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

Let's Talk Systematic Freelance With John Morris

John Morris, I help freelancers get clients.

Let's Talk Systematic Freelance With John Morris

John Morris, I help freelancers get clients.

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21 Lessons (11h 39m)
    • 1. Welcome & Introduction

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

    • 3. APR2021: The Cold Email Method Part 1

    • 4. APR2021: The Cold Email Method Part 2

    • 5. EP1: How to Get Started Freelancing

    • 6. EP2: How to Rank In Google for Key Freelancer Searches

    • 7. EP3: Package and Price Your Freelance Services

    • 8. EP4: How to Create a Job-Getting Portfolio

    • 9. EP5: Finding Passion In Your Freelance Career

    • 10. EP6: How to Pick a Profitable Freelance Niche

    • 11. EP7: Build Your Freelance Website With WordPress

    • 12. EP8: I Just Built Your Freelance Website For You

    • 13. EP9: How to Estimate the Time and Cost of Projects

    • 14. EP10: Manage Scope Creep & Pushy Clients

    • 15. EP11: How to Become a 6-Figure Freelancer

    • 16. EP12: How to Craft a Winning Proposal

    • 17. EP13: How to Get Clients In Competitive Markets

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

    • 19. EP15: How to Create a Profitable Online Course

    • 20. EP16: The Apostle Principle

    • 21. BEP1: How to Get "Lowball" Clients to Increase Their Budget

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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.

Meet Your Teacher

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John Morris

I help freelancers get clients.


