Premium Pricing For Freelancers | John Morris | Skillshare

Premium Pricing For Freelancers

John Morris, I help freelancers get clients.

Premium Pricing For Freelancers

John Morris, I help freelancers get clients.

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9 Lessons (1h 25m)
    • 1. Welcome and Introduction

      2:32
    • 2. 3 Questions That Need Answered to Charge Premium Prices

      1:09
    • 3. Find the Right Audience

      4:15
    • 4. Pick a Premium Category

      5:11
    • 5. Create Results-Oriented Services

      4:59
    • 6. Make Your Services Turnkey

      8:02
    • 7. Premium Packaging

      4:57
    • 8. Implementation

      4:27
    • 9. Bonus: Step-By-Step Service Packaging Guide

      49:44
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About This Class

The purpose of this course is simple: teach you how to charge premium prices for your freelance services. Some of the things you'll learn inside (to help you do that) are:

Things you'll learn inside:

  • The "Microsoft Method" for finding premium clients. You can go on Google right now and find a nearly endless list of premium clients with this method -- and yet, almost no one does it. I'll show you how.
  • If you're a web developer, a red-hot service you can start offering now and immediately start charging premium prices for.
  • A clever way to use your competitors testimonials to sell YOUR services.
  • The "non-sensical" reason premium clients *want* to pay more for your services and how to package and present yours to attract these kinds of clients.
  • The marquee difference between a regular, ho-hum service and a premium service -- this one simple criteria can turn almost any deliverable into a high-end service.
  • Three questions you must be able to answer in order to charge premium prices.
  • The old-school automation software that can help you zero in on the premium clients all around you. 
  • If you're a writer, I'll show you a service one of my clients recently paid $15,000 for (zero promises that you can charge the same, but it's a great example of how to take a regular service and turn it into a premium one).
  • The ugly, 90s-era website where you can find a nearly endless supply of premium clients.
  • A simple packaging mistake that makes clients immediately overlook your services and how to re-configure what you offer to stand out and make clients pay attention to you.

And a whole lot more. Give it a watch and, most importantly, IMPLEMENT what you learn... and see just how high you can go! :)

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John Morris

I help freelancers get clients.

