First Meeting Client Profile: The Fisher

It’s the first time you’re meeting with a client. You pick up the phone or walk through the door: who do you see? Chances are good it’s one of four different people. Every client is different, but most of them fall into one of four categories. Today we’re going to talk about someone you can waste a lot of time on: The Fisher. First Meeting Client Profile: The Fisher So you scored a meeting with a potential new client. Great! They must be in the market for exactly what you do, right? Not necessarily. If you’re dealing with a fisher,…

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Why You’re Unwilling to Charge What You’re Worth

Are you charging $50, $100, or even $500 for a logo? If you are, you can charge more. But will you? The difference between charging a price that seems “safe” and “comfortable” versus requiring your clients to pay your full value is confidence. What school you went to, where you live, your previous experience: none of that really matters. What matters is having the confidence to place a high value on what you do. Do you have that confidence? If you’re here, and if you’re like many other designers, you probably don’t. And I’ve thought about that a lot –…

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How to Move Past Your $50 Clients

So you’re sick of doing logos for $50, or $100, or even $500. You value your design more highly than that. How do you find clients who do too? It starts with understanding the mindset of the people you want to work with, as well as the people you’re working with now. Here’s what I mean. Why You Don’t Want Referrals from a $50 Client You’ve completed a logo for $50. Your client loves it. They’re showering you with praise. They’re going to tell all their friends about you. Great, right? Not really. What’s going to happen is those referrals…

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Why You Should Be Viewing Your Time as a Resource

Something I see a lot of young designers struggle with is asking a client for an overage. There’s no doubt that it can be awkward asking for more money when a project exceeds its original scope. However, that’s not enough of a reason to keep pouring your time into a project without compensation. Why Designers Don’t Like to Ask for Overages I’ve talked to a lot of designers who have go through the following situation – have you? You’re working with a client who is requesting revisions. Lots of them. You’ve on your umpteenth round and they keep asking for…

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The $50 Logo – Why We’re Tempted to Undervalue Design

How much do you feel comfortable charging for a logo? I’m shocked at the numbers I get when I ask this question. Time and again I’ll have young designers tell me that they charge as low as $50 for a logo design. That’s crazy to me! But it got me wondering – why would you charge $50 for a logo? And, even more telling, why would you continue to charge such a small amount? After talking with a few designers who have fallen into this trap, here are the answers I’ve found. Why Work for $50? There are a few…

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How to Show Confidence Without Having to Know Everything

In my last blog I explained why admitting that you don’t know everything is such an important part of confidence. But I’ll be the first to admit that it’s one thing to claim you’re okay with not knowing everything, but it’s another to get that across to the people you’re talking to. How do you effectively diffuse a new situation by explaining that you don’t know everything without giving the impression that you don’t know, well, anything? Here’s what I like to do. Asking Vs. Telling Where a lot of people trip up is subscribing to the idea that admitting…

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Why Saying “I Don’t Know” Is One of the Most Important Steps to Being Confident

How do you feel when you walk into a meeting as a facilitator? If you’re like a good 90% of designers, the idea makes you a least a little uncomfortable. So how do you react? Do you try to convince the client that you know the answer to every problem they’ve ever had, or do you admit up front that you don’t know everything? As counterintuitive as it might seem, it’s the second option that truly leads to confidence. Here’s why. Understanding the Context So you walk into a room to give a presentation to a client. You feel like…

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How to Boost Your Confidence By Finding Someone to Emulate

In my last blog, I talked about building confidence by figuring out what you’re good at. But what do you do after that? You can be the best person in the world at something, but if you don’t present yourself that way you’re not going to feel any more confident. I’ve found that the most effective way to translate that inner feeling of confidence to the people around you is to find someone to emulate. Why Copying Someone is One of the Best Ways to Grow Your Confidence We all know someone who oozes natural confidence, even if they’re not…

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building self confidence as a designer

Building Self Confidence As A Designer: Foundation

If you made a list of your biggest assets when it comes to asking for a sale, confidence would be right up near the top. But what about building self confidence as a designer? Do you consider yourself a confident person? If you don’t, it’s time to start changing how you think. Confidence isn’t an innate trait. It’s something you can (and really need to) develop. In my experience, there are three components that go into building confidence. The first of those is building a foundation. What Can You Do Better Than Anyone Else? I’m not a particularly outgoing person,…

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Finding Your Sales Mindset

Asking For The Sale: Having The Right Sales Mindset To Guide You To the Sale

You’ve got something to provide. Your prospective client needs what you have. What’s the best approach to get from point A to point B? That depends. What’s your sales mindset? There are a lot of different ways to think about how you approach and present yourself to the people you may do business with in the future. Today I want to take a closer look at two of them. The first approaches sales by being focused and direct. The second encourages clients to come to you through cultivating education and influence. Which one is right for you? Sales Mindset 1:…

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