they don't want graphic design or Web development or whatever. They want a logo or they want a website mock up. You know where they want the website itself or they want a mobile app. Clients think in terms of end results and objects, not services. So your service offerings should reflect that. So they make more sense to the client. You're offering them the exact thing that they actually want. Now, fiber is a great place to figure this out. And I know a lot of people get caught up in the pricing and so forth. And, like all fiver, forget that for a second. I'm not saying that you should price the stuff. The wait is over there, but when you go over there, you'll see that they already kind of have it parsed out by end results. So if you go, if you go under graphic design on fiber, you're going to see things like logo design and brochures and posters and car wraps. They're all individual things that are being delivered and results, not services. That's what you want to do. And like I said, five is a really good place to figure that out. There's a phrase or ah, acronym that that we use. It's s a a piece, kind of like sass. This is saps, So its software as a product, um, and fiber will help you to figure out which which, um which products as services or which services products are popular in your category. So use that as a tool to go through and look at that. They have a drop down on the right hand side when you look at a particular category that you can switch toe bestselling. So that's going to show you the best selling products in that category. And that just looked through those. And you're gonna start to see a lot of trends and get some ideas off of things that you can offer. So let again fibers a good place to do that research. Okay, so you know that that's a lot for for this video on that particular topic. Talking about the the category and the end results. And there's there's more than we need to get to in terms of talking about pricing and exactly what's gonna be in each of your product and creating tears. And there's a lot of technical stuff to get into in terms of figuring that out. But the big thing toe know here in this particular episode is that's the very first thing that you need to do is figure out your offerings what comes with each one, the pricing, all of that. Now, if you do want to do a deep dive on that. Then I recommend that you check out my what services to offer course, which is a part of my freelancing. Wanna one Siri's? You'll find it right here on skill share on my profile page. So you already have access to it. Just just go ahead. And if you want to dive into that, check out that that course that gun and goes into all the technical stuff there. Okay, so once you have your offers nailed down, then the next step in terms of getting started is you need to start getting clients. And one nice thing about this is if you really nailed down your offer, like I just explained then and you do it based on real world data, that's 90% of the battle. Because if you put the right servicing offerings in front of the right people, they tend to sort of sell themselves. So again, if you can get that right, the actual getting clients and selling yourself part gets a lot easier. Still, though, we need to find clients, we need to let them know about what we do and so forth. So how do you go about getting clients and There were several things that you can do, but I'm gonna cover what I call the Big Three platforms in person and content. So you've likely heard of freelancing platforms like up work or freelancer dot com. And the nice thing about these platforms is they do most of the work for you in terms of getting clients to the site, so there's a lot less just marketing work that you have to do. You have a bunch of clients that air just showing up, and you just kind of have to put your yourself in front of them so it can be a little bit easier in that regard. So take up work. For example, Up work has thousands of new jobs. They get PLO posted to its platform every day. So there's plenty of work that's going through the platform, and you don't have to go out and try and get those people to show up to your site, so that could be helpful Course. The downside of platforms is there ultracompetitive, so there's millions of freelancers on a lot of these sites, and they're all fighting for the same projects, and so it could be difficult for you to stand out and get hired, especially when you're brand new to these sites and just getting started. So when we start to talk about Okay, what do I do? How do I get get clients on these particular platforms Now the thing about these is there they're all just a little bit different. So if you take up work versus fiver versus top talent, I've chosen know specifically because those were all freelancing sites. But they're all completely different. Up work is sort of more votes open, sort of General service type platform. It's probably what you more think of when you think of a freelancing platform. Fiber is all of their stuff is more product ties, so it's really more. Seems more like a store. And so what you would do there is totally different top. Tal is a curated platform, so the big thing there is not once you what you do when you get on the platform, it's getting approved and on the platform in the first place because they just don't take very many freelancers. So they're all completely different, and they require completely different approaches. But the biggest piece of advice that I can give you that will is gonna apply to any of these platforms is to just take some time and and look through and find the people that are the top freelancers on these sites and analyze what they do. So if you can get a client account, which, for example, you can get a client account on up work, and I advise this all the time. But if you could get a client account, go on there and actually do searches for your particular niche. So if you're a logo designers in your client's side of your account, look for logo designer logo design and look at all the freelancers that come up now you're seeing things from the client's perspective and look at all of the top freelancers, ones of their charging most, making the most to get the most work, etcetera. Look at them and see what they're doing. Or if you can't do that, for example, topped Al, you're not gonna be able to do that. Do a Google search on day. Try to find information on people who have used top tile, have had success on top towel and see what they're saying about it try to just find as much a research and information as you can about people who were having success on whatever platform it is that you're trying to figure out. That's the most effective way for you to figure out what's working and what's not and said guessing or or even even reading the stuff that the site itself puts out. A lot of times they're putting out what they want, not what's gonna be effective for you. So you have to take that stuff with a grain of salt. So again, look at people that are doing a good job or having success and see what they're doing. And don't just look at one or two. You really need to look at a bunch of them dozens and dozens of them, because what will happen is as you do. You're going to start to see trends and common denominators and so forth, and that's going to allow you to pick out the common themes that apply to all of these top freelancers. And then you can and make sure when you build your profile and so forth that you include that stuff in your profile that is one of the surest ways for you to be ableto analyze and figure out a platform and figure out what to do and have success on it without having to guess and learn everything by trial and error Simply model what successful people are already doing. Now, if if ah, up work is one of the ones that you're you're wanting to get on, I do again have a course here on skill share that you already have access to. That I've done all the research for you essentially have taken everything that I learned a new working on upward plus stuff from other top up workers and so forth. I've kind of put it all together in a course to just show you what to do in order to have success over on up work. So again, if that's something you're interested in, just check out my profile page. Of course, is there it's the freelancing on upward course. Can't miss it. All right, so that is platforms. The next one then is in person. So to me, this is one of the most underrated ways to get clients. But it was very, very effective for me, so I joined some local business meet up groups. When I used to live in Omaha, Nebraska, I don't live there anymore. Uh, I moved down to the Ozarks, and it's a really small town around here, so there's not near as much of this stuff, um, as there was there. But when I lived there, I joined. I think it was just to local meet up groups, and each one meant met once a month, every month, and every time that I went, I would get 2345 leads for people that had a project they wanted someone to work on or looking for a developer to hire or whatever it was. I would always get multiple leads to every single one of these business meetings that I went to, and the really interesting thing to me is that they would come from people who literally had never seen any of my stuff. Most of these people, I was just meeting for the first time, and so they never They didn't know who I was. They hadn't seen any of my stuff and they were just basically handing out work to me. So it's some weird thing about when people meet in person like that. They just sort of There's this natural trust in these business meetings, um, and so forth. And they would just assume that I was good and they would want to hire me. I got work from it like I did projects and and so forth as a result of that, most of the time, those people never even looking at any other stuff I'd ever did. So it's a bit back baffling, but it happened consistently over and over and over and over for two years until I moved moved down here. So if you're in an even a moderately sized town, you know there's probably business. Meet up groups in your area. Oh, if there's not, there's you probably live semi close to, ah, decent sized town that that would have them and it could be worth travelling. I mean, you have to check it out and see. But in my case, it would have been it would have been work traveling an hour, maybe even to every month, twice a month for the amount of leads and work that I got just sort of handed to me just by showing up. So again, it could be worth traveling Even if you're not in a bigger town now, usually you can find these online. You could just sort of Google local miss like meet up group or business, meet up group, local business, meet up group. And then, you know, whatever town you're targeting there and you can find a lot of these online, they all have websites and so forth. But even if not, you know, if you have the local people that you work with So lawyers, realtors, plumbers, electrician's, that sort of thing, all these professional services, these meet up groups are really big in these industries. I know how I actually got introduced to. It was through my older brother. He got, he got into insurance. And, like in the insurance industry, this is just one of the things that they teach new insert insurance agents about the group's how to go into the groups and all that stuff. So it's just a thing that every insurance agent learns how to do. And so that's how I actually learned it. But in all these different industries, these air, these these groups are a big thing, so you can go to one of these people that you know, if you have an electrician's or ah, lawyer realtor. Whatever. Just ask him. Hey, are you Are you a part of any local business? Meet up groups? And if they say yes, just asked him, Are you guys looking to add, Ah, graphic designer, Web developer, whatever it is that you do, and they'll know I mean, the rules were pretty clear. Ah, In most of these business meet up groups, they'll know a lot of times they are. These groups are starving for people that offer kind of digital services like graph design and writing and Web development, that sort of thing. So a lot of these local groups are starving for those sorts of people, and so they'll know. And they'll either say yes or no if they say no and say, Well, if you ever you know, if whoever you got ever leaves, just let me know. I'd like to join. Or do you know of any others that maybe I could check out and so forth? And most of these people, they're well versed on this stuff, So they're gonna be able to give you some information and give you some leads to start looking it up. So don't be afraid to ask the actual professional professionals that you work with or you see your so forth. They can often give you a lot of information on that, right? So that's local business. Meet up groups. The 3rd 1 then, when it comes to getting clients, is content and content has sort of been my bread and butter. I mean, you're probably here watching this now as a result of some content that I produced, and it's a very effective later to get clients if you focus on the right things, because now there's so many places to put content out these days. Blogging, YouTube videos, podcasts, social media. No, it's just it's so prevalent on. All these systems are designed to surface content. So even if your brand new if you create something good, your content can get surfaced and shared and liked and so forth and next thing you know you can start right off the bat. There's there's all kinds of stories of people who their very first piece of content sort of went viral or took off a very minimum, and they just sort of went from there. Now that doesn't happen. Don't get discouraged. I mean, you know, I spent a lot of years really just grinding away it stuff before my stuff took off. But no again. It is just such a a simple and easy way for you toe. Start getting your name out there. Now there's a couple big piece of advice I'll give you here, having done this for over a decade now, the very first thing and the thing that I think it's a lot of people really confused when when they start thinking about this in terms of offering your services is you need to focus on metrics that matter. So one mistake that I see a lot of people is they think they start thinking in terms of content that they're thinking about their content in terms of what they see or what they themselves can consume. And a lot of times that content is coming from people that are doing things that they're not doing. So what I mean by that is, you know, if you go to create a YouTube video, you might have watched or think start thinking of it in terms of people that you've seen or heard about, like some of the more popular YouTube tubers right now, anyway, are like peut pie mark a plier the polls, Even though a lot of people like him, you know, those are some of the more popular ones. There's other people that are out there, and so you might start looking at those people in sort of analyzing what they do and so forth. But the problem is, they don't do what you do right. They're comedians there, entertainers and you're not. You're a service provider, so they make their money through ad revenue, merchandise, sales, sponsorships, that sort of thing. You make it through providing a service, so the kind of content that you need to create to build, trust and get people to hire you. That sort of stuff is never going to go viral on a site like YouTube and get millions of views and be super popular. It's just not those platforms air not designed for that kind of content. So, you know, if you take me, for example, let's say I do a coding tutorial that's never going to get 100 million views. Some of my most popular YouTube videos air in the 100,000 range in terms of use, and that's over the course of nearly a decade. Okay, so they're just not gonna ever get superpower. Even some of the Ruli popular like coding tutorial people are out there. Think Brad Travers. See, maybe one of the most popular, the most I've ever seen on one of his videos is six or 700,000. And again, that was over the course of several 100 years. Now that that can seem like a lot, it is a lot for for what we do. But if you compare that toe comedians or like a music, that sort of thing, I mean, it's you see them all over the place that have hundreds of millions of views or in the tens of millions of views at at least so your stuff is just never going to be that popular right , because that that stuff is made for those platforms. A little platforms are made for that stuff, so the point is, you're playing a different game, and you'd be surprised how well you can do and how much you can make from a couple 100 highly targeted views, views that are attracting the right kind of people who are perfect, their ideal for the services that you offer a couple 100 views from. Those people can do a lot in terms of getting getting work in client work, etcetera. So you really have to focus in on the metrics that matter and not get caught up in trying to be Go viral, be this super popular YouTube. You're not a youtuber. You're not a blogger, you're not a podcaster, you're a freelancer, and you just use those as tools to help you sell your services. It's a totally different game, and therefore the metrics that matter are totally different. The metrics that matter to you, our bottom line revenue, how maney people hire you, how much you could charge those sorts of things, not views, not likes, not shares. It's actual bottom line business numbers, and it's not true. This is another one. That I hear. A lot of subjection I get is not true that if you take, if you just got more views that would automatically lead to more sales, it doesn't because the kind of content that you have to create to be persuasive and to attract the right kind of people that would actually want to hire you. That kind of content, naturally, is the kind of content is not gonna go viral. Okay, so it's just you really have to focus. And I understand the metrics that matter. All right, So the second thing then, is when you're creating your content to lead with value. And I know this is a very cliche term and maybe vague term at this point, but it is 100% true. And the way that I mean it here is you don't just want to go out, and I still see people doing this is it's important to address it, But you don't You don't want to go out and just start blasting your link out all over these places and saying by my stuff, if you a lot of those places, if you do that, it's going to get you might not get you banned from the service by the service. But you're gonna get a lot of people that just straight a block you or won't follow you or ignore you or whatever, like it's just not gonna get you any sort of traction. It's Not only is it not gonna lead you get you the numbers on the site like likes and shares and followers and all that, but it's not gonna lead to sales either, because you're not doing anything toe be persuasive or to be compelling or to get people to want to even pay attention to you. The big. The very first thing that you have to do when it comes to content is to get people to pay attention to you. And you're never going to create a little snippet. That is, ah, compelling enough that it being about selling your services, that's gonna that's gonna get people toe. To do that, you really have to get out there and lead with value and create content that you know that it educates and entertains and inspires people, Um, and in particular, the exact people that are gonna be interested in your services. Then when you do that, you can include a link to your services at the end, and I refer to this is the 99 1 principle. So it's 99% content and value 1% selling, and you can look at just about any piece of content that I create for YouTube or instagram on my blog's etcetera. You can look at it just about any piece of content that I've created, especially last probably 234 years, and you're going to see this principle at work you're going to see. It's 99% content, 1% selling. And if it's not, it's because I just did a bad job on that particular piece of content. So again lead with value. The third thing, then, is to focus on problems in your content. So when you're trying to figure out what kind of content to create, don't think in terms of like the shiny utopia that you can create for your client, you want to think in terms of more in terms of like the dirty, ugly dystopia that they might be currently experiencing and how to help them out of that. So the analogy that I like to use is imagine you you have a thorn stuck in your side, and the pain is excruciating. Every time you move, it wiggles a little bit deeper into your skin, and the pain gets sharper and more intense until you almost can't bear it and then you have two people that come along. One says, Hey, you know, it looks like you're feeling bad. Sorry about that. But I've got just the thing for you. It's my new proprietary wellness system that's gonna help you feel great in and make Ah, you know, all your dreams come true, etcetera. They're focusing on the positive side of things. Okay, then the other person says very simply to you. Hey, I can show you how to get that thorn out of your side of those two people, which are you going to immediately leapt to, which is the easier sale. So I think it's obvious that's the 2nd 1 So if you focus on figuring out and creating content around the actual problems that your clients air having, then you're always gonna be kind of on the right track. That doesn't mean that every single piece of content is gonna be a home run. But if you're constantly doing that, you're gonna end up with more doubles and triples, then then then not so again. Focus on problems and with your content and solving them for people, and you're gonna be on the right track. So again, that's a lot. But, uh, again, if you want to dive into using content into client. So if that's something that you want to go further with again, I have Ah, of course, on this on my school share profile, turn content and the clients goes into a lot more detail on that and just kind of shows you exactly what to do. Okay, so we've talked about getting We've talked about our service offers. We've talked about getting clients. Now it's time to talk about delivering. So, uh and you know, in a lot of ways, this is This is one of the most important things because it's not just about delivering. It's about delivering anyway that makes clients want to hire you again and give you referrals. So if you don't know this yet again, this is sort of a get starting episode. And so, uh, I'm making assumptions about where you might be in the process. But if you don't know this yet, repeat clients and referrals are the key to a freelance business is very difficult to stay a flow and make the income you want to make. If you're not getting those two things, so these things are very critical, and they come down to how you deliver. So the experience that you give clients as you work on their project project. So there's two things that will give you, uh, here that I think most that are more important than I think most people tend to realize. And we'll give your clients. You do these things. It will give your clients that wow factor that makes them want to hire you, and that makes them want to tell people about you. So the 1st 1 is speed now, stepping back a second. Yes, you have to do things right. You have to deliver a good end result. Okay, so I'm taking that as an assumption that you already know that you have to do good work. But then on top of that speed is something or how fast you do that do. That is one of those things that can blow clients away because with most freelancers, time is always a problem. From the client's perspective, you know, things never move as fast as the client wants them to. So if you can reverse that or flip that and get things done faster than they expect. I mean, they're used to dealing with people with things get done there, just assume it's gonna get done slower and more time than what what they expect. So if you could do it faster is just gonna boggle their mind, and they'll just they'll have no choice. They will feel this innate desire to talk about it, and they're gonna talk about it to the people. They know their colleagues and so forth. And that's gonna be this sort of implicit referral. It's not them going, Hey, go hire this guy. It's just like, Hey, I was working with this this person and they delivered so fast and blow and they just can't help but talk about it. That's where your your best referrals come from. So against speed is a thing that that that you can do that will really make that happen. Now, how do you do that? How do you deliver fast? You boggle the mind with how quickly you deliver. Well, there's there's two things. The 1st 1 is is simply to set expectations, and this can be incredibly powerful and really has nothing to do with actually how good you are at delivering. It just has to do with with thinking this during setting expectations correctly. So when I worked with clients and built membership sites, I would always tell them that you know my projects. We're gonna take a month. And there were two reasons why I did that. A I knew if they went to someone else, that was about the time frame that they were gonna tell them anyway. So I knew it wasn't, like, crazy out of line with what a client was gonna expect. That's what most people were going to tell them. But I had done it so much that I knew that I could actually do it in, like, ah week. So I would tell them a month to give me plenty of time in case something crazy came up, and then I would actually build it in like, a week. But I wouldn't tell them I was done until week two. And so what that did is it gives me a lot of gave me a lot of buffer time in my own mind. If I was, you know, feeling unmotivated, I'd still would get be able to get done in plenty of time and because I had told them a month, but I was delivering in two weeks, it would it would blow them away. So I was moving slow for me, and it kind of helped keep me saying and not feeling overworked. But from the client's perspective, I was moving fast, and I did this for years and years and years and years, and every time, uh, the client would remark about how fast I did it every single time. So it's something that if you if you just simply set expectations properly if you really think about it. If I had told them that I was gonna be done in a week because I knew I could get done in a week, which is what a lot of people do, they'll say, Oh, I could do that week. I'll be done in a week. So if I had done that and then something came up or whatever, maybe I was procrastinating or feeling on whatever something came up and I delivered in two weeks. Now they would be annoyed because I told him a week, but it took two weeks, whereas when I told him a month and deliver delivered in two weeks, they were overjoyed. If you look at that, I'm still delivering in two weeks, both times. So nothing's changed with the amount of time it took me to deliver. The only things that has changed is how I set expectations. So it's a really simple thing that you can do to make your make your delivery appear faster when maybe in reality, you're just delivering in the in the same amount of time. But you're making it appear faster so that clients are are blown away by it. So it's a really it's a really nuanced and technical thing, but it's convey a very effective thing that doesn't take a ton of extra work on your part. So that's the first thing. The second thing, when it comes to speed to speed is that that I would recommend is to have a delivery plan. So don't just wing it right now in the macro steps they're involved with delivering on a client project. Estimate how long you're going to think you think each step will take mark down, out, mark out key decisions that the client needs to make along the way and just build a road map for how you're going to deliver and how you plan for the project to go. Now, the first time you do this, it's not gonna be perfect. Hey, that that is just the way it is. But learn from each client experience in each time you do it and update that road map. And with time it's going to get more and more precise. And eventually what's gonna happen is like, this is just gonna become the way that you deliver and you're gonna crank through that road map and there's just no second thought to it. And you're gonna have zero doubt in your mind about how long it's gonna take when you're deliver what you're doing. There is no uncertainty, so there's no fear. You know exactly what you're doing every day. You know how long it's gonna take. You know what key decisions need to be made, and you know you'll know if you're off tracker on track. Eso it. It just makes delivering a lot. Ah more gives you a lot more sanity when it comes to your delivering. But it also over time you'll deliver faster and more reliably, faster So and that's gonna get you that wild factor that's going to get you that speed that you need, right? So speed overall is that first thing kind of X factor. The second thing is communication, So freelancers are notorious for communicating poorly and clients having to drag updates out of them. So again, that's an opportunity for you to set yourself apart to give that wild factor that other other freelancers aren't doing. So if you communicate well, you will set yourself apart. Now, as far as how to do that, the biggest thing is to think of ways that you can be proactive in your communication. So not just responding well, when, when? When someone messages you, you need to do that, respond promptly. Respond. Well, don't put it off. You're gonna have to do it anyway at some point, so you might as well just do it now. So that's kind of the baseline. But the other thing is being proactive, actually giving them updates when they're not asking for it or asking for key decisions when they're not doing things that are proactive in your communication that keeps them in the loop. So think of some ways like think about your If you've written out your delivery roadmap, think about look at it and think about some ways or some places where you could proactively communicating would be natural again. Key milestones, key decisions. You know, 4. EP2: How to Rank In Google for Key Freelancer Searches: everybody. John Morris here back with another episode for Let's Talk Freelance And this one I'm going to be going through my S seo strategy or my strategy for ranking in Google. And I say my I think current for the current period we're in right now. You could almost kind of call this the way that you rank it. It's become a pretty, pretty standard, pretty established way of doing this, but something that if you've if you've never seen and in particular some of the detail that we're gonna go through here, then this might be very eye opening for you about how to go, how to go about planning and structuring your site anyway to help it rank for your most important keywords to know what those keywords are etcetera. So with that said, we're gonna get started using Google's keyword planner tool. Now, you know if you have another keyword tool you want to use, if you're you're familiar with this sort of thing, you could certainly do that. I like Google's just because it's kind of straight from the horse's mouth. It's free. You do need a Google ads account, but and you do have to believe. I believe you have to. When you create an account, you do have to give them credit card information in case you run ads. But you don't ever have to run ads so you don't actually ever have to be charged for it and get it straight from the horse's mouth. But I'm gonna so I'm gonna do this in In Google. If you have another tool or you want to use another tool for you feel free to do that. It's generally the same idea, but in Google ad, you're gonna go to tools and then you can come over here to keyword planner. And when you do, you'll see a page that looks like this. So what we want is discover new keywords, and what we're gonna do is we're really doing research and trying to find ideas. OK, so this is really a sort of a day searching phase, kind of an experimental phase to try and figure out what are the best keywords, what keywords do we want to rank for and so forth? And so I'm gonna I'm gonna kind of use the example of graphic design, and I'm just gonna type in graphic design like this, it very broad, very general, and then kind of look through it to see what we confined. So we're gonna go ahead and get results here and then I always search by average monthly searches. So this will tell you how many searches of particular keyword gets on an average month, and you'll see graphic design gets 100 35,000. It's a very generic term. It's not a term that we're necessarily gonna want to try and ring for, because as a freelance graphic designer, there's a lot of that can be very muddled. That could be graphic designers looking for information about how to do their graphic design and that sort of thing. And they're also could be people in there looking to hire graphic designers, and we don't really know that with just that generic keywords. So we're looking for something more specific, and in particular were looking for something called commercial intent where we're looking for people who are wanting to buy quote unquote or a keyword phrase that the people who would do that search are probably looking to hire a freelancer case. We're taking this from the perspective of I'm a freelance graphic designer. I want to create content that attracts people looking to hire freelance graphic desires, not content that's going appeal to other graphic designers, but instead, people wanting to hire graph times. That's a distinction that throughout all of this you're gonna have to continually make. Okay, So what we go down through these keywords were just looking for something. I'm gonna expand this out so we can actually see these. We're looking for something that gives us an idea of that commercial intent. And so as I go through this, the very 1st 1 that comes up is graphic designers near me. Now, the thing about that search that would be a really good one. The thing about that particular searches is gonna be very location dependent. Google search results, depending on where the search is done, Ah is going to It's going to change who shows up so you could try and optimize that for all you optimize for that all you want. But Google is really gonna kind of hijacked that a little bit. And if the person doing the search is not near you, that you really gonna have a difficult time ranking for that. So the best thing that you can do is try toe rank for the general keyword of graphic designer. And then if someone happens to be in your area, you'll have a better chance showing up for that. That sort of local search. So normally this would be sort of a good one. We're going to kind of skip that because of the way Google handles those. But the next one we see here freelance graphic designer. So the fact that is designer, the type of person that would be searching for freelance graphic designer is probably someone who's looking for that, potentially looking to hire someone. So we're gonna go ahead and check that one or mark that one, because that seems to have a little bit of a commercial intent to it. Next we come down. Graphic design websites Graphic design logo Maybe some of that, uh, graphic design companies. So again, someone searching for graphic design company is probably looking for to hire a company, hire someone to do do graphic design for them. It's not 100% but that's probably a good guess or good bet. Ah, famous graphic designers. That sounds a little bit more informational could be commercial, but it might be just someone looking up that information out of curiosity Graphic design services. Ah, motion graphic designer Graphic design agency. Okay, so this is essentially you. There's firms down here, so this is essentially what you want to do. You want to go through here and you want to find 3 to 5 of the the highest traffic keywords that have high commercial intent related to what it is that you do in. In this case, it's graphic design, and that's again the broad search we did up here. And we're just going through these keywords looking for commercial intent and volume. So we've identified 3 to 5 that probably air people looking to hire somebody, and they have a decent amount of volume. And so what we want to do is we want to orient all of our content around these particular keywords, and we're going to use this strategy that's called cornerstone content. And then supplemental concert may have heard of that. Um, I'm gonna go through in detail. How do you actually do that? And set that up on your site. So the first thing we're gonna do would just start with the 1st 1 here. You would essentially repeat this for every every one of these keywords. So you had created piece of cornerstone content for freelance graphic designer. Another one for graphic design companies. Another one for graphic design services. Agency firms, etcetera. So each one of these would have a piece of cornerstone content and then supplemental content around it to support and help that cornerstone content rink again, I'm gonna show you how to do all that, so we'll start with freelance graphic design. Just take that. And you want to come over and just do a Google search for that term now and what we're looking. We're looking for two things here. The first thing is the ads. We want to see if people are running ads and we want to know how much they're paying. So we see five or up work designed crowd all running ads here. And if we come back over here, we can see that the range that they're paying is on the low end. They're paying $4 on the high end, they're paying $12.40 for a click of one of these ads. Okay, so that that tells us that this is probably a key word that has high commercial intent because they wouldn't be paying nearly that much if if it didn't, and you can kind of come through here and see the difference, you'll see this one here, this name a dollar, 40 to $2. Famous graphic designers where I said it. Maybe it's not as much commercial intent. You could see the low ends a little bit lower, a little bit lower here, etcetera. Computer graphic design. This is a lot lower. So what's what that's telling you is that advertisers who probably tried to bid on some of these key words and found that they just don't convert very well. So the key words that don't convert very well tend to have a lower bid range, whereas the keywords they convert better have a higher bid range. Because the advertisers figure that out now they're all bidding on the same keywords, and the prices have to go higher and higher and higher. That's generally how it works so again, having that high range this range of 4 to $12 tells us that there's probably some good commercial intent here paying $4 for a click eyes quite a bit. So that's the first thing that we're looking at. The second thing then we're looking for is we're looking for some sort of content oriented page here that is ranking. So you see, here we have freelance graphic designer jobs on. Indeed, that's not really gonna be like a blawg post. That's just gonna be a list of search results. That doesn't really help us. 10 Best freelance graphic design jobs that's on up work. And this is gonna be a list from their site. Freelance graphic designer jobs higher. A freelance graphic designer on fiber. None of these air content. But if we get down here, we see this 15 places defined graphic design work. Okay, so that's a good sign. You also see these YouTube videos down here. So this is a good sign, because what it tells us is that there is room for a block post, which is what our