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Transcripts

1. Welcome and Introduction: John here. So first off, I just want to say thank you for taking the time to enroll in this course. I don't have a lot of options when it comes to the courses you can take. So I appreciate you taking the time to invest a little bit of your time in this course. And what I'm gonna be showing you is what I learned from two developers that I met at a conference early on in my web development career. And the big thing was, at that time I was charging about $1000 per website for the membership site, kind of membership sites that I built. And these guys were building almost almost identical. There were some subtle differences. Almost identical kinda sites using almost the exact same kind of software. And they were charging a minimum of $12 thousand per website, which obviously sort of threw me for a loop. And being the kind of person that I am, I don't just let something like that go. And so I had to figure out what it was that they were doing. And it so happened that the client of mine was partnering with them on another project. And so I was able to communicate with them and over time learn more about their business and about what they were doing and hone in on the big differences between what they were doing and what I was doing that allowed them to charge as much as they were charging. And so that's really what I'm going to share with you in this course. You know, it's a little always a little tricky when you talk about pricing because, because people can think you're making promises or guarantees and stuff like that. That's not what I'm doing here. Now. I'm going to promise or guarantee that you're going to make anything. However, I am going to show you things that I learned and I've since used to be able to charge premium prices for my freelance services. Now my personal goal for you is for you to reach the where you would feel comfortable at least feel comfortable having the discussion of charging at least 10 K for your services. I think that's kind of a major point, a major milestone for a lot of freelancers. And if you're brand new, a lot of people think that kind of thing is impossible. But you've seen people out there that charge those kinda prices. I've charged those kinda prices in my career. And so I want you to be able to mentally get your head around how that could be possible and start at least start down the path to that. So that's really what I want for you in this course, is not about guaranteeing a number of what you'll be able to charge. It's about you seeing how it can be done. And really more than anything you believing that you yourself can get there and you have a pathway for how to do that. So that's really what I want for you from this course. So with that said, let's go ahead and dive into exactly how to do that. 2. 3 Questions That Need Answered to Charge Premium Prices: If I were to use a three word summation that you could take with you to easily remember a way for you just to encapsulate everything you're going to learn today. And that allow you to focus as you think about the services you're offering and who you're offering them to. That three-word summation would be who, what, and why. So who you're offering your services to, that's critical. Obviously, it's going to be hard to get 10 K out as somebody who simply doesn't have that money. Next is what service you're offering. So it's one thing to find people with money, but now we've gotta give them something. They're actually willing to pay 10 k4. So people who can now give them something they're willing to pay for. And then lastly is why, why that service is worth 10 K. So our price has to make sense. We can't just charge 10 K for anything. Has to make sense to our client that yes, this is indeed worth 10 K. So those are the three questions. I think it's always important to start with the right questions. Once we have the right questions, then we can figure out the right answers. And so the five facets of a fi figure service are essentially the answers to those three questions. 3. Find the Right Audience: Let's start with the WHO and our first facet answers that, and that is audience. So the first thing you need is a five figure audience. One of the reasons that these guys that I had met, the one of the reasons they could charge so much was the only worked with people they knew had money. Now, how did they know that? Because the only worked with people who had a piece of software called Infusion soft and I don't know if you're familiar with it, but it's essentially kind of like a CRM and advanced CRM that's been around for a while. In fact, a lot of the a lot of the automation that you see happening with e-mail marketing and some of the other services that are coming out now. These guys were doing that like 10 years ago. So they were really ahead of the curve. And so these guys only worked with people who had been using that software. Today. Infusion soft has lower price packages, but back then when I met these guys, I think it was a minimum of a $149 a month in order to have infusions often use views on, and that was their base package. So it's not your average Online Marketer, internet marketer, online business person. That's forking over that much per month for just one piece of their business software. So they knew these people had money and they knew that they were willing to spend it on their business. And the we'll add it on top of that is these pieces. People also had a strong incentive to make their investment pay off. They were spending this much money a month on this one piece of software. So they felt the pressure to get their sights built in generating revenue. So the thing is with this, when you hear all of that, you might think you'd need to radically change what you're doing and you really don't, you don't need to radically change what you're doing to cater to these people. Because ultimately, these guys still built membership site. They're unique difference was that they were Infusion soft technical experts. So they offered a deep integration between a membership site and Infusion soft. 90 percent of what they did was exactly the same as what I did. And I was far better at the 90 percent. But it was that 10 percent that mattered, that I didn't know that they didn't know that allowed them to charge so much more than what I was doing. So you want to take some time and think about what you do and see if there's a niche within your market that has money and are willing to pay big money for what you do. So just to drop some examples here, if you're in a graphic designer, instead of making logos for just anybody and everybody. Maybe you could do full brand kits and website redesigns for corporate clients. Corporate clients tend to be willing to pay more. They generally have a little bit more complicated needs. And so they're willing to pay more for these kinds of things and people who can kinda deliver them a complete solution. If you're a web developer, instead of just building any kind of website, you could build full training portals for online marketers. That's a big thing in the industry right now, by the way. So everybody in that space, once a Udemy skillshare style Training Center for just their courses, they want to Training portal and they're willing to pay big money for it. So that's an example of something you could maybe do. That would fit with. That would help you to attract the right kind of audience. If you're a writer, maybe you can learn copywriting and writing room, right? Sales pages for tech companies. So a client client of mine that I know just pay close to 15 k for a sales copy redesign of its main sales page. So it's not even it's not even any of the graphics are like the visual design. I was just redoing the copy and some videos scripts and a couple case studies. And they paid 15 K for that. So that's another example Of a little niche within writing that you could maybe take advantage of, whatever it is for you. The big thing is, don't just fall in line with what everybody else is doing. Oh, they're offering five-page business websites for $1000. So that's what all do. The more thought and research you put into thinking about who you can offer services to, the more dividends it'll pay on the back-end. And this is really where the money is made. Most people just follow the crowd and don't really think about it. Be different and you'll get different. 