Hey, so if you're a freelancer
or thinking about doing any freelancing work,
make sure to watch this video,
'cause I'm gonna share with you
five different ways that you can make more money.
How to go from freelancing to paidlancing.
(laughter) I'm sorry.
Hey, guys what's up? Pat here.
And I'm here to help you make more money,
save more time, and help more people, too.
And today we're talking with Charli Marie
who's in the studio today.
Charli Marie TV.
Make sure to check out her YouTube channel.
I was featured there recently.
We also did another video right before this one
about how to get started with freelancing, too,
so check out the links below for that.
But today, we have her in the studio today,
because you are an expert freelancer.
You help a lot of freelancers.
And we're gonna help everybody
who's watching today make more money.
There's many different ways to do that.
What is one way that a person can
and should, as a freelancer,
help themselves make more money?
- Something that I always recommend people do
is start building up their reputation
and their brand right from the start as a freelancer.
- I like this, 'cause you're not like
offer more services or
we'll talk about some things, but I like.
So tell me why we need to focus
as a freelancer on our brand.
How does that help us?
- I think that building your brand as a creative
and, or as a designer, as any type of freelance,
helps you increase your reputation
and just be known for your craft.
So the more content you put out online, what you're
talking about about your craft, about what you do.
- So actually blogging and I mean,
you do this very well with your YouTube channel.
- Yep. The more you talk about
how you do what you do online, the more information
you put out there and are teaching people,
it helps you be seen as an expert.
And it makes you more desirable
for clients to want to hire you.
'Cause they wanna hire someone
who knows this stuff, right?
- Right. So are they gonna find you through
those channels or how do you?
- They might do, but I don't think
it necessarily has to be that.
It doesn't mean you have to get famous
with what you're doing.
It just means that once someone comes across you
and they come across your work
they're also gonna see that you've got
this reputation for being really good at what you do.
From the content you put out, from what
Round up lists.
I'm on a lot of designers follow
on YouTube that sort of thing.
The more they see of that, the more
faith it's gonna put in you from the client,
and the more they're gonna wanna work with you.
- I like that.
And probably the higher price you can demand
as a result of being seen out there.
- Yes, that, too.
- I love that.
Alright, so next, what's another
way a person, as a freelancer,
can make more money or help themselves?
- I think having a really good process is important.
And having a good process that's clear.
You know how to start with a client.
You know how to get the right brief from them.
You know how to get feedback along the way.
It just makes it really smooth and easy,
and the client enjoys working with you
if you've got this process in place.
It's gonna make them more likely to return to you,
and it's gonna make them more likely
to recommend you to their friends as well.
If they really enjoyed working with you.
If they felt like you were super professional,
had a good process in place,
they're gonna be more confident.
- So define for us what a good process is.
- Well, I think it's gonna be different
depending on the craft, but I would say
thinking about the start, middle and end.
Have that in your mind what that means for you
and in your business.
For design, that means the start
is figuring out the brief.
Figuring out the exact problem and
trying to solve with the design
and having that all written down
and clear for both of us, myself and the client, as well.
Then there's the middle.
Having touch points along the way
where you're gonna be sharing your work
for feedback, so the client knows
what you're up to and what you're working on.
They can provide feedback before
things go too far down the wrong path.
And then the end, as well, wrapping things up
in a super professional way with
a great hand over of assets.
Don't just send them a zip file
attached to an email.
Think of others ways that you could
make that process better for the client.
- I like that.
- And more beneficial.
- So making it like more of an experience?
- Exactly. Making it an experience.
- And when people have a great experience
they're gonna wanna work with you again.
- Exactly.
- Which is a great point, because
that's actually tip number three that we're gonna talk about
is not just focusing on getting new clients
all the time, which is sometimes very difficult
to do, especially when you're just starting out.
But serving the clients that you already have,
and getting rehired, like you said.
Talk a little bit about that myth
of always having to have new people.
- It's exhausting having to bring
new people on board all the time, I think.
They say in business that it's
cheaper to keep an existing customer
than it is to go find a new one.
And it's the same with freelancing.
With a client you've already worked with,
you already know their brand, their business
a little bit more than you would with a new client.
They already know how you work.
You know how they like to work, as well.
That makes that whole process easier.
And if you've done well on that first project,
as well, they're gonna trust you more.
- Right.
- They're gonna know your style
and how to work with you.
It's just gonna be better.
- So let's say you finish a project with somebody
and it's great, and you would love to work
with that person again, and maybe
they just don't have any new work to do.
How do you come back to them later
to perhaps see if there's additional work to do?
'Cause I can see you crossing a line
at some point, where it's like
every week you're going, "Hey, do you have anything new?"
What's the best rhythm for doing something like that?
- I would recommend not even just thinking about the work,
just thinking about building the relationship.
So if, for example, like with you,
they've worked on an e-book cover design
or something like that.
Reaching out a couple weeks later being like,
"Hey, how'd that launch go?
It looks really great.
I saw a lot of people being excited about it."
Just touching base, and reminding them
that you exist, essentially.
- Right, not even really asking for anything?
- Yeah, maybe not to start with.
Maybe just keeping the relationship going.
And then reaching out a couple weeks down the track
or however fast you know that their business moves,
because you've worked with them before.
And seeing if there's anything new coming up.
Perhaps you can ask specifically if you knew that
when you were doing this project
you heard them mention that this thing was coming up.
Offer your services as part of that.
Yeah.
- Nice.
Now, from my perspective as a business owner
and an all in entrepreneur and internet marketer
I know that a great way to increase your sales
and make money is through upselling.
