How to identify the perfect client.

Meeting a Client for the First Time: 4 Profiles to Identify

So, you’re meeting a client for the first time. You pick up the phone or walk through the door for a “face to face”: who do you see? Every client is different, but most of them fall into one of four categories: Fishers, Square Peggers, Cost Conscious Clients, or Perfect Clients. Here are tips to help you identify the type of person you are dealing with in your client meetings and hopefully save you time and money. MEETING A CLIENT FOR THE FIRST TIME:  THE FISHER So you scored a meeting with a potential new client. Great! They must be…

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The Anatomy of a First Meeting – Part Two

So you’ve gotten past the first two steps of a first meeting: connecting with your client and ensuring you’re both in alignment. What next? Today we’ll sum up what happens during the rest of the meeting, and what you need to do to transition into asking for the sale. The Third Step of a First Meeting: Clarify This step is where you show off your listening skills and confirm what your potential client has already revealed. This process should be concise and straight to the point. Read back what they’ve said to you in the form of a short summary.…

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The Anatomy of a First Meeting – Part One

You’ve scheduled a first meeting with a potential new client. Fantastic! What do you do next? How you handle your first meetings has a lot to do with personal preference. However, there is a flow to most meetings that helps improve rapport and communication. Over the next few blogs I’ll be breaking down the anatomy of a first meeting in order to find those points. Today we’ll be digging into the first two points on my First Meeting Checklist: Connect and Align. The First Step of a First Meeting: Connect Small talk: you either love it or you hate it.…

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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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