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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. APR2021: The Cold Email Method Part 1: The very first thing then that we're gonna do is we're gonna go and we're going to find the premium clients that are all around us and they really are all around you. And I hope by the time we're done with this section that you'll really see that there's tons of opportunity out there around you. And there's just an endless supply of not just clients, but premium clients, high-end clients, clients that aren't going to try and short-change. You were constantly nag about price and that sort of thing. So they really are all around you. Okay, so, and there's, there's multiple ways to do this. I'm going to show you one particular way, but feel free to get creative and look for other sources based off of this same idea. So what we'll do here is we'll just go to google.com and I'm going to type in lawyer. Okay? Now you need to make sure that you have the location stuff on in Google so that when you search for lawyer, that it searches in your particular local area because that's what you're looking for. You're looking for local clients and we're going to click this View all link here. And this is going to show us a list of all the lawyers that are within a certain area around this. This is probably different depending on where you live. I live out in the middle of nowhere. So there's probably an expanded area in order to generate more results. But if you live in an urban area, you live in a big city, then it's probably going to be a much smaller area because there's a lot more in that particular area. But either way, this gives us a list of lawyers that are reasonably close to us. So you can see for me 10.6 miles. If I come down here all the way to the bottom, we're talking about 30 miles, which is a decent little way. But a, you don't need to necessarily drive to these places to meet with these people. You can do this stuff via email or you can do it via phone call. Or even still if I have to drive 30 minutes for a client that's paying me $5 thousand for a website, let's say that's what I generally charged, then, you know, that that's probably worth it. So again, it's just you got to factor in that stuff. But you can see that within a pretty close geographic area, were able to find a number of clients here. And actually just scrolling back down here, you look here. We go all the way ten pages out. And so I'll click on page 10. And these now are gonna kinda zoom out and it's probably to include St. Louis because St. Louis is a big city that's close to me and it's about a 2.53 hour drive. But again, you can do it through phone call, Zoom. You could do it on an e-mail or again, you know, if you're getting paid enough, you might be willing to drive that three hours. So again, just sort of up to you, but you can see each one of these each one of these pages has, I believe 20 listings. And then we're up to page 10 and it goes to 11, et cetera. So we're talking over 200 lawyers at a minimum within a hour, two hour, three hour radius of where I live. And again, I live in the middle of nowhere. If we do something like this. So lawyer, mere Chicago, for example, or just taking a big city. Now again, you're going to find a lot more in a much smaller radius here. So you're going, you're not going to have to travel near as far. We also have to recognize that they're probably going to be a little bit more competition as well if you're in a bigger city because there's going to be more people who do what you do. So it's a balance there. But this is a way that you can go and you can find high-end premium clients very, very easily. Now you might be thinking, well, this is just a simple Google search. How, how, how am I finding high-end premium clients? Well, we're searching for Lawyers, Right? Lawyers is a profession that generally does well financially. You generally associate that with higher end clients, premium clients, clients who are going to be able to pay and it not be as big of a deal. And that is really just one example. So we could come over here and we could do DR. Right now we're looking at doctors in the area around me. And if we come down here, we see we've got 10 pages here as well. So another 200 plus, there could be 500 in this search, Who knows? But there's hundreds and hundreds and hundreds of these. And we've done just two different due to different professions. So you could do lawyer, you could do doctor, you could do a mechanic, you could do body shop, you could do there's all sorts of different ways that you can look for clients that you know, when you look at that profession, that profession is one that tends to do well financially. Those are potential, not saying every single one of those businesses is just doing great. But those are more likely than other professions to be doing well. And that's what we're after. Now with this course, I've included a whole swipe file that lists off, Let's 1890 plus different professions like this. So lawyer, doctor, and different ways that you can go in and do these kinds of searches. And so when you combine that massive list with how much you find when you do a search for a single item on that list. We're talking about thousands, probably tens of thousands of potential clients that are local, that we know are probably are more likely than not to be doing well financially. And that we can, when we go to the next step, we can reasonably find a way that they might be in need of our services. And so again, that's the big thing with this one. I just want you to see that, okay? There's this potential all around me. I just have to know how to look for it. Okay, next step then is I'm actually going to come back here and go to lawyer. And next step is we now see where we can go and find these potential clients. But we need to really hone in on who are their clients that are in need of our services. And this is a point that I want to hammer home pretty hard. You don't want to just go out. A lot of people I think, would look at this, what I've shown you so far and be like, Okay, I'm just going to start emailing all of these people. I'm going to come up with a template email. I'm going to start spam and all of these people and sending out messages to them, et cetera, and see what I can find. And that's not the approach that I want you to take. I want you to take a really surgical precision approach. And to do that, we need to find clients among this massive list that actually are in need of our services. Now why is that? Because it makes for a lot easier sale when you go in knowing that they need your surface is not wondering, not guessing, not even wondering what their opinion is like despite their opinion, you know, that they need your services. How do you do that? Well, there's a couple of different ways to look at this and it depends what your service is. Now, I'm going to talk a little bit. Probably the examples I'm going to use are related to web development just because that's what I do. So that's a little more familiar for me, but you can take this and apply this to anything writing, graphic design or whatever it is that you do. And I will try to include some of those examples, but you're more familiar with what you do then I am. Ok, so just know that I'm, I'm just giving some examples. But you can apply this to whatever it is that you do. Just get a little creative in how you look at this. So let's go ahead and just click on this one right here that says Neil law firm. Okay. So it says website. I'm actually going to come down here because I want to show this. So Williams law offices, now, there's a lot of potential things here. But as a web developer, the first one I look at is, oh, they don't have a website here. So is it that they don't have a website or that it's not just it's just not listed here. Now let's assume that it's because they don't have a website. Well, right off the bat, there's a potential service, right? I could go to these people and say, Hey, look, you're missing out on people because they can't go to your website. They can't learn more about you. All they see is this Google listing here. You have no reviews, you have nothing for them to get more information about you. You're literally missing out on business because you don't have your your website listed here. You also don't have your business hours listed here. Like your service could be building them a website and a part of that as an add on or maybe it's the service itself. You could say, Hey, I'm going to get your get