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A 7-part course lled with proven strategies to help you earn an extra $500 in the next 5 weeks by freelancing on the side.
By James Clear
This guide is 100% non-commercial.
Thank You.
You are a member of an exclusive group. Most people will always want to earn more, but will never do anything about it. You, on the other hand, have taken action. By joining the Passive Panda newsletter, you have taken an important step towards earning more expressing interest. My goal is to do everything I can to help you earn more. For many people, earning a side income is the best way to start. Thats what this guide is all about. I hope you enjoy Freelancing 101. James Clear Founder, Passive Panda
Copyright 2011 Passive Panda. All rights reserved. Design by James Clear.
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Table of Contents
Part I Deciding on your service 6 11 13 17 22 26 30
Part II Targeting the right clients Part III Understanding what your clients want Part IV Pricing your services Part V Getting your clients to say, Yes Part VI How to get your rst client Part VII Improving productivity
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Action is required.
If this guide is going to work, then you will need to test ideas in the real world, talk to real people, and do real work. If youre looking for strategies to earn more without taking action, then this guide probably isnt for you. However, if youre serious about earning more, then lets get started.
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You have more knowledge and resources than you might think.
What markets do you know? Where have you spent time the last few months or years? Think about the people you have met in these areas or about people who ask questions about those areas. What services do those people want or need? You only need one idea, but in many cases, it may be worthwhile to repeat this process three or four times. If you develop multiple ideas you can test them in the remaining lessons and use the most promising one. Remember, your goal is to nd a protable idea, not a perfect idea. My rst idea was terrible, but it still made some money because it provided a solution to someone's problem.
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Things to consider: geography or other locations, industries or sectors, businesses or consumers, income or revenue level, client age or gender, etc. Idea 1 Idea 2 Idea 3
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Targeting the right clients requires thought and eort. And yes, its totally worth it.
Figure out who you are targeting. Make sure they can pay you. And then tell them that you specically cater to them and their needs. They will pay you - and love you - for it. Find clients that work when you work. When targeting the specic clients that you want to work for also consider your schedule. If real-time communication with your clients isn't necessary, then there is no issue. However, if your work requires immediate responses, then your schedule and your clients schedule will need to be similar. What clients are available during the hours that you will be freelancing? Almost any issue that arises with clients is a result of communication. You need to verify payment, milestones, and other expectations before issues arise.
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Interestingly, the primary concern of most clients is rarely how much it costs. When most people start out freelancing they get all hung up on price. Should I charge $10/hour? $20? $50? $100? Am I worth price X? Will people buy at price Y? Forget about it. We will cover pricing your services in an upcoming lesson, but for now the main point is this: some people will always buy based on price. Most of us, however, buy based on solutions.
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Clients want to know about the benets they will receive, not the features you provide.
We have needs and we purchase solutions to those needs. Instead of addressing those needs, however, many freelancers think about the skills that they provide to a client. They list the features they oer, not the benets the client receives. The busy executive isn't worried about paying $40/hour, he is worried about getting the presentation ready for the upcoming review. The vacationing pet owner isn't worried about paying $40/hour, she is worried about nding someone to take care of her cat. Almost always, clients will pay you for oering a specic solution to their needs and problems... regardless of price.
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Instead of thinking about what you charge per hour, focus on charging by the project.
Don't charge by hour. It can be tough to gure out exactly how many hours it will take to do a task or exactly what you should charge per hour, but you probably know how much you would be willing to take for a completed project. This makes it much easier to name a number when youre starting out. Plus, an added benet of this strategy is that you don't have to do as much "selling." With an hourly rate, you have to constantly sell the next hour of service. With a project rate, you simply sell when you need a new client. For many freelancers it is possible to sell their services in very large blocks of time like 3 or 6 months. If you use this strategy, then you only have to sell your services a few times each year. Selling by project let's you focus on working for the clients you have instead of always searching for new ones.
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Dont know what to charge? Let your clients decide by using price tiers.