So at the time of purchase offering additional things.
But I also know that there's a balance there,
and, at least in the space that I'm in,
it often puts people off a lot.
Is upselling even a thing in freelancing?
- I think it is.
This is something that I do.
With every project proposal I put out
I do basically three tiers of the work that I could do.
- Oh, interesting. Okay.
- So the first one is perhaps the base level
of what I feel like is the basic work
that could be done to meet their goal.
And this is helpful if perhaps the client
doesn't have a huge budget.
Perhaps they can only go for that first version.
At least there's a way you can still work with them.
If all the bells and whistles isn't
going to work for their budget.
The second option is usually
an extension of that basic needs.
And then the third option that I do
is usually something that perhaps
the client hasn't asked for, but that I've seen
from analyzing what they need and their problem
as an additional service that I feel
I could offer to their business.
- I like that.
So how do you present that at the time
that you're working with this person
and coming up with the contract?
- I do a proposal document for every project
that I work on that has these three tiers laid out,
and I pitch it as ways that I can help you
and ways we can work together.
Pick which end product you wanna end up with
and that's the price that we end up paying.
It's not like they're paying extra for no extra work.
They're getting a lot more value out of it, too.
And I usually try, like you'd do with products,
make the value increase as you go up exponentially.
So it's like a no brainer for them to choose
the more expensive one if they've got the budget.
- I love it.
Authentic upselling.
- Yes.
- And then finally, and this is a big one,
an easy way to increase how much money
you're making, is to increase your price.
Right? At least from what I know
about a lot of freelancers who I've helped,
they often under price themselves.
We had this thing called just double it.
You could probably just double
what you're doing right now, like right now.
Maybe not always the case, but point being,
most people under value what they have to offer.
So how to do you address price
and increasing your price?
Or at least getting paid for what you know it's worth?
- Yeah, so I always recommend that
freelancers don't do an hourly rate.
I feel like that really boxes you in.
That's your rate, no matter what the client is,
no matter what the project is.
That's the rate you're gonna be charged per hour.
- Interesting.
- It's really hard to come up with.
- So not hourly then?
- Yeah, I don't charge by hour.
I charge by project instead.
So I evaluate every project for its own needs
and its own work that it's going to involve.
Obviously, the hourly time you're
gonna spend on it comes into that.
But it also depends on the company.
I charge more depending on what type
of company I'm working with.
And that doesn't mean that you just
charge more if you think the company can afford it.
- I was gonna say, okay, so I'm gonna
work with a big company, therefore,
I can charge more, because they have more money.
That's not what you're saying?
- Well, technically that's true,
but I don't think that's the reason
for you to increase your price there.
I think you should increase your price
based on the extra value that you're gonna offer them.
For example, if I'm gonna do a project with Nike,
not that I've worked with them before,
but that would be nice.
If I'm gonna do a project with Nike
to design some advertising campaign
for a new shoe, versus a little mom and pop shop
shoe store down the road type of thing,
I can charge Nike a lot more, because my work will
be applied in many different ways with them.
It's gonna go out to many more people,
and they've got higher margins as well, on their products,
so they can make more money from advertising it
than perhaps the little store can.
- Okay, I like that a lot actually.
So thinking about the actual value
that you're providing is really important.
How about competitor prices?
Do you take that into account when
trying to get some freelance work?
- It's really hard to know what other
freelancers charge sometimes,'cause this
is something we all keep very close to our chest.
I try to talk about it a lot more,
because I like putting it out there
and helping other creatives to make sure
they're not under valuing themselves.
But I think that you should first charge based on
what you figure the project should be.
I don't think that you should race
to the bottom when it comes to freelancing.
I think you're not gonna be able
to earn more money that way.
I think it's better to focus on what you do.
Focus on what you believe this is worth,
and you might lose some clients.
You might figure it out as you go along.
- Does the price that you charge
change the type of person you're serving?
And how does that play a role in who it is you're targeting?
- I think so.
I think, for example, if you're gonna do a logo
for a company that has a five year plan,
that they're planning to grow, versus
someone who wants to start a blog,
and they don't really know where they're going with it yet.
You can't charge that person as much
as you can charge the company,
because they don't, as the customer,
quite know their value yet.
Whereas, the company does.
- So it's really important to know
who it is you're ultimately serving.
- Yeah, understand their business.
Understand what they're going to be using the design for.
- And also as a freelancer, I think it's cool,
because you basically have this blank canvas
out there that you can paint,
And you can paint it any which way you want.
So if you wanna work with high end clients.
And charge a lot, then do that.
You're gonna not serve as many,
but you can serve fewer in a better way perhaps.
More white glove service kinda thing.
Or if you wanna do a more mass thing,
you can charge less.
I mean, I think it's really important
for you to focus on what do you want, too.
- What kind of work do you wanna be doing?
- I love this.
A lot of great tips to help you
make more money as a freelancer.
Now make sure you subscribe if you haven't already,
because we got some more videos coming up
related to your side hustle and your freelance work.
We got Charli featured in one more video coming up,
and also if you haven't seen the last one,
make sure to click on the link below
in the description where we talk
about how to get started as a freelancer, too.
So thank you so much, and make sure to check out
Charli at Charli Marie TV.
Any final words for people who are
they're going full force with freelancing,
but they wanna make a little bit more money.
- I think just have some confidence
in yourself, in your skills.
Just do it. - That's a good one.
- Double it, like you said.
- Like it, I like it.
Thanks guys, we'll see you in the next videos.
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