4. Pick a Premium Category: Once you've figured out the h2, now we can start looking at the what, what we can offer these big money clients that we can reasonably charge 10 K and up four. And so the first thing we need to look at is your category. Have you ever heard the old adage, You can't squeeze blood out of a turnip. The idea is a little graphic, but the idea is you can't get something from a person, especially money that they don't. It's also true of the service you're offering. You can't get a 10 K phi out of the service. That just doesn't warrant it. And let's again go back to our example of a website logo. Matter how good you are, you could be the absolute best in the world at making website logos. And you're going to have a hard time charging $10 thousand for a logo with any sort of quantity to it. And you might be able to get a few here and there, but it's going to be very difficult to do that. So no matter how hard you squeeze, it's just not happening. So again, going back to the example of these guys that I came across, they built websites and they built membership site. So if you don't know, membership websites are actually kinda complicated, more so than your standard blog or business website. Especially if you want to offer multiple membership tiers or like I mentioned before, you want to do a Training portal. You want to add in forums and all the bells and whistles and that sort of thing. It's not something that any Joe Schmo off the street is just going to be able to pick up very easily. So a lot of clients that want to do this just aren't going to be able to figure it out on their own. And even your average developer, developer will struggle with it. And I know because I've had to fix a lot of their websites. So it's just not something that is going to be easily accessible for most people. So the category of service that these guys provided, the value of it was high. It was high value. So that, that really you have to think about the category that you're in. And is it a high value category in the first place? Now, here again, you don't have to completely ditch what you're already doing really, you just need to think of how you can expand what you're already doing. So I alluded to some of these earlier, but just to go back and do some examples, if you're a graphic designer that offers logo design, maybe you can add a package for logo and web design that's two to three K, and then a full brand make over and kid and all of that, where you do everything related to their brand, their logo, their website, their color scheme there, stationary, their business cards, absolutely everything. And that you charge ten K for. So like I said, they get a new logo, a new website, a new branding style guide. It's stationary business cards, all of it. And then again, we have to remember audience. You mark it that to corporate, corporate clients who value those things were generally tend to pay more for those kinds of things. It's all still graphic design. But you've expanded what you're offering to a deliverable that you can reasonably justified charging 10 K4. If you're a web developer. Right now, you can go on Upwork and type in website to the job search. And if you set the filters to fixed price and five K plus, you'll find a 125 jobs. I just did that earlier. It'll change and fluctuate a little bit, but it'll be around that number. What you're going to find as you go through those jobs is its e-commerce, WooCommerce and Shopify in particular, a CRM called tele magic. And then just a number of full site builds or rebuilt. So you could troll through there, looking at the clients and what they're asking for and get a reasonable idea of the category of service they're willing to pay for and how that particular client is thinking like who they are. So again, if you're a developer, that's, that's a place you can go and look at an example. You, examples you can find of people willing to pay that kind of money. There's plenty of jobs in that category and that search that or even way above 10 K. If you're a writer, you know, content writing for e-commerce sites and online marketers are online businesses. There are people who will pay through the nose for that kind of thing if you're good. Content marketing is huge right now. Basically online marketing is content marketing. So they see it as the very foundation of their businesses, just not, Oh, I need some content from my blog. It is literally how they're making sales. So there are companies that hire team to full-time writers to do this. They're paying hundreds of thousands of dollars Year 4, to hire a staff of writers to create content for them. So yes, they will pay you five figures and beyond if you're good and you can perform for them. And so those are just my examples, right? I'm just drawing out examples for you to try and get you thinking. I encourage you to get out there and do some looking armed now with this new information and see what you can find them. Kinda create your own examples or find your own examples to help you figure out how you can tweak you what you offer to be able to get up to that 10 K Mark. And I bet you could quickly find ways that you could expand or tweak what you're offering and put yourself in that 10 K range. 5. Create Results-Oriented Services: Number three, this is where we start to get into the why. So we've covered the WHO. We've covered the what. Now we need to get into the why and there's a few pieces to the y part. So the first one is the first reason why a client would pay ten cain above for a service is because it's results oriented. So let me read a testimonial to you that will probably seem a little bit odd at first. Goes like this. He's always professional. He's helpful and easy to talk to. He delivered ahead of schedule and on budget and above all else, he's an incredibly skilled WordPress developer. The final product is a website that looks great and as easy to use loads quickly and put us in a position to almost immediately scale website traffic by over 900%. I couldn't be happier. Now this isn't a testimonial for me. It's actually a guy named Bill Erickson, but I wanted to, to show this to you because I think when I say result-oriented, a lot of people's mind might immediately go to money and that you think maybe what you do doesn't quite fit with that of getting results money-wise or it's not your strong suit to generate revenue. That's not something you could do. But that's not all it is. Result-oriented is very broad and general term. So it could be increasing the speed of a website. So a client can scale traffic by 900%. That's a tangible result that will likely lead to increase revenue for the business. But the actual doing part of it for you has nothing to do with business or marketing or any of that. It's very technical. If you're a developer, it's all about JavaScript and servers and this, and that and the other. So it's a very technical thing. But you are helping to help, helping that business to get greater business results through what you're doing. And so you need to be able to demonstrate that it's not just about results in just money terms, it's tangible results that can directly affect overall business goals, like lead and revenue and so forth. So if you're a developer, it can be site's speed, SEO, and ease of management, scalability in terms of features, it can be a number of things. As a graphic designer, I can be a design that communicates a greater sense of professionalism that leads to increase leads for the business. And you can show that I worked with this company and increase their leads or a restructuring of the website designed to make it easier to navigate and increased traffic and revenue. If you're a writer, it can be content that's actually useful and readers love that gets shared more and brings more traffic, et cetera, et cetera. It can be just about anything. You just need to speak to those results and how they tie to the overall business objectives of your audience, your who, people pay big money for results. Now, of course, if we can tie directly to monetary results, people will pay even more than that. So it's worth pursuing that route if you can do so. But it doesn't have to be that it also, it doesn't have to be you showing that you directly increased revenue. Instead, what you can do is show and you could do this. Now again, let's just say you're a developer, you could do this today without any clients. You could go and figure out site speed, right? And get really good at site speed. And you can take a website you install, just say WordPress, a default WordPress install. Do a site speed, running site speed, check on it and show how facet is. Then do all of your optimizations. And now show how much faster it is. And so you increase speed by 600%, right? You can do all of that without any client. You can go do that right now. And you can show that before and after. And then you can say, by the way, this ties into your overall business goals. You can use somebody else's, right. You can go and see what Google has said about site's speed and show that to a potential client or you can show anybody out there. There's talking about how site's speed affects revenue. You can take what they're saying and use it as proof that site's speed helps to increase overall revenue, overall traffic, overall leads except whatever it is. You, you don't have to show you directly increasing revenue. You can show you increasing site speed and then use that as a stepping stone to show them how that can lead to increase revenue. Okay, So again, those are just some examples of things that you can do to really attach yourself to being results oriented and getting to the point of the things that the client actually cares about. Because at the end of the day, the client doesn't really care that their site is optima. They don't really care that it loads faster. They only care that it loads faster because they believe it's going to help them achieve their their overall result of revenue, leads, whatever it is for their particular site or organization. So you have to tie to those things. You just don't have to do it directly. 