cornerstone content is gonna be. There's room for a block post to rank and get on the first page here among all of these big sort of giants of up work, zipper, cruder fiber. These are all big companies. They're probably playing lots and lots of money to try and get these to rank their creating lots of content around it. They probably have teen teams of people, either employees or contractors. They've hired to create content, to try and get these to rank and so forth. And so there's a There's a lot of money that's being pushed to try and get thes drink. But you see, we have this block post that sort of pops through. Okay, so that's what we want to see. We want to see that there's an opportunity for Block Post to reach Drew on these these keywords, these high traffic important keywords and the more block posts that that popped through than the better. That gives you a better sense that there's there's there's room for that kind of content here. Now I'll tell you right up front that the search years freelance graphic designer and then the the actual post is five places to find freelance graphic design work. So the Post is targeting graphic designers, but the key word is probably people that people that are looking to hire a graphic designer So right off the bat, this probably isn't a good fit for this search, which, actually again gives us gives us a sense that there's opportunity here because this this is still ranking here, even though it's really not a good fit for this actual search. So that's what we're doing here. We're just looking forward to see if there's block posts. Now what we're gonna do is we're actually and click through into this block post. And first off, you just kind of go through and read it and see how good of an article it is. I mean, this is a pretty short article, you know. It just tells a little bit about each one. It's not necessarily the most epic content or post that's probably ever been written, so that's a good sign. It's still ranking on the first page for this search, and it's not necessarily the greatest post out there. So again, another good sign. So what we want to do is you want to take this u R L we want to copy it, and we're gonna head over to uber suggests. But before I do that, I want toe to talk just a little bit about this article. So what we're gonna do is we're gonna create a piece of cornerstone content. So cornerstone content is content that is not designed to rank for your most important keywords. In this case, one of them is freelance graphic designer. We're going to write a post specifically aimed at ranking high in Google for that particular search. And it's also something that is going to to to serve our business interests. So it has to play a dual role of ranking high, but also sort of pre selling our services. And so what we're going to do in order to do that is what's called an advertorial. Now, if you're not familiar with what an advertorial is, will come over here, but it's something you see these ones up here and I highlighted this one. If you look at this, this is ah, believe a page from a magazine. But if this were in a magazine and you looked at this when you first looked at it, you would think that this is just another article in the magazine. But actually, this is an at okay and and that's essentially what an advertorial is It's an ad that's ultimately meant to look, look more like an article. So instead of you know, a lot of the ads, that would be in a magazine where you can tell it's just a picture of the product and its by my stuff. It's clearly an ad. This is meant to fit in a little bit more. I make you think it's an article and actually be an article a little bit, but ultimately be an ad for selling something. That's the kind of thing that we're going to create for our cone cornerstone content. Now there are some steps, and there's kind of an art to doing that, and doing it without you probably have seen somewhere. A lot of times at 10 tends to be diet pills where there really sort of just like scam me Comptel. They have fake comments on the Post and that sort of thing. We're not trying to do that. We're gonna get people real content, but we're also gonna pre sell our services, so we're going to do kind of an honest advertorial, but it is an advertorial. So I've included a document with this particular lesson where I walk you through the steps of how you actually create your advertorial and thinking about the headline and so forth and all of that. So, um, make sure and download that document toe help you write the advertorial and actually write the cornerstone piece of content. Um, I'm not gonna cover it. Cover that particular, particularly in this video, because that's what the document is for. But just know you cornerstone content is your advertorial. It's about creating content that's useful but also pre cells your services. Okay, so that's the That's kind of the step at this point is to create the advertorial. Now what we want to do is we want to go over to. Like I said, we copy the link of this. Now we want to come over here to uber suggest, and we drop in that you are all right here into uber suggests. So if you're not familiar with uber suggest you just Google Uber suggests you see the name right here. It's on Neil Patel sites o Neil Patel dot com. Just click that link, and then you will be taken to a page where you can enter in ah, search term, Just drop in that link and hit search and you'll see a page that looks similar to this. And what we're looking for is the article that we just identified. Now, in this case, it happens to be on page two and if we come down here, it is five places to find freelance graphic design work. I believe it was. And what we're looking for is the estimated visits. So you can see this gets 570 estimated visits on a term that gets roughly six almost between six and 7000 searchers a month. Now that might seem low to you, and it is. And that sort of goes back to my point that this the this article for this search is not a great fit. That would be my guess why it doesn't get more searches. But what we want to see is we just want to get some search of volumes to get an understanding of how many people are actually clicking through to an article that ranks first on that page. So when you do the search for this and you see this, you see that it's a little bit lower 570 you kind of have to. You have to think this through a little bit, okay? It's not just something where you can just kind of mindlessly step through this stuff. You're gonna kind of think it through and realize, OK, this isn't a good fit. Let me look at some of these other ones here. So one that stood out to me if we come back up here is one for fiber because it says Hire a freelance graphic designer services online fiber like it's telling its saying exactly what it is. And it's about hiring. So it's like, OK, how much does this one get? So if I put that into if I put that into uber suggests, you can see it right here. This is actually on page one. It's about what, the sixth or 7th 1 down here. It gets 21,002 and 55 visits. Now are all of those from that search term? Probably not, but you can see something that is is more highly. A lot of those are probably their internal to as well, because he's something that is more relevant to that. That search term is going to get more search volume and the fact that this can rank that high on that page and also get this much volume, tells you that that there are people that are looking for this specifically like this is exactly what you want Higher. A freelance graphic designer, you want to show up? If you're a graphic designer, you want to show up for that term. Okay, so this again tells you that there's some value in the search term. So we're just evaluating kind of the search term at this point and getting an idea of traffic estimates. I'll just tell you, if you can get 21,255 visits, have you got half of that or 1/4 of that 5000 visits to an advertorial like we're going to write, get ranked on Google, get that money, show up for that search term and get that many visits 5000 visits a month to an advertorial , writing it the way that I'm going to show you that pre soldier services, I just have a hard time believing that you're not gonna have more work being thrown your way than you know what to do with. That's a lot of commercially high commercial intense searches and then sending it to an advertorial the way that we're going to write it, I just feel like you're going to get a lot of people converting. And you're just like that. One term alone could be more than enough to just send you all the work you could ever handle. OK, so we're dealing with really big numbers here. And if we do this right on were able to get ranked on that first page, then it can really just completely change your experience with freelancing and getting clients and so forth. Okay, So once we've done all this, now we have Okay, we've We've looked up our search term. We figured out a search term that it has high commercial intent, high volume, like we want to rank for this term. We've looked at some an article that currently ranks for it. We think we can write a better article. We've verified some traffic numbers again at this point. Like I said, the thing to do is write the advertorial. I'll show you in the document how to do that, that you're cornerstone content. You create that first you post that Get that all done, okay? And essentially, at the end of it, it's gonna link to It's going to do a soft sell to your services, so that's gonna link to your sales page so that pre cells you link to your cells page that sells. It's a two step marketing approach, which is, I highly recommend. That's the way that you go about it. Instead of sending people directly to your sales page in this day and age, you really need to pre sell a little bit in order to create some context about you to give people a little bit value upfront to get them to trust you a little bit and then send them to yourselves Page. And that's what your advertorial is going to do. Okay, so we've got that done. Now, the next thing we need to do is that page on its own on its own, that quarter sawn con. If we just leave it, it's not gonna It's not gonna rank. Okay, so we need to, uh, the likelihood of it Ranking is very low. So what we need to do is we need to now go out, and we need to great supplemental content that's gonna link back to our main content. That's going to create a lot of back links. And people, as those pieces of supplemental content get more link juice and popularity themselves, they're gonna pass all of that to our main page and we're going to create. You know, this this sort of this this kind of storm of content, I guess, is that all points back to our main page that constantly is trying to rank it higher. And we're gonna constantly create new content around the same idea to constantly be pushing up that cornerstone content higher and higher in the rankings. And then once it's up there to keep it there because you're always competing with other people creating content. So the next thing we need to do is figure out OK, what are my condo? We figured out the content idea for for the cornerstone content. Now we need to figure out the content idea for the supplemental content. And so I like to use a site called Answer the public dot com. So if you just go to answer the public dot com and you type in a search, it will show you All of these different is gonna give you a ton of different ideas. So this first sort of graphic graph here is questions. So it's gonna be a bunch of questions related to the search term, Then propositions comparisons, and then it lists Alfa. The different ideas by alphabetical is, and this is using real time search data. If you look on one of these charts, the darker green color is gonna be means. It's more popular that you sort of a form, and it's based off search. But it's also based off social, so they kind of use the algorithm to figure out what's the most popular. So the darker green stuff is gonna be more popular content You can see here 67 questions 63 Propositions 21 comparisons like There's a lot of different content ideas here. So I did a search for freelance graphic designer. That was our search term that we figured out. I'm gonna start there. I'll show you another search. You could do here as well, but you're gonna have to sift through through this again now because it's like I told you, you're always There's always the difference between other graphic designers who are maybe doing this searcher or their find The system is finding related ideas that appeal to them. And there's appealing to people who actually want to hire, So you're always gonna have to sift. So, for example, you see here where do freelance graphic designers get work? Someone looking to hire you? They could probably care less about that. That this is a search for other graphic designers. So this isn't a good idea. Where, Where to? Freelance graphic design again. Where to hire Freelance graphic designer. That is someone who is looking to hire. So you're gonna mark down this keyword now and you're just going to kind of go through all of these, right? Where to find freelance Graphic designer Now again, Where to find freelance Graphic design work. That's probably not when you want where to find work, where to advertise for Like Okay, so, of this little section right here, two of these, Where were the higher freelance graphic designer? Where to find Cree Laugh. Freelance graphic designer are probably two that are related to We are going to appeal to the people that you want to attract. Okay, you're gonna sort of Mark those two down and then you're just gonna go around the rest of this wheel and do the same thing, and then this one and you'll see some overlap, okay? And then this one and then maybe go through these right and they will be overlap. And you might find, you know, they're 60 here, 60 on the next. On 20 etcetera. You might find 15 or 20 content ideas out of those those hundreds that are actually going to people toe the appeal to the right people. I mean, it is what it is. You have to follow the data and then create that, that that sort of content. But the thing to keep in mind is you'll notice that these these ones for higher and finding tend to be a little bit lower search volume you're going to find as you do this throughout your sort of S e o life. You dig into this that the higher the commercial intent oftentimes is gonna be the lower the volume or the more specific the search or the term or the phrase the lower the volume. Okay, don't get caught up in volume so much. It's important that you don't be writing an article that gets one search a month, but 50 searches a month that have really high commercial intent. Think about that. If you had 50 people every month who read an article of yours and half of those people said , You know what? I want to hire this person. That's 25. That's more than most ast faras. I don't do graphic design, but I know Web development. That's way more work than I could ever hope for if you had, if you had a search that got 50 Search Era turned. I got 50 searches per month, and 10% of those people wanted higher you. That's five people a month. That's still for me, would be more than I could take on. I could do maybe 1 to 2 projects per month because I did look much larger projects. Now, if you're doing smaller projects, maybe it's more. But then you'll also likely to get more people to convert over and hire you because it's a lower price point generally, So it all depends on the scenario, but you really want to think more about the commercial and 10 of a search than the volume. You keep volume in mind, but don't get caught up in just wanting big numbers. Okay? It really doesn't work out that well, so I can just go through here and find all of the different search terms that are related to to our main keyword here. Now, another search that we could do here because again, we don't just want to do this mindlessly. We want to think about, Ah, the process here. So we did. Freelance graphic designer. But what about if we did a new search and we did Member are fiber? We did hire graphic designer. You can see I've already done The search is prepped for this, but come in here and do higher graphic designer and it'll take a second for it to kind of sift through all the data and pull out what's relevant. But now we come down here. When you see again, there's a lot less. There's a lot less terms that show up, so this has 18 questions, But companies that hire graphic designer what is higher? Graphic designer What industries can you hire graphic designer wear to hire graphic designers places how to hire? So this is one that we haven't seen yet. How to hire Graphic designer. So that's an idea that we could pull out of. There it may be. Write an article on how to hire a graphic designer where you lay out criteria that says, Okay, when you go to higher graphic designer, you want to do this? This, this, this, this and this. And make sure this and this and then at the end of that be like, Oh, yeah, by the way, I also do graphic design. If you wanna hire me, I do all that stuff. Here's my cells Page. Okay, so again, another idea. What companies? What industries? How etcetera. So we come down here. Propositions higher graphic designer for logo. Okay, so if you do logo design, you may want to make it Ah, whole article or maybe even a sales page around this one. Ah, higher graphic designer for T shirt. This gives you another one that you may want to do If you do t shirts for games etcetera Higher graphic design in India, Mumbai, Pune, a Kolkata. Okay, so you can see maybe you want to do Maybe you want to do an article on your particular area . Maybe you live in Boulder, Colorado. So how to hire freelance or higher freelance graphics? Higher, Higher graph graphic designer in Boulder, Colorado, and do an article on that. Or maybe you want your Maybe you want your cells Page the title of your sales page to say, freelance graphic designer for Higher in Brought in Boulder, Colorado. So you're doing freelance graphic designer. You're talking that keyword were also targeting the location in Boulder, Colorado. So now you help ghoul to know that you should come up for those location searches. Anybody searching in the boulder color RATTO area for a graphic designer? You want to come up for that? So maybe that helps you understand your sales page should have that headline. Okay. So again, you just want to come through here and look at the different ideas, and you see this? It doesn't really have anything for the comparisons, But you can come down here and you could see more ideas. And again, you're looking for 45 ideas. You know, 5 10 ideas out of here. You don't need 3000 pieces of content, right? If you can get to 30 content ideas 40 50 somewhere in that range, all in content that we're gonna create supplemental content where we're going to write a piece of content. We're gonna link it back to our advertorial. So that's that's ultimately the strategy is you create 1/4 stone piece of content that's really juicy for search engines, really high value. But it pre cells are services, and so them. If we start getting back links to it, then it's it's more likely to rank for key search term. And then we're gonna take our supplemental content. We're gonna create a bunch of other block posts that then link to that cornerstone content to pass up that sort of link juice is what a lot of people refer to it as over to that main piece of content. Okay, so we've got that sort of laid out. You got your cornerstone content. You got your content ideas for you, for your supplemental content. Now we need to talk about the linking because you don't want to. Just when you write a piece of supplemental content include one link and it be the exact same keyword phrase that you link every time back to your corner stone content. Google's onto that and you ultimately get penalized for that. They're actually actively penalizing that now. And even if they don't find you out right away, they'll eventually find you out. And if they're not, you know, uh, if they weren't actively penalizing for it now, they would at some point and I would kill you. So what you want to do on the way I write my articles is I take the idea and I just write the article. I don't think about keywords. I don't think about search engines. I don't think about linking any of that. I just write the article and make it high value. That's what I really focused on is making useful for someone who the title. Maybe it shows up in a search. That title shows up, they click through, they read it, and it's very, very useful to that particular person. Okay, that's what I focus on when I write it. Once it's written. Now you want to go back through and you want to find natural places to link up articles. You don't just want to link up your main article. Okay, you're cornerstone content, because again, Google's onto that. So you wanna have 4 to 5 links? 3 to 5324 links throughout every block posts that you write and these are gonna be a lot shorter. Your car cornerstone content is gonna be a lot longer. Probably 3 to 5000 words. These are probably going to be 500. 1000 1500 words gonna be shorter articles going to beam or more specific to a particular topic. But you want to include 4 to 5 links to different articles throughout your site. But you always want to include one back to your corner. Stone content. Okay, so what happens is you might write 10 articles and three of them linked to this one. Article on three linked to another article on four to this article, but nine of the 10 all link to your cornerstone content. What that tells Google is that is a page that has a lot more high value. That's something that you are essentially pointing out that says this is an important page , and so then they're gonna pay attention to that page, and that's gonna make it more likely to rink. And when your individual supplemental articles rank higher. That juice will get passed to your main page, and that's how you ultimately rank. The more cornerstone articles you rank, the more each one of those gains in value. And you're linking back to cornerstone content. The higher your cornerstone contents got rank. And of course, it's gonna be getting its own back links and shares on Social and that sort of thing. So that's that's the basic strategy. That's how to go through and actually figure out data driven ideas for Cornerstone content for supplemental content and so forth. I highly recommend reading this internal linking article on joost dot com. I'll be sure to include a link probably in the community section for this. Um, yeah, I'll put it in the community sectional include a link to this, uh, this article because it's really helpful and goes into a lot of detail and talks about how to do the internal linking and why it's important and all that sort of thing. So if you're gonna do this strategy, I highly recommend this. The internal linking and how you do it is one of those details that's really important. If you don't get this right, everything we've done up to this point like could get thrown off by just not doing this right because Google is pays a lot of attention to how this is done. So definitely recommend reading this article. All right, so again, that's the strategy now. No, I I could see there being a lot of questions about Okay, how do I write my articles? How do I What what's a formal I can use for my block posts? Etcetera, etcetera. A lot of questions about around actually writing the content and for the cornerstone content have included included the advertorial I looked through that also, you can check out my turn content in declines course here on skill share. So you already have access to it because you're here on skill share. That's where I go through, and I talk very much in detail about how to create your content and all that sort of thing , using different tools, content ideas, that sort of thing we cover. There's some overlap with what we covered here, but there's a lot of new stuff in that course that really digs into the detail of creating compelling content that sells your services and so forth, so check that out. It's on my profile again. It's turned content into clients. All right, that will do that for do it for this episode. Hopefully you got something out of that again. Let me know what questions you have in the community section. I definitely want to make this you centric, answering your specific questions and so forth. So feel free to hit me up with any questions you have about this or anything else related to freelancing. And I love to do an episode on that. All right, that's it. Thanks for watching. We'll talk to you next time. 5. EP3: Package and Price Your Freelance Services: Hey, John Morris here. Welcome back to another episode of Let's Talk, Freelance. This one. I'm going to be talking about figuring out what services you should be offering and getting into how to pack a gym. What features they should have how to price all that sort of thing. And this comes from a question I got from fond Celeste. And also gym tan kind of chimed in over her here on skill share. And so I want to again, this is all about answering your questions on things that you're dealing with. So I wanted to make sure ah and tackle this. I do have ah, full course on this as well. If you want to check my profile, it's the freelancing 101 What Services toe offer. And I show you one approach to it over there. This this episode I'm gonna give you a different one. And so maybe you can combine the two Ah, and kind of figure out what you want to do. Just a little bit. If it were me, I would probably, uh I would probably do what? What? I'm gonna show you here. So, um, with that said, Let's go ahead and dive into this. And what I'm gonna be talking about in this episode is what I call the four p's of product izing your services. So as I've mentioned in previous episodes, when selling your services, it's not enough to say that I do say I do graphic design or I build websites or I'm a photographer or I am a writer. You need to be more specific and detailed than that much more detailed, in fact. And that's what the four p's do. They help you to methodically design a robust service offering. That's exactly what your potential clients want. And that's no hype, no gimmick. You're going to know for sure there's gonna be no doubt in your mind that this is what your clients want because we're gonna use data to help us build this. So that's that's the idea here. Now, just fair warning because I know my own personality. It's really easy to hear what I just said and go, huh? I'll just wing it, but I'm telling you, it's gonna bite you if you're falling short at all of your income goals and you're not doing this. 99% of freelances I work with and talk to it comes back to this, so ignore it at your own peril. In any case, I'm just going to show you what to do. So the four p's our product package premiums and price. So let's start with the actual product. If you haven't heard any of my previous talks about this, you might be thinking, Well, wait a second product. I thought we were offering services, and this is the first big tripping point for most freelancers. So here's the insight. The majority of clients don't want a service. They want a thing. So if we take graphic design, for example, most clients don't want graphic design. They want a logo or a website mock up or a poster, a brochure or a book cover. Whatever it is, that's what they actually want. They just know they have to hire a graphic designer to get those things. So when marketing your job is to make it easier that for them to find exactly what they want to eliminate as many questions and doubt and confusion up front as you can. So instead of offering generic vague and confusing services, you wanna offer clear and specific products. So logo design website, mock up design book cover design, etcetera. Now, of course, you have to figure out what those products are now. Fortunately, there is a site that already does 99% of the work for you, and that's what you're looking at right here, which is fiber. So we're going to use writing as an example. So what we'll do is we'll go over to fiber and we'll click on the writing and trend will hover over the writing and translation link here. And then you'll come down here and you'll see article articles and block posts will go ahead and click on that. And then once this loads, I'm gonna x this out. You'll see over here on the right hand side, we're gonna click. Best selling now, depending on when you look at this, you're going to see different things. But what this is is a list of the best selling service offerings in the articles and blogged posts Niche over on fiber. So if you're an article writer, you're staring at a list of exactly what the clients in your market want already product ties for you. So if we go through here, you'll see one of the things that's highlighted. It is S C O. If you come down a little bit further, you're gonna find things again. We have another S e O S C E O s C E O S E o travel. So this is something that's very specific travel Copyrighting wine copyrighting. Let's go down here a little bit further again. S CEO s C O S O. So the point here is that as you go through this, you're going to start to see trends like this. You're going to start seeing things like S CEO over and over and over again, or you're going to see little niches like travelling lifestyle. Uh, at different times that I've been on here. It's been health and beauty. I've seen funny video game articles. I've seen a French article. I've seen natural hair articles. I've seen soccer articles writing about pages. There's all of these little different niches. So 11 of the first things is going to do is just give you ideas on different sort of niches that you could do. You might not have known that there was a market for funny video game articles or French articles or about pages, Right? So just gonna give you a bunch of different ideas, but it's also gonna help you to see trends, right? So Ah, you know, of the of of these eight there of these top bestselling articles on block posts, you know, there's there's a few that say I just write articles. A lot of them are very niche optimized. So in S e o optimized article or 1000 word article on health and Fitness or 1500 word article on natural hair care or whatever it is. So your job here is to just troll through here, look in the top menu right up here for what fits with what you do. So if it's digital marketing or graphic design Web development, etcetera, look in the menu. Or you can just simply do a search for what it is that you do and find a niche that's related to the surface service services that you offer again. Graphic sign would fall my photography riding, video eating, whatever it is, find it over here, turn this to best selling and then see what you can find and what you want to do. You want to narrow it down to a core service that you'll offer. So instead of being a graphic designer, you can create a brand perfect logos for bloggers and online business owners. So if you look over here, logo design is a big one here, poster designed brochures, car wraps can all just ideas. You want to nail it down toe one core service that you're going to offer. So instead of being a graphic designer, you're a logo designer. Now that doesn't mean that that's all you're gonna do. We'll talk about that in a second, but that's your core service, and it really needs to be the thing that you enjoy doing most, and you feel like you're best at, because that's where you're gonna be your source of strength and your source of power When it comes to being a freelancer. That's the thing that you know down Pat. This I can do this day in and day out all day long. For me, that was membership sites with WordPress and wish this member for you. It might be logos, or it might be hand coding websites from scratch. I don't know if you really want to hone in on the thing. Don't worry about the money and and all that part of it right now. What is it that you want to do, wake up on a daily basis and do That's really what you want to pick. So again, just troll troll through here and so forth. Um, and figure out what your core services and no to the again to the big question you might be having right now. Is this too niche? You know, how can I charge higher prices for such such a small deliverable, like a logo or whatever? We're gonna tackle that here in just a minute. But by the time we're done, you're gonna have a robust full offering. But you need to start with The core service offering that's been researched is specific. And you know, lots of people out there want it. And again you can. You can test that or look at that by looking at how many people in CSE Article one K if you just go through and look all the ones that that pointed to S e 0 217 and just sort of add up the numbers you would probably find thousands, probably tens of thousands of of people who have been hired. Or they sold thousands of these products for seo optimized articles, so you can get an idea of the numbers. I won't worry about it too much right now, but again, you can get that idea. So do they do that research first and figure out what your core service offering is Okay, so once you've done that, now it's on to the next piece. So that kind of gives you your core product that you want offer. You've turned your service from a service into a product, something specific, something niche, something you love to do something they're really talented at. Now it's time to package that. So now there were product izing our services. We have to be a clear about exactly what a client is getting and what they're not. That's the packaging, and again, this is This is really the transition from service to product. With the surface. It could be open ended, and that might seem like it's great until you actually get in there and a client says What can you do this? And can you do this? And can you do this? And can you do this? And I think a lot of the fear that people have around freelancing comes from that that they might be asked to do something they don't know how to do. When you product ties your services, you make it clear up front what you will and what you won't do. You don't worry about that now. You're just doing things that you know already know how to do. So. It's another advantage here, but again, we have to be clear about exactly what they're getting and what they're not. And that's the packaging. So let's take logo design. For example, If I hire you to create a logo for me, how many variations will you make for me to choose from, or how many revisions will I get? Do I just get the J peg? Or do I get the source foot? Photoshopped files as well. How long is the turnaround time? All of these different questions because we're no longer offering an open ended service. These are the kind of things that clients are gonna ask and wonder, and the packaging answers them up front and gives different clients different options at different price points. So if they have more money, they can spend more. If they don't have as much, they can still hire you. So once you've nailed down your core, I'll call. I'm gonna refer to these as service as a product. So it's s double A a P. Kind of like Sasse. Have you ever seen that? And this is a legit term. This is actually in Wikipedia, so it's Wikipedia, an official, but it's s a P, and it stands for service as a product. But once you've nailed down that core your core sap, you'll offer. Now you want to think about what you'll include in it, so you wanna have try to have at least three different variations or packages that you're offering. So, for example, you may have a basic level where they get one variation of the logo. One revision and just the J peg, and you offer that at a really low price. Or you might have a medium where they get three variations. Three very revisions in just that J peg in advance, where they get unlimited variations and revisions, plus all the source files and 100% license to modify and use as they see fit and all this other stuff. So now you would have three different offers that appeal to three different market market segments. So, as you can see, this is where you really start to flush out your offer and make it robust. And, you know, it's just a za site notice. No wonder that the people who actually do this, they just make a lot more because they're appealing to all these different price points. Plus, they also have premium services where they can charge more on so forth. But again, we don't want to guess at what these things should be. We want it to be driven by data, so we do the research and again, fiber is a great place to do that research. So again, let's look at another example. Let's take graphic design for a second. Um, so we'll head back over to fiber and this time will go under graphic design here. Actually do a search just to give you a broad look here, So we will do a search for graphic design again. I'm gonna change this to best selling, and again we'll look at some of the top ones here. So we have flyer design, personal professional graphic designer T shirt design. Ah, vector rise. Any logo, etcetera. OK, so again, you just have a number of different options here. And let's say you just you want to do logo design, as you're You're sort of core offering here. So let's just click into this one here. I will scroll down to this part right here is what we're after. Compare packages. So you already see right here they have these different packages. Ah, it's just laid out right here for you. And this is one of the just This is one of the top best selling services on here's number seven or number eight. Whatever it waas. So, uh, this this does very well and you can actually look at the units sold. I think we go back over here. This one has 530 units sold. See, this one has 100 1 plus K one K plus etcetera. So they've sold a lot of these. So this gives you some sense of what actually works. Okay, So that that's the data that we want to rely on and fiber list he's on here not just by number of units sold what's actually best selling. So this showing up as number seven or number eight tells you that it's not just how maney they've sold, but they probably sold more of these premium packages than maybe some other ones who've sold more units. But this one has made more money because it sold some of the higher price stuff. Okay, so again, it just it's rule world data that we can rely on here, and so you'll see how they package their services. So you have a basic package where you get the low, the the logo is transparent. You get ah, high resolution, you get one initial concept, uh, unlimited revisions and the delivery time is one day, OK? And then, you know, if we go go along here, we see that with this package, you get the source file. With this package, you get a social media kit and you also get a vector file. So with each package, you just get more. So now you're seeing, like straight up what it is that people are offering what they're including in their packages, what they're charging for those packages and this is just one. So we can come back over here. We can click into this one. Scroll down to the packages, and you can see it's a little bit different. So ISAT print Ready Source file. Double sided, etcetera. Ah, come back over here on. Let's just do this one here, see what it says. Okay, so high resolution source file. Commercial use. That's one that was on the other ones. Number of images, etcetera. OK, so for whatever it is that you do, you can come through here and see exactly the what they're offering. What the features are, what the pricing is and so forth. So this gives you a really good starting point to start thinking about your packages. Now, one thing