A Simple Trick For Higher Fees

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The Client Letter

A Simple Trick For Higher Fees

Spread the Word – Friends Don’t Let
Friends Work With Bad Clients

March 9, 2012
Sedona, Arizona

I consider myself pretty lucky that I realized early on how to set myself apart from the crowd as a freelance copywriter.

In the world of copywriting, if you show up as “just a copywriter,” that sets you apart from none of the other 12 million copywriters out there.

That’s a problem.

I imagine it’s pretty much the same in your business. If the best you can do is describe yourself as the “doer” of the thing (I’m an accountant, I’m a web designer, I’m a lawyer), then your prospective clients aren’t going to treat you like anything special.

That’s because you’ve given them little or no reason to.

I learned pretty quickly that the smartest way to approach things wasn’t as a copywriter, but as a business expert who could write sales copy.

This allowed me to focus discussions with prospects on the only thing they really cared about. That thing was their business and the results of that business.

If you’ve ever gotten on the phone with a prospect or client and ended up shortchanging yourself some how because you lost your confidence, you need this.

There is a limit to how high your fee can go when you’re charging for a “salesletter.” But when your fee is in exchange for a multi-part marketing campaign designed to increase lead flow by a factor of 10, well, clients tend to get excited by things like that.

Your business is no different. First, there’s the thing you do. That’s the commodity. You might do that thing well, but so do a lot of other people.

So you need something more. You need to redefine how you present yourself so that you stick out. This takes some creativity and some work.

And it’s a never ending work in progress.

My progression has been to go from copywriter to business consultant and now copywriter again at an entirely new level.

That sentence might not make sense to you, but that’s ok. The point I’m trying to make is that the way you present yourself to your marketplace can change over time.

You’re never done.

That’s the bad news.

But it’s also the good news.

Because it gives you an infinite number of chances to improve.

See you next time,

Jason Leister
Editor, The Client Letter
Creating Success for Independent Professionals
ClientsSuck.net

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