your Google page listing short up. So when people search for you, it's a lot more compelling of a listing, get reviews, and people are a lot more likely to want to call you and want to hire you because your web presence is a lot better, right? So that could be a whole part of the package or it can be the service itself, et cetera. So they could need a website, they could mean other Google business page short up. They could need social media. You who clicked through their website and they don't have social media on their site and you're a social media manager. So then you could contact them and say, Hey, I notice you don't have social media, blah, blah, blah, et cetera. So again, there's, you just want to look at this and see like what's costing them business, what's hurting them? What's a real problem that they're having? And when you see this, like like this person here, I know not having a website is hurting them. I don't have to ask them. Right. I don't care what their opinion is on it. I know because I know my industry that not having a website here is hurting their business. Okay. So when I go into to, to sell them on my services, I'm coming from a place of confidence. I'm coming from a place of power because I already know. I'm not I'm not asking them. I'm not guessing. I'm not hoping I'm not wishing I know they need my services. Now. Does that mean that they're going to hire me? Not necessarily, but at least I come in knowing from that place of confidence and so that's what you want. So the more egregious the problem you can find with their website, their graphic design, their content marketing strategy on their blog, whether it exists or it's just bad or their social media presence. The more egregious the problem you can find, the more confidence you can go into an email, a phone call, a meeting, etc. Knowing that they are in need of your services, period. There's no question about that. You know, that whatever their opinion is, you know that. So that's what really want to hammer that home here because I want you to really look for the right type of clients. Now you also have to understand that. Don't have a website at this day and age for just as an example, there's probably a reason why there's probably some mental block there. Or they have some beliefs about websites on the internet or whatever that you're going to have to address and you may not be able to overcome those. So you also have to understand that side of it is that there's a reason why things are the way that they are right now. And you want to figure that out and try to be able to get around those, but you have to do that in talking to them. So that's a little bit further down the road. Okay. So we've got one with a website. This is Attorney's Office here. We have no website. No website. No website. I'm gonna skip that one for a second. So this one has a website? That one has a website? No website? Does have a website. Has a website. That's not even it. Okay, So you can kinda get the idea here. You just kinda go through and click through here and you find a whole bunch of these. I have no website. Now, I want to look at this one. In particular, obviously in planning this course, I did a little bit of research. So I didn't want to be clicking around and stumbling around in the course. So I did a little bit of research to find this. But for me, one of the first things that I look for, and again, this is as a web developer, this is just an example. So you, there could be things that you have, your graphic designer, writer, whatever it is you do that you latch onto that are like this is the first thing I'm going to check. But for me, the first thing that I check is whether or not something is mobile responsive. And so I checked this one called Pharaoh law office. And if you come over here, this is their website. And again, as a designer, a graphic designer, just a web designer in general. Or if you went through and clicked on some of the stuff and maybe it wasn't working as a developer, you might find things that are wrong here. But for me the first thing I do is just do this. Okay? Can you see my fancy little Spider-Man back here? But you see that this website isn't mobile responsive, like that's the first thing I check when it comes to local clients as well as a web developer. When it comes a local clients, I first check if it's mobile responsive because it is the easiest sort of sell in job to perform for someone has to make their site mobile responsive and in my opinion, okay, so now I've honed in on somebody who doesn't have a mobile responsive website. They have their website listed on on, on Google, but it's not mobile responsive. Again, I know that that is a problem. I'll have to ask them. Okay. It's not a question. And so what you wanna do is you want to go through this list, and that's what you wanna do. You you don't want to just, okay. I found this one and I'm done. I'm going to get in contact with this person because what happens is you get hyper-focused on this one. And now you have to get this one and you start doing all sorts of, you come across a needy and you start doing all sorts of things that demonstrate to the client non-verbally that you're needy, right? So you don't want to get hyper-focused on one. Instead, you have hundreds to get through here. And we've already, I've already shown you a bunch that don't even have websites, right? So those are, those are candidates right off the bat. But then you can come through here and find more that aren't mobile responsive or You go to the page and the design is bad or stuff isn't working, right? And, you know, just one little subtle sort of trick here, or, or, or insight is that you don't always have to go for the big sale right off the bat either. Sometimes what you can do is you could find something small that's wrong. And maybe you click this button and it doesn't work. Or whatever it is, you try to go to a page and it's broken. There's not something there. You can find that little thing and you can approach them and say, Hey, I'll fix this for you for a 100 or 200 bucks and make a smaller first sale. And then once they've hired you and you've delivered, you've done a good job. They've gotten to know you. They like really happy with your work. Then you can make the pitch about the larger thing of Hey, I want to make your say, mobile responsive. And that's going to be a complete redesign of the site. That's going to be more money. But, you know, I can do a quickly yada, yada. So that's one little switching strategy that you can make with this, but you just have to kind of sit down here and figure out what that is for each one of the clients and go through and I would pull out a spreadsheet. I'd copy down the name of the person, the URL, and the different problems. That can be multiple problems. It can be, it's not mobile responsive. It could be. This page is broke. It could be the graphic design is not very good. You know, it could be they're not doing any blogging. They don't have any content marketing going or their content marketing is bad, or their SEO setup isn't very good on and on down the list. Write them all down, every single one of those last things because now you're going to have it captured. And when you come back to actually contact these people, you're going to be able to then look at it and devise what sort of strategy you want to use. But put it all in a spreadsheet and go through here and get as many of these. Just start with lawyers, go through all 10 pages. So call to a 100 clients and get yourself a master list of like 50 or a 100 potential clients that you might be contacting. Now, you're literally looking at people who are in a profession that's pretty high-end, pretty premium generally speaking. So you're you're relatively certain that they're going to be able to pay for your services. And they have a real problem that you can solve. So you're not guessing, you're not hoping, you're not wishing, you know that they have a problem and your services directly address it. I want to stress how important getting to that point is like what that point means. You are literally looking at a list of highly qualified leads, which is the thing that every business is dying for. I mean, there's businesses that pay thousands and thousands of dollars a month to get the kind of qualified leads that you're now looking at with an hour to have research on the Internet. And oh, by the way, we just did lawyer, we haven't done doctors yet, we haven't done mechanics. We haven't done all of the different things that you can look at when it