6. Make Your Services Turnkey: Second, why is it's turnkey? Now? That's become a bit of a buzzword. So let me say what I mean by Turkey. So it means your service provides a full solution to a problem or goal and can be implemented and used immediately. So I just want to say that again, Your Service provides a full solution to a problem or goal and can be implemented in immediately. So one of the reasons, again, the two guys that I stumbled across, one of the reasons that I glean that they could charge the 12th k at a minimum is because they promised a comprehensive membership sites solution. So it wasn't just, oh, we'll build the site and then hey, you've got to figure out the marketing and the content and everything else you gotta do to run a successful membership site. That's not what they did. They said No, we'll help with all of it now. They didn't guarantee that they get results. They didn't guarantee you'd have a successful membership site, but they helped with all of it. They didn't create the content, but they help the site owner to build a content calendar to how, where they can go to figure out content ideas, all of that stuff. They help them tackle the problem of content for their membership site. How to create a content calendar, how to create compelling content marketing the site, increasing retention and on and on. They help them with all of those things. So it was a complete solution. And this is really where you take the top off of what you can charge because individual parts of a solution will have set prices. But the whole solution that kinda tends to have no upper limit because it gets hard to quantify. For example, what having a complete membership site solution is really worth, right? Without having to worry about all of the questions that most people wrestle with, all of the, all of the different things. You got to figure out all the technical stuff, but all the content, all the marketing stuff. Having that just kind of done for you, it gets hard to quantify because it's not just what I can make from it. And that can be limitless if you get the membership site right, your marketing it right, you can make hundreds of thousands and millions of dollars over the life of that membership site. So it gets hard to quantify, but also just the peace of mind. The stress than not having to think about it. The not having to put in and near as much effort and worry and all of that. Those things get hard to quantify. So you can kinda start to take the top off of your income when you make it, when you make your service turnkey. So again, examples, if you're a developer and you decide to do e-commerce sites, don't just think about the site Bill. Think about helping them figure out what products sell best, how to market those products, doing remarketing on Google and Facebook, how to deliver all those goods via drop shipping or whatever it is. All the things Using that they would need to have a successful money-making e-commerce site. The more of those things you can provide or at least help with, right? You don't have to be an expert on all of those things, but have some insight, some understanding that you can give them and talk about that when you sell your services. The more that you can do, the more you can charge. If you're writing content for a blog, don't just think about individual articles. Think about the entire content marketing strategy. So doing competitor analysis, keyword analysis, building a content calendar, doing analytics and tracking to figure out what poster before forming best what topics people are interested in, which ones convert, helping them set up that tracking in the first place. All of that, feeding it all into lead generation and product sales. Again, the more of those things that you can do, the more you can charge, the more you become a complete solution, the more you're going to be able to charge in and get not only to that 10 K mark, but way above it. If you're a graphic designer, don't just think about the logo. I think I've said that about four times now, but think about their entire front-facing brand. The website, emails, storefront signs, if they have those, the display ads, they're running on Google and Facebook. I have a client now who's working with a search engine marketing company. So their thing is they, they help you search engine marketing, but they, they'll create the display ads for you. They'll create the landing pages for you. They do the keyword research for you. They set up the ads for you. They go into your site and change your Meta tags on individual posts and pages for you like they do, they will do everything necessary to make the search engine marketing. Your search engine marketing works. So it's a complete solution and that client is paying quite a bit for that solution. So the more complete your solution, the more you can charge. In fact, you can blow past the 10 K mark if you start doing these things. And I'll just give you like a really crazy example. But this is a 100 percent true. You may remember the company that built healthcare, the healthcare.gov site for the US government. Now putting aside the delivery issues for a second, that's a whole another animal, but just talking about being able to even charge that and sell these high price services. The original budget for that website with $93.7 million and it actually grew to 292 million by launch. And then there were some stuff on the back-end. Ultimately, the site ended up costing like 2.7 billion. But these guys is budget, the CGI company, their their budget was 93 million and then grew to 292 million. So how does a company charged that much for just a website? Well, let's analyze it using what we now know. First off, let's look at the audience. The US government, they obviously have money and they are willing to spend it and they routinely overpay for thanks. So it's a big money client that again has money and is willing to spend it. Second category. So they do enterprise development solutions for large organizations. Now, very few companies in the world even have the resources to do this. So they're in a category that is really high value. And also, there's just not a lot of other people that can do what they do because of all of the logistical things that it takes to be able to deliver. Next is result-oriented. So now there's this a little weird because they deal with the enterprise space. So it's a lot of jargon and buzzwords if you go to their website. But it's basically helping big companies with old, outdated technology are big organizations to upgrade into the current, more current technologies. So it's mostly about even being able to do it in the first place. And then having diamonds along the way about how, because a lot of these companies, they have these really large infrastructures that are built on really old tech. And they don't feel like there's a way out and they don't know exactly how to make the switch. So they're big result is a, you can make the switch like you can actually do it, which is a big thing for a lot of these companies and B, then we're going to step you through everything along the way. We'll handle all of the roadblocks, right? Will help you with every part of making that transition. And that kinda leads in to the fourth thing which is turnkey. Their services can the service they offer is consulting and IT services to support every phase of making that transition. So they don't just do one thing, right? They don't just build logos. They provide an entire turnkey solution, whatever comes up, they deal with it. And they outsource with other companies. If they have to, if somebody's done that they don't know how to do or have the resources to do. So. That's how you get to 93 million. You provide a complete solution to a very difficult problem experienced by a large organization that has money to spend, money to borrow an early. So you can do that on a smaller scale and get above that 10 K level. 