[100K] #21 How To Attract High-Value Clients w/Laura Elizabeth
Laura and Chris talk about how to attract high-value clients, how to keep on marketing while you’re doing the work, and how to use authority-building for lead generation.
You Don’t Need More Leads. You Need More Work.
I will teach you how I maintained six-figure revenues for years by repeatedly selling to existing clients, without struggling to attract new, risky, stranger-leads. Sign up today for a free 4-part course preview.
You can find Laura on Twitter, at her consulting site, or take her free Client Experience Course. You can also check out her project-management tool, Client Portal.
Takeaways:
1 project per month
Raise rates
Disqualify smaller projects
Stock email for qualifying clients:
* 90% disqualification rate
* Helps free time from calls
Bigger-budget clients are much better:
* More pleasant
* More willing to take advice
* Less likely to dictate
Lead-gen (how to attract high-value clients):
* Putting myself out there
* Authority-building
* Lots of speaking
* Guest-posting
* No strategy, writing random things
* Started out writing for myself
* SitePoint republished; that led to a conference
* Still trying to hone a focus
* Low-value clients come in via Google
* Trying to compare
* Better clients are referrals & networking
Not looking to become an agency:
* Gives lots of freedom with regard to turning down work
*Learning how to attract high-value clients gives you options
Building relationships via dialogue
Competitive bidding indicates an undesirable client:
* Process isn’t honest
Spec work
* Nospec.com
* Disqualify that kind of lead these days
* Participated once, resented it
* Some prospects demand time right away
Suggestion: do more guest posting than posting for yourself:
* If you write something good, submit it instead of posting it
* Still yours, just not on your blog
* This is hard mentally
* As you gain more popularity, shift the mix toward your own site
* Credibility is how to attract high-value clients
Devs need to learn about design:
* Design IQ
The role of luck:
* Requires being proactive
* Requires making a decision about what you want
* Requires extra work
Marketing and working at the same time:
* Allocate a little bit of time each week
* It’s hard to do
* Marie Poulin says, when scheduling your work week; double the time for each task
* Use the slack time for marketing
* Marketing consistency is part of how to attract high-value clients
Full Transcript:
Pending
Originally published at www.100kfreelancing.com.