comes to the different professions and types of clients and so forth that you can look forward to doing this. And so I just want to stress to you how powerful this is and how valuable the information that you'll now be looking at is it's critical to this entire process. And it's a very, very valuable list that you're going to be looking at here. Okay, Next, then we need to, again start to build Howard what we're going to say to these people, okay, and I'm going to show you, I'm going to show you an easy, I'm going to give you a specific example of an email. And I'm going to walk you through that template and show you what to say and why we're saying it, how to say it, and then how you can adjust it so that you can make it fit for what you do in your specific situation. So we're going to go through all of that. But I want to we need to first gather some information. And the big thing that we need to gather is we need to gather evidence. Okay. We need to gather proof to show to the client to really hammer home the problem that they're having. Okay, so I mentioned earlier that I like to do mobile responsive. That's the first thing that I like to check again because it's a really, really easy sale for a lot of people. And so what I wanna do is I want to find stats that back up me saying their site not being mobile friendly is a problem. And so, you know, you got to be a little bit creative with Google, but I just went over and typed in mobile business stats. And this very first one here, you click on it. And right here across the top, you get a bunch of stats that are relevant. 80 percent of users use the mobile device to search the Internet. 40% of online track transactions are done using a mobile device. I'm going to go all the way down here to this one because this is the one when I read it, I was like, wow, nearly half of mobile users switch to your competitor instead, after a bad experience with your mobile site. Now, if that doesn't strike someone who has a business, a local business, and their site is not mobile responsive if, if they hear that, right, if they are, if they hear that and they don't immediately go, Man, I need to do something about this. Then. Just move on to the next person. There's no point in trying to argue with that person or conked him over the head with more stats or whatever. At that point, if they can hear that and they believe that stat and they don't want to do something about it. There's probably nothing you're going to be able to say to them. Okay. So that's the kind of staff that you're looking for. And it could be a combination, right? You could say 80 percent of users use the mobile, mobile device to search the Internet, which shows that a lot of people are doing it. And then nearly half of mobile users switch to your competitor, right? So it really shows them that there's a lot of people searching, using their phone to search for local businesses. And if they find that person's website, this feral office website, and it's, it's not mobile responsive. Half of those people are going to go look for somebody else. So. You can team them up like that. But again, you just want, You want to have a statistic or a combination of statistics that when someone sees it, you know, you're, you're a smart person. You know that this is a compelling argument and if they don't, this doesn't move them. Nothing will. Okay, so you want to gather all of that information and do some research and grab multiple steps. Don't just stick on one if you can find multiple that are that compelling, grab those up and have those have those in your bag, have them available to you, put and put them in a document and print it off and take it with you or, or whatever. And we're going to use it in our Emile email. And I'll show you how. However, you just want to gather up all of that data and all of that research and all of those stats. So that when you go to contact this person, you have a compelling argument that backs up what you say. It's not just you saying it. It's actual data that's out there. That's how you're going to create a compelling argument. And really that's how you're going to sell your services without having to do a bunch of selling, right? You're going to just show them their website. Say, it looks terrible on mobile, right? You can see it is bad. And it's costing you customers. It's costing you business, it's costing you revenue. And like I said, if someone isn't moved by that, then then I don't know. You know, there's there's there's you might as well just move onto somebody else. Okay? So this is a smaller little step, but you want to do that research and find that information. Now we need to transition into making contact with this person. And so the very first thing that we're gonna do is we'll actually come back over here to their website. And this is something, this is the absolute, easiest, most effective way to ensure that when you send an email, because we're gonna do, We're gonna start off with email. That when you send an email to this person, they will see it and they will read it. It's not going to get blocked by spam, et cetera. So what's the way that you can do that? Well, you'll notice here on the site it has a Contact Us page. And so we can click through here. And this is going to give us information about contacting them. Now in this particular case, it happens to be mostly their address and their phone. But you'll see down here, we have a quick contact form. Now, as a developer, if you're not a developer, I'll just tell you that these contact forms, when you build these, you go through a bunch of things to make sure you basically whitelist these in your email program and all of that to make sure that when someone submits this form, that it gets through to you. Okay. So this has this form here, like a gold mine for you being able to get your e-mail through to this person so you don't have to worry about spam filters and all of that stuff. You'd simply use their contact form instead of trying to find an email or any of that stuff, just use their contact form. It's built-in to get the message delivered right to them and that's what you want, okay? So that's the first thing. If you can use their contact form or in if not, then if they have an e-mail address on their site, then use that. But most people are going to have a contact form. That's how you can guarantee the deliverability of your first e-mail. After that, then once you've you've sent an email to them and they've responded to you. Then you can just continue the back and forth in in your email program and those e-mails are going to go through. But for that first contact, it's important that you use their contact form, okay, Now the next thing that we're gonna do is we're going to actually write the email. Here's an example, OK, and you can use this template, you can take this and use this. It doesn't have to be this way. I really want you to understand the logic behind it, not just necessarily copy it, although that, that's totally fine too. You're going to get this, you're gonna get this email in this along with this course. So you'll have this and you can use it and adjust it to your your needs. But I want to walk through sort of the logic behind why we're doing this. Okay, So the subject line, having trouble on your website. Now, remember the context here. You're submitting in this in their contact form. So it's going to come through on their contact form. And it's going to say having trouble on your website. Now, depending on the contact form, you may not be able to have a subject line, but I would make it the first line right here in the actual box here so that when they see it in Google, because Google shows a little preview of the e-mail. What they'll see is having trouble on your website. Okay, so that's the first part, having trouble on your website. Again, this could be, you know, is could be different for you if you're a writer, maybe it's was looking for information on your website because they don't have a blog and you wanna, you wanna stress, you want to talk about the fact that they need a content marketing strategy. So you say I was looking for information on your website, et cetera, or, you know, was looking at the logo on your site or whatever, you just want to kind of point to the trouble. Something that's going to make them just click and be like, Okay, what's going on here? There's a problem, right? Then you say, Hey, firstName and you want to put in their firstName, you should know their firstName because you've looked specifically at their website already, you've