7. Premium Packaging: The final facet, the fifth one. Then we want to talk about is packages. So again, last piece here is packaging your services. Everything I've described up to this point, you could do. And you can still charge an hourly rate, right? But you'd make less money. The way to true freedom and freelancing is to detach your pay from time. Once you do that, then the sky becomes limit, then you can raise your rates, quote unquote. And nobody really, nobody really cares because they're not paying for your time, they're paying for your solution. So the process here is to understand market segments. So in most any market you'll have low, medium, and high feed brackets to load here tends to want a specific product for a low price. So $49 for a logo, thousand dollars for a website, $20 for a blog article, that kind of thing. And this is basically fiber. If you go on fiber, this is essentially what you're going to find. So you still want to take those clients, in my opinion because they're going to help you fill the gaps between the bigger clients, right? You're not going to have bigger clients coming along every single day. So these help fill those gaps. Plus those low tier clients, that they can become the high tier clients as their businesses grow, you can be a part of helping that. If they hired you and like you like do you, there'll be more likely to hire you again when they need a bigger solution. So I recommend you still take those clients. But so this isn't just about having only a 10 K offer. It's about being able to have a 10-K. offer on top of everything else. So you do the medium tier, they tend to want to larger end result. And they're not as focused on price, but they still want to competitive price, so pricing still does matter. But this group is going to want more than a logo. They want the whole brand kit or a website redesign, or the whole e-commerce site. They want more than just a single article. If you're a writer, they want a year's worth of articles, that kind of thing. Finally, the high tier, then they want what we already discussed, turn key. And the clients at this level have one thing they care about. And if you're going to, besides the who, what and why, if you're gonna take anything else from this training, let this be it. If you really get this and understand this, you're going to understand high-end, high paying clients and what it is that they really want. And they have one thing that they care about. Mental energy. These clients, they run semi-successful businesses, at least otherwise they wouldn't even be able to pay the 10 K, right? So they usually have a lot of things going on. So many things to think about. So when they hire a contractor, their thing, the reason why they're hiring you and they're hiring specialists. They don't want to have to think about it. They don't want to have to answer a 100 questions. They don't want to have to dictate to you at every step what you should do and give you answers at every step. They want someone who already knows all of that stuff, because you already have the turnkey solution. They want someone who's going to tell them what they should be doing as opposed to them constantly having to direct and manage. They want to when they hire you, a 10-K. price and above, to feel confident that whatever it is that you're doing, it's being handled. They don't want to think about it. They don't have to think about it. So you want to package your product in such a way to meet all of these market segments and provide a natural progression for clients to your higher price services. This is also just throw this in as a side note. This is also a really great way to deal with scope creep, right? Because if you're, if you're dealing with someone who once a logo and they're like they tried to increase scope. That's fine. I got a package for that. And now you can push them, Hey, we'll do that, but it's a part of this package. So you have to get the whole package if you want me to do that. I don't do one-offs like that. So it's either logo and it's at this price where you get the whole package here and I'll do all of this for you. Alright? And then if they're in that, if they're in that service and they want more, use a that's fine. I'll do everything. I'll give you a complete turnkey solution where you don't have to think or worry about anything. It's just 15 grant. So it's a really easy way to also help eliminate scope group. But getting back to our segments here. So in particular for the high tier, a package provides a simple solution right there thing is mental energy. So you get everything that you need to, you're essentially saying then you get everything you need to get XYZ result for this price. They don't need to manage hours or ask if you do this or that, I will get you to this point, whatever it takes for this price. And so it makes for an easy yes. And it really is about speaking their language and giving them what they're really after. Which is not having to think about it. 8. Implementation: Now let's talk implementation. Because I don't want you to just know this, I want you to do it. So let me put it this way. Let's say that you do this and the first time you do it, you don't do it perfectly. And you only double or triple what you charge. Is that really such a bad thing? For me? My first attempt, I went from charging, I was charging one to two k When I first met these guys, started figuring out some of this stuff and went to changing, charging five K for my builds. Now was I heartbroken because I didn't hit hit 10 K. Nope. I was ecstatic because I hit 5k. I'd never charged that before in my life. So and being able to do that actually changed my life. In fact, like it was more money than I'd ever made in my life. And that's why I'm sitting here today, even is because that happened. So the point I'm driving at is the important thing is that you just get started and do something, don't get caught and a perfection trap. My advice is that you think about everything that you learned in this training and you pick one thing for you that is the lowest hanging fruit, the easiest thing that you can do right now where you say, Oh, I can do that. And you're confident that it gives you some kind of and what you could charge. Maybe it's packaging your service. Maybe it's tweaking who your audience is a little bit. Maybe it's expanding your service a little bit to be a little bit more turn-key, maybe it's oh, no, I know I can get XYZ result like increase sites B by 500%. I just need to talk about that and connect it to overall business results and how I market the same service I'm already offering. So I don't change the surface is just how I'm marketing it. Go through all of that and figure out one thing, the easiest thing, the lowest hanging fruit that you can do right now in the next day or two week atom most that you can execute on quickly. And then do that. Okay? And see what happens. That action will bring you more clarity. It's action that brings clarity. Not sit there thinking and analyzing it for hours on end. So that action will bring you more clarity on what the next step is. And then you just take that step and keep going until you get to the point where you've implemented a bunch of this and you're charging and making what it is that you want and you can decide, do I keep going? Do I want to stay where I'm at, et cetera? Because now that you have the formula, you know what to look at to keep growing, you know, you need to just keep looking at these five things and analyzing your services over and over on a continuous basis. If you want to grow your rate, it's one of these five things. There's something I can do here. So because you know what questions to ask when all the way back to that. All right. If you have the right questions, then you can get the right answers and you know the right questions asked. So for me I started at 1 k and like I said, I moved up to five K initially, I eventually hit a point where I had a client who paid me 32000 for a single project. I've had clients pay me as high as 6 thousand a month, 4 thousand a month, 2 thousand a month on retainer for certain projects. And that's all stuff that when I first started, I never would have imagined that someone would pay me that much money, especially on a monthly basis, that the $6 thousand a month project was for close to 18 months. So you can figure out the math on that, but I never would have imagined that when I started that that would I would have clients that would pay me that. So you just have to get started. So there you go. You now understand the five-fingered formula and what it takes to charge ten K and up for your services. You understand how to construct a service auth for worthy of that kind of money. You understand who to offer that service to and the reasons why they would pay that much for a service. Because it gets results, because it's turnkey, because it's a comprehensive package. You understand all of these things to actually make it happen. Now it's on you to just go and do it. So that'll wrap it up. Hope you get a ton out of this training. More importantly, I hope you get out there and implement, pick that one thing that you can do and get started. And I'm looking forward to seeing your results in hearing your stories of what happened. All right. That's it. We'll talk to you next time. 9. Bonus: Step-By-Step Service Packaging Guide: What I'm going to be talking about is what I call the four Ps of practising your services when selling your services, it's not enough to say that I do graphic design or I built websites, or I'm a photographer, or I'm a writer, you need to be more specific and detailed than that. Much more detailed in fact, and that's what the four Ps do. They help you to methodically design a robust service offering? That's exactly what your potential clients want and that's no height, no gimmick. You're going to know for sure. There's going to be no doubt in your mind, this is what your clients want because we're going to 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. I'll just wing it. But I'm telling you it's going to bite you. If you're falling short all of your income goals and you're not doing this. 99% of the freelancers I worked 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 Ps are product, package, premiums and price. So let's start with the actual product. Again, 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 or 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 for them to find exactly what they want to eliminate as many questions and doubt and confusion upfront as you can. So instead of offering generic, vague, and confusing services, you want to offer clear and specific products. So Logo Design, website mockup design, book cover design, et cetera. 