I'll point out here. You might look at what's being offered here, too, and the pricing and think 00 man, that's Ah, nothing for my services. And is this what I'm gonna have to sell my services for? So just keep in mind that this is fiber literally sets an expectation about its pricing in its name. So everything tends to be lower here. Um, I see the prices for Web development on here, and I think, what the heck? So I wouldn't get too caught up in that? No, because I've sold sites that are People are doing the exact same thing on fiber that I did . I've sold sites for 10 times what they charge here, so just don't get too wrapped up up on it. The pricing your offer on your site can will be different. This just gives you a starting point to build your packages, to take them from services into products and packages. So what you want to do is you want to just go through these and write down all the things that you can find that are included in the premium version. So in this top version here, of all the different offerings that you look at, so we saw three different ones and each one had something a little different. Go through and note every single one of those things because that's now giving you your feature list for your product or your service as a product. And we're just gonna nor the standard and basic for right now. And I'll show you why. Um, but again, write down all of these things over here that are included in the premium version and get a sort of a list going here. All right, so now we can go back to the main search. So in our case, it was graphic design. Now, you want to look through here for any service offerings that are closely tied to your core offering or anything you immediately think of that might be closely related. So in our example, our core offering that we're doing is logo design. Well, when I think of that, I immediately think of Web site design, obviously, because I'm a Web developer. So oftentimes someone who needs a logo will also need a website. So let's go over here and let's do a search for website design like this. And now we want to look for four service offering where the price listed is a little bit higher. So we're gonna ignore some of the 75 125 that sort of thing. You know, this might be something that you look at in here. Um Or maybe you want to go something that's a little bit in between there. Let's just go ahead and click on this one. that 600 here. So again, here's the packages, so you can see for this. Um, we're gonna focus on the premium side here and just take note of what's included and and see OK source file. Commercial use, responsive design, number of pages, screens. So this is now for website designed. This is $1800. It's more of a premium package, and these are the things that they list out as the features. So I'm not saying you for your graphic designer, you should be doing logo design and website design. What I'm saying is, is that you should figure out for you what works best together in your particular niche in individual services that are sort of related because again, if I want a logo, there's a good chance that I want a website as well. So it's a natural up sell. So again you wanna figure out what that is, and then you want to come in and mark down all the features for it, and you want to go through four or five of the the higher price servings ones that services ones that air about in this range, and you want to know trends and common themes. You write down all of the things. Like if you go to another one, these things may be different. Can you want to write all of those down? So now you have a logo design package. You have a website design package, and you've got the list of features for each. So you've got a basic offer, which is logo design. Now you've got a intermediate offer, which is logo plus website design. Okay, so they're just doing logo designed website design. What we're doing is logo design. You could just get your logo, or you can get a logo and website if you need both, and we're gonna charge you more. Okay, so, yes, we're combining the logo and website into your media offer. This makes it a natural progression and an easy up sell for people. Do you have to do it that way? No, but I would recommend that you do do it that way because it's just going to allow you to get to a point where you can charge you have these really robust packages where you can charge a lot more for your for your services. Okay, So the last one then that you might be sort of guessing or wondering about is our premium offer. And again it needs to fit and flow naturally from our basic and intermediate. So again for me. What immediately comes to mind from logo design Website design now is branding kit and all the different graphics that someone might need. So we again want to use data, and we want to look for that now. One trick you can also use here have sort of mentioned is you can use the fiber navigation itself. So you have all these these main categories, but you have the sub categories underneath it as well, and these exist for a reason, right? They just don't just randomly put these here. There's a lot of data and research that's gone into this. So this tells you that these sorts of these sorts of sub categories are the kinds of things that people are actually looking for, and they wouldn't put it here unless it was popular. So again, if we look at a graphic design menu, then this is sort of what we see and we have logo design. We have website design, the other one that stands out to me. Everyone. I think a branding kit is business cards and stationery. So again, those three things sort of all go together. And they're really popular because they're listed up here and these two are listed one and two. This one's over here a little bit, but they're very popular, so it gives us an indication that these are the kind of things that people are after. So again, if we look at our package, we have website design. We have lower resigned, but we don't have business cards and stationery. So maybe we could add that as 1/3 element to create our premium package. So we are. Our packages would be the basic is logo design. The next is logo plus website designed. The third is a branding kit that includes the logo. Includes the website includes all of the different Ah, stationary. Now this is the point at which knowing you're naturally has an impact because you know, is your niche primarily business people. Will they even need business cards? Do they care about stationary and all that? So you want a mat it to be a natural fit for them, so the better you know your niche, the more you're gonna be able to answer those sorts of questions. If you have absolutely no idea about your niche or you haven't had current clients at this point, you actually can sort of skip that because fibre tells us that there's a niche for these things. Logo design with, ah, Web and mobile business cards a station. So even you don't necessarily need to know that you're you're niches, business people. You can just say, OK, I want to do these things. So my niche now will have to be business people. So you don't necessarily have to go and do some research to figure that out. As long as you're willing to say, OK, I want I'm gonna work with business people and understand that if you're gonna offer these sets of products, they're going to appeal to that specific set of people and people who don't own a business . They're probably not gonna be interested like a generally a brick and mortar. But even some Internet stuff, but they're generally probably not gonna be interested in stationery and business cards and so forth. So you need to now no. Okay, my niches, business people because I'm choosing these. Okay, so again Ah, you really want toe. You really want tohave The people you're trying to help drive this or at least understand that the services you choosed off are going to dictate the people that are most likely to want those services. But let's assume that business cards estacion R e r a good fit. And let's just go into this business cards and stationery subcategory here. Now, in this case, fiber gives us a custom page that Onley includes these pro verified projects here. That is a really good sign for us because they wouldn't dedicate this much time and create a page like this if it weren't a very popular and lucrative niche. So this this gives us an indication that our premium service is probably going to be, um, is going to be something that's in demand. So again, here I'm looking for Ah, anything. I'm looking for big numbers here. So the biggest number I see here is $1000. I'm gonna click on this and we're gonna come down here and we're gonna look at the packages . And now you can see exactly what a stationary kit includes people are paying 1000 1525 $100 for this. Um, we come back over and we look at it. So he's had this year, he or she has had to people that have hired them. You see, over here, if you look at some other ones. 17. So, I mean, you could maybe look through a few of these to get to get an idea, but again, this just lays out for you. What's in it? Print ready? Double sided source, file design concepts, revisions, delivery time. This tells you the features that matter. So and again, they're they're charging $2500 here on fiber and have a had actually had people that have taken them up on that. So, um, it gives you an indicator that they're on the right track. So again, you just want to note all of this stuff down here. Um, you know, look again. Look at some others. Look for trends. Look for common themes. Look for things that are different on each one. That maybe this one doesn't have the others do and know all of that thing. All of that down. So those are going to be our features. So again, that's our premium package. So we have logo designed website design and a stationary kit. That's our brand kit. And if we just went by the fiber prices that we've looked at so far, you could charge $4345 for that package. And that's a real price that people are actually paying. Lots of people are paying every day for the services individually on Fiverr. Okay, so that's still a pretty good price, even though it's, ah, fiber. So, uh, again, that gives you an indication of how building this package this way leads you to a place where you can have a really premium offering. But the pricing is kind of the last piece, so we'll talk about that here in a little bit. But that is essentially packaging your services. So I hope that you can see how much more appealing this is to a client, how much clear the offer is to them. And it is for you and really, how Every question, including the number of concepts, the number of revisions do they get is a double sided. Is it print ready? Do they get source files. How Maney Design concepts. What's the turnaround time? How many revisions? All of the questions that a client's going tohave. They're answered upfront. It's all handled upfront. It's clear. Clients know exactly what they're getting. That's 80% of the battle as a service provider. That's the problem with just saying I'm a graphic designer. What's the very first question they're gonna ask you? Well, I want a logo. Do do. Do you do logos? I want a website. Do you do websites? I want a stationary to use. If they have toe and ask the question, you're gonna lose 90% of people right there. So by packaging product izing, you answer that all the front. You make it clear that's 80% of the battle. So your job is to go through and do all of this for your service. You may not be in graphic design, but the same process. The process is the same. Start big with graphic design or Web development and then find something specific that you really want to do. Start there. That's your basic service. Now think of what naturally fits of this. What's a natural progression? What's the next thing. Maybe if you're building websites, the natural progression for you is a phone app. And if you could do that, Okay, Now I offer fun up. Well, what Airfone APS going for on here, etcetera? So again, that's your job is to go through and figure out your packages and exactly what they're going to clued what all the features are and so forth. You should have a basic intermediate on advancing again. Don't worry about the the pricing too much. I would make note of the fiber pricing, but don't settle on it because what I'm gonna show you next is how we can actually crank up the value of all of what we're offering and how we can charge even mawr for our services while also making ourself unique. So again, I would say positive video at this point and And go and do this before you move onto the next next part. Or if you, your little type person that likes to go through all all at once, that's fine. Just make sure you come back and then sit down with this. And actually, when you actually go to do this, Okay, so that said The next thing on the list, then, is premiums, and again these air going allow you to charge more. But they're also important in making your service offerings unique and standing out because you see here there's a lot of stuff that's the same. You go from one to the other, the other the other together, and it's the same. It's like, Well, which one do I choose? You want something that you want a way to to set yourself apart and make yourself unique. So that's anything extra that you want to add to sweeten the deal. So if we took our graphic design example, this could be a one. Our strategy session included on Lee with the highest your package. Or maybe every tear gets a two minute explainer video where you explain why you built this logo this way and water, what's all the science behind it, and so forth of the website or the app or whatever, but you didn't see that included with any of these. Those are just some ideas, uh, that it came about with up with off the top of my head, but you want something unique that you're not seeing that you think is obvious. So whatever it is, just whatever makes sense. It needs to be relevant to the main product. But it needs to be extra, something that's not expected in order to push them over the top to buying. Now. My little pro tip here is this is where you focus on your competitors and what they're not giving to their clients. So you want to get creative and try to find things you can do extra that will make someone hire you over the thousands of other people who do the exact same thing that you do. And that's something you always have to remember. Whatever it is you do, there's probably 210,000 other people who do that exact same thing. So why should the client hire you and, well, I'm better. There's probably someone out there better than you. That's just the reality. So you have to have something hard, something tangible that sets you apart, and that's what these allow you to do. So how do we research this? This is where we can finally get off of fiber, so instead we're gonna go to Google and we're gonna look for other people who are doing exactly what you do. Um, now, most of time, you can just add the word freelance to the front of your coat. Core service. So for logo designer, we'd search for freelance logo designer like I've done here. So just type that search into Google. And for a health beauty article writer, you might search freelance health and Beauty article writer, etcetera. Whatever makes sense. But what you want to see is other freelancers offering the same or similar services as you because now we're gonna analyze their stuff, figure out how we can be better. So going with our freelance group logo designer example, these are This is obviously the results that Google gives us. The first thing to look at here is the ads, actually, not the organic results. Now the thing with the organic results is we don't really know why those air ranking that's all based on back links, and I'll click through rates. And there's a lot that goes into the core Ganic rankings. The ad rankings are a lot simpler. It's who's making the most money for Google. So that's not just it's not just how much they're paying per click, but also how many clicks they're getting. Okay, so these are these are gonna show up based off of that. So these air people spending real money and people are clicking on these, and that's why they're showing up here. So it's a lot simpler calculation. So, generally speaking, we can know that they're probably converting on their sales page at a decent rate and are making money if they're adds air still here. Otherwise they'd stop running the ads. Now, you know, there can be outliers. Someone just put up their ad that day and the totally tanks, And that happened to be the day that you looked at or so forth. So you know that that's something to keep in mind. But we're not just gonna look at one anyway, and you don't want to look at this just one day, okay? So you want to look at it. Maybe over the course of a couple of days, you want to look at multiple different ads and click on him and so forth, so well, account for that. But again, this generally is going to tell us who's doing well and who's not All right. So in any case, when we click on one of these will just click on this top one right here that takes us over to this low logo. Majestic. Ah, here. And what I'm looking for is I'm looking for the packages. So you see here it says view packages. I'm gonna click on that, and we get a very similar thing to what we saw over on fiber. These are These are the packages and the features of each packages that they're offering. And what we want to do here is we're really just looking for ideas. What are things we can add to our packages? Ah, as bonuses that are unique. And we are You see several different things that we didn't see over on fiber. So we're seeing it's one dedicated designer, three dedicated designer, a industry based designer. So we didn't see any of that over on fiber. We're also ah, we're also seeing the turnaround time. So 24 to 48 against. We did see some of that over on fiber. But here the times air a lot shorter over there was no. The lows we saw was one day most of them were, like, three days. So here we're seeing 24 hours, etcetera. We're also seeing this chat live in the phone number here. Didn't see any of that over on, fiber. Um, you'll see over here. I think we also get you hear stationery, business cards, letterhead, envelope. That gives us some sense that Hey, this was a logo design. This is their goal logo package and includes stationary. That sort of gives us a new idea that Hey, we were on the right track with this. Now, are all of these things good ideas? Not necessarily. Like, for example, as a solo free freelancer, I'd never offer 24 7 chat support. That's just something I wouldn't offer for my lifestyle. I don't want to do that. So I'm not saying you come in here and just be like, okay, copy all this stuff down. I'm just going to this. You have to think about what you want to do on what makes sense and so forth here. But the bigger point is you want to use this to to brainstorm. You're your own ideas. Um, come up with things like add things you're not seeing over on fiber that makes sense to you and then come up with things that that they're that they're not doing okay. Or another thing that you can do is you can look at multiple different ones of these if you click on the different ads. And a lot of times what you can do is you can actually get to unique by, um, you can get to unique by combining things from two different people. So let's say we click on this one and we see you know, we see something that we didn't see on here. But this one also doesn't have something that this one had. Okay, so one is doing one thing, and one is doing another thing. We can be unique by putting those two things together. Okay, so you're just looking for things that you can add to crank up the value to be ableto charge more so Ah, that that's the I d here. That's the whole point of of looking up these packages, um, and and looking through this, we're also see pricing, which gives us a good a good idea of what people are charging for this sort of thing, and it allows us to just flesh out our our features. So the trick here is to really think through what would have meaning and impact for your your clients. So don't just add things to add them. Had things that matter and will really make the experience of working with you remarkable things that make them say, Wow, I'm getting that along with this. That's crazy. I mean, 24 hour chat support. Don't get me wrong like I look at that and I'm like, Wow, really, I wouldn't do it. But that's something that makes me go Wow! Or 100% ownership rights to to the PSD and all that sort of thing. That's something that would make 6. EP4: How to Create a Job-Getting Portfolio: everybody. John here. Welcome back to another episode of Let's Talk Freelance. So this one where we were gonna be getting into portfolios and how decree an attention getting portfolio. A persuasive for portfolio one that's not only going to get people to pay attention and actually click on the items and so forth. But when they do will go a long way towards selling your services, because a good portfolio can can really make all the difference when it comes to getting hired and so forth. So this is one of the things that you really want to take some time with, and you really want to nail down because it could just make that much of a difference in your freelance business. So with that said, Let's get into this I'm gonna start off first off with some portfolio rules. Some things to keep in mind as you're building your profile portfolio. If you follow these simple things than your portfolio B'MORE attention getting at a little wow potential clients more, and I'll help you to get hired more so The first thing is to to show Onley your best work. The big reason here is you don't know what item a client is gonna click on and look at and used to evaluate you So you don't want to fill your portfolio with just a bunch of stuff that you've done, where some of them you look at it and you go, Well, that one's maybe not as good these air a little bit better, etcetera. I hope they click on those all that. You don't want to do that because you just don't know you can't control that. And so you want to make sure the stuff that's in your portfolio is your absolute best work . It's more important to focus on quality over quantity when it comes to this, because you only have a few opportunities to to convince clients toe while clients and you want to maximize those. And the reality is, if you have a portfolio of 100 different projects, clients not gonna click through all of those, they're probably Onley gonna click through 3 to 5 or so and look at them, so show them the 3 to 5 that at your absolute best working. If you have to rotate those out as you do more work, then then so be it, Uh, the these can change and so forth. So again on Lee, show your best work. 2nd 1 is no matter what industry you're in. And I really want to emphasize this. I've done videos on the path it in the past, I think, on my YouTube, but also even in some of my courses where I talk about, even if you're a back end developer, which is maybe one of the hardest things to to create a portfolio for because you really riding a bunch of back and code and don't have much to do with the front end. But no matter what industry you're in, try to make your portfolio as visually appealing as possible. Now, if you're a graphic designer photographer, something like that where it's very visually oriented, this really should be your bread and butter and know that you really do sort of have an advantage, because this is what you dio. So this should be a little bit easier for you. I think a big thing here is to look at some of your competition and look what they're posting. You really have to have a sense of where you stand when it comes to the people that you're Pete competing against some. Sometimes I get people who will say have created my portfolio. I've done my bio and all this stuff, and I have done everything you've said. Um, but I'm still not getting hired. What's the problem? And I'll cook over and I'll click through the portfolio. And the reality of it is, is that their work just is not as good as the people they're competing against. So when a client sees it in the context of probably having seen other people's portfolios, it's just not as good. And so you really need to have some sense of that. Don't avoid that competition. Use that toe, fuel you and drive you. But you really need to understand where you fit in in that competitive environment. So look at some of the work that people that you might be competing against are doing and try to get a sense of where you fit in. And if you're not reaching that bar, then get up to that standard and focus on getting better and all that sort of stuff. But when you actually go to create your portfolio, make sure it's as visually appealing as possible. I've done this just about every time that I mentioned this or tell people about this sort of chuckle and non their head in agreement. But I've had APS on my phone that the APP did exactly what I wanted it to do. I looked at the reviews, the reviews, er, all really good, 4.5 and above that sort of thing, all the features or what they want. But I didn't install the app on my phone because of the way the icon looked or because of the way the interface waas. It's just how people are. And it's especially that way today when there's so many different options. And there's people who are making things pretty, so to speak, that people just sort of think that way. We're a drawn to pretty things. Like it or not, that's just sort of the way it is, So make it as visually appealing as possible. The final sort of rule here, then, is relevance. Should you only want to include projects that are highly relevant to the services that you're offering because you want to position yourself as a specialist if I'm looking for ah logo. If your portfolio has website designs in it, I don't really care about your website designs because that's not what I want. Or if I'm looking for landing pages. And you sure show me a portfolio no full of of Kanda Blawg designs or something. It again it doesn't really matter to me because that's not what I want. Bill, I want to know if you can do the exact thing that I want done. That's why Positioning Shelf is a specialist is important. But it's also why making sure your portfolio is relevant is important as well, because they're gonna That's how they're gonna be evaluating you. It's not. Are you good? It's Can you do the thing that I want and are you good at it? It's sort of a dual question in their minds, so you want to make sure it's highly, highly relevant. Okay, so with those rules sort of out of the way. And in that context, now we can start to look at how to actually build your portfolio pages. So this is a wire frame that I've done for a portfolio home page. I'm not a graphic designer, and so I do my best with this sort of stuff. However, this the big idea here is the layout. That's really what I want to focus on when it comes to this, because I think that's what's important. So we talk about having a page where we're gonna show off. Our portfolio will get into the individual item pages, but this is the home page here. We want tohave, a featured project right at the top and this feature project. You want that to be the one, the one that you absolutely want them to click on. And if you featured at the top like this, they're very likely to do that. So you need to. When you're thinking about what's the best item to put here. What's the best to feature? It's a combination of things. It sort of depends on your industry. If you're a graphic designer, it's probably the one that you think is the best looking, the one that's really going to show off your skills and so forth. But there is sort of this other caveat are thought to give to. It is, well, who's the biggest name client or most well known person that I've worked with If that's something that you've done, then you may consider putting that they're so for me. I would put My Inc magazine project here. It's not necessarily the most visually appealing project. It's not bad, you know, especially given the time that it was created. But it's the most well known company that that I've ever worked with. So it's going to be something that that people are gonna really be attracted to. And when they see that click in Latin and then the story works really, really well as well, for for my potential clients. And then I have a good testimonial from the person that I worked with there. So for me, while it may not be the most visually appealing thing because they had a very specific design that they wanted, and I didn't necessarily have a ton of input there. But it is the most sort of influential in my mind because of what the project is, who it is, how it went down and so forth. So you have to think that through a little bit, and it depends on your industry and so forth. But you want the project here that you think is the most commit, convincing the most compelling is the most likely to convince clients to hire you. So you want to feature that at the top here, use your best image on the left hand side. Here, have a little title here. This really should just be kind of the the name of of the company that you worked with in the name of the client and that that's really the thing that you're trying to draw people with for me. If I put into magazine right there, then that would sort of draw people's attention. A little description. You could probably just pull this from the item page and we'll talk about that just a second, Um and then ah, but in here for them to click in view the full project. So again, we're just trying to This is the one. We want them to click on this one for sure, and it's gonna put our best foot forward. So feature that at the top here and don't get too focused on colors are that sort of thing , even necessarily the layout, although I would probably do a left to right like this just so you can get all this information above the fold. But it's really mawr. The concept of the idea of putting your best project right up top right up front, above the fold so they can't miss it and very likely to click through and view that particular particular project next, Then down below here, we want to have again. We're saying 3 to 5 of our best projects. So you would then just put images for these. You could maybe put a title above or below or have when people hover over it, they were able to see the title. However, you kind of want to lay that out. But these is just meant to represent the rest of your project that they can then click on and view and then down below. Here we always ask for the sale. So even though this is a portfolio were always asking for the sale, Uh, something that a lot of people miss when it comes to selling their services. But we don't ask for the sale, they don't give them opportunity. So yes. So we put something here, a headline like Ready to get started, and then if you're ready to get started working with me, click the button below and then have a button like you here below. That says, Hire me or learn more about hiring me or whatever, and this can send them to your full sort of services sale speech. Because this is really just your portfolio. This you can send them to your full sales page, where they can learn all the details off your services, your packages what, what it cost, how to get in touch, all that sort of thing. You can kind of send them there if you want to send them right down to. If you can link directly to the quote, work less form. I don't think that's a bad idea. I would sort of test it and linked directly to the quote request form and see if, if you're getting people submitting that form than great, maybe don't mess with it. If not that, maybe you need to do a little bit more convincing and then just send them to the top of of your hire me page. And if you're hire me pages set up right, it's gonna have your core offer above the fold as well, and a button that says click to hire me, so it's gonna going to sort of make sense in this con context. But you want to make sure you always think all this stuff through bigger picture from a client's perspective of when I click this button. And it says, Click here to learn more about hiring me or click here to hire me when I click that button . What I see next should meet my expectations of when I click that button. Otherwise, I'm gonna get confused. I'm gonna get a little bit annoyed on, and that's gonna be something that could cause you to not get hired. So whatever you put here, make sure that when they click that what they see next makes sense for what they clicked. Okay, so that is the portfolio home page. Now, when they click on a particular item, gonna have something simple like this. So our image over here is gonna get be sort of our final image, our best image of the final product. It's done and so forth. These images down here, what I recommend is doing progress shots. So what you want to do on the item pages you really want to tell the story of the project because again people are interested in stories is going to make people actually read what you have to say here. Ah, and its stories do 90% of the selling for you. So you really want to tell that story and on the left were telling that story through imagery. So we're showing the final end result, and then we're showing progress shots that say, This is how it started. This is halfway through a bottle ball and you just sort of show the progress of how the project came together. Whatever that is for you again. I don't know exactly what freelance service you're offering, but you wanna have some sort of progress. And my dad does commission work for paintings so he would have the final product here, but then he might have his initial wire frame. Here's sort of a Maybe the first level of color. This is now it's halfway done. You see, like half color, half still wire frame. And then, you know, maybe the final product shot again, or maybe a 3/4 etcetera. So you just want to show the progress of the project as best you can I know that doesn't necessarily work great for every freelance service out there, but as much as you can, you're trying to tell the story. Now we sort of mere that over on the right hand side. So again, we're gonna have the headline again. It's probably just the name of the client here is really all you need to include. But then you want to tell sort of the story of this particular project. So I think it's best to start off with the context of how you got hired. So you want to say how or why you got hired? And so to give you an example, go back to my Inca magazine project. So I got hired after the guy that was building that was in charge of building the site. He had spent two years working with other developers trying to get them toe, get this site built for him, and he'd spent a lot of money on those developers and still didn't have even a beta that he could roll out to this group. Ah, and so he was very frustrated. And that's why he ultimately landed on me doing his project. So telling that story. That context of that sort of sets up how the project, how you're going to explain what happened with the project. So it's important to include that context now. It's not always something as compelling or interesting of a story as that. You still just you want to set up the context for for the project. Next, you go with challenges with this project. So again, with the magazine project, I would roll into the big challenge and why he was having so much trouble with other developers. Building the site is because he had location based chapters for his membership. So if someone is in New York or someone was in San Francisco or someone was in Philadelphia who had joined this membership was really high end membership. You had your business had to be making at least $2 million per year to be even qualified to apply for this membership. So he had these different chapters, and he was creating content that was unique to each chapter. Some was some was, ah, consistent for all three chapters. Some he wanted it to be different, and so he wanted someone when they belonged to, say, the Philadelphia chapter when they logged in to be able to see just the stuff that was relevant for the Philadelphia chapter and again that could be content specific to the chapter or content that he said, Oh, this is for everybody So that was That was sort of a challenge. And he wanted to be easy, for when his his writers were creating content, they could click a box or whatever on and they could they could select. Which chapter would goto just work? And there were some other things that needed to show up unique like that. But that was the big challenge. That was why he was having so much trouble getting it built. He was doing it in WordPress. And that's just not something that's native to WordPress. So taking a step back from that again, this is starting to become an interesting story. If you're a client, you're reading this. You're going okay. Wow, this is interesting. I can relate to this. That's a very unique challenge. It's probably in most cases of the people I worked was a much bigger challenge than what they had with their project. So now they're saying, Wow, okay, he's able to do this and face this challenge for this big company, you can probably tackle my project. So the next, then is how you overcame it. So again, as an example magazine. What I did is I wrote, I just I custom coated some algorithms that would allow me to be able to identify the person logged in what chapter they belonged to. And then I could do some. I wrote some page templates that were unique to each chapter for the theme. I could do some templates switching, and there were There were some widgets where I just did some some ah, switching in terms of the widget. Ah, and what it was displaying based off the chapter. And once I knew and had identified what chapter they belong to. Then it was easy for me to filter the content and to do the template, switching and so forth that I needed to do in order to display it properly. So it's pretty simple, but I just essentially wrote some algorithms to be ableto identify that road some metal boxes for the WordPress editor screen, where people, the writer could just check a box that this is for San Francisco or this is for Philadelphia. And then my algorithms in the back end when I went to display content would do all the work of figuring out what was supposed to be shown. So again, I'm talking a little bit more explaining this. You want to keep this concise as possible. But again it shows. OK, now that sounds complicated. If they're able to do that, if this guy is able to do that, he's probably gonna be able to do what I need, toe get done. And then you go into the client reaction. So with that project the guy worked with Lewis was a static. Hey, was not He's not the type of guy to get really super excited, but the ultimate result we could You could maybe sort of mix this client reaction versus combined with end result, because what I would say in this particular case is that I was able to get him a beta launched within 30 days of starting the project. So he had tried for two years to get it done with other developers. I was able to get it built for him in 30 days, and so he was obviously is ecstatic about that, and then you could include the client testimony of what they say and always try to get a client testimonial from people. That's a mistake I made early on. I didn't do a good job of that. I missed out on a lot of good projects that could have done that with. So I'm really be laboring telling this whole story because I think as you're hearing it, you can see how that would be a compelling story to a client. Took two years had this big challenge. This is how he overcame the challenge. This was the