you've already done better than 90 percent, 95 percent of the spammers out there just by putting their first name. Okay. Just wanted to let you know that lines really important, right? This line is just you're not coming in and immediately hitting them over the head. You want to say, Hey, just wanted to let you know you're providing information, you're being helpful. You are because they do have a problem with their website. As the difference between this and when people spam, they legitimately have a problem. So you are being helpful and you should own that. So just wanted to let you know. I was looking for a lawyer in the area and came across your website. Okay, So this line is important because it telegraphs a little bit that you might be in the business for a lawyer and this is really a hook. This is a thing that's going to get them hooked and have them really want to pay attention to what you're saying because you could be a potential client. And that's what all of these business our businesses are starved for is potential clients. Now, are you looking for a lawyer in the area? Well, if you don't already have a lawyer that you know you're going to use or you don't already have a doctor that you know you're going to use. You don't already have a mechanic that you know, you're going to use time and time again, that you go to all of the time, then this is this is legitimate. As a business owner, you should have a lawyer not sitting on retainer, but one that you've talked to at least and you know, you're gonna go to if you have any trouble in the future. All right? As a responsible adult, you should have a mechanic that you've at least talk to. You should have a doctor that you know, et cetera. So this is legitimate in that sense. But again, it's just a hook that you want to hook them into where their thinking. This could be a potential client and you could be a potential client, right? You may take them up on their on their services if you interact with them and you have a good, you know, you have a good interaction with M and a good rapport with them. You may say, Hey, you know, I I actually do need someone to write my my contract for my services. Is that something that you would do? Okay. So again, you just want to have this early on to kinda get them to hook to read the rest of it. So as looking for a lawyer and Aaron came across your website and then you want to get into the problem. The rest of this is all about just hitting them over the head with the problem. Had a really hard time using it on my phone right. At this point, they'll probably go, Yeah, I know that was a problem. And then you say I can manage, but I thought you should, I should tell you, again, providing information being helpful. I'm in web development and it's a big deal. The latest stats show that nearly half of mobile users switch to your competitor instead after a bad experience with your mobile site. So we're using, are our most powerful stat that we found earlier, the one that I showed you, we're going to use that in our email. We're collecting all of the others for later, but we're using that one in the introduction because we need to get attention. And really all of this is just about hammering the problem. We're not selling ourselves. We're not talking about how great we are. We're not talking about our experience. We're talking about them and their problem. And as long as you're talking about them and their problems and the things that they want, etc. You're, you're in the safe zone. They're going to be paying attention because it matters to them and you're bringing up a real problem for them. This is what separates 90 percent of the spam e-mail that you're going to see out there from what you're doing. It's all because you actually took the time to research their site and find the problem. Now you can be specific. You don't just have to put out some generic thing about how great you are. You can directly address a problem that they have with their site, their social media, their graphic design, their content, whatever. You can directly address a problem that they have that they probably already know they have. And then we just kinda like hammer it over the head a little bit. When we say That's a lot of potential revenue you might be missing out on. You want it to always connect it to the ultimate end, which for these businesses is pretty much always going to be revenue. Anyway, like I said, this is what I do. I could come down to your officer, jump on a call with you and show you hide, fix it if you're interested. So this is the point of this. The strategy behind this is soft sell, okay? So we don't want to try and get the sale right off the bat. Most people aren't going to hand over a $1005 thousand to you based off a one email. So don't try to make that sale. Just say, Hey, I can come down to your officer, jump on a call with you and show you most clients when they hire someone, they want to jump on a call anyway. So just go right for what they already want to do. And it's just a soft sell like, Hey, I can come down and show you how I would fix it. Not show you how great my services are. Show you why I'm awesome. Show you why you should hire me. You're sticking to what they're interested in, their problem. I'll show you. How I would fix it. If you're interested, all you're trying to do here is get the appointment. You're going to sell them in the appointment. They know you're going to sell them no matter how good you are with these emails, they know you're going to sell them, okay? So again, you want to come across as someone providing information. You want to hook them by kinda looking like you might be a potential client, hammer them over the head with the problem and then soft sell them on a phone or in-person appointment or Zoom, however you wanna do it, right? And that's the email. It doesn't have to be anything more than that. It's tailored, it's specific. And there's some real strategy behind it. And if you have built a big enough list, when you go through, when you go through and send these emails, you know, you're going to have the percentages on, on cold emails, no matter what you do are going to be low. But you you've pushed it everything that you can in your favor to make these perform a lot better than it would if you were just spamming something out. You couple that with having a good list of really highly qualified leads, then you're going to know, you're going to get people who are going to respond to you in this and want to set up appointments and so forth. It's just it's almost impossible not to. So again, that's the email you get this with, with the course, right? So you'd be able to download this and tweak it how you need to. But I really want you to understand, understand the strategy behind it. That's the most important thing. Okay, now let's talk about the appointment itself, which I recognize for people. This could be kind of scary. But, you know, I was I was a construction worker. I grew up a jock like I was never like someone who was known as a smooth talker, natural salesperson growing up. Yet, when I did get into sales, kinda stumbled into it later on. You know, I was actually really good at it because my mind tends to think logically linear in a linear fashion and following process, et cetera. And the reality about sales is that it really is just a process. And if you understand the process, then all of the smooth talking and natural salesmanship and that sort of thing are things you can add on top of the process to be a little bit more effective. But you can be a very good salesperson if you just understand the process and how to implement the process. And even if you do it with not as much energy, you're a little bit more cold or direct than other people, which is kinda how I did it. You can still be successful when you understand the process. Okay, So that's what I want to walk you through here a little bit when it comes to your appointments via the process of the appointment. And if you understand this process, then you can be successful, especially over time, right? Your first one, you might be completely freaked out, but it's just one. And then the second one, you'll be a little less freaked out. By the third or fourth or fifth, you might actually start to feel a little bit comfortable. And you know, when you, after you make your first one or two or three sales doing this, you might actually start to enjoy it a little bit, God forbid. So anyway, let me walk you through the process and show you what to do here with your appointment. Okay? Very first