Become the best option for your client! — Transcript

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1. 0:00Just remember this one idea. Clients do
2. 0:01not choose the best option. They choose
3. 0:04the least risky one. Your job is to
4. 0:06bring them the least amount of risk. So,
5. 0:08the problem with hourly based billing or
6. 0:10day rates is that it punishes you for
7. 0:13being efficient. It disincentivizes you
8. 0:15to invest in equipment, processes,
9. 0:17plugins, and everything else that you
10. 0:19need to make your work work faster. Now,
11. 0:20at the end of the day, you need to know
12. 0:22this. When you price based on hour, you
13. 0:25create a lot of anxiety in the buyer's
14. 0:26mind. And you've all been here before.
15. 0:28How long will this take? What will this
16. 0:30cost? And the answer is, I don't know.
17. 0:32So, what we do is we remove the anxiety
18. 0:34about the unknown by giving them a flat
19. 0:37project fee. This is where you start to
20. 0:39develop real skills around sales,
21. 0:41bidding and estimating, and invoicing.
22. 0:43So, I'm going to give you one quick tip
23. 0:44here to seem more professional. When
24. 0:46you're sending out an invoice, don't
25. 0:48start the invoice at number 001. It
26. 0:51literally is the first invoice you've
27. 0:52ever sent. And when a client receives
28. 0:54this, they're going to smile and say,
29. 0:55"Oh, yeah. This person has not been in
30. 0:57business very long." I highly recommend
31. 0:59you start the invoice at number 00201.
32. 1:02Even though it's your very first invoice
33. 1:04that you've sent out, it will appear as
34. 1:06if this is invoice number 201. This
35. 1:09creates a little bit more confidence.
36. 1:11And I know these are all optics, but
37. 1:13perception is reality here.