CONTENTS
Cash Money Freelancing
Check out the full contents list for Cash Money Freelancing.
You can also read chapter 1 online.
On work, wealth and money mind
- What is true wealth?
- Money mind, and why you need it
- Work is not enough
- Two minds, one purpose
- You don’t have to stop being you
- What are you afraid of?
- Time to choose
- About this book
Setting direction
- Know your purpose
- Visualize your future
- Know your ideal client
- Know your unique value
- Distinguish content from context
- Set an earnings target
- Disregard salaries
- Forget your past
- Aim for the top
- Build a financial cushion
- Put your cushion in context
Setting your prices
- Charge by the project
- Don’t charge by time
- Consider every factor
- Set profitable precedents
- Charge for everything
- Charge for meetings
- Charge for site visits
- Charge for research
- Charge for thinking
- Charge for writing supporting notes
- Charge for managing the project
- Charge for changes
- Charge for extras
- Point out extras without charging
- Charge for ‘just having a look’
- Charge for late payment
Presenting your prices
- Frame every price
- Ask relevant questions, if you can
- Write a detailed proposal
- Itemize costs as well as tasks
- Develop proposal modules and information sheets
- Charge for proposals
Negotiating deals
- Stay frosty
- Set your topline
- Set your baseline
- Express your price firmly
- Know your BATNA
- Know your prospect’s BATNA
- Don’t play pipeline
- Do paid samples, not free ones
- Trade time for money
- Trade money for time
- Trade money for convenience
- Reduce scope, not price
- Use anchoring
- Don’t split the difference
- Use bigness bias
- Put your price in context
- Act as if
- Use ‘feel, felt, found’
- Walk away
Increasing your prices
- Don’t work more, charge more
- Charge new clients more
- Increase prices for existing clients
- Think through what could happen
- Record what you charge
- Push past your own precedents
- Keep up with inflation
- Double your prices (or just think about it)
- Increase your earnings target
Being businesslike
- Think business
- Brand yourself
- Build service packages
- Offer a package menu
- Work on retainer
- Sell service subscriptions
- Buddy up
- Delegate
- Specialize
- Semi-specialize
- Generalize
- Diversify
- Teach
- Move along the value chain
- Offer mini consultancy sessions