thing, you need to have something to show them. Don't don't show up to an appointment and talk about what you could do or what you will do, or even what you have done in the past. You need to show up and show them what you have done specifically with their site. So that means if you're a web developer, now, take a page from their website, design, probably the homepage. Design it up real quick. However you're going to do it. That's not going to take you that long. I've done well built for a long time. It's not going to take you that long. Not everything has to be perfect, right? You just kinda have to be able to show them. But designed it up real quick in, in a Dev page on your site. And when you show up to the presentation, just have him load the URL and then show them how it looks on the mobile device compared to what yours looks, what There's looks like right now. That alone is going to give you this before and after this huge juxta, juxtaposition, this comparison that they can look at and see what it is now and what it could be. Okay. So have something to show them. And when you're scheduling the appointment via email, this is really important. Give yourself enough time to do those mockups, right? Don't don't schedule the appointment for an hour from now, scheduled a few days or however long it's gonna take you to be able to do those mockups, but you wanna make sure you walk in the door with something to show them up. The logo printed out on a piece of paper. If you're a graphic designer or you know, if you're doing content, show up with a list of, Hey, here's the 50 to post that, post titles that we're going to knock out for you over the next year will post one of these a week. And by the end of this year, you're going to have 52 pieces. You can go from 0 to 52 pieces of content on your site. Okay? Something small that you can do but show up with something to show them so they can see it visually. All right, next is you want to make sure and have your presentation process laid down ahead of time. You don't just want to go in there and wing it. That's the worst thing that you can do. You're already freaked out enough and then trying to think of how to sell them while you're in there, freaked out because you're talking with someone one-on-one and they're asking you questions and they're trying to trip you up, et cetera. Lay out the process ahead of time, understand what your game plan is going in, okay? Now, I'm going to give you a process to follow one that I know works well. But again, I want you to feel, Feel free to be creative and as you go through this, to adjust this and tweak it and do what you will with it to make it yours. But this is a good baseline for you to start from. So the very first thing that you want to go in and do when you get in there is you want to reiterate the problem, okay? You want to restate the problem so, you know, show them the site on a phone and how it's jacked up, or show them the logo compared to their competitors. Show them how their competitors are producing content and you're not. Show them the stats that bring more stats with you and show them more stats that show why this is important, how this is affecting their, their business, etc. You want to restate. The problem you want to get them back in that mindset of where they were when they agreed to do the appointment in the first place and get them feeling that problem again. So that's the first thing. Get reiterate the problem. And then you need to get buy-in right away. Okay? So you need to get a a explicit statement or agreement from them that they they want to fix this, that they need to do something about it. And you can literally position it by saying, hey, you know, you see the problem, the problems obvious. But what I want to know before I waste your time or before I waste any of my time. Is this something that you actually want to fix? Like, do you do you actually care or want to do something about it? You need to address that right then in there, there's no point in you going through the rest of the presentation. If they get to the end, they're like, Yeah, but I don't really care. Right. So you need to address that right off the bat. That's when you can bring your extra stats with you and be like, hey, you know, they say, Oh, I don't care, I don't think it's that big of a deal. Like I don't think I'm losing that much money. And you can be like, well, you know, the stats show that 50 percent of people are searching for your website, visiting it on mobile and then they're just leaving and they're going to somebody else and they're not even contacting you. So you wouldn't even know that you're missing out on those people, right? So you want to address that problem right away. And before you go on to anything else, get buy-in. If you don't get buy-in, if you don't get an explicit agreement where they say, like, Yeah, I want to fix it, then you, you know, you keep working on that. And if you get to a point where you like, they just won't agree to it, they just won't do it. You just say, okay, well, thank you for your time. If you change your mind, you can contact me in the future and leave. It's a waste of time if you don't get that buy-in. Okay. So that's like when I sold shoes and I used to be now bunny and I sold shoes, I was really good at it, did really well at it. But we call this slamming him in the chair. Okay. So when someone came in, you're in a mall and think about this, you're in a mall environment, right? And people are just walking around and look at it and things. And what does everybody say when they go into a store? Heck, I say it these days when they go into a store. But what did they say? You say, Hey, how can I help 4. APR2021: The Cold Email Method Part 2: John here. So now what I wanna do with this course and teaching you this method is add in sort of the next layer. And this is going to involve, I'm going to use Facebook, although you could do this in a number of ways. And this is one of the things that I really want you to. Again, I'm going to harp on this throughout. I'm showing you specific examples and specific methods and specific tools and websites and so forth to use. But what I want you really to do is to think about your own unique niche and really understand that this is kind of a framework for how to go about doing this. And start to come up with your own ideas, your own tools that you can use, okay, based off of the concepts inside of the framework. So the big one that we're going to be talking about today is personalization. And so what I want to show you first off is this, this study essentially that was done by woodpecker. And woodpecker is a CRM and they focus, they have a focus on cold email, okay? So they have a lot of data when it comes to this. And this is a blog post that they wrote where they lay out some of the statistics. And so the one that you're looking at right now is the one on personalization and deliverability. And so what it's saying is, is that you can win a campaign or when an e-mail has what they call advanced personalization, that it gets delivered and opened at almost twice the rate, 17 percent, compared to 7% when the email doesn't include any sort of advanced personalization. So you can essentially double your rate of your emails getting red just by including personalization. Now, what do they mean by advanced personalization? So it says here that beyond, up here, beyond firstName and company name and so forth. So just including the person's first name and the company name and so forth isn't going to be enough personalization to, to get to this level. So what they're talking about is if you've ever received one of these now, I received these all the time and we'll talk about that here in a second. But it's one of these e-mails where they say, Hey, I came across your article, your blog post about such and such, or I was visiting your website, blah, blah. And they include some personalization that includes the name of a blog post and that sort of thing. When you include that kind of advanced personalization, that is when you get that increased open rate. So again, having that kind of thing in your emails is going to help you to get more of them red. And that's really kinda the first thing that you have to battle with when it comes to cold emails, just getting it red. Okay, so we're gonna take that concept though and we're going to now put it on steroids. But I wanted to show you the stats to start off with a little bit so that you know that there's actual data behind this. So now how do we take in and kind of put this on