This document contains an agenda for a freelancers' lab with three sessions on value proposition design, sales techniques and pricing, and time and project management best practices. The #2 session from 11:00-12:00 covers sales techniques and pricing, including discussions on elevator pitches, message mapping, online marketing, and pricing approaches. Key tips include keeping online profiles up to date, tracking expenses, understanding client objectives, and avoiding common pricing mistakes made by freelancers. A case study looks at negotiating rates with a client.

1.
#2: MONEY TALKS 11.00 - 12.00
SALES TECHNIQUES, PRICING
#1: MY BRAND 10.00 - 11.00
VALUE PROPOSITION DESIGN
SMARTHU FREELANCERS’
LAB AGENDA
#3: HAPPY CLIENTS 12.00 - 13.00
TIME and -PROJEKT MANAGEMENT, MINDMAPPING,
ROADMAPPING, BEST PRACTICES

2. #2 MONEY TALKS

3. HUMBLE BRAGGING
# MONEY TALKS

4. “YOU’RE NOT ASKING PEOPLE TO BUY YOU,
YOU’RE TELLING THEM HOW MUCH YOUR
TIME, ENERGY, AND TALENT IS WORTH, AND
THEN LETTING THEM MAKE THE DECISION.”
# MONEY TALKS

5. "IGNORANTI, QUEM
PORTUM PETAT, NULLUS
SUUS VENTUS EST.”
(SENECA)
“SEMMILYEN SZÉL SEM KEDVEZŐ ANNAK,
AKI NEM TUDJA, MILYEN KIKÖTŐBE TART.”

6. #2_1
ELEVATOR PITCH
# MONEY TALKS

7. # MONEY TALKS

8. “SO TELL ME ABOUT
YOURSELF/WHAT DO YOU
DO?/WHO ARE YOU?”
‣ AN ELEVATOR PITCH IS A BRIEF, PERSUASIVE
SPEECH THAT YOU CAN USE TO SPARK
INTEREST IN WHAT YOUR ORGANIZATION
DOES. YOU CAN ALSO USE ONE TO CREATE
INTEREST IN A PROJECT, IDEA, OR PRODUCT.

9. YOUR ELEVATOR PITCH
‣ 30 SECONDS OR LESS.
‣ YOUR SKILL (OR HOW YOU BENEFIT A POTENTIAL
EMPLOYER) SHOULD BE CLEAR.
‣ THERE SHOULD BE A GOAL (OR ASK).IDENTIFY YOUR GOAL
‣ EXPLAIN WHAT YOU DO.
‣ COMMUNICATE YOUR USP.
‣ ENGAGE WITH A QUESTION.
‣ PUT IT ALL TOGETHER.
‣ PRACTICE.
# MONEY TALKS

10. #2_2
MESSAGE MAP
# MONEY TALKS

11. #2_2
MESSAGE MAP

12. MESSAGE MAP
# MONEY TALKS_ TEAMWORK
key message statement
supporting point
1
supporting point
2
supporting point
3evidence
evidence
evidence
evidence
evidence
evidence
evidence
evidence
evidence

13. MESSAGE MAP EXAMPLE
KEY MESSAGE STATEMENT:
LUSH MAKES HANDMADE SOAPS AND COSMETICS
SUPPORTING POINTS
‣ ENVIRONMENT FRIENDLY
‣ FRESH
‣ ETHICAL CAMPAIGNS
# MONEY TALKS
PITCH
“HI, WELCOME TO LUSH, WE MAKE HANDMADE SOAPS AND COSMETICS. EVERYTHING YOU
SEE IN THE STORE IS FRESH, ENVIRONMENTALLY FRIENDLY AND PART OF THE PROFITS GO
TO SUPPORT ETHICAL CAMPAIGNS IN OUR COMMUNITY.”
EVIDENCE
‣ WE DON’T USE ARTIFICIAL
MATERIALS FOR OUR PRODUCTS
‣ NO PRODUCTS IN STORE
OLDER THAN 1 WEEK
‣ WE JUST RAN A CAMPAIGN
WHERE WE RAISED … FOR
GREENPEACE

14. 1ST STEP:
CREATE YOUR 140 WORDS
KEY MESSAGE STATEMENT
# MONEY TALKS_ TEAMWORK

15. 1: WHAT DO YOU DO…WELL? (SKILLS)
2: WHAT IS YOUR GREATEST STRENGTH IN THIS AREA OR THE BEST
COMPLIMENT YOU’VE EVER RECEIVED ABOUT YOUR SKILL?
(CONFIDENCE)
3: WHAT WOULD YOU LIKE TO DO? (GOAL)
4: WHAT’S YOUR “WHY?” (MOTIVATION)
WORDING
# MONEY TALKS_ TEAMWORK

16. FUNNEL TECHNIQUE
# MONEY TALKS_ TEAMWORK

17. FUNNEL_DETAILS
1. Start with your three adjectives that describe
your personal brand, and tell a compelling
story.
Who are you, and what do you do for your
clients that will make their lives easier, or better?
2. Condense it down to a few hundred words or
less for your Facebook and LinkedIn pages.
Keep the tone consistent, but really focus here
on what your clients get from you.
3. Shave it down to 140 characters or less for
Twitter, and for your most basic elevator pitch.
Remember, lead with your most essential core
benefits from a client perspective.
4.Narrow it down even further to just a few words
for your tagline. This should still strike the right
brandmessage, while being super-succinct. No
more than a few-word sentence.
# MONEY TALKS_ TEAMWORK

18. 2ND STEP:
CREATE THE MESSAGE
MAP
# MONEY TALKS_ TEAMWORK

19. GET YOUR MESSAGE
MAP READY
15 minutes
# MONEY TALKS_ TEAMWORK

20. ANYONE READY TO
PRESENT YOUR
ELEVATOR PITCH?
15 minutes
# MONEY TALKS _ TEAMWORK

21. #2_2 ONLINE
MARKETING
# MONEY TALKS

22. # MONEY TALKS
ALTHOUGH NO ONE WILL HIRE YOU BASED
SOLELY ON YOUR PROFILE, EVENTUALLY
THEY’LL PROBABLY END UP GOOGLING YOU.