result. I got the beta launched in 30 days, and here's what the client themselves actually said about working with me on this project. It gives life to your portfolio. It's more than just some pictures and a little description. It gives value in life, and it's interesting and people want to read it. That right there we'll do 90% of the selling for you. Just telling that story. I sold more stuff based off that story than I can even probably imagine. So you really want to try and do that in this portfolio item page a lot of people get caught up in the design and the look and the so forth, and that's important. But it's really ultimately about the story stories, what are what sell. And that's what you want to tell here, you know, always gonna have the best story for every client. I get that, but as much as possible, you really want to speak to emotion. You want to speak to what it is that they're they're wanting and what they're after. If someone who has been trying to get their site launched and that was who I targeted membership site owners who were kind of struggling to get their site launched someone who's in that scenario, they'll really relate to the two years and lots of money and they'll see that I was able to help this guy for this company. They'll see what the client said. It will give them hope that I can actually be the one to help them get over the hump. And that's really the biggest thing. When it comes toe potential clients again, the higher you is them having that spark of hope that you're legit, that you can actually get it done and they'll get over this problem that they're having so really, really important to do that. So again, Like I said, I know, I know if kind of be labored this, But I just think it's so important, that sort of the general set up of your home page and your portfolio items and so forth. Now what I want to do is I want to show you some examples and I'm sure you some examples starting off of people not doing it well, So this is this company logo orbit trying to rag on them. But this is their portfolio. We're looking at websites. They're actually running ads on Google. That's how he found them. So they're spending a lot of money to get people to come to their page and look at their stuff. And when you go to the portfolio section here, if we click on any of these first off, you'll see that there's really no names or anything like that. It kind of don't really know the context of these. And when you click on it, thank you. Just get just get a picture. And this watch demo thing doesn't even seem to work. So when I'm looking at this and I honestly, when I first looked at this and and was like wanting to use his is an example like I really don't know. Are these legit? Are these the jit portfolio items? I mean, it's kind of hard to tell, right? It seems like they are, but you don't get any story. You don't get any information about the products. You just get some pictures here. So imagine your client looking to hire these guys. If you have any doubt that these air legit portfolio items are you gonna hire these people , Probably not like it's gonna give you enough skepticism to where you like. I think I'm gonna maybe try and find somebody else. So again, this is an example of how not to do it to just throw up some pictures and not give any information, not tell anybody you definitely want to make sure any buttons that you have on here work, how they're supposed to work on that sort of thing. So maybe it's maybe there is in this watch demo thing here. It does explain what's going on here. I don't know, but a I want to make sure that stuff works but be like, just in case it doesn't work. You don't want to rely on this thing working 100% of time because you never know what someone's viewing it on and so forth include that information in a way that you know what a low we show up there in plain text here and so forth. So again, that's an example of what not to do. This is another one. Because I was I had some hope with this one. You could see that they this looks need This looks cool. Only they have these different things. But we come down here like I can't even click on these. So it's it's actually worse than the other one. I can't even view and click on any of these projects, and I can barely see what's going on here. So again, I don't really know if these are legit portfolio items. I don't know anything about them etcetera. OK, so that's another example of just stuff not to do. So let's come over here and compute. Compare that to this guy named Bill Ericsson will actually click back here just a little bit, and you can see he has. He features multiple across the top, which is is cool. He has this unit. He lists this This item here he gives you a little bit information about it. He includes the text of testimonial here, which I think is smart. And then when you do view case study, he really is positioning this as case studies, you can see he talks about it a little bit. He lets you be able to click through and view the website. He shows you screenshots. He gives the testimonial. He shows some of the things that were unique about this project that he did. And then again, he includes the hire me at the bottom here. So this is a really good example of how to do that. And compare that to what we just saw. Where I can't even click on images or when I do. It doesn't tell me anything when you click on this, you know this is a project that he did. You get some information about it, you can kind of see the screenshots that he's showing. Here. You get a testimonial from the client he worked with. Get some information about what was actually done on this site. It just gives you a lot more to make a decision on. Clients need information in order to make unformed decision, so you've got to give them that the information. So again, if you compare this to the other ones, it's just a lot better. And so this is This is really what we're trying to do. He doesn't necessarily follow the story approach. He kind of talks about what was needed and so forth, and that's fine. It's certainly better than what you're gonna find most people doing. But I think if you follow the story approach that I that I talked about that's going to allow you to compete with the best of the best, because I mean this guy's I know who this guy is in the WordPress space. He's one of the best of the best. He's one of the top sort of viewed WordPress developers out there, and even he's not doing the story approach. And I think hopefully you'll see at this point how compelling that really is. So I'm really trying to push you toe everything I do. I try to not push you beyond like good enough into how do I compete with the absolute best people out there and win? And so if you do like 50% of what I stay, you're still gonna be ahead of most people out there If you do 100%. I mean, I just really believe you should be ableto get virtually any project you want and kind of be able to write your own check, so to speak. In all its a little sort of hype here cliche. But I really believe that. So again, go back. If you need to go through, I'm gonna include these These documents. Ah, with the download for for this episode go back and and if you need to, I looked through it again and so forth and and really build your portfolio out. This way, you'll be better. Be putting your best foot forward. You'll be a lot more likely to get hired. All right, so that'll do it for this episode. Hopefully. Enjoy that. Get something out of that again if you have questions. If you're going through this process, whether it's this or something else with freelancing and you have questions, be sure to let me know Ah, in the community discussion. That's what this was all based around is helping you through your specific roadblocks that you're having. Ah, and getting you down the path of being a successful freelancer. So let me know what you need. That's what I'm here for, right? That'll do it. We'll talk to you next time. 7. EP5: Finding Passion In Your Freelance Career: Hey, John Morris here. Welcome back to another episode of Let's Talk Freelance real quick. Before I get into this episode, I just want to do a little bit of housekeeping. So I sent out a message over the weekend asking you all about what kind of videos or lessons you preferred. Shorter daily lessons or longer weekly lessons that I've been doing. I just want to get some feedback on where you kind of stood on that so I could kind of put this in the format that that you preferred. It was kind of interesting to me because I assumed the shorter daily lessons was gonna kind of clearly win. But actually it was closer to about 50 50. And so I've had to do some thinking about how to handle this, because I really wanna cater to both groups. And so this is what I've come up with. So what I'm gonna be doing is each week there will be be a theme or set of themes that kind of go along with the episode, and what I'm going to do is make a series of videos. Oftentimes it's is probably gonna be maybe one video when I record it, and then all it's broken up into sections, or sometimes it'll be individual videos. It just kind of depends on the topic. But I'm going to break it up into individual, smaller lessons, but I'm gonna post all of them at once on Monday. So five year one of the folks that prefers the daily lessons you'll be able to go in and consume the smaller chunks of content. But it's gonna kind of be on you to get in there and remember and consume it, how you want and so forth, because I'm not gonna be sending out daily notifications and that sort of thing. So that's going to sort of hopefully cater to those of you who want the shorter kind of daily lessons. You can kind of consume them each day. Ah, as you prefer when you have time and so forth. And then at the end of the week on Saturday, Saturday morning, I'm gonna take down all of those individual lessons, and I'm gonna be packaged then, as one individual lesson and re uploaded and sort of archived as the longer weekly lesson. For those of you who prefer those type of lessons. So again, hopefully that helps kind of cater to both groups. It's gonna ultimately be the same information, but it's just gonna be packaged a little bit differently for a short period of time and then archived a little bit different assed faras notifications gonna send out a notification on Monday when I post the initial sort of chopped up lessons as individual lessons. And then I'll send a reminder on Thursday for the U daily folks toe to make sure and get in . If you want to consume anything more before archive it, and then I'll post another notification on Saturday when I actually turn it into the longer lesson. For those of you who want the longer weekly lessons, you'll have that notification that you could jump in and consume that. So ah, that's sort of how I'm going to run it at this point and see how that goes Course, if you have feedback on that feel free toe, leave me a comment and let me know what you think or if you have other ideas, is so forth. So I'm gonna run with that for now. But I wanted to kind of talk about that since I put out that that that question over the weekend. So getting into then this week's episode, the theme is really kind of about. It's about strategy, but it's also sort of about kind of the emotional aspect of, of all of this of going freelance, of building a freelance business and kind of planning out your career over time in the phases that you you need to go through. And a lot of times I really try to focus on the practical click here, do this right, this, that sort of thing. But I also know, like the biggest moments for me in my career have have always been sort of emotional ones, emotional roadblocks and getting through those whether it's fear, it's doubt or whatever it is. Those have always been sort of the things that have have been big game changers for me, and I know a lot of people don't actually like to talk about this stuff, But for a lot of people, these are the things that can be most impactful. So I'm not gonna do every episode on this sort of topic, but I want to make sure and include them because I think they're important to get started, then with kind of the first phase in the very first thing that you want to think about and really try to nail down. And it's it's often a lot more difficult than you might think a lot of you might have in your head that this is This is what I do. This is what I am. But I know my own experience. I've kind of been continually taught the lesson of digging, continually digging deeper and deeper. And the more that I've done that, the easier things have become for me and get I'll just use myself as an example here. So my first year of college, all the way back when I was 18 years old, I double majored in communications and secondary education, and it's kind of funny for me to look back on now because I can't tell you why I picked those two things. Communications in particular was not a very popular major, and I personally had never really thought about being a teacher before that. I come from a family of kind of jocks and no construction workers. There's no teachers or no communication majors. None of that. But I just kind of went with my gut and what I felt at the time. And those were the two things that I landed on. Then I switched, You know, I changed schools. I switched majors multiple times a left school. I joined the Army. That's actually where I discovered Web development way back in 4 4005 and kind of got stuck on that and took a long, circuitous route to really just about three months ago. And it was about three months ago that everything kind of came full full circle for me because I have this feeling growing inside of me that I had been trying to suppress. But the more that I tried to push it down, the more it kept bubbling up until I couldn't ignore it anymore. And that feeling was, I'm not a Web developer, which is a hard thing for me to admit, because I've got a lot of I've got a lot invested in the fact of me being a Web developer. A lot of my career I've got a bunch, of course, is heck right here on skill. Share that air. That air course what development coding courses. But you know, I spent the last 15 plus years being and thinking of myself as a Web developer. But the more I've interacted with the rial Web developers around me, some of you guys, some, some, some of the people that I work with and client work and so forth, the more I've done that. And the more I started doing the thing that I actually enjoyed, it became crystal clear to me. I'm just not a Web developer like those people are Web developers, like in their soul and in their bones. I enjoy webbed of all my enjoy building things, and I'll always do it. But it's just not who I am at my core. No, it's not what I think about when I lay down at night and can't sleep because some ideas running through my head. That is never about Web development. And it's not what keeps drawing me back toe work When I'm doing anything else. It's just simply not my passion like that. As much as I want it to wanted it to be. It just isn't so what is teaching, doing this, teaching and talking about communications like I love to talk about how people communicate . If you'll notice with a lot of the stuff that ideo, I sort of couch it in. Okay, here's the sales. Here's how to do a sales letter. Here's how to create content or or that sort of thing. But ultimately it all sort of falls back to how people communicate with one another. When I'm my little brother and I go for a drive or walk or whatever, when you start talking, it always flows back to communications and how people interact. That's just where my mind naturally goes, and in particular, persuasive communication. And that's probably why that when I ever I did sales, I was always good at it because I really geeked out on it. I would spend a lot of time thinking about it. So the part that I I always loved most about that was was teaching my employees how to sell . That was the part that doing the trainings is so forth, watching them flourish, watching them grow. I got more joy out of that than any of my own successes, So the point of all of this is I often no wonder where I had where I would be if I had figured all this out 20 years ago. In a way, I I did, but I just didn't fully accept it. You know, if I had gone with my first intuition, which was right where where I would be. It's kind of hard to imagine for me how much further along I'd be if I had been pursuing my true passion this whole time. And so that's why I'm sitting here telling you all of this, because this is where you need to start building your freelance career. You know, with anything in life, but especially your career and freelancing, you need to start with what it is that you want to do, what it is that your passionate about because you'll waste so much time if you don't on the thing that did it for me, and maybe this will affect you in the same way. But I was watching a Gary Vaynerchuk video. I enjoy his stuff, so I guess I'm a Gary V Homer. But I was watching one of his videos and he was talking. He was talking about social media, but it kind of struck me in a different way and he said, and I'm paraphrasing this but he said This is just what you're going to be doing for the next fist 50 years of your life. So be patient. And he was kind of telling people like a lot of people are trying to go viral and get 10,000 followers in the first month and all this sort of thing. But if you really just step back and look at it and just accept the idea like this is what it's gonna be for the next 50 years of your life, you've got time. Just relax, be patient, be helpful, give value, and it'll it'll come around like it will happen if you just stay sort of consistent within . Just do what you love. And, you know, like I said, it struck me in a different way. The more I thought about that, the kind of the deeper it hit for me, and it made me realize that teaching Web development isn't just isn't what I want to do for the next 50 years. I when I sit down, when I stop and think about that, it doesn't excite me. What does excite me is teaching people have to be persuasive, teaching people how toe build their careers and kind of get through all the stuff that I know that I have gone through with my own journey and so forth and teach people how to get the things they want in life and all the dreams that they believe in and so forth. How to make those things reality. That's what I want to do, whether that's you know, that's practical or not. Whether that's that's something that that you know is is legit or not, whether I have the clout to do that, it it doesn't really ultimately matter to me. In the end, it's just what I want to dio and I really only came to this about three months ago, so it's just what I'm gonna dio and and and so that's Ah, Ever since I've made that decision, things have become very clear for me and everything has gotten a lot easier for me and the results that I've getting I'm getting have started to tick up as a result of that because now I'm doing what it is that I really want to dio And of course, I believe freelancing is the best way for people like me. You know, who maybe didn't have the best childhood, don't have a large support system or a network of family and friends to help them were kind of out on their own, trying to make this happen. I feel like it's the best way. Send the simplest way to break out of a corporate 9 to 5 sort of world and start building something of your own. That's what I did. That's how I was able to do it. And I can, ah, 100% see myself helping people this way for the next 50 years. When I sit down, think about that. It excites me. So the point of telling you that all of that all my entire story, everything is I want you to really think about what it is that you love to do. Don't pigeonhole yourself. Don't think just because you've been doing this thing that that's what you have to do. I want you to sit down and imagine the next 50 years. Imagine sitting down every day for 8 10 12 hours a day, doing this one thing. What is it? What is it that gets you excited? Is that the thing that you're currently doing? Or is it something else entirely for me, it was something else entirely. So if you figure this out now, you're gonna be 20 years ahead of where I'm I was that next up is finding your why. So I got a message the other day from ah, student on skill share named Fawn, and she mentioned her reason for wanting to freelance is kind of part of, ah question so forth. But she had mentioned her reason for wanting to freelance, and it was her daughter who has autism, and she not only wants to build a business that can help her support her daughter, but it's something that her daughter can do later in life, and they can kind of do it together as well. And when she posted about that, those things always just sort of hit me like kids is you know, that's it's the number one most important thing for me, like everything that I do has to do with my own kids and so forth. So I thought I thought about it a lot, and when I think about it, I imagine several years from now as her daughter gets older. Now this mother and her daughter, working together on a daily basis, laughing, crying, struggling, succeeding with doing it all together, building something for both of them. So try to imagine that and then ask yourself, Can you even begin to imagine how hard that mom would fight for her child? It's immeasurable. I don't think you can even put it in tow, measurement or words. Now compare that to somebody who's who has some sort of fate. Vague goal, like I want to be a millionaire Who do you think is going to fight harder and persist? More keep going when things get tough, work longer hours, not take no for an answer. The mom fighting for her daughter and their future together, or the person chasing a bunch of pieces of paper. To me, that's the importance of finding your why. It's what gives you the energy to persist. Now that doesn't mean that you sort of a shoe money altogether, right. I'm not one of those people that just thinks money is the root of all evil, but I do think you have to put it in its proper context. money is a means to an end. It's the ends that matter, not the means to getting there, so it plays an important role. But it cannot be the end of itself if it is. If that's something that you're focused on, if that's what you think that you want, you're always gonna fall short and I'm I can say this sort of unashamedly, I guarantee you money is not your end goal. There's something deeper. You're just struggling to figure out what it is or may be afraid. T really admit it. Whatever it is, that's not the end goal. So you have to go deeper. And like I said, you might again. Well, why? Why do I have to go deeper? You have to think about why do you want that money? What is your deeper purpose? What's deriving you? What vision do you have for your future? Who else will that a vision effect and what those people mean to you? There is always something deeper. You just have to find it, get clear on it and latch onto it. And this is sort of the next important step in your career, because without it you just you're not gonna be able to put in the work that you need in order to be successful. And like I said for me, I really relate to fawn story because my kids are my primary motivation, and it's not just because the, you know that's not some random thing. It goes back to how I grew up going through the things that I went through, like my mission in life is my kids will never experience that. And I know there's something to be said for kids going through adversity. And maybe I wouldn't be as driven as I am today. Had I not gone through that and so forth, I get all that. I don't care because I went through it was absolutely miserable, and I'll find some other way toe help my kids to be motivated or, you know, like it's just it's not something I'm going to allow toe happen and that's what drives me. So that's why I I can get up at 4 35 in the morning, every morning, even though career wise, I don't necessarily need to like I'm constantly pushing Mawr and Mawr and more because I'm never I know my dad had a successful business. He had a successful career and then got into a car accident when he was 38. I'm 38 today. Well, not today's on my birthday, but I'm 38 now. So for all intents and purposes, my dad probably could have assumed that his life was made. He had a successful, very successful business. Things were going well. Life was sort of on autopilot, and then he got into a car wreck and it all fell apart. So and at the same age I am now, So I just understand that it can go away at any moment. And so I'm constantly driving and pushing and thinking of things that I could do to make sure if something ever happens to me that these things are in place, like there's all sorts of things, but that's what drives me. That's what motivates me. And when people tell me, Oh, you shouldn't be doing this, sir, Why are you doing that? Or they want to hate on something I put out or whatever. None of it. It all pales in comparison to my kids, the life that I'm trying to give them what I'm trying to to do for them and nobody can dissuade me. Nobody can discourage me. Nobody can stop me. It doesn't matter what anybody says. Like I'm going to keep doing what I'm doing because it's for them. Not for a bunch of pieces of paper, for for money, I would have given up years ago. So again, this is really the next important phase. Because when you find this coupled with you, couple that with what you love to do and you you bring in this hole deeper purpose and why like finding motivation is simple. It's right there in front of you all the time. You love doing what you're doing. You have this deeper motivation pushing you and like you can just keep going and going and going. So again, really take some time to think about this. Go beyond okay? Yes, we all want to make money. But why? What is the deeper purpose and get clear on that? Because that's gonna be a really important stepping stone into the next thing that we're gonna be talking about, which is finding your tribe. There's just really great video from this guy named Simon Senate. You may have heard of him. He's kind of got some some videos that air popular used on some Ted talks and so forth. But this particular one eyes about finding your why, and it's finding your y as a company and in it. One of the things he says is that people buy from other people who believe the same things as them, and he uses Apple is an example. And keep in mind this Ted talk was in in 2009 which is around that time, you know, Apple was pretty much dominating everything. So he was talking about Apple, and he was talking about how Apple's marketing is different than a lot of its competitors. So when they do their their advertising and so forth, they don't just coldly list the features and benefits of the product products, like a lot of a lot of computer and phone companies, do they first talk about their why what they believe as a company. And so he sums it up. As again for Apple. We believe in challenging the status quo. Everything we do is about challenging the status quo. We believe in thinking differently, so the way that we challenge the status quo and think differently is to make our products beautifully designed, simple to use and user friendly. We happen to make computers now. Of course, you can debate whether or not they actually live up to this, especially to this day. But the point is that the way they sell their products and services is by starting with their why, why they exist as a company, what's driving them. And that helps them to connect emotionally with others who think like they dio and people buy their products not because necessarily because it's a superior product because as Mawr ram or a faster process or more storage space. I mean, most of the people that I know who have Apple products don't even really think about those things. If you ask them about that on their phone, they probably wouldn't even necessarily know. Whereas when you look in the computer space, especially around that time, like it was all about the processor speed, how much ram you again and so forth? And here Apple is selling their products, really not even talking a whole ton about those things they would they would information was there, But that wasn't the sort of the core marketing message of their ads and so forth. And so they were just doing things completely different. And again, people didn't buy their products because of those things. They bought it because they connect with what the company believes, because they believe those same things. And owning an Apple product was one way that they could show who they are to others. So that was kind of the whole point of his talk and the importance of finding your why and using your wise a company to connect emotionally with your your customers. So let me give you another example, and I have sort of alluded to this in some of the earlier episode. But my tribe is people who are in a similar situation to what I was so like. I've sort of talk about with my own life, but maybe it's people who maybe had a rough childhood or early adulthood. They don't necessarily have a big support system, a bunch of supportive family and friends or college buddies or that sort of thing, and they're kind of on their own to make their life happen. But deep down they believe that they are meant for Mawr that they're destined for something greater. This has been one of the things that's been a core sort of driving force in my life. When I was 21 I basically had a successful career. I had been promoted to sales manager. I was doing very well as a sales manager. I was sort of on the fast track toe, not only managing my own store, but managing a very large store would have been a six figure income doing that, probably within the next 2 to 3 years. I probably would have been able to do that depending, but like I had that. But what I was doing was selling shoes, and I'm not ragging on the people that do that, whatever. But for me, I felt like there was mawr toe what I could give the world than that. I was really good at it. But at the end of the day I was just selling shoes and so I believe that I was destined for something greater right or wrong. That's what I believed, and so the people in that sort of same situation situation who believe that same thing about them That's my tribe because that's me now, despite how I grew up in all the things that were stacked against me, I always believed that I was destined for more, that I could achieve something greater. And I fought my entire life to make it happen. And where I'm at now, it has exceeded my wildest dreams as a kid. And so now what I want to do is I want to help others in the same boat do the same thing. So when you sit back and think about that, what do you think is more powerful, that emotional connection between me and the people who can relate to what I just said? Who? When I'm saying that they kind of start to tingle and their emotions start to flare up and so forth, that emotional connection between me and those people are just a bowl of the list of products and features. What's a more powerful, persuasive tool? What's a more powerful connection? And just to be clear? Like I said, with Apple, you do get into that list and features and benefits. You have to tell people what your product or service does and how it will benefit people. But that's not where you start. You start by connecting with people on emotional level. So what I want you to do is to just take some time and think about the kind of people at her kindred spirits the people who believe the same things is you and that you feel naturally inspired to help. That is your tribe in your source of of your ideal clients and the rest take her will take care of itself. When you get this right, the thing about freelancing in business is you. You could choose whatever it is that you want to dio. So you don't have to pigeonhole yourself in tow doing something that you don't want to do or with people that you don't want to work with or people that don't necessarily inspire you. All I'm saying is, of all the things that you can do that are out there, why not do the thing and work with the people that you feel that connection with that you feel driven toe help because you can do whatever you want, So why not do that? That's going to give you more motivation, mawr inspiration and drive you And despite what a lot of people might think that like poo poo on these ideas, well, you've got to focus on the money in this, that or the other. But the way the world is today, in the Internet and so forth, you can make money at just about anything, right? There's a group of people out there that that is probably large enough toe whatever it is that you want to do to sustain your business and in your income goals and so forth. So again, with all that in mind, why not choose the people that you have that that air kindred spirits that you feel that connection to and allow yourself to be naturally motivated and just going back to these 1st 3 parts? Cause I think they're so important again. When you look at you doing what you love to do your you have a deeper purpose and sense of why and you are connecting and working and helping people that you truly care about that are kindred spirits, that you're driven toe help when we talk about this idea of motivation and perseverance and persistence. That's the that's the stuff of persistence. That's those are the ingredients that lead to being driven and being driven in your career . Like all the practical stuff, all the click here do this. That or the other like that's all good. But if you're driven like you, you power. It's way more important your power through all that. You're gonna figure that stuff out like being driven is the core piece on. Once you have that down, everything else sort of falls into place. Okay, Now is where we can get a little bit more practical. And we could take everything that we've done up to this point kind of put it into something that makes a little more sort of immediate practical sense. And that is when we're talking about this this tribe of people that were going to help, it's how you're going to help them. So now we can kind of get into the what, and this is kind of a magical combination of knowing your tribe really well of it being people again, This why it's important. It's people that you understand at a fundamental level because you believe the same things . You value the same thing, so you really get them at that fund a little fundamental level. And so, you know, your tribe, and you also know what they're trying to do. You know, the problems that you're that they're facing, and you can kind of figure out how what you do connects with that so that you can help them get what they're after. So from this perspective, you're not just a graphic designer, okay? You're helping seen but single moms to create a professional brand through graphic design so they can make more in their business and have more free time to spend with their kids. So do you see the difference between between those two things with the former, you just sort of a service provider? You're doing what thousands of hundreds of thousands of people out there can do. And you're just one among many. But with the ladder, you're a friend. You're a kindred spirit who truly gets your client, and you're helping them to execute on the single most important thing they're doing in their life. Right? So you're you're sort of a co conspirator in helping them to make their dreams come true. Who do you think they're gonna have more loyalty to? The person who coldly list features and benefits and provides the service and says, Thank you and see a C on your way, or the person who, like, truly understands them and truly gets them and so forth. And I know what a lot of you are thinking. For a lot of people, this is scary to be vulnerable on emotional like this. And you're thinking some of you are thinking, Well, can I get by without doing this? Can I just You know, there's lots of people who provide services on and so forth, and the answer is, yes, you can, right? You're gonna have to be a lot better at what you dio right so that you can really show that you're gonna have to understand that you won't gent engender a ton of loyalty and you're probably just not going to do is well and be a successful is. You could be if you were to do this other stuff. And so again, my thing is not to teach you how to get by like I'm calling you to be, as at the absolute best you can be to show you how to be great. Now, if you decide on your own that you want some different version of that. No judgment. Like do your thing. This is your life, your business. Do what you want, OK, I totally get that. But I'm gonna show you how to be great, how to go to the highest level and to push towards that highest level. That's sort of my job. It's your job to then figure out how you want to implement that. But I'm just saying, if you if you take this route, this is how you're gonna gender deep loyalty. This is how you're going to get people who come back to again and again and again the people who really don't care what you charge, who like Apple Products. I don't really care about the features and benefits and how much processor, speed and ram and all that sort of thing right there buying your products and services. They're working with you because of who you are, of how you get them because you're kindred spirits. That's where the loyalty comes from. So again. Do what you want with that, but that's how you get to that next level on be drawn only driven, but also have clients you're working with who who just are. They're downright loyal and and won't leave you because you really get them on a fundamental level. So again, that's how you get loyalty, which leads a long term clients, which then ultimately helps you to execute on your dreams, your why and all the things that you want. And so it's on that foundation. Then all the whole entire point of this again, I'll I know it's a lot of emotional, intangible sort of stuff when you step back and look at all of that. That's the foundation on what you can build your business on. That's when, then the practical stuff, the click here do this. That sort of stuff has life to it has energy to it. It's not just from both ends. It's not just you, coldly sort of stepping through these things, you know, and it's also on the other end. The things that you're saying aren't just sort of they're hitting people on it's cold features and there's life in it. You're doing it with a purpose. They're reading it, they're connecting with it there, resonating with it, and that's how you again, how you really That's the foundation of a truly great successful business that really helps people. And I think this is one of the things that you know. It was Maybe to throw out here is it doesn't necessarily mean that you're always going to make the most money. I do think that for most people, you probably will make more money going this route. But you are going to impact the most people. And for me, the older I get that that has more and more importance in my life like legacy becomes more and more important again. Those two things often go hand in hand impact and money. So it's not like you're gonna be broke but helping thousands of people. But there's more to it than money. There's more to it than than sort of the material stuff, and I don't want to get to woo on you. But just how you create a business that you really care about their you're really invested in that you're proud of and also you're really successful doing it. So again, my job to tell you this stuff, your job to take it, how you want implemented and use it, how you want But