steroids? So you remember from the first sort of lesson or video that we had honed in on this law office, this federal law office that we found n I had showed you how we were qualifying this particular person. We of course, as a lawyer, means that they're probably in a decent spot financially mode. A lot of lawyers are, it's more likely than not that they are still out. There was one qualification piece. The second one was that they were an actual actually in need of our services. So when we check the website, it's not mobile responsive. And again, we know that's nothing. We have to ask them. We know that their site not being mobile responsive, it's costing them business. Okay, so we got to that point. But now we want to get to the point where we really start to dig in and get to know a little bit more about this person individually. So what we're gonna do is a little bit of Facebook stocking. Now, before I go into this, I just want to put out the caveat here. A. You don't have to do this if you don't want to. But B, it is very effective. And see, we're only going to be looking at publicly available data, okay, so we're not hacking into Facebook or doing anything like that. We're actually just going to the Facebook page for this law office initially. And looking at information that the person who runs out account which I assume is the business owner, information that they're posting publicly on their own page. Okay. So it's not anything super nefarious, but it is a little bit of Facebook stalking and can feel a little bit weird, but it's going to help you get to the point of incredibly advanced personalization when it comes to your emails. Okay, so what are we gonna do to do that? Well, we're going to head on over and actually let me go back one here. We're going to head on over to Facebook and we're just going to go up into the search tool and we're going to search for Pharaoh law law office. Now, it happens to be the first listing here. You may need to search through here a little bit. They may not have a Facebook page as well. So in which case you can't do this, which is fine, but this person happens to have one, so we click on it. And what we're gonna do is we're just going to kind of look at the information that they give us. So one of the first things that I do is I just verify that it's the right page and website now it's got his picture that I saw on the website, but I'll usually just open the website in a new tab like this that they put on their Facebook page. And you'll see it takes us back to that same page. So that just kinda verifies. You'll notice that it says Rick federal law. I hadn't even noticed that before, but I'll look for information like this. And it says Rick Ferrell loss and I know his name is Rick Pharaoh. So that's another thing that I actually learned here, although I could have got that off as website, but I hadn't actually noticed it. And then I'm just going to go through and kinda scroll through the feed. I might look through some of these pictures and so forth. I'm not going to do all of that here just to keep this a little bit concise. But what I wanna do is scroll down and we're just looking at the post here and really what we're looking for, okay, this is the big thing that I want you to get out of this. What we're looking for is what Aristotle referred to as the core elements. If you don't know, Aristotle did a whole treatise on persuasion. And this is actually one of the very few things, useful things that I learned in my, as I was getting my business marketing degree. But he did a whole treatise on persuasion and. A lot of what you see today from the sales experts and marketing experts and so forth has its roots in what Aristotle talked about. So one of the things that he talked about were what he called the core elements. So these are values, beliefs, opinions, those sorts of things. So the core elements that we all have, and what Aristotle said was that it's a much harder for you to change someone's core elements. Instead, what you need to do is show them how your thing, whether it's an information product or a service or whatever it is, you need to find a pathway between your thing and their core elements. So how your thing is going to help them solve or satisfy their core elements better than other options that are out there. Okay? So what we're looking for here is those core elements. And so a lot of times on social media that's going to come in the form of opinion. Now one thing I notice is he postal a decent amount on here about the legalization of marijuana? There's not enough on here to really read what his opinion is, whether he's for or against. But that would be something to maybe pay attention to a little bit, maybe research into a little bit further, scroll down a little bit further and find out. But the big one that I came across here is this one here and this is the kinda thing that we're looking for. So it says if a person did this, they would lock them up and throw away the keys. If a business does this, they get a very small slap on the wrist. So much for corporations being regarded as people under the law. People don't get near the benefits. And this is referencing article from Reuters about Ticketmaster paying a fine for basically they had employees that were that had stolen passwords to one of their competitors and they were logging in to get like confidential business information. So and then it just got slapped with a fine. So now you might be wondering, okay, like what is that? Tell us? Well, there's a couple of things here. One, if you pay attention and I, a strongly recommend as much as you may hate it, that you pay, pay attention to politics, not to have an opinion, had gone social media and go on rants or whatever. But so when you see stuff like this, as a business person, when you see stuff like this, you understand what it means because politics really get to a lot of the core elements, a lot of the fights that people have in politics. Our battles between different core elements, okay? So if you paid attention to politics, you know that the corporations as people think, goes all the way back to 2012 with Mitt Romney, where he insisted in, in, in a speech that he's just doing a Q and a. And after speech, he insisted that corporations where people now his point was that corporations were made up of people. Therefore, they are in a sense, people, not that controversial the point, but of course, you know how politics goes. People latched onto that. And he was passed all around that, that corporations were people. He said corporations where people or whatever. So this goes all the way back to 2012 and he posted this in December of 2020, so eight years. And he's still making a point about this. So that tells you that that's something that, that means something to Him. We're getting to the core elements, something that someone held onto for that longer, remembered for that long and Now, this also gives potentially an indicator that this person might be more liberal leaning. Ok, now, we don't really care which way they lean, conservative or liberal, right? We just want to know what they are. Because now if we know that there may be a little bit more liberal leaning, that gives us some insight. Yeah, we're, we're, we're, we're putting them into a box. We're pigeon holing them. We're making assumptions, we're generalizing, we're doing all the things people don't tell you to do. But in these situations from a marketing perspective, from a sales perspective, those things are very helpful because they can give us some guides and help us to maybe see information that we otherwise might not have about a person because we don't know them personally. Okay? So the fact that this, someone, this person might be a little bit more liberal leaning gives us a lot of information that we might not otherwise have. Another indicator that they're potentially liberal leaning is that they posted this article from Reuters. Now, again, if you pay attention, you know that any conservative worth their salt would never repost an article from Reuters for the most part, especially one that they agreed with. Because Reuters is considered one of those left liberal leaning publications out there. Again, we're not taking sides here. We don't really care. We just want to know. So those two things together make me think that this is someone that might be a little more liberal leaning now, does that mean they're a Democrat? Not necessarily. There's plenty of Republicans who might agree with what was said here. But it does give us some insight into