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 Fiverr and we'll click on the writing and general hover over the writing and translation link here. And then you'll come down here and you'll see article, articles and blog posts. So we'll go ahead and click on that. And then once this loads, I'm going to exit this out. You'll see over here on the right-hand side, we're going to click best-selling. Now, depending on when you look at this, you're going to see different things, but This is a list of the best selling service offerings in the articles and blog 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 productize for you. So if we go through here, you'll see one of the things that's highlighted it is SEO. If you come down a little bit further, you're going to find things. Again, we have another SEO, SEO, SEO, SEO, travel. So this is something that's very specific. Travel copywriting, wine copywriting. Let's go down here a little bit further. Again, SEO. Seo, you know, so, so the, the, 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 SEO over and over and over again. Or you're going to see little niches like travel and lifestyle at different times that i've, 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 one of the first things is going to do is just give you ideas on different sorts of niches that you could do. Or you might not have known that there was a market for funny video game articles are French articles or about pages, right? So it's just going to give you a bunch of different ideas, but it's also going to help you to see trends, right? So these $8 of these top bestselling articles and blog posts. And there's a few that say, I just write articles, but a lot of them are very niche optimized. So an SEO optimized article, or a 1000 word article on health and fitness, or a 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, et cetera, 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 design, web film and photography, writing, video editing, whatever it is. Find it over here, turn this to best selling and then see what you can find. And what you wanna do is you want to narrow it down to a core service that you'll offer. So instead of being a graphic designer, you can create brand perfect logos for bloggers and online business owners. So if we look over here, logo design is a big one here. Poster design, brochures, car wraps all just ideas. You want to nail it down to 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 going to be, your source of strength and your source of power. When it comes to being a freelancer, this the thing that you know, down pat, I can do this day in and day out all day long for me, that was membership sites with WordPress and voiceless member. For you. It might be logos or it might be hand coding websites from scratch. I don't know. You really want to hone in on the thing. Don't worry about the money in 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. And figure out what your core services. And to the, again, to the big question you might be having right now, is this too niche? And how can I charge higher prices for such a small deliverable like a logo or whatever. We're going to tackle that here in just a minute. But by the time we're done, you're going to have a robust full offering, but you need to start with a core service offering that's been researched is specific and you know, lots of people out there one it. And again, you can, you can test that or look at that by looking at how many people can see SER Article 1 k. And if you just go through and look all the ones that, that pointed to SEO, 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, they've sold thousands of these products for SEO optimized articles. So you can get an idea of the numbers. I wasn't worried about it too much right now, but again, you can get that idea. So again, do the, 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 kinda gives you your core product that you want to offer. You've turned your service from a service into a product, something specific, something niche, thing you love to do, something you're really talented at. Now it's time to package that. So now there were product sizing 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 a surface that can be open-ended. And that might seem like it's grade 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 productize your services, you make it clear up front what you will and what you won't do. You don't want to worry about that. Now you're just doing things that you know already know how to do. So that'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 JPEG or do I get the source Photoshop 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 going to ask and wonder. And the packaging answers them upfront 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 going to refer to these as service, as a product. So it's. Aap, kinda like SaaS. Have you ever seen that? And this is a legit term. This is actually in Wikipedia, so it's Wikipedia official, but it's SAP 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 want to try to have at least three different variations are 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 JPEG. And you offer that at a really low price. Or you might have a medium where they get three variations, three revisions, and just a JPEG and advanced where they get unlimited variations and revisions plus all the source files and a 100 percent 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 target 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 as a side note, it's 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 and 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, Fiverr is a great place research. So again, let's look at another example. Let's take graphic design for a second. So we'll head back over to Fiverr, and this time we'll will go under graphic designer actually, let's do a search just to give you a broad look here. So we will do a search for graphic design. Again, I'm going to 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, vectorize, any logo, et cetera. Okay, So again, you just have a number of different options here. And let's say you just, you wanna do logo design as your sort of core offering here. So let's just click into this one here. And we'll 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. It's just laid out right here for you. And this is one of the this is one of the top bestselling services on here is number 7 and number 8, whatever it was. So this this does very well. And you can actually look at the units sold. I think if we go back over here, this one has 530 units sold. See, this one has a 101 plus k, one k plus et cetera. So they've sold a lot of these. So this gives you some sense of what actually works. Okay? So that's the data that we want to rely on. And Fiverr list these on here, not just by number of units sold, but it's actually best selling. So this showing up as number 7 and number 8 tells you that it's not just how many 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 is made more money because it's sold some of the higher price stuff. Okay? So again, it just its real-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 logo. The logo is transparent and you get a high resolution. You get one initial concept, unlimited revisions and the delivery time is one day. Okay? And then 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 and we can click into this one, scroll down to the packages and you can see it's a little bit different. So is it print ready, source file, double-sided, et cetera. Come back over here. And 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, et cetera. Okay. So for whatever it is that you do, you can come through here and see exactly 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, heared and the pricing and think, Oh man, that's nothing for my services. And is this what I'm going to have to sell my services for? So just keep in mind that this is fiber, literally sets an expectation about its pricing and his name. So everything tends to be lower here. 