23. ‣ WORD OF MOUTH
‣ HAVE A CLEAR, UP-TO-DATE PORTFOLIO—AND MARKET IT
‣ BLOG (OR MORE SIMPLY—CREATE CONTENT) ADD A BLOG TO YOUR
PORTFOLIO OR ONLINE RESUME.
‣ WRITE (OR CREATE CONTENT) FOR *OTHERS*
‣ KEEP YOUR LINKEDIN UP TO DATE
‣ KEEP OTHER, INDUSTRY-RELEVANT SOCIAL MEDIA ACCOUNTS UP TO DATE
‣ NETWORK IN PERSON
‣ START COWERING
‣ SPEAK AT EVENTS/CONFERENCES
‣ NETWORK ONLINE
‣ POSITION YOURSELF AS AN EXPERT
11 WAYS TO GET YOUR CLIENTS COME TO YOU
# MONEY TALKS
https://issuu.com/daniellearaujoamin/docs/iab_360i_social_marketing_playbook_

24. #2_3 PRICING
# MONEY TALKS

25. HAVE THE HEART OF A
GARDENER AND THE
SOUL OF A SALESMAN
# MONEY TALKS

26. ‣ KNOW YOUR NUMBERS
‣ GET A SPREADSHEET AND TRACK
YOUR INCOME AND EXPENSES EACH
MONTH
‣ DON’T FORGET TO PUT ASIDE FOR TAX
‣ LIVE WITHIN YOUR MEANS
‣ DON’T DEFINE YOUR SELF WORTH BY
HOW MUCH YOU EARN
‣ SAVE
# MONEY TALKS
FREELANCERS TIPS: IF YOU’RE FREAKING OUT ABOUT MONEY

27. SHY ABOUT
MONEY? DON’T BE
“THE VALUE OF YOUR SERVICES
HAS MORE TO DO WITH WHAT
THE CLIENT WILL GET OUT OF
WHAT YOU CAN DO FOR THEM,
THEN YOU CAN CHARGE MORE.
ITS NOT ABOUT YOU. ITS ABOUT
THE VALUE TO THEM.”

28. FREELANCERS - DO THE MATHS
# MONEY TALKS
‣ PERSONAL EXPENCES
THAT'S YOUR BASELINE
‣ ADDITIONAL PERSONAL SPENDING
ADDITIONAL PERSONAL SPENDING, ETC. THIS AMOUNT
PLUS YOUR BASELINE AMOUNT CAN BE YOUR TARGET
MONTHLY WAGE
‣ BUSINESS EXPENCES
THIS AMOUNT PLUS YOUR TARGET MONTHLY WAGE IS THE
MINIMUM AMOUNT YOU WANT TO MAKE EACH MONTH FROM
YOUR BUSINESS
‣ WAGE/SEPARATE BANK ACCOUNTS
HAVE TWO SEPARATE BANK ACCOUNTS: AN ACCOUNT FOR
BUSINESS, AND ACCOUNT FOR PERSONAL. PAY YOURSELF A
WAGE EACH MONTH (

29. UNDERSTAND BUSINESS OBJECTIVES
# MONEY TALKS

30. THE TOP 5 PRICING MISTAKES FREELANCERS MAKE
# MONEY TALKS
‣ PRICING TOO LOW
‣ PRICING FOR PAY, NOT PROFIT
‣ SETTING A NARROW PRICE SPREAD
‣ UNDERESTIMATING LABOR COSTS
‣ FORGETTING HIDDEN LABOR

31. CASE STUDY
A CLIENT IS TRYING TO NEGOTIATE MY RATE.
# MONEY TALKS
“WHAT ABOUT YOUR
HOURLY RATE?”
“60$/HOUR”
“HMMM MY BUDGET IS
PRETTY TIGHT. WOULD
YOU DO IT FOR 40$/
HOUR?”

32. SCENARIO #1: YOU AGREE TO LOWER YOUR FEE.
# MONEY TALKS
SCENARIO #2: YOU AGREE TO A TEMPORARY DISCOUNT.
SCENARIO #3: YOU KEEP YOUR GROUND.
You like this client’s vibe and the project, and you agree to a
discounted fee for the sake of the long-term relationship.
Instead of reducing your fee directly, you can agree to a temporary
discount, which will be applied on your first invoices.
In any case, clients often don’t understand everything that’s included
in a price, it is mandatory to state it clearly. If you include meetings,
fixes, research, competition analysis and phone calls, you should
mention it.

33. PRICING EXERCISE
Johnny Appleseed
# MONEY TALKS

34. THANK YOU FOR YOUR
ATTENTION
CONTACT: EMESE@ZUANGO.HU