how this person thinks. It also gives us some fodder for advanced personalization, okay? So these are the kind of things that you're looking for. So when you go into write an email or when you step into this person's office because you've written a good email and now they want to have you come in and you're going to do an appointment and show them what you do for their website and you want to lay in this job. Having this kind of information is going to be critical in having some insight in who you're dealing with and having things that you can do to maybe test the waters a little bit, to see a little bit more, maybe ask about this or Hey, I saw you speaking to your post, you know, about the Ticket Master thing was just curious your thoughts on that whole thing or there's things that you can do to start to test and get a feel for how this person thinks and what their core elements are. And ultimately, the hot buttons that are going to get them to move, that are going to get them to say yes to you. That's what you're after. The more information you can gather the better. Okay. So that's one example. This is from the Facebook page for the law office. Now, we're gonna go further. We know this person's name is Rick fair. All right. So we're going to type Rick Pharaoh into the Facebook search. And lo and behold, Rick Pharaoh's the first person that comes up business owner for a law office. We know that's him. So we're going to click through to his Facebook page. Again. We're not as friend, right? So this is all publicly available information. So there's a number of things here. Study jurist, doctor at University of Missouri, Kansas City School of Law. I studied political science and secondary education at College of Ozarks. Secondary education, not really something to do with being a lawyer. So that's a little interesting. Went to Central High School. Springfield lives in West Plains, Missouri from Springfield like this is all information that can be useful to us when we're talking to this person. Now again, we're going to scroll down through the post. Most of these are pretty useless. But the kinda thing that we're looking for is this, like this here. Ok? So this one says it's a picture of a bunch of fish, says, good day at the creek. You go into the comments, you see a little bit more and you can see this guy likes fishing. Okay? So again, more information now we know a hobby that this guy has, okay? And we can scroll on down and find more and more stuff like this. Okay, so we've got an idea now that this person might be liberal leaning, that they remember the Mitt Romney quote from 2012. That they, they really don't like the idea that corporations are people in that whole concept. We know that they like fishing. We know where they went to college, we know where they went to high school, we know where they live, we know where they're from. We know a lot about this person just from publicly available information that took us about five minutes to research. Okay? So it's this kind of research when we talk about advanced personalization. This is the kind of stuff that we're talking about, not the lame. Oh, I read your blog post titled blah, blah, blah. No, you didn't give me a break. I every single one of those that I get, I know that they didn't read right. So again, that stuff is lame, that stuff's obvious, that stuff is going to immediately get you thrown in the trash bin. And, and that stuff as bad as it is, actually still works better than just the spamming out the messages that don't have any personalization to him and people actually get hired from that stuff. Okay, so what we're gonna do is a lot more advanced than that. So let me give you, let me wrap up here. Let me give you an example of how you can take everything that we've covered here and now actually apply it to your email. So this is our e-mail that we wrote in the first lesson video that we've now altered given the information that we have. And I haven't gone like full on with this, but I wanted to show you just a little bit of how you could do this. So we're gonna keep the subject line the same. Having trouble on your website. Hey, Rick, just wanted to let you know I was looking for a lawyer in the area and came across your website, by the way, and googling around. I saw a Facebook post that you made about Ticketmaster. Man, I couldn't agree more. It's criminal. Some of the things that these corporations get away with. Anyway, when I was on your side, I had a really hard time using on my phone. I can manage, but I wanted to let you know I'm a web developer, so these things stick out to me. I know it might seem like no big deal. But did you know that nearly half of mobile users switch to your competitor instead, after a bad experience with your mobile site, that's a lot of potential revenue you might be missing out on. So I thought I'd bring it to your attention and offer my help if you'd like, I could come by your office or jump on a call with you and show you how to fix it up to you. But I thought I'd check anyway. I got some fish with my name on them, so I'll let you get back to it. Okay. Now, again, this isn't like the most just hard-hitting, slick email that you're ever going to write on the planet. But we've included some of these key advanced personalization points into an e-mail that was already talking about them and their problems. You compare this to the kind of emails that most people send where they're like, you know, they talk about how great they are. I know all of these languages and I've worked on this mini-projects and I know this and I know that it's all about the person who wrote the email and not about the person who's receiving it. You compare that to what you're seeing here where we're talking about a Facebook post that they made randomly and December 2020, we're mentioning phishing, which is maybe looks like it might be his, his, his most important hobby was the one he loves the most. And we're talking about his website and what's wrong with him losing revenue on and on and on. It's all about him. That's what people want. They want you to talk about them. That is advanced, super-advanced personalization. That's the kind of personalization that's going to get you noticed. These are the kind of cold emails that are actually going to work. Wrap it up with this and say that I had a student of mine who got back to me. I had written an email where I mentioned he had mentioned he left a review on my course and mentioned that he had got his one of his first clients using cold email. And I mentioned that in an email that I wrote, I wrote out about my course. He wrote back to me and said that he's getting as high as 70 to 80 percent open rate with his emails. Now he's using a tool that allows them to track open rates. But by using advanced personalization like this, he's getting as high as 70 to 80 percent open rate on the cold emails that he's sending. So that's the kind of thing that can happen when you do cold email, right? I'll just tell you someone who has a mailing list, who has people who subscribe to my mailing list. They've actually put in their name and email to subscribe to my mailing list. I don't get anywhere near 70 to 80 percent open rate. He's doing it off a cold email. That's the power of advanced personalization. That's the power of taking the time to do a little bit of research, qualify your leads, but also learn a little bit about them so that when you write an email, when you step into an appointment, you can have a conversation with them and know some of the things that you need to say in order to get them to say yes to do yes to you. That's what good salespeople do. Okay. So there you go. That's the next layer. On top of this has to do with advanced personalization, a little bit of Facebook stalking. But again, it's all publicly available information. So, you know, if if if he didn't want the information out there, he could he could turn his Facebook profile private and you wouldn't be able to get it. So again, it's nothing nefarious or her evil or anything like that is just taking the information that people are giving us and using that when it comes to how we go about marketing and selling ourselves. All right, that'll do it for this video. Thanks for watching and I'll talk to you next time. 5. 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, 6. 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. 7. 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 8. 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. 9. 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 g