to me, that's the foundation of a business that's driven that has purpose, that that really can't fail because you're so driven and so motivated and so in touch with the people that you're trying to help, that you're gonna figure it out. You're going to make the right steps eventually, and it's gonna happen. So that's the episode for this week again. Like I've said, take all that for for how you want implement that, how how you would like, Um and hopefully that gives you some sense of kind of the emotional aspects and some of the things that you want to do in order to build a business that's driven, that you're motivated to be a part event. Ultimately, that makes you happy. I was like, That's the point, right? So, again, that's episode for this week. Thanks for watching. We'll talk to next time 8. EP6: How to Pick a Profitable Freelance Niche: When you decide to start freelancing, the very first thing you need to do is figure out your niche. If you're like I was 15 years ago, you'll have no idea what I met mean by that. What the world is a niche? Why do I need one? Can I just wing it, though there's some of the common questions that I get, so that's what we're gonna tackle in this article. By the time you're done, you'll know what in niches, why it's critical to your success and freelancing, and you'll have yours all picked out and ready to move on to the next step. So specifically, What we're gonna cover is what in it is why you need a niche, the three criteria for a perfect niche, how to find your niche. And then I'm gonna give you some eye opening and, frankly, weird example. Which is that a rial to show you the kind of things and help you toe, bring storm and get ideas and so forth. So if you're ready for all that, let's go ahead and dig in. So let's start with what a niche is and will use Google's deputy definition here and specifically, we're looking at kind of the 2nd 1 here and this one down here, and we'll start with both of these A relevant, but we'll start with the 2nd 1 So a niche is denoting or relating to products, services or interests that peel appeal to a small, specialized section of the population. I really want to focus in on this small, specialized section of the population. So let's say you're a Web developer now. I use the words market or industry one work when referring to terms like Web development as a whole, because Web development is a broad activity that a compass encompasses a lot of things. So within that you could be a WordPress developer and APP developer. You could specialize in no Js or PHP. So if we were to break this down, I made this little graphic that looks like this. It would look something like this. So you have your market or industry up here, which is what development. And then within that you have little niches within sight inside of that, like WordPress and Shopify templates and so forth. That's the basic ideal. Now the tricky part here is there are no hard, fast rule separating ah, market from a niche. So, for example, PHP could potentially be considered ah, market. It's still a broad concept. In fact, PHP would encompass WordPress woo commerce landing pages, eso a number of these in here. PHP would encompass that, since all of those things are or could be built using PHP. So the way to think about this and I made another little graphic to represent this The way to think about it is as a hierarchy. So you have Web development on top. You have PHP within that within PHP, you have WordPress within WordPress tree of WordPress plug ins within where press plug ins . You have WordPress e commerce plug ins and then you specifically have something like woo commerce. So this is essentially when we talk about niche ing down, this is sort of what we're talking about. We're getting mawr and more specific as we go down this little hierarchy here. So one last example toe to take this home. So let's take the idea fitness again. The word fitness is abroad. More market or industry. Within that you could be a bodybuilder, a runner. You could be on a key toe diet on a vegan and on a vegan diet, trying to lose weight, trying to gain way you could be an athlete and on and on and on, you could break it down in 1000 different ways. Important thing here is understanding how your niche effects. Everything you're going to do is a freelancer. If you want to be a fitness freelancer. Okay, that's great. But what kind of fitness are you helping bodybuilders or you helping vegans? Are you helping people lose weight or you helping people build muscle mass? You have to decide fitness is too broad of a topic toe offer services in for every possible segment that exists. And people aren't going to believe that you can be an expert in marathon running and building muscle mass. Or at the very least, they're gonna believe someone who focuses solely on marathoning is more of an expert than you who happens to do both. So by trying to appeal to everybody, you end up appealing to nobody. No, that's getting a little bit into the next section a bit, so let's just go ahead and dive into that. Why do you need a niche Why's it so critical for freelancing? And being successful is a freelancer. The bottom line is, is just gonna make your life 1000 times easier and can be a lot easier for you to be successful as a freelancer. Why? Well, this is where we need to have the specialization talks, the specialization talking. It's you probably heard the saying Jack of all trades, Master of none. And as I'm sort of researching this, I I see there's been a little bit of pushback on this idea idea recently. A lot. People asking, Why can't you be a jack of all trades? And I want to be very clear about what I'm saying. You might not believe that old saying. You might believe that you can be a jack of all trades, and that's great. I might even agree with you in some respects, but most people don't. So when I say to specialize, I'm not saying you should never learn another skill or pursue other interests or even off offer other services. At some point, I'm saying, purely from a marketings perspective that specialists win. Why is that? Because specialists are more believable. Like I said, most people will not believe that you can be a master at PHP node Ruby, go building membership sites, building e commerce sites, building landing pages. You might think you can do all the things, those things, and you might even see how they could be inter related in some ways. But most people don't. They just don't believe that you could be a master all those things. So when you specialize, when you tell people I'm not necessarily great at these things. But I am great at this one thing, you gain instant credibility. So one example that I like to use is imagine that you have a clock pipe in your house that you can't fix. Who do you call? The majority of people will call a plumber, even though most handyman conduce the same job. So that's the idea when when you have a specific problem, most people are gonna call someone who solves that specific problem. And so you specialists just ultimately end up ah being more believable than someone who tries to position themselves as good at a bunch of different things. Specialists are also value. More often. Specialists get asked to do things that the generalised can't. So for me, mostly clients I built membership sites for they have their own in house developers. So why would they hire me? Was because this was the one thing that I do. This is what I specialized in so I could build their membership site faster. I knew how to set up all the technology without having to figure it out and read a bunch of technology documentation. I knew what pages they did and didn't need, and I knew about marketing, membership sites, all of that stuff. And so because I could do all of that stuff, I could do it faster. I already knew how to do it. I was simply more valued and appreciated by those clients in that specific thing than their general Web developer was. That doesn't mean that their their general Web developer didn't know more than me wasn't better than me and a lot of other things and that they didn't value that person. But because I could do this one thing in that area, I was valued more, and that just tends to be what happens. So as a result of that, all those all those things that I just mentioned that specialists tend Teoh doom or and and get paid more. So if we look at our example of a plumber and a handyman, so a plumber. This is from home advisor dot com. You can see the cost of a plumber can range from 175 to 4 50 For a typical job. They ranged from 45 to 200 average flat rate, maybe around $300. So I generally focus in on this 45 to 200 if we take that same idea and we look at a handyman again Home Advisor So it's the same site. Usually charge around 60 to 65. Ah, depending on where you live, it could be 55 to 75 about the highest it gets is 125. So that court sort of fits in with our idea that a specialist in general will make more than a generalised, and this gives you sort of some data toe. Look at that. Now, if you're a new freelancer, you can take all of this and you can multiply. Multiply it by 100. The way to break into an industry when your new is to out specialize the existing providers . So if there a bodybuilding coach which is fairly specific in and of itself, you be a chest mush muscle specialists. So you're focusing in on one specific group. So people who really want to focus on that they'll be more likely to go to you over just a general bodybuilding coach, because you've positioned yourself with someone who does Onley that. So when we talk about Picking and Mitch, what we're really talking about is specializing thes two ideas are intertwined. In fact, you might hear me or others use the phrase niche down, and I sort of referenced this earlier. What we're really saying is B'more of a specialist specialized even further, and that's just gonna make your freelancing career a lot easier. So hopefully at this point I've convinced you of the need for finding a specific niche. Now let's get in to how to actually do it. Now that you know you need a niche, what does a good niche look like? How do you even know when you've got it right? And I've got three criteria that I look at whenever I analyzing it, So it's you what and who. So we'll take a look at each, so we'll start off with what you want, and we're gonna go back to our definition of niche. And now we're going to look at this definition here, the one I mentioned earlier and in particular, the way it's used in a sentence. So he is now partner at a leading law firm and feels like he has found his niche. You probably heard this term before, and so it's not. We're not using one or the other niche talking about in an appear marketing sense and also niche used in this way, talking more about what you're meant to do in that sort of thing, right that we're using both. So when we talk about this one, we're talking about hit, you know your place in life, what you're meant to do, your passion, your destiny, these air all the different ways that we describe the idea. But it's critical. It's justice. Critical is the other one where we talk about the specialized section of the population, and I know that you'll have people who tell you that this doesn't matter, that you should focus on what makes the most money or what's most practical, practical. And I'm just gonna come out and say that they're just wrong. And if you actually look, most of them don't even follow their own advice. That's the reality. There's a ton of things that you're gonna have to do to start and run a freelance business , especially at first. There's gonna be lots of long nights. Lots of hard work. Doubts, fears, insecurities. Really. You're staring at a mountain that you'll spend the rest of your life climbing. So what's at the top better be worth it. Otherwise, you're just going to give up a some point, so you have to start with what it is that you want to. Dio doesn't have to be specific. In fact, it really shouldn't be. Here's where getting you can sort of get away with, and you should be saying something general like Web development of graphic design. That's for you. That's what you will like to do on a daily basis. The big thing here is to imagine the next 50 years of your life. Imagine doing this activity day in and day out for 12 to 16 hours per day. Does that excite you Or does it sound awful? That's how you know if we excite you, you know you found your niche. If it doesn't, then you need to keep looking. So the big thing here is just to make sure and follow your instincts. So that's the you. Next is what they want now. This might seem obvious, but it's more nuanced than what most people think. The big idea here is. Most clients do not want a service. So let's say your photographer. Most of your clients aren't gonna want photography in that general sense. They want wedding photos or senior pictures. That's why it's no surprise. You can look at a lot of wedding sites and they're just like this. They list wedding photos or senior pictures on their sites because they want to make sure potential clients see that. Yes, I do do wedding photos, and they know that's important because they know what the majority of work that they get is . So again, this is just another clear sign that that people really don't want a service. They want an end result. Let me give you another example. If you're a Web developer, your clients don't want Web development. They want a website or a landing page. If you're a fitness coach, your clients don't want fitness. They want big muscles or ripped abs or longer life span, etcetera. The point is, clients think in end results, not services. So when you're thinking about what services you could offer and how to specialize and Mitch down and all the things that we've talked about thinking and results think of your services , morass products. Now I'm gonna show you how to do all of that in the next section. But first, let me finish up with the final point here, which is the final criteria for a perfect Mitch is who they are. So who are you providing the service? For now, you might think, Well, everybody right, and you can do that. But again, clients is getting clients is going to be harder, and you'll make less. You won't be appreciated. All the rules that we talked about with specialization, they still apply. So what do I mean by who? Let's say I decide to be a fitness coach. My what is specializing in running? Let's let's imagine for a second I'm a marathoner. I'm definitely not But let's imagine. I've competed and done well in several long distance running competitions, and I can help a lot of people with what I know. Well, there's all types of different people who run might have marathoners like yourself who want to compete. You might have high school athletes looking to get into college or go to the Olympics. You might have single moms you might have over the weight. Dad's trying to lose weight, and we could go on and on with different examples. You'll see a good example of that. Right here I turn fat Dad's into fit that this is someone who is specifically targeting overweight Dad's with their service. So if you look at this, all of these people, they want and need different things marathoners, they're gonna want more advanced training, right? They already run a lot, but they're gonna want some sort of edge to get to that next level. Maybe you can give that to them. Maybe, maybe not. But that's what they're gonna want someone who's overweight like an overweight dad. However, their problem probably just starting out, so they need to eased into it, and they may be care more about losing weight than winning a competition, so their goals are different. What they need are different. If you look at single moms now, Ah, it's no coincidence that when I do fitness coach for single moms, you'll see here how to squeeze fitness into a busy, life fitting fitting fitness into your life when you're a single parent. How a single busy mom exercise for single moms with no spare time, etcetera, right? She's busy, got work, got kids. She wants to stay healthy and look good, but not spend hours at the gym. So what? Her her criteria, her needs her once are different than the marathon, or which may be different from the overweight dad. So trying to develop a service package and marketing messages and all the things you got to do to sell your services tried to trying to do that in a way that appeals to all these different people. It's impossible, and again by trying to appeal to everyone, you end up appealing to no one. So it's important to know who your services are catered towards. Makes it easier for you to market, get hired and deliver for those clients. You also gain deep loyalty from these clients because they appreciate you catering specifically to them. So those are the three criteria, and now we know what we're after. We know what boxes we need to check. Now, it's just a matter of going to find it. By the way, if your brand to brand new to freelancing and you're going through this and you're a little bit confused on how to get started, what steps to take what you're gonna be doing after that, then considered taking Look at my Beginner's Guide to Freelance course right here on skill share. It shows you what those steps are. The steps that you need to take how to start and grow your freelance business, how to start getting clients right from the beginning. And again, you can access it right here on skill chair. Just go to my profile. You'll see the Beginner's guide to freelance there. Check that out. That will give me an idea what to do after this. All right, so let's talk about how to find your niche. So here we're going to do three things. We're going to use data to brainstorm niche ideas. We're going to check the viability of the Prophet bill, profitability of each idea. And then we're just going to simply decide on a niche. Now the critical mistake. This is a critical mistake here that a lot of freelancers make. They get everything that I've set up to this point, all the criteria and why it's important specialization. But then, oftentimes just start thinking up niche ideas and guessing, and that's not how we're going to do it. Wouldn't you rather know for sure that your niche idea is proper profitable, that it's something that people actually want? Well, that's what we're going to do, and we're going to do that by heading over to Fiverr. So I know immediately fiber takes some heat because of its pricing. But that was sort of intentional on their part, their strategy to break in into, ah, market with some dominant players, and it worked. And now you're seeing them expand and prices are starting to rise, and so forth me might even take a lesson from that from your own approach. But the big thing for us is how they categorize and product ties their services. It's perfect for figuring out what niches in our particular market are hot. So again we head on over to fiber if you haven't. And let's just take a look at their top menu here and we'll do this. Graphics and design one here Now, right away, you're going to see things like logo design. You'll see business cards and stationery. Ah, Flyers, T shirts and merchandise. Photo shop editing. There's a number of different sort of niches under graphic and design that you're going to immediately see here. That can give you some ideas for what your niche might be, or some niches that you could could bring. Storm your Web developer. We had over here under programming and tech again some of the ones I mentioned earlier. So WordPress mobile, APS e commerce. The thing to keep in mind is they wouldn't put these in their menu if they didn't know that they were popular services. You could take junior development, for example. I mean, that's a thing. People run Juma sites and developers build them as a freelance Web developer. Get people asking me about it and so forth, but you'll notice it's nowhere on here. There's probably some stuff under website builders in CMS, but I would doubt that there's a ton of gigs for it now. That doesn't mean that you can't or shouldn't do junior development. But it's just important to know how popular something is. There isn't, and this kind of just gives us the answer. They're telling us what's popular by what they're putting in the menu here. So the thing to do is figure out where you fall on this menu and just go through it and write down the ideas that appeal to you. Maybe you want to do logo designing for your graphic designer. Maybe you want to do portrait's and character characters, etcetera. So just go through here and right down. Some ideas were just brainstorming here. Nothing set in stone. So we're just writing down ideas, things that appeal of us, that 50 year vision. Oh, I could do that for the next 50 years, that sort of thing. All right, so the next thing that we want to do is we want to click on a specific server, so I'm gonna go into programming and tech and click on WordPress. I have this up already, just for to make this a little bit quicker and then you want to change this sort by option here to best selling. So what this is showing us is showing us the best selling gigs under the subcategory. So under the category programming the in tech and then under WordPress. So we're now seeing what it is that people are what services? People are actually buying real world data. So this is very, very valuable. I want you to just look at what this is showing us, right? Uh, you know, if you remember our hierarchy before this is exactly that. But it's driven by actual revenue revenue numbers. And look at some of these niches. WordPress customization complete website in Nevada WordPress theme. That's a very specific fix. WordPress CSS 1000 plus people have have taken him up on that WordPress custom is ations a business website. Ah, that's a sort of general general responsive WordPress website with beaver builder, which is a very specific plug in. So my guess is if you're in this space at all, or know anything about any of this, you might not have thought that of a couple of these, even thought they were a thing, let alone those being one of the best. Some of the more best selling products here on fiber of the Avada theme in particular, is one that stands out to me. That's something I never would've guessed Beaver Bowlers a little bit more understandable. But again, some of these are just things I never would have thought thought off. If we scroll down a little bit, then you can see this one right here that I want to point out. So says I will do WordPress speed optimization with G T metrics. Now that's very specific. Is WordPress its speed optimization and then its speed optimization, according to a specific site that does that kind of analysis. GT metrics And you see, it starts at $45 he sold over 1000 of these. So doing the math. That's a minimum of $45,000 he's done. He's made doing this one very specific thing. So if that doesn't open your eyes to what's possible and the power of being specific, and I guess I'm not sure what will. But again, the idea here is to go through this list and just look at the numbers. Look at the price points. Look at the different things that people are offering and how many people are taking him up on those things and just get ideas, you know, pick things out that appeal to you and just make a list of all the different niche services you could offer. Like I said, nothing's been decided. Nothing set in stone were just brainstorming ideas. So the thing to do at this point is go and make that list. Really, Before you move on with anything else, we're gonna move on to checking the viability. But you really want to go on, make that list using fiber first. All right, now that we've got our list, what we want to do next is we want to further authenticate the viability, and we're going to use up work to do that. So fibers one place. It's a very large one of the larger freelancing platforms. Up work is probably the largest, or at least up there in terms of its size as well. So if you're finding something that is doing well on both of these platforms, then there's that's probably a good sign that this is something that's viable. Now. You know you can forget for a second. Your hate for up work. If you hate up work or you never plan on freelancing on there, that really doesn't matter for what we're doing here were simply using it as a research tool because it's the largest freelancing platform out right now. There's thousands of new jobs posted to it every day, and we can look again at some real world data to see if our niches market viable. So if you don't have an up work account, go ahead and create one. You want a freelance. You want a freelancer profiles that we can look up jobs and we're just simply just going to do searches for our niches. So you want to start with the list you just created, and you're going to search them one by one on up work so we can take some of the examples that we found here. So I pulled up WordPress speed optimization. This is what you see at this particular time. No, as obscure is, this niche might sound. There's 176 jobs 176 people that are looking for that kind of thing on up work right now. And if you notice the quality of the two clients on the site? Here. Payment verified. One K plus spent payment verified to K plus meant payment. Verified. 20 K plus spent no payment Verified. 300 Spence. Not as necessarily Good. But you're seeing that there are some clients on here who spent some money on the site. Um, and and so you're getting ah, you're getting some quality projects. Five star ratings for the clients, etcetera. So, again, this was our most obscure niche that over on up work, In my opinion, it was We're not doing wordpress. Specifically, we're not doing anything like will commerce. We'll talk about that later. But this is wordpress speed optimization, so it's very, very specific. Okay, now let's take a look at another one called WordPress security. So this one currently has two returned 57 jobs, and I'm just sort of pointing out that this is the first way that you evaluate market viability. You look at the numbers here it's, ah, 176 jobs. Here it's 357. If we did for ah, General search for WordPress would be thousands. But just to see what kind of results come up and so that's the first criteria. But there are two others, and I'm gonna talk about that specifically with this search here in a second. But just to lay them out for you, The three criteria that I look at our number of jobs, the quality and relevance of the jobs and then the quality of the clients. And so we've already talked about number of jobs that's pretty self explanatory. Generally, more is going to be better. But you also want to look at how relevant they are and how good of projects they are. So let's talk specifically about this WordPress Security was 357 jobs posted here. But if you look at, uh, if you look at these, they're really not about WordPress security. CMS developer developer needed for building a website. This one is cleaning malware from website, so there's one senior server, admin and WordPress manager. It's a feature job that kind of just throw those in there, but that's really not I mean, they're securing might be implied in that, but it's not specific to that. Migrate existing work WordPress multi site to inert new server instant like it has nothing to do with WordPress security specifically. So this is a negative sign in terms of market viability. If you do a search and most of the jobs that come up are not related to that search like upwards going to try and show you things. So if you find find jobs that are not very related to that search, that's a negative sign in terms of market viability. Now compare that to this search here, which is woo commerce. You can see first off a lot more jobs, but if we start looking at thes okay, woo commerce. This is e commerce development. But his tag woo commerce at two had building to our website, and it's tagged woo Commerce Building AECOM a complete e commerce platform and is tagged woo Commerce phone case site builder. So they're looking for an e commerce site and his tag work will commerce, although they did tag some of these other ones. Woo commerce expert um, this one's a little bit off Fix fix is to learn Dash membership site, but they do put woo commerce in the description, so there must be something with that payment error. And here's Woo commerce in a great party booking function. Tag woo commerce Will commerce will cover like you get the idea. Not everyone's perfectly relevant, but there's certainly a lot more relevant than what we saw when we did WordPress security. And like I said, there's 1575 jobs here, so that's a sign of a more healthy niche. So that's the kind of thing that you're working for on. That's one way to assess the quality of jobs in the niche. But that's not also not the only way, another way to do it or to sort of deepen the way we analyze the particular niches to use filters. So here I'm gonna come in. I'm just gonna turn on intermediate and expert here. I'm gonna turn on payment verified, and then I'll just do one K and five k here. So essentially what we're doing here is we're filtering for jobs where the client has marked experience level there after as intermediate and expert. This is important because when they fill out the job, they're given these three choices, and they're sort of shown price ranges for this particular this particular niche, what it's gonna be and So if they're selecting expert, they're seeing a higher price range. So clients who have selected this go in knowing they're gonna pay more, and they specifically selected that option. So this gives us an idea of clients that are willing to pay mawr for the freelancer they hire. Here's their payment method is verified. This is important because it means that they've kind of actually done all the steps they need to do on their end. And then just the budget Here, one K 25 K 5 K. Plus, It gives us an idea of of the budgeting here. And so you can see we have 571 jobs that were found. So roughly 1/3 of the jobs that were found are are meeting the criteria that we've set here upward does do a little bit of fudging here. So you see here, this one actually is not a fixed price project. It's six months, 30 plus hours a week for those six months. So we're up work is kind of assuming like you're gonna make at least one K from that particular job. You know, if there, especially if the experience rate is intermediate or expert. It's not. The budget isn't set necessarily at one k 25 K but they're kind of making exemption that you're gonna make that if you're working that many hours for that many months. So it's a little bit of fudging, but it is. It does sort of make sense. So again, the fact that a full third of these fit the criteria that we just said is a good is a good sign. That means there's a decent number off of high paying jobs in this niche. Now, if we take that same thing and we go back to WordPress security here and we'll do intermediate expert payment verified one K five k, and we'll filter for that. Now we see there's 100 49 jobs that show up, which is fine. It seems like, Oh, there's a lot more higher percentage, But again we run into the same problem. They're not related to WordPress security. So core PHP senior server and especially the fact that you're getting interesting and featured jobs like upward is just throwing stuff at the search to see what sticks. This is them experimenting. Essentially, that's a bad sign. It means there's not a lot of good jobs here. So lay Ravel level developer needed fixed. No Js site needs sales reps for Web hosting company I mean, none of these air related to WordPress security, and there's a ton of feature jobs in here. So that gives you some sense that there was one job we found on the other search. And then when we filtered for sort of standard filters to make sure we're gonna make some decent money off the project that one got, that one got removed. And then there's nothing on this search that fits those criteria. That is a clear sign of a niche that is not market viable. So that's how you could tell the difference between one that is and one that is. And of course, there's greater. There's gonna be ones in between. So again, that's how to assess the quality of the projects. And then the last thing that we want to look at, as I mentioned is look at client quality and you've sort of already seen this a little bit . As we've gone through this, it's this part right here, and we kind of filtered for it. Payment verified. Five star rating. 80 K plus spent payment Verified. Five star rating. 20 K plus spent etcetera, etcetera. So as you're going through and doing this and let's just say go back to Ah woo commerce here. So as you're going through this, you know, I grew 571 jobs. Another step that you can take after you've done these filters is go. OK, let's look at these clients. 10-K plus meant 10-K plus spent 80 K plus spent 100 spent five star rating payment verified 10-K plus spent six K 20 k 40 k 40 k 00 Well, there's one of those, and sometimes what will happen is you'll do a search and the jobs will be relevant so it won't be like we're per security. Where they're not relevant, they'll be relevant. But when you start looking at the clients, you'll see it's zero payments not verified. Zero payments Not verified. Four. Star rating. Etcetera. Right, so that just gives you another way to assess the market to look at OK, it's got a lot of jobs, is got. It's got a lot of high quality jobs within my budget and so forth. But what about the clients? Are the clients spend actually spending money on the say and so forth? Now, that doesn't mean that you shouldn't bid on jobs where the client hasn't spent any money on the site. Sometimes new clients can be clients that end up being lifetime clients and so forth. But generally speaking, if you if you're gonna get hired, you know the odds are going to be in your favor If you are getting work from someone who has already spent $10,000 on the site, so you're probably gonna bid on that job first. And then if you don't get that job, that's when you can look at the That's when you can look at the job where the client hasn't hired anybody yet. So it's just about a hierarchy of how how you been on these particular jobs. But again, we're just doing research here, and this is another way to do that. One other search weaken do here just kind of give you another example is if we do ruby on rails, you're going to see here zero span payment. Unverifiable payment on verified. Zero spent payment verified. Zero spent these air, the top, these air, the jobs that are showing up. First we look this assorted by newest, but you can see there's a number of these in here. $10 spent the payments verified, so you get the idea of the difference, whereas in something like Woo commerce when you scroll through, you might see a lot of payment verified. People who spent money on the side have five star ratings, whereas one like this where there's a lot of payment on verified, no ratings, no money spent, etcetera. That helps you see the difference in terms of the client between the two different niches. So that's the process. You essentially go through each one in your niche ideas, and you do this analysis and then figure out which niches are more viable. It does not mean again that you need to pick. You. Just find the votes viable one and it's, ah, a mathematical equation, and you figure out the most vile one. It's You don't have to do that. You can do it you want. I mean, there's something to be said for picking and Mitch that maybe you're more interested in. Maybe it's a little bit less viable, but you're more interested in a lot of times. The fact that you're interested in it will be the thing that sort of carries you through, and it's viable enough that you'll be fine. So it's not a mathematical equation. But the point is you want to at least know what you're getting into. A moderate leave. Like I said, a model a viable naturally love can still be quite profitable, but there's almost nobody hiring in a niche. The projects are all low quality with low quality clients. You have to know that, Hey, if I go into this niche like I may have a hard time finding work, or I may be working with clients who don't pay very well or difficult to work with etcetera . So you at least know what you're getting into, and you can adjust and prepare or just switch your niche to something a little bit different that that actually is a little bit more viable. So that's the idea here and then the last thing to do then is just to make a decision and own it, and I mean, there's nothing I can really give you here this one's really on you. I can't make this decision for you, but I will say this your first niche does not have to be perfect. In fact, it's not gonna be It's your first time doing it. I've given you ways to research and so forth, but it's just gonna be off in some way. What's more important than getting it perfect is getting it done. So I get. I get people who contact me a lot and will say you have been trying to figure out my niche for the last six months. That is the absolute wrong way to go. That's the worst thing you could do is to not do anything because you just can't find the right Mitch. That's overthinking it. And I I relate to that cause I do that same thing. But the thing you want to do here is just do your best. Pick one and move on and start working and then adjust as you go. And because you now know how to do the research and look into things you could keep doing that this is a one time thing, so you can just keep doing it and figuring out as you go, and you can always refine it or change it later, The end of the day. What matters, and this is cliche. But what matters is action. That is where change comes from, so it's just not knowing how to do it. It's doing it. That's what matters now again. By the way, if you are interested in since we're on up work, if you're interested in up work to get using up work to get freelance clients, 9. EP7: Build Your Freelance Website With WordPress: once you have wordpress install, then we're gonna do some basic configuration. We're gonna install our theme and do some plug ins. And so I'm just going to show you what I use the theme I use the plug ins I use and so forth here and sort of the configuration that I do. So the first thing that we're gonna do is we're gonna go through and we're gonna create some pages. We just want to create these first right off the bat so we can link them up and some of the other stuff that we got to do. We're gonna put anything in them quite yet. So where you gonna run through and create the So the 1st 1 is about? You just put in the title and hit publish, and that's all we need to do for now. And then we'll just come up here and do new page again. And so we'll just run through all these rural quick, right? So the next one is portfolio. I can spell it correctly, published that Yeah, a new page and we'll do clients and then services contact, and then we'll finish up with blawg. Okay, So that gets our basic pages in place. Now we can use those in our menus and so forth, so we just want it again. Run through. Get those those created real quick. Then we're gonna come down here to the setting section. We're going to kind of run through some of these. We're not gonna go through every one of these, but there are few that you want to look at. It will go to General the 1st 1 Your site title and tagline will probably be set to something similar like this I would generally recommend unless you have a brand that you know that you have, You're looking to establish that sort of thing. If you already have that and know what that is, that's fine. But otherwise, if you don't, I would just use your name so I would put John Morris and then you just the