Maybe you should really be charging $50 per hour, but asking for a price like that makes you nervous, so you decide to charge $20 per hour instead. That's ne. I suggest using price tiers to test what the market is willing to pay you or to build your condence in charging more. Here is an example. Let's say that right now you charge $20/hour regardless of the job. Instead, you could oer a basic service for $20/hour, the basic package plus a small addition for $30/hour, and all of the bells and whistles for $40/hour. You will be shocked by how often clients go for the higher priced services. The power of having dierent price tiers is that it shifts the client's mindset from, "Should I pay you at all?" to "What price should I pay you?
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A personal example
They told me to my face that they would have paid more.
My very rst freelancing job was designing a basic website for an insurance agency. I knew how to create a good site, but I had never received any schooling in web design, I had no credentials, no previous clients, and no clue what to charge. I gave them the following options: Package 1 - $400 * 5 customized pages * A custom color scheme * WordPress installation * Customized analytics software * One consulting session Package 2 - $650 Everything in package one, plus: * 2 customized forms * Search Engine Optimization
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Think about the work and tasks preventing clients from hiring you. Then, do the work for them.
What are the barriers that get in the way of someone hiring you? Do they need to ll out some paperwork? Set up a schedule or work around meeting times? What can you do to already start the job before you get it? Maybe you have done work with a client before and you know they have another project coming up. Can you notify them that you are ready to start? (Even though you haven't "won" the business yet.) Maybe you walk dogs. Can you email the client a sample dogwalking schedule that you can start next week?
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The single best way to get your rst client? Talk to people already know.
Reach out to your network. Who do you know that can connect you to clients? Referrals are the easiest way to get started. When you talk to the majority of freelancers that's how they got into the business. The journalist who does professional copywriting now? She started by doing jobs for her Mom's friends. My friend who installs car stereos for a fee? He started by doing it for family members. Me? I started by helping my Dad's coworkers. Referrals are the way most freelancers get their start because it's the easiest way to get started. Don't hesitate and dont feel like you should tell everyone. Usually there is a handful of people that can point you in the right direction. You probably already know who they are.
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Are you trying as hard as Colin did? People can never hire you if they dont know you exist.
Here is a tip from Colin of ExileLifestyle.com about how he got started:
"Honestly, I just networked like crazy. I met my rst client while out at a wine bar with my girlfriend. She saw someone she knew on the way out and I talked up the group she was with. In LA, 'what do you do?' is almost always the rst question people ask after getting your name, and when it comes to things like design and development, everyone is looking or knows someone who is looking for someone reliable. The second client came from a social network I had joined...it was actually the CEO of the network that asked me if I would be interested in doing some graphic work for them, as they had just started up and they liked the work I put up on their site. The third came from Twitter - I was in the process of branding myself as a sustainable designer, and a company with a sustainable technology product wanted a 'green' brand. I was happy to oblige. Networking across all available avenues is important, though, as it is allows you to meet potential clients, but also to expand your network so that when anyone you know hears that a friend is looking for someone who does what you do, they'll think of you rst. Most of my later clients came from friends of friends of friends who had heard of me and my work." - Colin Wright
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Take these productivity tips to heart, and you will see your return on investment skyrocket.
Communication is key. The vast majority of problems that occur are a result of poor communication between the client and the provider (you). Make sure you establish clear guidelines for payment, project completion and other deliverables, and any other critical tasks.
Manage you energy as well as your time. Your best work may not come during regular work hours. If you can reorganize your freelancing eorts around the times you are most productive, then do so. You have a responsibility to keep yourself fresh... not to simply work as hard as possible. To earn more you must learn how to function at an optimal level.
If you are already working, then your goal should be to allocate just one hour of real energy to your work each day. If you're freelancing full time, realize that in the majority of cases you won't realistically do more than 4 hours of actual, high energy work in a single day. Plan accordingly.
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It's really simple to eliminate extra work if you simply focus on activities that are valuable. What activities are valuable? There are only two of them. 1) Doing work for clients. 2) Getting clients. That's it. Only do a task that either gets you a client or completes work for one of them. Everything else is just u. Don't forget about the power of asking. You can create your own clients by asking them for business. Let's start with a simple fact: people do business all the time. And because they are doing business all the time, they are busy. Really busy. This means they are way too busy to reach out and hire you. You have to do it for them.
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