Date post: | 22-Jan-2018 |
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Business |
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@nathaningram nathaningram.com
From Birmingham, AlabamaCo-lead organizer for WordPress Birmingham
Meetup and WordCamp Birmingham
Freelance Web DeveloperSince 1995, all WordPress since 2010
Host at iThemes TrainingTeaching WordPress and
Business development since 2012
@nathaningram nathaningram.com
Business CoachWorking with WordPress Freelancers individually and in groups since 2013
@nathaningram
nathaningram.com
@nathaningram nathaningram.com
Crafting a Value PropositionCo-working on Value Propositions
Cultivating a Referral Network
@nathaningram nathaningram.com
What is a Value Proposition?
A statement that explainshow your servicesmeet the needs ofyour target audience.
@nathaningram nathaningram.com
What is a Value Proposition?
Can be a very difficult exercise.
Forces a deep evaluation of yourself and your services.
@nathaningram nathaningram.com
Co-WorkingTogether we do more.
Move toward the front.Fill up the tables.Don’t be shy.
@nathaningram nathaningram.com
IntroductionsStarting with your volunteer.A summary not your life story J
Who you are.Where you’re from.What kinds of clients you serve.What you do for them.
@nathaningram nathaningram.com
Skills and BenefitsTop 3 skills you bring to projects.
Top 3 benefits your clients receive when working with you.
@nathaningram nathaningram.com
Create your website contentfrom a value perspective
Content Marketing… flesh out the Pains and Gains as blog posts, ebooks or dripped emails
Elevator Pitch / Coffee Shop Answer
@nathaningram nathaningram.com
Not getting clients is the number one reason freelancers fail.
The number two reason? Who cares!— Mike Montierro, Design is a Job
@nathaningram nathaningram.com
What makes a good client?
Easy to work with.Know what they want.Respect you as a professional.Realistic Budget.
@nathaningram nathaningram.com
It doesn’t work for thetypical freelancerNot enough time orresources.
Out of our comfort zone.
@nathaningram nathaningram.com
It doesn’t work for thetypical freelancerI’ve build my businesswithout it.
You can too.
@nathaningram nathaningram.com
All my workcomes by referral.I’ve won my biggest projects without bidding against anyone.
@nathaningram nathaningram.com
All my workcomes by referral.It’s a red flag if a client comes to me without a connection.
@nathaningram nathaningram.com
Referrals are better
92%of consumers trust recommendations frompeople they knowNeilsen Global Online Consumer Survey, July 2009
@nathaningram nathaningram.com
Referrals are better
90%of our growth was from word of mouth.Matthew Stinchcomb, Etsy
@nathaningram nathaningram.com
Referrals are betterYou don’t need statistics to tell you this.
It’s human nature.
@nathaningram nathaningram.com
Referrals are betterGood peoplelike to refer good peopleto good people.
@nathaningram nathaningram.com
The Problem
83%of satisfied customerswill be willing to refer you.
But only 29% actually do.Texas Tech University, Charles Schwab Advisor Services and Advisor Impact, “Economics of Loyalty: Anatomy of the Referral” December 2010.
@nathaningram nathaningram.com
The Problem
82%of clients say they have never been asked to give a referral.Texas Tech University, Charles Schwab Advisor Services and Advisor Impact, “Economics of Loyalty: Anatomy of the Referral” December 2010.
@nathaningram nathaningram.com
Strategically develop and cultivate areferral network.Don’t leave it to chance.
@nathaningram nathaningram.com
Strategically develop and cultivate areferral network.Warning: it takes time.
@nathaningram nathaningram.com
Expand yourFreelance NetworkGet to know otherfreelancers and becomea resource to them.
@nathaningram nathaningram.com
Expand your Freelance NetworkConnect members ofyour network witheach other.
@nathaningram nathaningram.com
Expand your Freelance NetworkBuild Strategic Partnerships.
First right of refusal anda set referral fee.
@nathaningram nathaningram.com
Cultivate Influencers Who is already in front ofyour target market?
Who does your targetmarket already trust?
@nathaningram nathaningram.com
Leverage Existing Client RelationshipsThey already like you, right?
Quarterly reviews
Incentivize the referral!
@nathaningram nathaningram.com
1. Do Great WorkKnow what you’re doing and serve your clients well.
Every project matters.
@nathaningram nathaningram.com
2. Be Easy to Work WithBut don’t be a pushover…
Hone your process and communication skills.
@nathaningram nathaningram.com
3. Reflect WellPeople risk their reputation when they refer you.
Treat that like gold.