tagline what you do. So I build membership sites in WordPress. Something like that. Keep it really, really simple. This stuff can show up in different parts of your site. Throughout WordPress. It's not supercritical outside of probably this, but again, you just want to set it. So in case it's being displayed in the code somewhere or whatever. I would recommend setting years time zone, actually, because when you go to publish block posts and so forth, having the right time set here makes it a little bit easier, especially for on a schedule posts and so forth. So for me, I am central time. So let's Chicago. So I'll just set that you can do your date formatting and and so forth if you if you prefer a different day and that sort of thing and then when you're done hit, save changes all right, next will come over. And actually we can skip writing will go to reading. Now here, we're gonna select static page for our home page and we're gonna on Actually, we didn't create our home page, So let's create that road quick. That was one of the ones we needed to create. So it's come over here and type one called home and published that. And then now we can come back refreshed this page, do static and now will select our home page and then for a post page, we're gonna select blawg. I recommend keeping these, uh the way that they are full text all that go ahead and hit, save changes and then come down here to Perma leaks. And my when I do my install on my system and automatically sets this to post name. But if not, just click this post name and then hit save changes on that. So that's the basic configuration of WordPress that I do Nothing super complicated. Next will want to come in and install our theme. So we're gonna go to appearance and then themes and we're gonna hit. Add new and we're going to search for one and you'll see it's in my search here. Ocean WP. This is the one that we want. This is we're gonna be using l a mentor to do most of our page building. This theme is is meant to work with it. L a mentor does have its own thing called Hello. You can use that if you prefer. If you know about little mentor in, you want to use that one. I just prefer ocean to BP because it has some things in there to complement l. A mentor that the hello theme doesn't necessarily have something is going to go ahead and install this one. Okay, once it's installed, you'll see the button will switch from installing toe. Activate. Just go ahead and click. Activate. And that will make the theme active on your site. It recommends these extra plug ins. Of course we need elementary. Will get that in a second ocean. Extra WP forms. I don't I don't Generally install obviously installed aumento elementary, but the other ones I don't generally install. So I'm just gonna dismiss this and then next we want to go over to plug ins, and then we're gonna do add new an organ, install all of our different plug in. So the very 1st 1 is l a mentor, and it is in the WordPress repository, so you can see here. Just go ahead and hit Install on that one, and this will do the same thing. So it's gonna stall for a little bit, and then once it's actually installed than this will change to inactivate button. You can go ahead and activate on it. Okay, so it's done installing. We'll go ahead and hit. Activate on that. That will activate the plug in. There is this sort of set up thing. If you want to watch this and kind of go through this. You can certainly do that. I'm not going to, um and then we'll kind of go back to plug ins and add new. And it might be a little bit easier when we're doing this to not activate it right at first . Because then you could just go through this quickly, so got elemental or installed. Next, we're going to do Yost s CEO. This is S e o. Plug in helps kind of reconfigure site for S e o. Uh, I installed this on all my sites. So the about the only ones I don't installed on an actual membership site that I'm building for someone that's not gonna be public facing, So it doesn't really matter because all the content contents gonna be protected anyway. But for a public facing site, especially if you're gonna be doing blogging, I would recommend you assess CEO. It just kind of does all this stuff for you that you need toe have done OK, that's installed. We're not gonna activated yet. We're gonna come back over here, and we're going to do one called monster insights. And this is a stats plug in. So you can see here it will connect your Google analytics and it will pull in some of that data and to give you a view of your analytics here inside of the dashboard again, any public facing site. Actually, I do, in solace for membership sites as well, so that you can get an idea of what pages people are on and so forth. So definitely recommend this one. And then the last one is custom, CSS and Js. So what this allows you to do is put CSS or Java script into your site without half having toe hacking theme files. I mostly do this for I obviously is. A developer will sometimes do CSS or Or javascript that I want to do to to do whatever. But the main thing is, if you have a Facebook pixel or Google some sort of Google AdWords or whatever pixels and things are out there that you might need to install, this makes it a lot easier to install those things without having toe touch your themes or do anything with code and so forth. So that's my recommendation there. OK, so the last one, then that I'm gonna I'm going to install is I'm going to install Elemental pro now. Elemental pro is a paid plug in. I'm trying to do as much of this at free as possible. However, element or pro adds a lot of very useful things in particular. The scene builder that's important for for building your site. So I'm gonna install elemental or pro. I'm gonna hit already. Have it. And I've downloaded. I'm gonna upload plug in choose file. It's in Ah, the downloads here under Element or pro. Gonna grab that and then install that. So that's gonna upload and install. Okay, so that is uploaded. Now, what I'm gonna do is just go over to installed plug ins and I'll just hit Select all that on uncheck l A mentor and I'm gonna activity and will activate all of these. Okay, so now the thing here is, this is what's gonna happen. Once you do that, you're gonna see welcomed element of pro connected activate configure your Google analytics settings. You know, if you go to Joost sc Oh, it's just open this one in a new tab here. The USS CEO has a wizard that you can walk through that you see right here, configuration wizard, Probably monster insights has, ah, similar thing that you can walk through. So these are a little bit different. I don't want to bog down the videos by going through every single one of these. They're really just the religious wizards that are gonna walk you through everything. So if you see something like this, click click to set that up click to connect and activate for L. A mentor pro and go into Joosep's CEO and do the Do the Wizard and so forth and just kind of walk through that stuff and get it get kind of a basic set up is what it's going to do. So then, once you have that done that we can move on to the next part where we're gonna go ahead and start building our pages. The next thing I mean do here is get our theme set up. So there are a few things that we want to change about a femur that I generally change about the theme elementos going to do a lot of the actual page building, so it's not too much, but there are some kind of general configuration things that we want to do. So in order to do that, go to your home icon. You'll see visit site. I'm just gonna open that in a new tab and just write it first. We can kind of look at the theme here so you could see ocean to BP's, a really bare bones type theme. It's meant to go with L. A mentor, and so there's not necessarily a ton to the design, but it does have features that help it work better with L. A mentor. So there are a few things that I want to change. Like this peach style I don't really like. We're gonna change your foot or a little bit down here to match our our name and who we are at our logo, all that sort of thing. So in order to do that, go ahead and click. Customize up here and this will take us into the WordPress customizer. This is where all your theme options are going to be for pretty much any theme, but especially Ocean WP here, and it's going to allow you to kind of change all of this different stuff. Okay, so we'll kind of just run through these a little bit. So the 1st 1 is the site identity. I'm gonna uncheck display site title and tagline we're gonna use. Ah, we're gonna upload an image for our logo so we don't really need that will select site icon . And here I I just tend to kind of use my ugly mug on my sites here. Just I'm mainly going for personal branding, so I kind of just used my picture. If you have a logo, you have a brand in a logo and so forth and then feel free to use that here. Okay, so once that's done will just kind of click out of here. Next thing we're gonna go to is this general options and here under page title, then we'll come down and change the style hidden, and that's gonna get rid of this page title that I don't really like. And so then we'll kind of come back to the beginning here. Next one is top bar. That's this area, peer. You can put like a secondary menu. There's some different things you can put there. I generally don't use it, So we're just gonna come into general and we'll click the unclipped, The unequal top. Our option that will get rid of the top bar for us. Okay, next is header and will come in here. And what we're looking for is our logo. So we're gonna go ahead and I'm gonna have a logo that I tend to use. Yours can be whatever you want it again. Your logo. Um, the one thing again. Keep in mind it. When you upload this logo, it's gonna get rid of your your sight line your site name and tagline. So you want to make sure that whatever you want it to say here, see how I got rid of that John Morris. So you want to make sure that whatever text you want here, you put in your logo. Ah, as well. So that's our logo. Pretty straightforward. Next will come down. I'm going to go into our footer now. This light grey area is if you want to have widgets so you could have like, a popular posts or links to services, etcetera. Not a bad idea for our purposes. I'm just going to keep it simple. So I'm gonna go into footer widgets, and I'm just gonna actually disable that and that will get rid of that little area there. And then we're going to foot her bottom. And I'll just change this to copyright John Morris like this again, You conduce whatever you want here in terms of your copyright or whatever you want to put down here. I'm just gonna do some simple like that. Okay, so that's kind of a basic kind of just set up of the theme to kind of get it to where? It's kind of ah, standard sort of bare bones, I guess, a little bit theme and get rid of the stuff that we don't really like. The other thing that that will want to pay attention to then is the menus. So we want to have our menu across the top here. Um, we don't have Ah, we don't have a menu or anything like that. We don't have a template that that we've created, um and so we want we want to go and actually get that set up. So we're gonna hit, publish, and then we're going to one of the reasons I open This is a new tab. Then we'll just go ahead and click out of the customizer. We're and come over here in appearance and menus. I like doing this in the back end here, and we're gonna create our menu, will just call it Primary and hit create menu. And they were just gonna add in the pages that we created so home about portfolio, clients, services, contact, contact. I'm gonna leave out Blawg. There's probably some debate about whether to put blogging there or not, but I'm kind of lean more towards the sale side of, you know, everything up there. I won't be to be related to the sale of my services. And so I'm not gonna put blogging there because bloggers something that could click off and they could go into my blawg And you know who knows where they end up again? That could be debated. I I imagine people have different opinions on that, so you can kind of decide on that one. But I'm gonna leave it out for our purposes here. Okay, So then the order that we want this in is we want home about. We want portfolio, clients, services and contact. Now, if you want to outline for a sales page, that's pretty much it right there about So you're gonna were gonna basically tell people who you are. This is where you're gonna really kind of sell people on you. So this is where you talk with clients you've worked with Or, you know, you went to some prestigious school or you graduated, you know, top of your class or whatever it is about you that makes you unique and someone worth hiring. That's what's gonna go on about course your portfolio is gonna be the your portfolio samples and so forth clients and testimonials. So this is gonna be highlighting clients you've worked, if with and what they've said about you here. We're gonna outline our service packages and then, of course, contact getting in contact with you. So go ahead and hit Save menu here and down here under display location. We want it to be main. And there we go. So now we can go back to our site and we've got our logo. We've got our menu across the top. We've kind of got our basic sort of template e an outline for our theme. So that's getting ocean WP kind of set up. Don't worry about the sidebar here. That's something that again when we use the l a mentor, most of our pages aren't even gonna have that that side bar. And then when we get into our blawg, we you know, we can talk about how we want to set up those witches and so forth, so that is setting up the theme. Next, we're going to start creating our pages. So the 1st 1 we're going to start with is our about page. I'm gonna click over here into pages finding about Paige and, well, I'm gonna open in a new tab again and will come into the actual edit page here, and then we're going to click edit with L. A mentor. So we're gonna create most these pages with L. A mentor. This makes it a lot easier. Very first thing we want to do is come down in the settings, and the page layout will want to change that to L. A mentor. Full width canvas will get rid of the entire menu, and the footer and everything full width will help us get rid of the sidebar, which is what we're after here. So we're going to keep this kind of full with look like this So you can kind of build this how you how you want, But I tend to build these in a particular way. So the very first thing that we're gonna drop in is a heading here, and this is just going to be my name. So AMISOM do about John Morris, and we're actually one of the things that we can do here is you notice how the color is this blue. It's kind of a weird color. Doesn't really fit with our design. So you can come over here and you could do dio default colors. They could see we have these different options here. I'm gonna just pick this Joker option for now to keep it simple. But that's going to change our ah, our title here too. It's gonna be black now, so ah, that that that's a simple way to kind of change the default colors. You can also do that with the default font so you can come in here and you can click the different fonts that you would like to use. I'm gonna keep at what it is for now. Um, but those are some options in terms of that. So getting back into this, I'm gonna actually change this to an H one. We're gonna center it and then in the style, I'm gonna come into topography, and I want to make this quite a bit bigger. So let's go with 44. Seems about what what I'm after. And then we can go. So with L. A mentor, you have the heading here I don't want to do is like a full tutorial in elementary. But I do want you to understand what I'm doing. So I took this widget and dragged it into this area here, and that creates a section. So I have a section and then within that section, I have this heading element. So in the section right here, I'm gonna click. And now I want to go to advance. I'm gonna do a little bit of padding on the top. So I just want to create a little space here. Probably do about 25. Something like that, in kind of play around with whatever makes sense. If you want a preview, you kind of come over like that and that will give you a preview of what it's gonna look like, we'll clean all that up here in a bit, and then I'm gonna come back in here. I'm gonna do another heading under here, and I'm gonna do this sort of thing. Ah, I specialize in building remember, ship sites and WordPress will clean that up. Okay, so I just want to like state. Clearly, I'm not assuming I don't know what page people are gonna look at. I don't know if they're going to see my other stuff. I don't know any of that. I'm not gonna make any assumptions about that. So I'm gonna again just state kind of clearly what it is that I do now for this one. I'm gonna change the text color just a little bit, just toe kind of offset a little bit from the title. Now, when I want to eliminate some of the space between these two things here. So I'm gonna go into the heading here, and I'm gonna unclip this link values I'm gonna do top. But I'm just going to kind of give it a negative value here. Sometimes you have to do this. Ah, in l a mentor because some of the built in sort of spacing and so forth. So I'm just going to kind of keep it like that. Um, you know, those of you that are better designers, you can probably kind of come up with better design and so forth. My big thing here is I want to focus on the actual persuasion elements here. So keep it simple of the headline about you. You state what it is that you do here in sort of the sub headline. The next thing that we're gonna drop in then is an intersection. We want to make sure we get that in this top section. I'll show you why here in a little bit. And then on the left hand side, we are going to do an image and for our image, we're just going to use a picture of ourselves. I'm never comfortable with this either, but you just gotta let people see you and and get some sense of who you are when I add a little padding on the top of this intersection here just to create some space between it and this top headline here. So that looks kind of good enough. So then we'll come over and we're gonna go over to the text. Enter. The main thing about this, this page is this right here. So we're letting them see us were telling us, telling them who we are. But here is where we're actually doing any sort of certain persuasion. So this kind of, ah, pattern that I like to follow here. So the very first thing that I like to do is I just like to kind of introduce myself and give a little bit of personal information to kind of humanize myself. So I'm gonna say something like, Ah, I'm John Morris. I've been a freelance Web developer for 15 years, so that's establishing a little bit of credibility, a little bit of authority based on experience. So I've been a freelance Web developer 50 for 15 years. I'm married. I have three kids and one on the way. The whole idea with this is just to make it seem like I'm not like to start off not pitching them right just like this. Make this feel like an about page. But in reality, we're, of course, selling people. That's what we're I mean, that's what the site is for. Have three kids and one on the way. I live in the Ozarks in Missouri and and you could use and, er, if your grammar don't like that, you can get rid of it. I specialize in building Membership Sates in WordPress. So again were not assuming that they see anything. So everything that we right, we're gonna we're gonna, like, repeat ourselves a bunch. So when I specialize in building membership sites in WORDPRESS Okay, now, that's kind of making it a soft sort of intro. Get them going. And then now we're gonna start toe really kind of hit them with proof. In my 15 years, I've built hundreds of different member sites for all kinds of different clients and industries, which is true. So again, we're speaking to experience volume that that's a thing that kind of people will use to evaluate someone if you built a bunch of of something than that kind of gives you credibly that you know what you're doing. Also, variety is another element of this. I've done it for different clients in different industries, So I built hundreds of different membership sites for all kinds of different clients and industries. Um, some of my more well known projects are the ink small business Owners Council for Ink magazine. I've worked on projects for Louis House. Just trying to keep this a little bit concise. Whose house? Ray Edwards, Tim Ferriss, Jefferson Best key and hundreds of other regular Joes. And no, maybe possibly Joe's and jeans. Okay, so just what I'm really doing here is I'm trying to speak to the authority and the people that I've worked with an established credibility without it being, like super over the top, uh, coming across like I'm just sort of bragging. So just trying to make it feel like I'm talking about my experience, But really, what I'm trying to do is hey, I've worked on these projects for these people. If I build membership sites for them, I can probably build a membership site for you. Okay, so this is a big This is kind of the big block here. You If we were to break this down into three elements, it would be this right here. What you specialize in here, any sort of credibility that you have. So it again, I graduated top of my class, right? Graduated. I think it's suma cum laude. E from my school. If that's what you have, that's what you have. Or I've built, you know, 1000 different of these sorts of sites. I've made 350,000 different logos, you know, or my teacher and fifth grade once said that I was awesome. Whatever you have, you want to put it here and establish authority in your about page. Your about page is not just about you. That's not what it is. It's they're to sell you. Okay? So, credibility, what? You specialize in credibility. And then the third thing is how people can actually go about hiring you and so forth. So once we've established credibility, I built you say I've worked on projects Louis House, Ray Edwards, temperatures, Jefferson, Becky and hundreds of other regular Joes and Janes. And one thing that I do in particular here it kind of goes back to what I specialize in. This mayor may not apply to you, but I want to throw this out there just in case this this is something that you need to specify. So I build my membership sites in WordPress using no, the wish list, remember? Ah, plug in L. A mentor and the ocean every GOP scene. If you're comfortable using those technologies, then I'm a great fit for your project otherwise, and you just kind of try to say, this is sort of nice as you can, Otherwise I'm not. Not any be better off looking for another developer. So basically, I'm just want to make sure it's clear that when I build my sites, this is how I'm going to build them. And you want to really again. If you have this, you really want to establish this one. It qualifies your prospects so it makes them. I don't know how many times when I've done this, I'll get the email and they'll be like, uh, I'm totally fine using those technologies, whatever you think is best, like it gets them to qualify themselves to you and put you in a lot better position, but also just for me. I'm not gonna build a site any other way. I just don't want to work on that sort of project. So this is where you can kind of specify the comm project to work on the projects that you won't. Okay, now, if you're building logos, a za graphic designer. Maybe that doesn't necessarily apply 100%. So it's not Ah, something that has to be in here. But what I would really encourage you to do is focus on building a particular kind of thing or doing a particular kind of thing, like building a particular kind of site with very specific technologies or doing certain kinds of logo's etcetera. Have something A that you really you focus in on and specialize in. So it smaller. You go with a niche, the easier it is to dominate that niche. And usually most niches air. Gonna have enough work that if you completely dominate it, you have more work than you know what to do with. But also it just makes your life easier delivering on those projects like you're just not gonna be working on things that you hate doing. Okay, so that's really what this is about. I'm really not interested in building membership sites with any any other technology. So I've done it. Not really something I enjoy, not something I need to dio. So I'm just not going to do it. So I want to make sure that that's very clear here. Okay, so then the last thing then is we kind of tell them we've told them about what we specialized in what we do. We've given them some credibility and proof. The third thing is then how to hire us. So I didn't say If you'd like to learn more about hiring me for your project, you can see my portfolio view client reviews, see my service. Ah, packages and get in contact with me here. And then I'm just gonna link this to the home page. Okay? I'm not gonna do that here, but that's what you want, Dio, you just like this word here to the home page. You don't have to do anything fancy with highlighting keywords, or you can maybe say get in contact with me here. You can link that, but I'm I would pretty much just link this year to the home page. The home page is ultimately going to be our sales page, but we'll talk about that hearing just just a second. OK, so that's our basic sort of about page here. One other thing that you could you could potentially do here, that I would probably do is come up into here and We're just looking for the button. So come down here. I'm gonna put this in a new section and I'll show you Why here in just a second, But we'll click here, and you can dio. Ah, and actually, let's do let's do ah, title or heading real quick ready to hire me? Well, center that, and then we'll go back to the button and, you know, click, click here to learn more or whatever. Whatever you whatever makes sense. It doesn't have to be anything fancy. I'm gonna add a little bit of patting on the top here. Something like that. Okay, so something like that again, I'd probably go through here, you know, maybe tweak this design wise a little bit. Um, Meyer Fact that's coming here. And let's just do some padding on the bottom. Let's make this probably just do 35 then the bottom 35. Give us a little bit. Okay, So So something generally like this. The big thing here is this part right here. Okay, so that's that's really what we're we're after. We want to get this written out. Um, I think I may increase the size of the topography here just a little bit. So just to give it a little bit better, So see what that looks like on 16. See if that Yeah, So something like that. Um, again, I'm not the greatest designer in the world, but this gets the information across who I am a picture and then sort of talks about gives the credibility and the three things that we need to cover. We have a link down here. That's obvious. If you're ready to hire me, click the link. Learn more. Now, the big thing here with this is come up here and we're going to right Click on this and we're going to click. Save this template. Okay. And we'll just do about and we'll hit. Save. Now we'll talk about why that is in a second, but we want to just make sure do that hit update here. And now we can come over here and view page and looks like our font stand stick. So let me go back to edit with our font colors didn't stick. And I'm pretty sure I know why. Uh, come back in here. Let's go into full fonts. Default colors will pick joker again and then we need to hit. Apply up here. I clicked out of it before without hitting. Apply. So now, for go to view page, those colors should stick. Okay, so there we go. That's our about page, that we've kind of got that down. It does the things that we need to do. Remember to link this this up and then we'll talk about We're gonna integrate this into our home page of a little bit later date. But this kind of gets the content written down. So take the time now to go and write your about page, and this is is your about page. But it's also part of what's going to be your sales page as well. The next page we're going to create then is our client testimonials paid directly and create this before portfolio because we're portfolio, we're gonna pull in some of these testimonials, so we want to have those first so that we can then create our portfolio page pages. So in order, do that will need a plug in in order to help it work with l. A mentor. And we're going to use custom post types. So the plug in that will need. We're gonna go to plug ins and add new It's called custom post types. You I and so we can just write to see It's right here. Custom post types. You I What this does is it creates a front, an interface that allows you to create custom post types that have until right, any code. And it makes it really easy to create these custom post types. And I like using custom post types because it gives me a whole separate sort of piece of content type that I can then use to to put that stuff by itself So it doesn't get mixed in with posts and pages. So you see, we have cpt you I down here going to add edit post types and will come in here, and I'm gonna the one we're gonna create his testimony else will give it that slug. But plural name is testimonials, and the senior name is testimonial. Now there's a bunch of options down here for additional labels that you can add for different parts of the u I and then also different settings that you can, uh, look at. I mean, the two, the two main that I pay attention to our has archive. You see, it's set to false by default. Sometimes you might want it to have an archive. In this particular case, we're going to create our own testimonials page that's gonna list them all. So if we had archive Page, what kind of duplicate that? So we're gonna leave that toe false, and then the other thing down here is what it supports. So you notice that by default is title editor and featured image? You may want to add some of these other ones here. I think for a testimonial, we don't We don't really need any of the rest of these, so I'm just going to stick with the three so words sticking with the defaults here. But if you want to go through and look at some of that, you can. So I'm just gonna click add post type. You'll now see over here we have this testimonials menu item here so we can go in to add new and are you going to do is go through and just add all of the testimonials that you have for clients. So right now we're just getting our testimonials from wherever they happen to be at now, whether they're on up work or you have, ah, another site or they're just collected that you might have. Or as you get new ones, etcetera. You want to get him into the system here. So the title of this post is gonna be the name of the clients, whatever their name is, and then the content is going to be the actual testimonial. So you just write something like this, Okay, Something simple like that. And we'll go ahead and save the draft on that. And then the next thing we want to do is click over on document and we want to do the featured image. So hopefully you have images for your clients. If not, I would definitely ask for them. It definitely makes things feel a little bit more real. So I just have some sample pictures that are used will drag that over here and let that upload, and we'll slick that and that will be our featured image and will publish. And we can view the testimonial. It's gonna use this sort of the default layout that we have for our single posts. Now the nice thing about this with Ella mentors, we can come in and we can edit this. We're not gonna worry too much about it, cause it's more the archive that we're worried about. But you can see this gets the data into the system, which is the big thing that we're worried about. So you just go through and add all the different testimonials Ah, that you might have. I'm not going to sit here and add a bunch, make you watch that. But you go through and addle the ones that that you have. And then the next thing that we want to do then is we want to build our individual page in our archive page. So this is where the l a mentor, Ah, pro theme builder kind of comes in tow play. You see, we have templates here. You'll see you have theme builder here. And when you add a new template, you can come in here and select what kind. So we're going to select a single, and now we have testimonial here, where we can select the post type. We're gonna give it the name single testimonial, and now we can go in and actually weaken, weaken, Design that page that we were just looking at. So this page here, how it's blown out picture and all this this allows us to come in and design this page. So the other nice thing about element or is it, has templates in here already, So it makes it fairly easy for you. Toe design some of this stuff. You also have your templates that you've you've saved here as well. So again, it makes it a pretty simple um And then they have the categories in here where you can go through and look at the different the different examples that they have and so forth. So I'm just going to start blank like this and keep it pretty simple. When you're editing in the theme builder and you're reading ing like a template page, you'll see this over here Post title post excerpts. So this is related to the actual post data. So it's gonna change for every one of these. So this is what we're kind of after. First thing I'm induces Dragon an intersection like this, and I'm gonna change the orientation to be 33 66 then I'm going to drag in the featured image on the left, and we'll just kind of, well, actually will set this toe custom. So what I do is I put that over. I right, click and inspect, and I see what the actual size is. So to 76 by 2 76 is what it's getting shrunk down to. So I'm just gonna make this image to and 76 wit. So that and then hit, apply, and Elemental will actually crop this to that size. So it remembers 300 by 300 downsides. 