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. Because I've sold sites that are people who are doing the exact same thing on Fiverr that I did. I've sold sites for ten times what they charge here. So just don't get too wrapped up upon it. The pricing you offer a niche site can and 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 wanna 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 going to northing standard and basic, very anomalous show you why. 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 as logo design. Or when I think of that, I immediately think of website 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, for service offering or the price listed is a little bit higher. So we're going to ignore some of the 75, 125, that sort of thing. This might be something that you look at in here, 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's 600 here. So again, here's the packages. So you can see for this, we're going to focus on the premium side here and just take note of what's included and see OK source file commercial use responsive design number of pages, screens. So this is now for website design, 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 either you're a 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 upsell. So again, you want to figure out what that is. 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 higher price servings, ones, services, ones that are about in this range. And you want to note trends and common themes. You will write down all of the things like if you go to another one, these things may be different. Again, 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 to intermediate offer, which is Logo plus website design. Okay, So they're just doing Logo Design, website design. What we're doing is logo design. You can just get your logo or you can get a logo and website if you need both. And we're going to charge you more. Okay? So yes, we are combining the logo and website into your media offer. This makes a natural progression and an easy upsell 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, you're 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 that, only want to look for that. Now one trick you can also use here I've sort of mentioned is you can use the fiber navigation itself. So you have all these main categories, but you have the subcategories underneath it as well. And these exist for a reason, right? They 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 subcategories 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 when I think of 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 12. 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 logo design, but we don't have business cards and stationery. So maybe we could add that as a third element to create our premium package. So we are R packages would be the basic is logo design. The next is Logo plus website design. The third is a branding kit that includes the logo, includes the website and includes all of the different stationary. Now, this is the point at which knowing your niche really has an impact. Because U is your niche, primarily business people. Will they even need business cards? Do they care about stationary and all that? So you want a NAT, it to be a natural fit for them. So the better you know your niche, the more you're going to 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 Fiverr tells us that there's a niche for these things. Logo design, web and mobile business cards and stationery. So even you don't necessarily need to know that you're your, your niches business people, you can just say, Okay, I want to do these things. So my niche now will have to be businesspeople. So you don't necessarily have to go and do some research to figure that out as long as you're willing to say, Okay, I want to, I'm going to work with business people and understand that if you're going to 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 going to be interested like a generally a brick and mortar, but even some Internet stuff, but there generally probably not going to be interested in stationary and business cards and so forth. So you need to now know, okay, my niches and business people because I'm choosing these. Okay? So again. You, you, you really want to, you really want to have the people you're trying to help drive this, or at least understand that the services you choose to offer are going to dictate the people that are most likely to want those services. But let's assume that business cards and stationery are a good fit. And let's just go into this business cards and stationery subcategory here. Now, in this case, Fiverr gives us a custom page that only 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 weren't a very popular and lucrative niche. So this gives us an indication that our premium services probably going to be, is going to be something that's in-demand. So again, here I'm looking for anything. I'm looking for big numbers here. So because number I see here is $1000. So I'm gonna click on this. And we're going to come down here and we're going to look at the packages. And now you can see exactly what a stationary kit includes. People are paying ten hundred and fifteen hundred and twenty-five hundred dollars for this. If we come back over and we look at it. So he's had this bird, he or she has had two people that have hired them. You see over here if you look at some other ones, 17. So I mean, you can 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 charging 2500 dollars here on Fiverr and have a had actually had people that have taken them up on that. So 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. 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 Design, website design, and a stationary kid, that's our brand kit. And if we just went by the fiber prices that we've looked at so far, you could charge $4,345 for that package. And that's a real price that people are actually paying. Lots of people are paying every day for these services individually on fiber. Okay? So that's still a pretty good price even though it's fiber. So again, that gives you an indication of. How building this package this way lead you to a place where you can have a really premium offering. But the pricing is kinda 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 many design concepts? What's the turnaround time? How many revisions? All of the questions that a client's going to have their answered up front. It's all handled up front. 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 going to ask you? Well, I want the logo to do do you do logos? I want a website. Do you do websites? I want stationary to use? If they have to answer, ask the question, you're going to lose 90 percent of people right there. So by packaging practising you answer That's all up 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. 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 with 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 can do that, okay, Now I offer from your phone apps going for on here, et cetera. So again, that's your job is to go through and figure out your packages and exactly what they're going to include, what all the features are and so forth. You should have a basic, intermediate and advanced. And 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 going to show you next is how we can actually crank up the value of what we're offering and how we can charge even more for our services while also making ourself unique. So again, I would say pause the video at this point and go and do this before you move onto the next, next part. Or if you type person that likes to just go through all all at once, that's fine. Just make sure you come back and then sit down with us. And actually, when you actually go to do this, okay, so with that said, the next thing on the list then is premiums. And again, these are going to 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, to the other, the other, the other, and it's the same. It's like, well, which one do I choose? You want something that you want a way to set yourself apart and make yourself unique. So there'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-hour strategy. Included only with the highest tier package. Or maybe every tear gets a two minute explainer video where you explain why you built this logo this way and what are, what's all the science behind it and so forth, or the website or the app or whatever, right? You didn't see that included with any of these. Those are just some ideas that I came up 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'll make someone hire you over the thousands of other people who do the exact same thing that you do. And that's the thing you always have to remember. Whatever it is you do. There's probably a hundred, ten hundred and ten thousand a hundred thousand other people who do that exact same thing. So why should the client hire you? 