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October 17, 2018

When a freelance client questions what you charge

This is a really good question from Jeenie:

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Two things:

First… and, I know, I know… “that’s what you ALWAYS say”.

That’s because it’s true.

It goes back to selling on value. The value you offer to a client should be MORE than time saved. The expertise you bring to the table. The quality of work. The reassurance it’s being done right.

A whole host of “value-added” benefits beyond time saved.

So, sure…

Maybe, her client could do it themselves in 15 minutes.

But, will it be done right?

Will it be done to the same level of quality?

Will the client know to do X and not Y?

And, to be clear… it’s not just about telling the client this. It’s about actually doing it as a part of the service you offer. If your only benefit is you’ll save them time, you’re going to have a hard time as a freelancer.

It HAS to be more.

Second thing is this…

Walk away.

Or, at least, make sure your client knows you will. From my own experience, all but one of the first group of clients I got… eventually moved on as I raised prices. Just that one stayed as I went from 25/hour to ultimately 100/hour.

Sometimes, there’s a direct conflict between holding onto a client…

And, what you can make as a freelancer.

Is that client really worth you not making what you want?

You only have so many hours in a day.

Maximize them.

And, if you have to let go of a client to do it… then, let them go.

Now, of course, that only really works if you have a new client, willing to pay your increased rate, to replace them. And, this is why I focus so much on teaching freelancers how to get clients.

It needs to be your top skill.

Because, when you can get clients at will.

When you have a backlog of people wanting to hire you.

It’s easier to move on…

And, you’re less likely to put up with this stuff.

In any case, that’s what my new freelancing course is all about. Teaching you how to methodically build your freelance business over the next month, year, 5 years… and create a REAL business around your services.

And, you can get access to it for nothing on SkillShare.

All the details on that are here: https://skl.sh/2pOiF5g

Later,

John

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