2 to 76. Now it's to 76 by 2 76 That's just a performance thing for your Web page, but that's what I like to do with it. And then what we're gonna do is going to come over here and we're gonna put post title right here and then and you see, it's populating with what it has the data has, and then we're gonna put post content down below that. And so now it has the content of that. And so now we have. This isn't you know it's not necessarily the most greatly designed thing, but it's a heck of a lot better than this, OK? And we're not really gonna send people 10. EP8: I Just Built Your Freelance Website For You: Hey, guys, down here. So last week I was going through showing you how to build your freelancer website, and I kind of reached a point where I felt like, you know, this is one of those things that I've done so much, um, that I'm frankly, pretty good at. And it's it's super easy for me to do. I decided that I was just gonna kind of build it for you. So what I've done is I've built a complete template, has all the pages already designed and laid out and so forth for you and all You really have to do it. Once you get it all installed, I'm gonna show you how to do that. Needs to go through and just kind of make some changes that are make it more relevant to you because I just kind of put in some generic stuff there. So what I'm going to do in this episode is I'm gonna show you how to use this. Now, the download for this is gonna be in the project section. So you see the project tab here in the course. Just click that over on the right hand side. You'll see a download for episodes one through 100. When you click into that, you'll see the downloads here for Episode eight. So when you get that download, what it will look like is you're going to see this right here. So I've included a net export of the pages, the projects and the reviews, along with the page templates and the theme templates. However, this all dot xml I'm gonna show you how you can just import this one file. So I've included the rest of this just in case you want to do this piece by piece. However, this one file right here all dot xml we can import that, and it's gonna import all of the other stuff for you. So if you have a fresh start fresh site, this is probably the way to go. If you have an existing site, you may want to do some of of this. I would maybe for you, you might not want to do import the content from the pages of the projects of the reviews. Um, and then you would do the page or theme templates, then page templates just kind of depends, but I'm gonna show you how to use all here. All right, so we'll bring that over here. Now, this is Ah, there's a few assumptions here. First, we're assuming you have a wordpress install. Um, also have L. A mentor and elemental pro. Already installed l a mentor. You confined in the theme repository or the plug and repository so you can just come here, add new search for elementary. You find it their elemental Perot. You do have to go to L a mentor dot com and you have to purchase it. I know for some of you that may be annoying, but we really can't do what we want to do without l a mentor pro, because that's how we get the theme builder. And the theme builder is pretty important for this template. So their lowest cost is I say, I think 50 bucks. So you know, if that's an investment, then you can make that I highly recommend that it just makes a lot of this so much easier, right? So, assuming elementary, elemental pro. Also for the theme, I'm using Ocean WP again for that you can go to the themes and you can do the add new. It's in the theme repository can just install and activate it right here inside of your WordPress install. So it assumed this assumes that you have that all done element or elemental pro and ocean WP and again, I kind of show that in the last episode, if you want detailed walk through of that, you can see the probably the 1st 15 minutes of the last episode. I do that now. What we need to do is we need to install one more plug in. So we're gonna go plug ins, we're gonna go to add new, and the one that we need is custom post types. You I So I'll do this and custom post types you I is what we're after. So we're gonna install this and what this does is allows us to create custom post types without having to write the code to do. It's We haven't interface that we can do. Do it right here inside of WordPress. So we'll install and activate this and you see, it's now activated here, and one thing you'll notice is that for me, these now come up this projects and their reviews. That's because on this side I'd previously installed the plug in and created these, so they just kind of come back once I reinstall the plug in. But if we come over here to see PTU, I and we do add edit post types and then we view post types. What I've done is essentially just created one called Project and one called review. So if we were to go in and we were to actually creating new one, and it will give me a warning, But you type project like this you would type projects like this and then project like that and that's all you have to do and hit, add post type and all the rest of the settings are gonna be just fine. You don't need to edit the rest of them and then for review. You would just do review and we would do reviews and then again review down here and had add post type. Okay, so that's how you create those. Like I said, mine have already been created here on. That's why they show back up here. So that's the really kind of the first mega step is installed. The this plug and create those two custom post types now Once we've done that, we can do our import, and it will import all of the content that I've created, sort of the dummy content that I've created for this. So in order to do that, we'll go to tools and we will go to import. And you may need to install the WordPress importer down here. So just go ahead and install. Now. Sometimes it's already installed. Sometimes it's not. Once it's installed, just hit run importer, and then we're just going to come over here with are all gonna drag that right here onto this choose file button and then hit upload file import. And this again has all of the pages, all of the posts, all of the projects, all of the reviews, all the page templates, all the theme templates. All of that's already in here. Um, so you want to sign these to an existing user download and import file attachments? Some sites are going to be successful in doing that. Some aren't. You can see here it and fail. Fail to import the media again. Depending on your site, it may import the pictures that may not. There's not really a ton. I can do about that. But the nice thing is, it doesn't really matter, because this is all just dummy content. You heard our place it all anyway, with your own screenshots and so forth. So it's not really a big deal. In fact, it's probably better. It doesn't import it, because then you don't have it cluttering up your media library. But if we take a look at this, then we can come to posts and you'll see we have our post. We go to pages. It's gonna imported all of the different pages that I had created. If we go to projects, you'll see the dummy projects that I've created. Same for the reviews, those air all here. The other cool thing, though, is if we go to templates, it's imported All of the templates that I created to and if we go to theme builder, it's important. Port it all of those as well. So it makes the set up for this really, really easy Now. What will happen if you come over here to visit site? At this point, you're going to get kind of a mix, because when L. A mentor imports the theme builder templates, it doesn't automatically start using them because it doesn't. It doesn't want to assume that that's what you want to do. We're gonna have to set those so you'll see that the home page is sort of set like this. If we click through to say about your kind of getting half of what I created eso you're getting kind of the bottom half, but you still have some of this stuff at the top. Same if we click through to, say services again, you're getting part of what I created, but not the whole thing. So I just want to show you that Don't freak out when you go to view and it looks like this . I think with these templates, this is where a lot of people kind of get frazzled because they did the import. Now it doesn't look how it's supposed to. We're gonna go ahead and sort of fix this stuff. So first thing that I want to do actually has come here to the home page and I want to go into the customizer and I want to edit the theme because there's things about the steam that we need to change. Um, that a I don't really like or be. They just sort of messed up the template. So I want to get that out of the way. So the 1st 1 is if we come down into general options, you'll see page title. We want to go to style. And when you want to change that to hidden and that's this little thing right here. So we're gonna get rid of that. So there's that and then we're going to come into top bar General and we will just unclip this enable top are that's going to get rid of this up here because we don't want that either. And then come down and let's go to Header and we'll go to General and Header border bottom . We're gonna get rid of that, cause that'll mess up our final look and then footer widgets down here. We'll just turn that off. We don't We're not gonna use any foot or widgets. We're building in L a mentor. Um, so that's kind of the basic stuff just hit publish. The last thing then is for this. You will have to come into header and logo and set your logo here. So that's something that you want to do? I'm gonna just leave this kind of how it is for right now. But whatever your logo is, you want to come in and set it here because the template that he used pulls the logo from what you said here. Okay. So, again, whatever your logo is all right? We can go ahead and ex out of that. That gets us a little bit closer here. So we're a little bit closer toe toe what the final output is, but it's not 100%. Right? So the next thing we need to do is come back over inside WordPress, go to templates, go to theme builder. And now we just need to sort of enable every one of these. So what I do is I just sort of opened this in a new tab, each one of these, like this all at once. And we're just gonna go through and say we want to use these as the template for pages and posts and I'll show you the that that in here in the 2nd 1 to get all these open. Okay, So if we go to the 1st 1 than what we want to do This is a single review. So this is if someone clicks on one of our reviews, they're going to see this a single review that we've created. And so we want to set the temp that we want this to be the template. All we have to do when we click in here has come here under display conditions, and it actually imports the display conditions. From how I set them when I set them when I built this, it just doesn't make him active. So you don't even have to change this. All you do is coming here and hit saving close. And now this will be that template. Once it saved, you can come up here in exile and we literally just walked through every single one of these and do that same thing. So this is the individual project. Template saved. We exit out. This is our archives. So it's already set to all archives. We can save and close that. And then we x this out are 404 page getting see? It's already set so we'll save and close that on the next one is a single post. Again. It's already set So it's really nice that we don't have toe. There's not a ton we have to do here. We just kind of have to click through this and settle these. It even includes this. So this is an individual Plage template. We're having it set for all pages except our about our services are portfolio reviews, etcetera. And actually, this one here looks like may have been a mistakes will exit out cause that says exclude from all which is not what we want. We want to exclude it from our about our services or portfolio reviews, etcetera because we're going to use our own template for those pages. And so if we set this as the template, then we go into elementary will start with this template as our starting point. We don't want that. Actually, we can add a condition here and we'll changes to exclude. This will kind of give you how you do it anyway, So pages and then here, we're going to do about our, uh, did about we're going to contact. That was probably what the other one was supposed to be, was contacted, somehow got my stuff. Anyway, these air, the pages, they're the ones that are in the menu. You see the menu kind of behind here. These the ones we want excludes will hit saving close and that will save and close. And then l a mentor footer. So this is the footer display conditions. We want this to be the footer for the entire site. So again it's already set. We just hit saving close and the same thing with the header. So this is the header template and we'll go to display conditions. Entire site save and close. Right? So once that's all done, then we can go to view page and we could go back to our home page here and now we're getting mawr What this should look like. So if we scroll down, this is what the template is intended toe look like, So you can kind of see this is the home page. It has a combination of all the other pages. So if we go to about then we're going to see this is our about me show. Some recent projects are social media. If we go to services, then you'll see that this is our services that we've created. That's our services page portfolio featured projects recent projects. This is our portfolio paid. So everything's looking how it's supposed to look minus Like I said, the images because some sites on port, um, some sites won't it just kind of depends. And here's our contact page. Okay, so this is essentially how it's supposed to look. If we go into a portfolio and we go into an individual item, then we should also see that this is our individual project template. So that's all set. Same with reviews. We click into reviews and go to an individual review. Then that is all set as well again, minus the image. So now how do we had portfolio items? How do we edit thes and so forth? That's kind of probably the next big thing. So if we go to dashboard, you'll see you now have this projects, and there's two reviews. Menu item. You can create these essentially just how you would create post. So if we go into projects, you'll see this is listed out by Post will go into one here, and you can see it's it's really pretty simple. Once we get in here. So the name of the project or The name of the company is the title of the Post. Here's the content. This is what's gonna go in if we view this project. This content is what's gonna go up in the top part right here. So that's the content. Go to the document. The featured image is the featured images that's gonna show up over here. You're not seeing it because it didn't get imported like it was supposed to, as I mentioned, So we'll go ahead and let's just add something in like this. It's probably not gonna look the best because it wasn't designed for this. But we'll go ahead and update that, and we'll give it a look here and you'll least get a sea where it's supposed to be. So there's where the image goes. Now you might be wondering about thes features. So these air, actually, uh, what we're doing here is we're using custom fields so you may not be able to see your custom fields you see right here I don't I can't scroll down to see custom fields. And so what we want to do is we're gonna go to the three dots up here, goto options and then you want to come down here to advance panels and check this custom fields on like that? So you see that this brings up something interesting here, You notice that reloaded and I still don't have it. This is one of the things with their custom post type. So, actually, let's go back over to our custom post types. I'm glad this kind of came up would go to edit post types and then we will go down to the options here or scroll all the way down. And here you want to make sure in turn on custom fields under both of the review and the projects. So that's why it was doing that. We can scroll down and then hits a post type, and then we can select over two reviews and we'll do the same thing and enable custom fields and save post type, and then we'll be able to go back into our projects and our project. And now we'll see the custom fields down here. So what? The way this works is you see, we have feature one title feature one description feature to title feature to description. So we come over here feature one title feature. One description feature to title feature to descriptions. So that's how these maps. So you'll just have to, and they need to be these names if they should populate in here. When I when all of this gets pulled in, he should already be in here for you to see. But if not, you can come down here and hit Enter New and you would just typed feature one title. And then you put the title in and you'd hit Add custom field, and it would add it for you. And then once you have, once you have added on one post and it should show up in the drop down down here now from that point forward, so when you create a new project, you won't have to re type it. You'll just select it from the select down by a drop down box here. Okay, so that is, that's essentially how you do and create each review or each project for your portfolio. Same for reviews of ago, over two reviews, and we go to the the top one. Then you will see that we have client title, so if we view the review, then you'll see that there's a title right here. That's the custom field. The name is the title of the Pope is the post, and this is the content of the post. So Jeff Jefferson is the title. Here's the content. Here is the client title skin. Same thing if it's not there to get it in her new. Otherwise, it'll be in the drop down here. So that's how you create the reviews that go here. That's how you create the projects that go here and that when you create them here that populates them, not only populates it here, but if we go to the home page, it's all set up to populate here. Under recent projects under reviews, you don't have to do all this stuff manually. All you have to do is create those projects and those reviews in the back and interface like you would opposed until auto populate in here. Okay, uh, one thing you'll definitely want to do is you probably want to edit this with L a mentor, the home page, and come in here and change your services to what yours actually are. You'll also want to go over to the services page and you want toe change and make change them here as well. So that's pretty much it that that's kind of how to use this. Hopefully that gets you going and gives you something, a base that you can start with for your site. Or if you just want to use it as is, you certainly could. This should work for most services. If you do want to edit, one thing you have to keep in mind is you. You want to keep in mind the difference between ah, page template and a theme template. So we come here under templates. You'll see that for pages, there's home contact reviews, portfolio services about all the things that are linked in our menu, these air all page templates. Okay, so those air those air just for those individual pages, they don't really affect anything else. We come here to seem builder, however, we have single review single project archive for a four. These are all the things that would normally be built into a WordPress theme. We've created him here in L. A mentor and are using them as essentially our theme. So header footer, an individual page, etcetera. So sometimes when you want to edit something, it's gonna be in a page template. Like where I just showed you. Sometimes it's gonna be in a theme template file. So, for example, this right here would be in a page, tempt in the page template all of this page template page template. But this down here is actually built into the footer theme file. So this part and this down here So that would be if you want it at it, this you'd have to go into the steam footer file, uh, over here in the theme builder right here. You go into this template to edit that. Okay, So you just when you open toe, edit this an elemental or it's gonna you'll see here it says, Header, footer or if you enter this go to edit this, it's going to edit the rest of the page. So it's gonna show you what you can and can't edit. But when you're trying to find stuff, that's the difference. Sometimes it's a page template. Sometimes it's a theme template. And then specifically for portfolio and reviews. This portfolio page is a page template. But if we click into an individual project here. This is actually under a theme builder. This single project template and single review template for the reviews. The reasons that is done that way is so that you don't have to constantly rebuild each one of these pages. All you have to do is add content to the projects and the reviews. How I showed you and these pages will be built automatically according to the template. So actually, using it is easier. It may be a little bit more confusing in terms of understanding how it's all built, but actually using it, it's a lot easier. Okay, so there you go. That that is again, that's the template. Like I said, hopefully that gives you Ah, good starting point. And you can go in and edit how you want or use, as is etcetera. So it just hopefully this helps you get over this hurdle. Have you noticed this is one of the bigger ones for a lot of people is actually getting their site built, So trying to give you everything that I can in order to do that on hopefully this helps with that. All right, that will do for that. So thanks for watching 11. EP9: How to Estimate the Time and Cost of Projects: Hey, guys, down here. Welcome back to another episode of Let's Talk Freelance. So this one we're going to be getting into estimating the time and cost of your freelance projects, which could be difficult to do and can costs, um, some unrest with your clients when you those estimates are off. And so I'm gonna show you their process. I used to get really accurate with that and the spreadsheet that I used to kind of figure it all out, So that's what we're going to get to in this episode. I'll show you where to download the spreadsheet and how to fill out and all that sort of thing. Along with that, I'm also doing a weekly challenge, So I'm gonna I'm offering a $50 Amazon gift card to anybody who go through the lesson, completes the worksheet exports as a pdf like I show you in the lesson and then uploaded to the project section when you uploaded to the project section completed that will enter you into sort of a random drawing for the Amazon $50 Amazon gift cards. I'll choose someone at random from the people that have uploaded in order to do that you need to submit your project to the site here on skill share before Friday at 7 p.m. Eastern time. I'm going to be pretty strict with that so that I can get the someone picked and get the Amazon gift card out pretty quick. So that's the deal for for this week. Go ahead and go through the lesson if you want to get in to get the enter to win that Amazon $50 gift card than upload your project to the project section and, more importantly, help you to get accurate with your estimates and so forth going forward. So that said, let's go ahead and dive into a lesson. The very first thing you want to do is actually download this spreadsheet that we're gonna be using for this class, because that's the primary thing we're gonna be going through here. So you want to make sure and download that and have it open. This is a different class, puts the same idea. You go to the projects and resource is section over. On the right hand side. There will be a resource is kind of section, and then you could you'll see the download here, it'll be named indifferently. Probably project tracking or whatever, but just go ahead and download that and then open it up. Once you have it opened up, it should look something like this. And this is what we're gonna be going through. And I'm gonna show you how to use this to estimate the time of the cost of your freelance projects. Once you have the spreadsheet downloaded and open and you're ready to go, then the first thing we'll do is fill out the details at the top here. So we'll give the project a name. You probably already has one from from the client, But I'll just call this Project X kind of sounds cool, and then the contact the name. So we'll just say John Doe, Whoever your contact name is, there's a company name. So was do X Y z company for now, um, and then the date that you're going to begin, So let's just go. No, November 1st pick a date here, but whatever date you're gonna begin, just put the date in and then come down here and you'll see the hourly rate right here. We're going to use this to calculate costs. So you definitely want toe change this toe what your hourly rate is now I want to make sure it's clear up front with this. This is an estimator for a fixed price project. So that doesn't the decline isn't necessarily going to know what your hourly rate is. And by putting it in down here, you can actually play with it a little bit to see how changing the hourly great will affect the overall cost that can allow you to go up or down based off what it is that that you want toe how much it is you want to make off the project, but put it in here. And then when you go to give this to the client, this is something that you can potentially remove later. But we use it for the tracker here to help us estimate the cost and not have to constantly put it in so forth. So go ahead and put that in, and then that will complete sort of the details section of this of the spreadsheet. Now what we're gonna do is we're going to just write out our list of tasks in order to complete the project and the big thing here, this kind of main thing of this spreadsheet. But the big thing here is just to first do the list. So don't worry about the description or estimating the hours or any of that. If you haven't actually listed this out before, then you want to take that and list out these things because is going to kind of get it out of your head is gonna help you to sort of plan and outline your project and that that that takes a big weight off your shoulders first off and then it makes it easier to come back and estimate how long it's actually going to take. So I'm gonna use my myself as example. Let's imagine that I were building a membership site. So what I do is I would just sit back and kind of take a big picture view and say, Okay, what are the major steps that I need to take in order to build a membership site? So the first thing that I might write down is, uh, I might have to get the domain and hosting so I would write, possibly get domain and hosting and hosting, and I would probably say Get and set up domain and hosting. Okay? And so that would maybe potentially be the first thing. Next thing would be install and configure. WordPress. So there's a certain configuration that I I generally use install WordPress theme actually again install and configure WordPress or I'll just make it themes a little bit shorter. Install and configure plug ins create create admin pages. So there's been a membership site. There's usually different air pages and admin pages and so forth. So you got to go through and create all of those, um, see, create membership, create and configure membership levels. And then let's do configure wish list member because it's the actual membership site plug in. So it's gonna be ah, little bit mawr involved. Configure, uh, integrations. So that would be the payment integration in email integration and so forth. Um, build theme in L. A mentor that I usually use Almonte and L a mentor for my sites, and I'm going to go through and I'm going. I will actually build out the header and a footer in the sidebar and the individual post pages and archives and all of that in L. A mentor and have it control those things. That way I can design him the way I want without actually having to read any code. Okay, so, again, this is not a big deal here, but that sort of gives you an idea of you. Take the project and you sort of break it down into its steps. And you list out all of the task here. So that's really the first big thing that you want to do. Get that out of your head. Try to BTO detail as possible, but don't over. I mean, for example, when I when I write Cree admin pages so there for memberships like there's a nonmember air page, there's a wrong member air page. There's a cancelled member air pages after registration after log in, ah, log in page sales page forum potentially etcetera. So there's a whole bunch of pages, but I'm not gonna list all of those out here, Okay? I'm just going to list that I'm I need to create those pages for yourself. You know what those are? Or you could have a separate note where you write those down. But for the client, you just want to give them kind of the major phases of what's gonna happen as you build the site so they get some some detail behind what's actually going on. So again, just list out those task. Don't worry about descriptions or hours or any of that. Just go through a list out. Those task for whatever your project is next is the project description. Now there's imagine. There's a little bit of kind of impetus to maybe skip this partner, not do this or just kind of rushed into this really quick. But actually, this is This is quite important because what we're doing here is we are. We're kind of justifying to the client the hours that this is going to take our estimate for our time because the client might look, might look at again. Let's just take create admin pages. They might look at that and go Oh, well, that's you know, that's a 10 minute. That's a 10 minute step when in reality when you start to look at all of the different pages and what needs to go into them, a nonmember air page, for example, for a membership site actually has a number of needs to perform several different functions and has a number of of moving parts to it. And every time I create one, that page alone usually takes me about an hour in and of itself so that one page will take me potentially an hour. So you kind of have to give them, Ah, a little bit more detail for them to understand why this particular task is being estimated at at this many hours. Okay, so well, that's essentially what we're gonna do with the description. I'll take again, create admin pages. So if I look at it, there's 1234567 potentially eight pages. So create a admin pages that helped the membership site function, including log in pages, air pages, sales page and others. Okay, so that just gives them some sense of, Oh, he's not creating two pages. He's creating eight pages. It's log in pages, air pages sales page. That gives them some sense that there's more to this than just the two or three pages. Okay, ah, creating configure membership levels. So you know that there's when you create a membership level and you configure it, there's probably six or seven different tabs and the plug in that. I use that you that there's options for you don't have to go through and set every single one of those. But there's a number of things to look at and consider, so you'd want toe make that clear here. So again, the idea behind the description is you just sort of giving them some sense of what's actually entailed in that particular step. So when I come over here and I estimate this in, say, five hours, they don't go Holy cow five hours. Why is that to paint was it and take it to, you know, to five hours to create two pages? That doesn't make any sense. I feel like you're tryingto pull one over, and then you can. You know, there's something here to give them some idea, and if you have to, you can explain it. But, ah, that's the basic idea behind this description here. So go through and create all the descriptions here, keeping in mind. This is for the client. This is sort of this is not for you to know what to do. This is for them to understand what the step is. and how involved or not involved it might be. Our next step, then, is to go through and actually estimate are ours here. So we're just gonna look at East Task and we're gonna give some sense of try and figure out how many hours we think that's going to take us. There's a couple of things that I do here. I could see these being debatable, but this would be my recommendation. Very first thing is, any task has a minimum of an hour. If you look at a particular tasking like there's no way that's going to take an hour, then you may want to consolidate it with some other things and how you listed out here. So, for example, consult installing configure WordPress. Installing WordPress is not going to take me an hour by any means, but going through and configuring. No, it maybe not get to an hour, but it might be 15 20 minutes by the time that I get all done. So it's starting to push that that a little bit. And so I'm just. Everything is a minimum of an hour. You can in the spreadsheet. If you want to do, say, 1/2 hour like that if you really want toe to do that. But I always just do any. There's nothing less than an hour, and I have to consolidate tasked in order to make that happen than I do that. But that's the first thing. The second thing then is try to estimate at this step how long you actually think it's going to take. Not oh, I'm gonna add in some buffer time. I'm gonna take what I think it is and double it or whatever. You may have heard some of that stuff. Don't do that yet on this step here. You want to go through and just figure out what I think it's actually going to take so set up domain and hosting potentially. I mean again, a minimum of an hour stolen. Come figure WordPress. An hour stolen configure theme That's going to take about an hour installing figure plug ins and our create admin pages. This is actually probably closer Toe five, maybe six here create and configure membership levels. I'm gonna put at two. It depends on the complexity of the site. The less complex it is. I might go down to one, but most of them are always fairly compact. So I'm gonna set to configure wish this member one configure integrations gonna put to build theme and elemental. I'm gonna put five, okay? And so that that's going to kind of give me some base toe work with here. Okay, Now, I I think I need to actually come through here, and I'm gonna copy this, and that should give us our estimates, and then here, I need to expand this down to 18. Okay, so that puts me at $2000 and you notice what I did there. I just I went into and I copied this down so that it was because this is a calculation. It takes the estimated hours times the hourly late gray and says the cost for that step. And then this just does a some of these cells right here. Okay. So anyway, if you need to just that as usual work, spreadsheet. Feel free to do that, but you can see I have ah, total cost here of $2000. So this is think of this is kind of like a minimum price and actually need to adjust the hours here as Well, change this to 18 and that gets me 20 hours. Okay, so think of this as as sort of, Ah, minimum price. We're going to talk about why that is in just a second. But again, just go through all the task that you listed and try and give the most accurate amount of hours. That's gonna It's going to take for you to complete a particular part of the project or each step of the project. Enlist those out and kind of see what the cost is and that will give you a sense of what the minimum you're going to be able to charge for this is Now that you've got the hours listed out, you've kind of got a minimum price. You have a sense of whether it's gonna be within your budget within their budget, but also what you want to make on the project, etcetera. Now we come in and I always add buffer time into my projects because there's a couple of reasons first. And the main thing is is that I find that often, whatever I estimate, something is going to take. I'm usually short. I'm I tend to be I guess optimistic in my in my timing. And so things always just end up taking longer than what I imagine they're going to in my head. And early on I had sort of, Ah, quasi. I mentor of mine, Give me some advice and and they said, Take whatever you think it's going to be and triple it And I've heard people say double it , that that sort of thing. But you want to add in some buffer time here because things are probably gonna take a little bit longer than what you think they're going to take. The other thing is, is that you're sort of playing with the overall cost here, and you can play with that in terms of the hourly rate. But you can also turn play with it in terms of the estimated hours and again, this is for a fixed price project. So ultimately, what the client is gonna be looking at is the overall price not necessarily the individual pricing here, and you actually have the option of not even giving them this. This is for this is for you primarily. And then you can give them this to them if you want. In order to justify your pricing. Or if they question your pricing, you can send this to them and show them how you figured it out. But it's primarily for you to figure out what to charge for a project. So that said, we're gonna add in some buffer time. So what I didn't really do, actually is I don't triple, but I do double. But you could do double or you could do time and 1/2 kind of depends again budget. You know what you're able to charge, etcetera. But if we come through here and we just I change these estimate hours, I'm just gonna double all these and we'll say 12. Actually, this one, I might just do time and 1/2 to give me three extra hours double double on some of the bigger ones. I won't necessarily always do double. Let's just do eight here about time and 1/2. Okay. So that now you come back through. And you can you see that we're up to 3500? That's a pretty decent price for most fixed price projects for my membership sites. I actually charged a minimum of 3000 and a maximum of around 5000. Usually, that would include if it was a $5000 project. Who would use a custom plug in that they wanted me to write for them Custom plug in development. And that was a minimum of that was a minimum of 10 hours. Okay, so that was gonna be a minimum of $1000 just for a custom plug in development. So Ah, that was how they I got from the 35 up to about the 5000. So this is really in line. I mean, if I look at this, this is really in line with what I charged. So it's pretty accurate. And I had people who paid me that all the time in order to do projects for them. And then, like I said, you can come down here and you can sort of play with the price of Let's say we're way out of budget. We can do $50 an hour, and you can see how that affects the price. Um, that one's maybe a little bit obvious, but let's say we do 70. You can see. Okay, that's what it is. Or maybe we want to make a little bit. Mawr. You do 125 and see that this is the price of project. So it allows you to go through and just play with once you have the task list out to play with the hourly rate to play with the estimated hours and kind of figure out what what you can charge. And then you know how to justify and so forth and just kind of play around with it a little bit until you confined to knit into something that's gonna be accurate, that if you give it to the client when you do, it's gonna feel really and you're gonna have justified your pricing and so forth, and then just gives you some some sense of what to charge. Plus the overall hours. I think this is one that maybe people don't think about as much. But you can see here I'm estimating 45 hours for this project, so if I worked eight hours a day, it would take me just a little bit over a week. I could probably do this in a week of a full time, uh, of working on a full time, but maybe I have like three other clients. And so I'm only able toe work on this for two hours a day or three hours a day. Well, now I'm looking. Let's say it's three hours. I'm looking at 15 days that I'm gonna have toe that's gonna take me toe. Get this done. So now I have a sense off. Okay? I can tell them I know what to tell them in terms of the overall time frame for the project . So 15 days, maybe I want to add a little bit too. That's all, Tellme. Three weeks or a month. So again, it not only the cost, but also the time that you can tell them that you're gonna be able to get it done. Okay, so that that that's the main part of it. Now there's some things long term that you want to do in order to make this even more accurate. So I'm gonna talk about that in the next lesson. But this is really the main. The main portion of this is planning it out, writing down the task, writing down the hours, playing with the timings and the our little bit and getting it sort of honed in to where you think it's a good project estimate. Now, this next step is is really important because this is the thing. The first time you do this, you're just gonna be guessing. And that's the reality of it. And it's probably gonna be, ah, decent amount different the actual time it takes you and so forth is gonna be different than what you estimated. And so this this next step is really, really important. And that is to track the time it actually takes you to complete this, because what happens is when you track the time now you're getting an accurate assessment of what? How much time? It actually takes you to do a particular thing. And if you track that over 234 10 15 20 projects that really allows you to hone in on these estimates and know how long something is going to take you, which you're gonna make your price estimates accurate. They're gonna make your more accurate. They're gonna make your time accurate, estimates more accurate, and clients are going to greatly appreciate accuracy is one of the hardest things when it like pricing and time. It's one of the hardest things for a freelancer to do in a lot of freelancers, Really? Don't do it that well, and clients just sort of deal with it. But if you can be really accurate with your estimates and gets a point where you're actually delivering ahead of schedule for clients client to really gonna appreciate that And that's a simple thing that you can do to really stand out and justify higher hourly rate prices. So again, just track what? What? How long it actually takes you to do each one of these? Now you can just have ah, note on, like, keeper, a note pad or something and write it down. But there are also tracking software for this kind of thing. So when I see people recommend from time to time, is this one called timely? It's kind of, ah, tracker that will allow you toe track times. The time you spent on different projects has availability on a lot of different devices and so forth. Uh, the pricing for me is a little much is about $100 a month. Um, I don't know if this necessarily justifies that, but if if that works for you, then that's maybe something you can look at, although they do have, I guess, for individuals. I hadn't noticed that for individuals. So it's a lot cheaper so that that's actually a lot better for you don't have a team members that you need to worry about and so forth. This is, ah, pretty decent pricing here. Another one is toggle so kind of does the same thing. Um, And you see, the pricing on it is in line with the individual pricing four Timely. So $9.18 dollars, etcetera. So these APS make it a little bit easier for you to track the time, and you can break them down. Um, it kind of says on the sales page, you can break them down by project so you can actually mark thing things that you did the time that attracts you working in, like, see you at photo shop open and you're doing something in photo shop. You can tag that to a particular project, and so you can. Over time, you'll know how much time you actually spent on projects and tasks and so forth. And this will allow you to be really accurate with your timing. So however, you do it, just make sure you're tracking your time so that you know how long you actually takes you to do things and over time to just be a lot more accurate with your estimates. It's important clients. They're gonna appreciate that on that's gonna help you to build a reputation of being honest and accurate when it comes to people working with you on projects. The last piece here, then is I just going to show you what you can do if you If you do decide, you want to give this to a client, I recommend for a fixed price project, not including the hourly rate in it, because it's just it's gonna become a topic that it can open up a can of worms that you don't necessarily need toe to deal with. And so what I would do is I would just kind of highlight this and then just change the text color the white So it looks like it kind of disappears and then come over here and you want to download as a PdF. So when you downloaded as a PdF, then this cell is it going to be something that they're gonna be able to click and see. Oh, there's now a degree in here and so forth. Okay, So just downloaded his pdf and then send them the pdf. I wouldn't ever directly send them this as an excel file. And I would never include the actual hourly rate in there either. Just because for a fixed price project, you know, if you're doing an hourly rate project, you don't need to really do this necessarily can do it to estimate