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In Kevin Airgid’s talk at the 2006 FITC Toronto Conference he talks about buying vs selling.
Selling is what salesman do. They size people up and try to basically get as much money out of them as possible. They pitch ideas and use fear to convince people to buy into their product. This a not a good way to approach clients and get freelance contracts.
Rather you want to get your client to buy your services. You want them to approach you. A good to get clients to buy your services is to offer some stuff for free and offer to put extra effort into thier project. Kevin suggests that you should give away 20% – 30% more on the first project that you do for a client and let them know that when you complete the project. This way your client knows that you will go that extra mile for them.
Another way to get clients to approach you is by becoming a resource and making yourself appear as an expert on the subject. You can do this by writing articles for newspapers, ezines, books, or even a blog. If a client sees that you know what your talking about then it increases the chances of them choosing you for a future project.
Once you have a client list then send out a newsletter to them quarterly that demonstrates that you are an expert in your field and that you are always taking on new projects.
Kevin Airgid’s talk at the FITC Toronto Conference called How to “Manage Creative Projects and Make More Money” is a great resource for Flash Design Freelancers.
A couple things that I have taken from this talk are as follows:
It is not a good idea to charge by the hour, rather you set out a fee for an entire project. Forget about winning web awards, they won’t directly make you more money. A better approach is to concentrate on what a potential client would want to achieve with their website
I will post more on the insights from this talk in further posts.
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