If you know you need a target market—but don’t know where to start, this interview will help. Often, your market is right there in front of you, where you can see a need. Usually, it comes from your past experience. This is where I found my target market (creative professionals) in 1988.
Last week, I shared the story of how I got started with Anderson Smith, who interviewed me on his radio show, 1 Hour Photo, on ArmadaFM. Listen in if you want to hear:
Listen to this 11-minute interview on the Marketing Mentor Podcast.
Daniel Pelavin is entering his 5th decade as a typographic designer and illustrator. I had the pleasure of meeting him at the Graphic Artists Guild’s Reboot (http://newyork.gag.org/RRR_Conference/schedule.html) conference. He was pointed out as being “the king of self-promotion,” and of course, I had to find out more.
Daniel agreed to an interview so I asked him to elaborate on his reference to Copernicus and self-promotion, which I’d never heard in the same sentence before.
Daniel said that through self promotion, you discover that you are not the center of the universe. And when you begin to look at things in terms of your clients and their needs, you gain a lot of power over how you can affect your experience with them.
He also talks about:
• The importance of being memorable—and how he does this himself
• Why illustrators need clients who are “willing to take a chance.”
• Why new illustrators should consider selling carpets, first.
Listen to this 13-minute interview on the Marketing Mentor Podcast.
Recently, I talked with Jim Blasingame, of Small Business Advocate, about proposals. Though we have a slightly different approach (he says don’t miss an opportunity, I say deliver only when you have a real chance of getting the job) we can both agree on this:
Whenever possible, present the proposal personally.
This is, hands down, the best way to ensure that you have a chance to negotiate and continue the conversation, rather than never hearing from your prospect again.
In this interview, Jim and I discuss the effectiveness of presenting proposals face-to-face or with web conferencing tools vs. sending them via email.
How have you presented proposals—and which method has been most effective?
P.S. If you want to enhance your proposals, and your chances of winning the work, we will be focusing on this in the Advanced Marketing Group. A new group starts October 17th, and there is one spot left! Sign up here.
Want 11 actual proposals to use as samples (plus a lot more!)? Check out The Proposal Bundle: 25 Resources for Project-Winning Proposals.
But as a lot of new freelancers do—Bryn is finding pricing to be a challenge. Why?
She’s calculated an hourly rate, refined an estimating sheet, and learned to price by the project—but the problem is—she’s really fast.
With 20 years of experience, she finds that using hours to calculate project costs is leaving her with a price that doesn’t equal the project’s value. Her clients often share a budget, but when she calculates her project cost—it’s way too low.
With her current approach, there’s an apparent disconnect between what the project costs—and what it’s worth.
Listen to this interview to find out where the discrepancy is—and how she can solve it.
Should she double her hourly rate? Make room for higher profit? Find out here.
Bryn also shares how she’s:
• Dealing with pricing
• Determining her minimum project rate
• Using an estimating worksheet to figure out hours for each project
• Starting to track her hours/rates over time
She also shares why pricing should be “uncomfortable.”
Listen here. Have any advice for Bryn? Please share.