the time. But you're just gonna track your time, and that's what you're gonna charge them. But for a fixed price project, I would d completely decouple it from the hourly rate from the client's perspective. And so I would just do that and go with whatever your estimate is. And then if there's some pushback or they wanna, you know, talk about adjusting the price or whatever, then you can come back in here and play with this a little bit and kind of get where you need it to be. Your play with ours, etcetera. So that's kind of the last step with this before he sent to the client, make sure and just kind of hide that hourly rate because for a fixed price project, it's just like I said, I'll open a can of worms so you don't really need to get into. And to be Frank in all the years of me, I've been a freelance for 15 years. All the years I've done fixed price project, I never once had a client asked me about the higher hourly rate so they don't really care. And then if you just don't kind of put it in their face, it's not gonna be anything that becomes a big issue. So there you go. 12. EP10: Manage Scope Creep & Pushy Clients: everybody. John here. Welcome back to another episode of Let's Talk Freelance. So this one, I'm gonna be getting into talking about scope, creep and how to deal with that expectation management. It's one of the big things I think it's after learning how to sell your services. I think it's probably the number one skill after the biggest skill to learn after you learned how to sell your services. So this comes from a question that I got in the course. I'm probably gonna put you the name. I apologize. But Jiao, I'll say, um asked this question. So after selling a project on the project being considered finished, how do you deal with change requests and bug corrections? So, for example, you sold a Web application in the client, validated it and accepted it. Project is now closed, however, a month later, the client wants to change to the Web app. A new feature, Let's say how do you go about it? Do you charge per hour? You have a maintenance fee for this kind of thing? What if a client found a bug in the Web app after he has accepted it, so there's actually a number of different scenarios here. That sort of changed the equation a little bit. It's not gonna be the same for every one of these scenarios, whether it's a bug fix. Ah ah, Feature requests, etcetera. So I'm gonna go through all of this. This is this obviously is tailored towards web development. This this course, of course, isn't necessarily aimed just at Web development. Although I know I have a lot of Web developers in here, but what I'm gonna cover is gonna apply whether you do Web development and we're talking about bugs or it's it's writing and it's they found a typo our whatever they want something added to an article that you wrote, etcetera. So you can apply this in a number of different scenarios, no matter what kind of freeing freelancing you do. So there's four things that I'm gonna cover four ways to deal with this and then I'm gonna give you some key phrases at the end that you can use that you can take when you're interacting with the client. And you're having those conversations about this. So the thing to understand is, ultimately, this is just scope creep. You might call it uh, when I saw this, I thought merely popped in my my mind was delayed Onset scope, creep. You might call it that, but ultimately it's just scope creep nonetheless. And I'm judging by a the fact that that you're even asking the question sort of tells me because for me, the answer is very clear. Um, and how to deal with it is very, very clear. And so the fact that you're even asking the question and I don't mean this in a derogatory way I'm not trying to get on you. But it just sort of tells me that this thing, this kind of thing, probably happened in the project as well, because usually clients, if you've dealt with scope, creep, and you've you've done your expectation management throughout, every client's gonna try and push the scope. There's rare that a client doesn't try to do that. If you've dealt with it and you've handled it in the project, this kind of thing, where would happen way after the project tends not toe happen because they already know the answer because they probably heard it two or three times. So I'm guessing that this happened through throughout the project as well. And that's why they can even justify. That's why they can just find even asking for this because they feel like they've been able to push the scope throughout the project. So again, really, all it is is just scope creep, and it's just managing scope creep. Whether it's in the project where it's after the project, it's really all of the same. Like I said earlier, managing scope and expectations is the most important skill. After learning how to get clients, I truly believe that the example that I like to use is when it comes to estimating the time of a project. You know, if you tell a client that is gonna take a week and it ends up taking you two weeks, they're gonna be upset. But if you tell him it's gonna take four weeks and it takes two weeks, they're gonna be happy. Generally speaking, the amount of time the project is exactly the same. But how you managed expectations is the different between difference between a happy client in an upset client, a client that's going to come back to you for repeat business, a client that's going to give you referrals and a client that's not so managing expectation and understanding that nuance and how to deal with scope, creep eyes a part of that. That's one of the most important things you can learn after you learn how to actually get clients. And actually all starts with how you sell your services. So over on the right hand side here, what you're going to see is this is this is a screenshot from an actual contract from a real client of mind that a signed contract and you can see here I quite literally just lay out everything that I'm going to do. And I take this from my delivery road map. I mean, these air macro steps. These aren't all the detailed steps, but these are the macro steps, and I literally just lay them out. And this is under a section called Scope in the Contract. So I put in the contract exactly what I'm going to dio. And so when the client goes through and they read it and they see it, they sign it. This is the agreed upon scope of the project. So now I have an actual legal document that clarifies and defines the scope. This is developed over having built these projects and done these this kind of work over a long period of time. You know, if you're unsure about what should go in here, I actually just haven't really mentioned this course all that much. But I have a new course. It's called Estimate the Time and Time and cost of your Projects. I also added that here is a lesson, the last lesson or episode before this when I also put that kind of compound that course and put it in here. But if you go through that either the course or the lesson here, it's going to show you how to create this list. So take that list and just drop it in there under scope, OK? And that will help you create a well defined scope. You can negotiate scope at the point of the contract. So now once you get in to the actual project, then you have something to refer back to when you tell them while that's out of scope. Okay, so you have to manage those expectations from the very beginning. It's really even before the contract again. One of the things I talk about is specializing. And when you create your your sales page for your services or a video, or whatever you do to talk about not only what you do but also what you don't do. So I would tell people, Hey, I build membership sites with WordPress in this plug in called Wishes member, and then I would specifically say, like, that's what I do. I would specifically say I don't really work on other types of WordPress sites. I don't really work on just sort of general PHP projects. Those aren't a good fit for me. So if that's what you have, then you probably want to find someone else that is managing scope from the very beginning . So again, if you're doing that from that point and then you do it in the contract here, you are signaling to the client that you are paying attention to scope. And so when they go, if they go to try and push the scope, they're going to do it 10 into the tentatively because you've done all of this expectation management, and then I'll give you some tools for how to deal with that. So I'm really hammering this particular point home because it's the most important part. If you get this right, you're going to deal a lot less with these scope issues both in and after the project. Now the second thing that comes into two and that really what I was talking about deals primarily with with feature requests it can deal with with this sort of thing with with bug fixes. But bug fixes really come down to your guarantee. Now when I say guarantee, a lot of I think Web developers in particular I could even see that being the case with a few write articles for people or do graphic design be like guarantee? Right? What is that? But if you look at a lot of service providers that have been established mechanics and things of that nature, you'll find that they have some sort of guarantee. It's very nuanced in particular, and that, you know it has to be because of the kind of work that they do and freelancers in general do they tend to have a guarantee, and I would recommend that you do have a guarantee one. It helps give your client peace of mind, but also again is another way that you can set the conditions for some of these issues that inevitably will come up. So a couple questions? A Do you have a guarantee? Be what does it actually say? So if you look at the picture on the right here again, this is my actual guarantee again, that I pulled from that same contract signed contract. It's and I called it. No, my isn't broke guarantee to kind of get the point across that it's really about If I broke something so you can see what it says here we guarantee a week for 30 days, during which time we will identify and fix any bugs that may occur. Our guarantee. Onley covers items we are contracting to build that break. For whatever reason, it does not cover new features, wholesale sale site changes or anything a reasonable person would not consider a bug. It also does not cover changes, and then this went to the next page. But it basically says it does not cover changes that might occur from you installing a new plug in or a theme. Are you changing the site in a major way and that causing issues because I didn't break it . So that was essentially my guarantee. For 30 days. I'll fix any bugs that I is actually my fault. And I created if it was truly a defect in what I did, so you can take that same sort of idea and apply it to whatever it is that you do. But when you specify this again, you've set the conditions you set the context, the expectation expectations within which you are going to manage bug fixes. And then, of course, as I say the bottom here, no new features. And if they added a bunch of stuff and host wholesale site changes and so forth, it essentially avoided the guarantee because I can't control all of the different things that in a WordPress site what they might install. So take some time, think about what makes sense for you in terms of guarantee and what you're freelancing, but have a guarantee, because again, peace of mind for them. But it also allows you to manage. Scott was just another tool for managing scope, and things are gonna happen. It's just inevitable, especially if your Web developer, but I can imagine it with articles and graphic design and so forth. Things are gonna come up, so address it proactively instead of reacting to it when it happens. And that's what I guarantee allows to dio. Okay, so once you have those things in place, you've identified scope from the very beginning. You put it in your contract, you have a guarantee that talks about how you're gonna deal with problems afterwards, like you really set the conditions of the expectations and the scope. And now from there, it's just a manner matter of how you manage it. So if it was a bug than it was really, truly a defect in my work, I was very liberal with my policy because I wanted a good reputation. So I've even gone as far as 90 days out on a bug fix. Even though my policy says 30 days and I've set that expectation, I've gone as far as 90 days out on a buck fix because I didn't want that client toe. I wanted that client to be happy. I didn't want them to say bad things about me, and so I would go above and beyond for stuff that I actually broke. That was actually my fault. but because I said the expectation that I wouldn't. When I did that, the client actually recognized it and was appreciative. It wasn't just something they expected I should do because I had already told them I wouldn't. But now I am. So it changes the entire context of how you're doing this. So you're in a way, you're still doing the same thing, right? You're going, You're fixing the problem beyond what may be a reasonable scope. But now you're doing in any way where it's actually the client season and appreciates it. And because they know that you're going, you're going beyond your policy. They just don't try to push for all this other stuff along with it and the one client particular where I got. There's about 90 days on the bug fix. I end up getting multiple referrals from them. I have testimonial. That's all testimonials that are on my site from them. So really worked out well for me, made them happy and lead to more business for me. So again, if it's a bug, if it's actually a defect in your work, I would recommend being liberal with your policy, even though you said it a 30. You really want to make clients happy and have them say good things about you. So that was my approach to it. If it's a feature request, it's super black and white. That wasn't a part of the original scope. I can do it for you. I'm just simply write up a new proposal on a new contract and thing to keep in mind with this is I wouldn't get upset about this. This is one of the ways that you primary ways that you get repeat business again if you doing all the scope management from the very beginning. When this client comes back, this is essentially them coming back for repeat business. And they're gonna know if you set the scope and manage expectations from the beginning, the client will know that when they come back, that this is a new feature and that they're gonna have to pay extra for it, so I wouldn't get upset set with it. I would just view it as a way to get new business down to the specific question of Do you charge an hourly rate or do you have a maintenance fee? I've done both. I've been. I've been hired on retainer by clients, which is sort of like a maintenance fee, although not exactly the same thing. Um, and I've also just charged them. You know, when they came back, I just truck wrote a proposal in charge them. I don't think that's really the big the big question. You could do that however you want. It's really up to you. I don't think that that really matters Me. I think over time, what I preferred is if they came back to me, I would just write up a new proposal. I didn't really like the the retainer worker maintenance fee type things because you have to manage scope a lot, a lot no more aggressively when you're in those situations. So ah, I I ended up kind of settling on just writing up new proposals and again, No, I have a lesson in here. I talk about how to estimate the time and cost. Just do that. Just follow that lesson, the worksheet that I give you for that lesson. That's the one right before this one. I think Episode nine and just follow that at every project to Dio. And it's easy whether It's a small one like this or a big one whatever. So again, a view feet feature requests after the project is as repeat business. Okay, so final thing that I want to give you is some phrases to manage scope because it can be difficult when you're actually in the back and forth to to say the right thing to Maine. A scope these air, some phrases that I've found over time have worked really well. So when someone when a client pushes scope when they say, you know, this is the fine scope of what you're doing, they're like, Well, can we add this or can we do this or whatever? If you're gonna answer Yes, then And there are times where I would even though something was out of scope, I would do it. So if it was really minor, that I might do it, or if it was something that sometimes when you you write out the list of things you're gonna do for a project, you miss something. And so if they identified, you know, maybe they didn't realize that I had missed it, but they brought up something and I realized, Oh, I missed that, then I would definitely do those sorts of things. So those of the situations where I might do something or if it was a client that for whatever reason, I was really trying to is a really well known client. I might go even further with with scope a little bit. But whenever you say yes, you don't just say yes. Okay, so you want to use these phrases? So the 1st 1 if you're going to say yes, is this is technical, a scope of the project. Normally, we need to write up a new contract for this, but and then you insert whatever the reason is so I might say, but it's a really minor thing. It'll take me maybe 10 minutes, so I'll go ahead and take care of it within the current contract and budget. Okay, so you always want to make sure whenever something is out of scope, no matter how minor you say this is out of scope. Normally this is what we would do. That is how you set the expectation of how these things air are, are are managed so that when you come back the next time and we'll talk about the next one and say, No, I'm not going to do it for whatever reason, Then you can say this is beyond the scope of this project. I'm happy to do it for you, but we need to write up a new estimate contract for it. I can get you an estimate on what it would cost to be like to Bercy. Just let me know anyway. So now when they've pushed the scope and you've said yes, they've already been conditioned for what they're going to hear when you say no and, ah, lot of times what would happen when I would use this? No phrase is. Actually, they wouldn't They wouldn't have me do the estimate it would. Actually, they would just add No, it's not a big deal. You know, Maybe that something will take care of our we'll do later or whatever. So it actually worked to get them to bring the scope back into where it's supposed to be. There were some times where they would say, Yeah, let's go ahead and do it night right up, and then I would just make more money on the project, so it was fine. But these two phrases. If you use them consistently in your communications, whether it's written or verbal, then it's really gonna constantly put scope into the client's kind of psyche. And they're thinking, and all of this stuff that we're talking about is really going to kind of go away because you've said it 15 times throughout the project, whenever they tried toe, push the scope. You've noted to them that this is out of scope, and I'm going to do it or I'm not going to do it. Doesn't really matter. You've set the expectation of this is out of scope. So those phrases work really, really well. I would. Honestly, you could take these almost verbatim. You know, you you could adjust them a little bit to sort of your tone in your style, but have used these for years, and they work incredibly well for managing scope. So there you go. Hopefully that fully answers your question and gives you kind of everything that that you need to deal with scope, creep and manage these sorts of of issues. And again, I just don't think there's really not a big difference between in Project and after project , its scope creep at the end of the day, and if you manage it throughout, you'll just have less and less of these problems. 13. EP11: How to Become a 6-Figure Freelancer: Hey, John. Hair back was another episode of Let's Talk Freelance this when I wanted to get into making six figures because I know that when I first started freelancing, that was a big goal of mine. I know a lot of freelancers. This is one of the first things that kind of focus on and set as a goal. And so I wanted to talk about it because I went through the experience. The first few years I was freelancing. I kind of had. This is a goal out there, but I really didn't have a definite plan or approach to how I was going to do it. And then once I got more serious about it and actually made a plan, that's when it actually happened. I was nowhere close in those first few years, and then once I made a plan I actually was able to achieve. It was a little bit easier than what I thought it was. And I have also knows a lot of freelancers who have done it, don't necessary like to talk about it. They'll spend a bunch of time telling you why you shouldn't care about making six figures or they'll give you some generic tips or secrets that kind of just generally apply to freelancing. But they don't really give you a methodical approach. And and really, what are the keys to hitting that six figure mark? So that's what I wanted to do, just kind of give you step by step what I did. And you can kind of take that for what it's worth and how it may or may not help you. So with that said, the very first thing that you need to do that I did is you need to do the math. And the big point here is just a simple question. How many hours per week do you need to Bill and at what rate, in order to make six figures in a year? So do you know the answer to that question already? If you do not, then your six figure goal isn't a goal. It's really just a dream. It's kind of just a pipe dream that's kind of out there, but you don't have a definite plan for actually achieving it. If you don't know the answer to this question, and probably if there's anything else that you take away like there's nothing else that you take away from this episode. That's what I want you to take away, do the math, understand what you need to do and actually have a definite plan. Whatever your income, coal is whether it's six figures or not know the math, because that's the only way that you actually have ah strategy or plan to to reach that. So I use this equation. You just take 100,000 divided by 52 weeks and then divide that again by the hours per week that you're going to Ah, you plan or you estimate that you're going to build for and that's going to give you your minimum hourly hourly rate. Now, the reason that I do it that way is because I think the hours per week is the thing that you can control the most through the thing that you can think about the most. You might say I'm gonna work 40 hours per week. Yeah, you've got to get the clients to build up the clients to be able to log that many billable hours. Understandable, but you could have sort of set how many hours you wanna work per week, so that if you do, that equation is gonna tell you what your minimum hourly great is. And then you can kind of just play with those two numbers, hourly rate and hours per week. Now what? So if we just look at some hard numbers here, you take 100,000. Let's say we're building 50 hours per week, which is a lot, but let's just say we're doing it. That's 2600 hours billed in a year, which means you would have to charge $38 per hour. Now. I think that would surprise a lot of freelancers because I get emails from freelancers who want to make six figures, but they're only charging $25 an hour. So what that means is you would have to log 76 billable hours per week. That's actually pretty hard to do, especially when you start looking at what clients will bill how many hours, though Bill on Ah, an average week. I've found that at least for what I do in my niche, and it can very quite a bit, but 5 to 10 hours wasn't was a number that I could sort of bank on and playing around. There were some clients that build a lot more. There's some claims that build a lot less. But generally, if I planned around 5 to 10 hours per week per client, then that was the number I could plan around. So if you look at that and you and you do the math, you would need 8 to 15 clients active clients logging 5 to 10 hours per week in order to hit $100,000 if you're only charging $25 per hour. Basically, the point is, if you charging $25 per hour and you have a goal of of hitting six figures, it's almost unattainable. It's it's very difficult to do. 8 to 15 active clients is a lot. You would be pretty miserable, at least for what I do with Web ball. But maybe some other niches that's not so bad. But in any case, the point is you want to figure out these numbers now. If you compare that sum to my hourly rate, I charge $100 per hour, so if you take 100,000 divided by 100 that gives you 1000 hours that I need to log in a year in order to hit $100,000 in revenue. So if you break that down, that's about it's a little less than three hours per day, or 20 hours per week. That's a lot more attainable if you're getting 5 to 10 hours per week from clients, while I only need 2 to 4 clients that I need to to have as active clients in order to hit that income goal. So again, big point that the first thing is, do the math, know what these numbers are, know how they work and so forth. And then the other thing is understanding how many clients you need and recognizing that it's usually a lot easier to charge more than it is to get more clients. And when you hear people talk about oh, you shouldn't care about making $100,000 or trying to reach that mark is gonna make you miserable and this and that. What they're doing is they're trying to hit the $100,000 mark by getting more clients, not by charging more and the approach that has worked best for me again. I'm just telling you What I know approaches work. Best for me is to charge more toe focus on being able to charge more and having more and more premium clients. That way, you're not running yourself ragged. You know, you're not just taking any old project, you know, overworked, you're not miserable, and you're still able to make what you want to make. Whether it's $100,000 whether it's a little less whether it's a little more, whatever it is, charging more per hour really is the way to get there. And that's that's kind of what I want to show you here, okay? Or the point that I want you to get from from this first part. So that said, then we get into how do we do it? So the second step is defining a unique selling proposition, and this is the answer to How do I charge more for my? How do I charge more for my services? So the big idea here is the reality is, you know there's 1000 other freelancers, at least who do what you do and many of whom frankly, are going to be better than you. Talent wise, there's a I work with developers with clients of mine that are way better than me on a daily basis, far in a way better than me. Then, about every project I've worked on with clients, there's been a developer involved that was way better than me. But I generally most of those developers. I tend to make more than them and do better than them, simply because it's not. It doesn't come down to talent. Okay, so the thing you have to think about is what makes you unique. Why should I hire you over the other 999 freelancers who do the exact same thing? Because they're out there now? When I asked that question, the most common answers that I get are things like, Well, I'm better at what I do. I'm more reliable or a lot of times I'll here I really need this. But none of those answers air very compelling to a client and a client really doesn't care how desperate you are. In fact, the opposite the more desperate you are, the less likely they are to work with you. So again, those those those answers really aren't going to kind of move the needle when it comes to convincing a client that they should hire you and also pay more for you. So how do you do that? Well, here are some of the answers that I gave and could give to clients of mine. And remember, I'm in a very specific niche building membership sites with WordPress and then a very specific plug in cold wish list member. Okay, so one of my answers to the questions of why should they hire me over the other thousands of developers out there that do what I do? Well, one of my clients is the software company who built a membership software that they're using to build their membership site. So the company that builds this plug in wish this member there one of my clients, I build all of their sites. I do a lot of their content, etcetera. So that's fairly compelling to to someone in my niche actually helped write the A p I rapper for their software. So the softer has an A p I. And then we have a PHP rapper class that I wrote so I know it inside and out. I know it really well. I know the FBI really well, So if you want to do some of the A p I again, um, there's probably not anybody besides the lead developer of the plug in that knows it better than I do. It was also the lead instructor for their certified developer program. So that was a program where I taught other developers how to use the software to build membership sites. So I was the one who taught everybody else out there that, uh, I might be competing with. I built and I run their own membership site, this client. I've worked on some really big, successful online memberships for people like Michael Hyatt Lewis House Inc magazine. I know how their sites run. I know how their memberships or build. I know how they market their their membership sites, etcetera. So if you look at those things compared to, I'm better, I'm more reliable. They're very specific. They're very. They're very real relevant to this particular set of clients, and it has nothing to do a talent or reliability. It's 100% unique to me and could be never, never be matched by another developer is very appealing to my potential clients, and and so that's the point to charge 100 200 or more per hour. You can't just be good and be reliable. You have to stand out and be unique in a compelling way. So that's what we're after. And if you really this defining a unique selling proposition and getting to this point where where you can figure this out, this is the key to charging more. Charging more is the key to be able to reach whatever income goals you have and everything sort of centered around this. So if you tent, spend some time to do this and figure this out, this could be the thing that court sort of set you free Well, when it comes to your freelance income, and that's really what I want you to get out of this. So, But again, the question is, Well, how how do I figure this out? So you guys are probably if you listen to me for any amount of time. You heard me sort of go on about this ad nauseam. But the reality is is just the truth. You start by defining a highly specific niche. So again I build membership sites using WordPress and a specific memberships. I called wish list member within that niche. All the things that I listed above, they matter tremendously outside of it, there almost worthless. Nobody cares. You probably don't even know what the certified developers programme is, right. You don't care. But people in that niche do know what it is. They do care. And the fact that I taught it means something to them. So the more specific you get with your niche, then the easier it is to be the king or queen of that niche again. Within that niche, I'm maybe one of the best in the world. Outside of that niche, I'm just another I'm just another freelancer. I'm just another developer, and that's the point. You want to figure out what that niches for you. The next thing, then, is niche specific authority. So it's really just what I said within my niche. All those things I listed give me authority outside of it. They don't. So what you have to do is figure out what matters to your particular clients in your specific niche and create, and I want to highlight that word create, not hope, not wish not wait, create proactively go out and create authority around those things that matter to your clients. So to give you an example, let's say that you decide you want to build landing pages on WordPress, and I'm using that that example because I've had students of mine be very successful with it. Now, if you're a designer developer, you might be. You might be tempted to focus in on how good your designs look or the technology that you use to build them. That's a typical approach that a developer or designer might take to say a landing page. But in that niche, what do clients care about most? Well, I can tell you it's conversion landing pages air all about converting visitors into leads or customers. And that's the number one thing that people in that niche care about. So the design, the technology, all that other stuff it's fine. But it's all in service of increasing conversions. So when you think about that, then you can ask, How might you develop authority in that niche? Well, create some landing pages and you could do it for a client. You can just do it for yourself. Somebody you know, you could start off doing some free stuff just to get something built. But don't just build anything that I want you to have strategy behind this. That's that's really what I'm trying to get at. But create something and then whether maybe there, if you're doing it for a friend or family member for free. Or maybe you're able to get a client or whatever it is and they start getting traffic to that landing page tracked the conversion rates on that landing page No, and actually come up with some results that you can mention study landing page conversion, figure out what works to increase those conversion rates, become an expert in conversion, blogged about it, etcetera. You could go out right now. You could build a landing page around any topic you may never ever intend on selling anything on it. But you created landing and page around a particular topic, and you confer 2 to 3 cents a click. Send traffic from Google ads to those pages, so for about a dollar, you could get 50 people to a landing page. So for 20 bucks you could get, say, 1000 people to a landing page and you could track the conversions and say, Oh, it converted at 56%. Hey, now you have some real data, and you can take that template. You can take your knowledge and say, you know, created a landing page that can four x y Z niche that converted at 56%. You spent 20 bucks to do that to create that authority. But that's gonna go a long way with potential clients. You do that four or five times. Maybe you spend 100 bucks, and now you have four or five things that you can list as a conversion expert on on your profile and so forth. So you're just going to get a lot more client to be able to chop charge a lot more, Which is the key here. If you can say something like something specific, like for most websites. Aiken, triple your conversions with my specifically designed landing pages or whatever it is vs Hey, I bill nice looking landing pages and I'm reliable. That's just not gonna move. The needle is much, so it's all about authority and Mitch specific authority view. If you want to charge more this is the the correlation I want you to get. If you want to charge more, you have to increase your authority. The more you increase your authority, the more you're able. Gonna gonna be able to charge more. It's not ah, 100% about talent. A talent is what allows you to build authority, but it's not. The correlation isn't direct. If you have a bunch of talent, but don't go out and build authority, that doesn't mean you're gonna be able to charge more. And I think that's a missing piece for a lot of freelancers who are really good at what they do but haven't thought specifically about authority and its tie to how much you can charge. So again, that's one big thing that I want you to get from this. Okay, the final piece here. Then, when it comes to your needs, selling proposition is an irresistible offer because ultimately all of this that has to translate into a precise offer that hits the nail directly on the head of what your potential clients want most. I'm gonna talk a little bit about that in the next section and where you can learn how to do that, but it's it's very important. This is really what we're driving out with all of this. And I'll just say this if you can buy in the three things we just talked about, Ah, specific niche, high authority within that niche in a compelling offer that hits exactly what your clients want. I'm just telling you, selling your services, raising your prices, getting the best, the best clients, and then ultimately making six figures and beyond, or whatever it is, it's gonna be a lot easier than you might imagine. You're gonna be light years ahead of other freelancers who really just don't think about this stuff all that much. So this stuff might seem a little eat as a Terek and weird. But, you know, you might have the tendency to say, Yeah, yeah, yeah, but it really does like doing it is what separates the freelancers who can charge what they want to charge and make what they want to make from the ones that are still just kind of struggling around trying to figure it out. Okay, so we talked about an irresistible offer, and I said I mentioned that in the next section, so the big thing here is you want to develop data driven service offerings. That's the next big thing. And I find a lot of freelancers just sort of guess when it comes to what services they're gonna offer and what they're going to charge, it's if you do that, you're just gonna be miserable. I prefer to use actual data to figure out the services clients are actually buying right now and what they're paying for within a particular niche and less guessing is just gonna lead to less struggling and less failing. That said, I have a whole episode here and let's talk Freelance Episode three Where I go through that in detail it's a screen cast where we go on fiber and we go on other sites and I show you how to figure all of this out. So I'm not gonna reinvent the wheel. Put that back in here. Just if you're at that point or when you get to that point, just go to Episode three and it's just gonna walk you step by step through how to do that. But just to focus on this, this is really, really important. You want toe. Combine those three things specific niche, niche authority and then a compelling offer. If you get the 1st 2 But don't couple it with a compelling offer, you're going to suffer as a result because it's just not the exact perfect offer that clients want. Next thing, then, is to build a system of clients are system to get clients. So another common mistake that I see. And this is something the famous online marketer Jeff Walker, he calls it hope marketing. So you decide to put up a freelance or decided freelance. You put up a profile on a freelance side, or you build a website to sell your services. And then what? No. Maybe you write a block poster to or you throw up some stuff on social media, but now what? And what I find it is. Most freelancers don't have a set consistent, daily, reliable system for constantly bringing in new clients. They set ah, set of actions that they can go out and take on a daily basis that they know that will bring people into their system. And once they're in their system, then they'll be methodically converted into clients. A lot of freelancers just don't do that they just sort of wing it. And that's where the income instability that you hear so many freelancers talk about that's where it actually comes from is not having that reliable system. So the point is, you want a well defined and planned system. Now there's a bunch of different ways that you can do that. But I'm