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 researched this? This is where we can finally get off of fiber. So instead, we're gonna go to Google and we're going to look for other people who are doing exactly what you do. Now most of the time you can just add the word freelance towards the front of your 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 health beauty article writer, you might search freelance health and beauty article writer, et cetera, whatever makes sense. But what you want to see is other freelancers offering the same or similar services as you. Because now we're going to analyze their stuff, figure out how we can be better. So going with our freelance logo designer example, these are, this is obviously the results that, 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 are ranking. That's all based on backlinks and click-through rates. And there's a lot that goes into the organic rankings. The ad rankings are a lot simpler. It's who's making the most money for Google. So that, 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 going to show up based off of that. So these are 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 their ads are still here, otherwise they'd stop running the ads. Now, there can be outliers. Someone just put up there, add that day and that totally tanks and that happened to be the day that you looked at her, so forth. So you know that that's something to keep in mind, but we're not just going to 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 we'll 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, we'll just click on this top one right here. That takes us over to this load logo, Majestic here. And what I'm looking for is I'm looking for the packages. So you see here it says view packages. I'm going to click on that. And we get a very similar thing to what we saw over on fiber. These are the, these are the packages and the features of each packages that they're offering. And what we wanna do here is we're really just looking for ideas. What are things we can add to our packages as bonuses that are unique? And we already see several different things that we didn't see over on fibers. So we're seeing, it's one dedicated designer, three dedicated designer, eight industry-based designers. So we didn't see any of that over on fiber. We're also we're also seeing the turnaround time. So 24 to 48, I guess we did see some of that over on fiber. But here the times are a lot shorter over there was, you know, the velocity we saw was one day. Most of them are like three days. So here we're seeing 24 hours, etc. We're also seeing this chat live and the phone number here didn't see any of that over on fiber. You'll see over here. I think. We also get yeah, here stationery business card, letterhead envelope. That gives us some sense that hey, this was a logo design and this is their goal Logo package and includes stationary. That's sort of gives us an 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 2047 chat support. That's just something I wouldn't offer for my lifestyle. I don't wanna do that. So I'm not saying you come in here and just be like, okay, copy all this stuff down. I'm just gonna do this. You have to think about what you wanna do and what makes sense and so forth here. But the bigger point is you want to use brainstorm your or your own ideas. 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 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 you can get to unique by combining things from two different people. So let's say we click on this one and we see, 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 able to charge more. So that, that's the idea here. That's the whole point of looking up these packages and looking through this. We're also see pricing, which gives us 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. Add 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. 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 a 100 percent ownership rights to, to the PSD and all that sort of thing. That's something that would make me go, especially for a lot of other, a lot of other people aren't offering. A lot of the other competitors are offering, I'd be like wow. So again, just use this to help you come up with your ideas, fleshed out your list of features, stuff you want to offer, things that you can think of that allow you to be unique or combinations of things that people are doing that allow you to set yourself apart. You want a hard tangible feature. The more hard tangible features you have that are unique and different from what your competitors are offering. The easier it is going to be for clients to want to hire you over them. It can't just be well, I'm better. I mean, that that can be part of it, but it has to be more than that. Okay? So that, that is premiums. Again, these are some of these you'll look at and this one doesn't, I guess it does have here it says free icon design, free rush delivery. A lot of these will go to some of these and they'll say logo concepts, they'll say by a industry-based designs and then everything else. After that, we'll say free stationary, free email, signature, free 24 hour turnaround free, unlimited, free, free, free. And it gives off the impression of one buying this, but I get all this free stuff with it. So that's another way that you can do it and sort of position these as bonuses that come along with the different packages. So that's the whole idea behind this. Again, just building the ticket and also setting yourself apart and in unique ways that doing things that your competitors aren't doing. Alright, so that is the premiums. The last thing then here, talk about pricing. So at this point you should have a three-tier set of services that all sort of fit together coherently, should have a bullet list like this of everything that's included in each tier. Sort of bonus items or just extra features that weren't over on fiber or the unique ones are your competitors aren't offering. You should have those, those sort of bonus items for each tier that make your, your offering unique. They set you apart so you're 90% of the way at this point. Now you just need to add the prices for each tier. So you want to know how to get this exactly right. So your offer is so compelling, It's irresistible to potential clients. And it results in you selling more of your freelance services with less work. The thing is, there is no easy 1, 2, 3 pricing. That's the reality here. Pricing is market-driven. Your consumers determine what they're willing to spend. A lot of, a lot of freelancers fall into this trap of, well, what's the right price? Like there's some objective right price. That's not how it works. It's a market. It depends what you're offering. It depends what niche you're in. It depends what's happening in the market at that current time. Like there's all sorts of things that can affect it, what your competitors are doing. So ultimately, all of those things affect price. And it's your consumers who determine what they're willing to spend. There is no objective. This is the right price. So this step, again takes a lot of research and it's usually the trickiest part even for experienced freelancers. So, you know, if you're new to it, it's confusing, it's understandable. You've gotta know your market. You've got to know what your competitors are offering, what other people are doing, what they're charging for it. Are you offering more than them? Then you can charge a bit more. If you're offering less, you'll have to charge a bit less. Or you can change your offer to give them more so you can charge the same. So it really is an art, not an exact science. And again, takes the research. Here's the thing. What I'm, what I'm building all this up at this point is you've already done most of that research in this lesson here, you've been trolling around on Fiverr and Google, and you've seen prices everywhere. Okay. So you already have some sense of the different price range. Ranges that your services fall into. A, you know, okay. Well, 45 to a 125 here. If I go over to Fiverr was 525, you know, the low end. If I look at pro services and although they were in the Huntington, I think the logos are in the hundreds, et cetera. Like you've got some sense of what the really, really low end is. What the really, really high-end is, what the in-between is here. I mean, if your, if your competitors are charging a $125 for all this stuff, do you really think you might want to charge 250? But do you really think you're going to be able to if you're not offering all of the same stuff plus something else that justifies the extra $125. You have to have something that justifies your pricing. Can't just decide, oh, I'm going to charge this. Nobody will buy, you can do that, but nobody will buy it. So again, it's, it's driven by the market. But you've seen at all, you've already seen a ton of different prices in doing this research.