Bonus Material Recap
Lesson 22 from: The Entrepreneur's Guide to Pitching Clients and Getting SalesPeter Corbett
Bonus Material Recap
Lesson 22 from: The Entrepreneur's Guide to Pitching Clients and Getting SalesPeter Corbett
Lesson Info
22. Bonus Material Recap
Lessons
Class Introduction
17:56 2Who is Peter Corbett?
07:31 3The Importance of Preparation
12:25 4Finding Your Value Proposition
12:41 5Business Model Canvas Example
16:07 6What is Your Service Mix?
09:45 7The Materials You Need to Pitch
06:37 8Prospecting: Boiling the Ocean
10:29Prospecting: Build a Barrel
17:10 10Prospecting: Surgical Approach
11:51 11Prospecting Tools That Work
13:59 12Marketing Tactics For All Freelancers
18:22 13Scoping Your Work
27:09 14Project Proposal Example
18:41 15Sample Concepting Proposal
09:56 16Integrated Program Example
03:25 17How To Close The Deal
20:22 18Operating Your Business
11:19 19How To End Your Client Project
10:52 20The Art of Upselling
06:51 21How to Get Referrals
06:41 22Bonus Material Recap
07:51Lesson Info
Bonus Material Recap
So I do want to mention, we've been talking about it all day but Peter has put together some fantastic bonus materials, things that he has used to get businesses to work with his clients and he has put them together for us and before we wrap up the day I want to just go through each of them and talk about how valuable they are, what exactly they are, so Peter tell us, we've got three bonuses here that come when you purchase the class, let's let's talk about them. Let's do this. So The first item is a mutual NDA, web audience you guys had a mutual NDA requested? Anyone asked to sign an NDA? Anyone one of you guys been asked to sign NDA? Okay. So people say okay, we want to talk to about a project but we want you to sign the NDA. So I have several responses to that request depending on who it is. If its a big company and you want their money then sign the NDA. If you don't want their money then don't sign the NDA that's simple. If it's a startup that is pre-funding and they want you to...
sign an NDA, tell them no, because you don't want to get ripped up in like someone somebody told me an idea, they didn't make the idea, they don't have a product yet, and and now I'm talking about a product and now I don't know who this person is. Do they just like to sue people, I don't know, so sign NDAs with real client opportunities and often it's required. The mutual one it means that like not only will you not disclose what it they're telling you, they're not going to disclose anything about you. It's a stupid requirement, I've never in my entire life had anyone ever refer back to an NDA. We've sign the thing and we keep going. In a context of working with bigger companies it becomes required, so you'll probably if you get into the point of working with Fortune otherwise there's always going to be and NDA. The one that's in the kit here is the actual NDA that I use. It has been well lawyer-ed over the years and I will disclaim again that I am not a lawyer, if you use this and go to jail, not my problem. So please, use with caution. The next one the independent contractor services agreement. This is also a well lawyer-ed document that we have used over the years and has gotten sort of stronger and more nuanced over the years. So this is a document that can be used in two ways, one way you can use it to hire a freelancer to work with you on something. So you can fill it out and go hey, we're going to hire and we're going to pay you $2, and hear all the terms. Mind you, those terms are very detailed. This is about IP ownership, this is about work for hire, I've seen people hire like a freelance designer to do branding work for them for a web project and then the designer say I own all of the source files. I'm not saying this is me. This is somebody else. I can't impress upon you the fact that this is a work-for-hire world. You often do not own any of this stuff your clients do. So you have to make sure that you don't get tripped up by having a freelancer who thinks that they own the work they're doing for a brand. You got to make sure this is very clear in an agreement. So there's more, there's more and more and more. I said that there were two ways to use this, the second way you can use this to let a client hire you. So you can use it to hire a freelancer, you could be that freelancer you can use it. So right at the other way around where they're hiring you, you're describing your services, you're describing the terms the course of the document. It's hopefully not too complicated hope you can read that agreement and get a really good sense for what a contract looks like. I would suggest that if you use this to hire a freelancer and they push back and won't sign it, to hire someone else. I've had this document signed by I don't know almost probably thousand people. Thousand Freelancers and small shops. It's not a crazy ask, it's crazy when someone won't sign it, it shows me that they're not sophisticated enough to do professional work and I'd rather work with professionals. So yeah that freaks me out when someone like I would never, I would never do work for hire as a designer. I'm like, okay, well then we can't work together on this. Then lastly the sample concept in project proposal, you guys have already seen that. Download it, fill in the blanks, FCN was that full name of client. Find and replace, that is the worst abbreviation I've ever used. And don't take it for (inaudible 04:45) it's supposed to be an example of what you can do and as I said before juice it up as much as you need to. If it needs to be more detail make more detailed. My approach is to try to keep these things as short as possible and not spend my life writing proposals. So with that. Yeah, one more final slide, how people can get in contact with you. Hit me up on twitter @CORBETT3000 if you have any other questions or comments after seeing this. You can email me, I will eventually respond, I get a lot of email. I will endeavor to do so with a very smart response. I just wanted to recap some of the thoughts that we explored today. Remember you are possibly your own worst critic. You're also possibly your biggest champion. So don't hold yourself back. Remember that there are two ways to view the world, one is at the world is abundant the other is that it's scarce. Alright so let's view the world abundantly you'll be able to attract all sorts of possibilities. If you focus on demonstrating value everyday you'll be rewarded I think. You'll be rewarded many times over. I've seen it very personally over the years by doing things like this. Sharing the knowledge that I have. Trying to connect people to one another who may need collaborators on things. Prepare but don't delay. Don't let the preparing to build the business or making the logo or the website before you launch the thing hold you back from actually doing business. It's about doing business, it's not about preparing business and this is chess. this is very much chess. All of the things that you're engaged in are likely to be chess, whether it's scoping, the pricing, the exiting, the operating, all of that. So be thinking one or two steps ahead of everybody, your competition, your clients, the collaborators even. I didn't even mention that. You might have a awesome freelance collaborator or designer, well what happens if they get hit by a bus. Well that sucks but if you already had two or three other people lined up to do the work, it's not a problem. You put the flowers on the grave and run back and get that project done. Right. So that chess move. Maybe we shouldn't have used that last as our example. And lastly this is very much relationship business. It might sound very profit and money-driven cause we're talking about pitching and winning clients it really comes down to one to one human relationships. So it's not about the pitty marketing and it's not about the stumpy stuff, it's about does Bob and Jean really like me and really want to work with us and if they do, you're going to be really successful, they're going to talk all about you and you won't ever have to watch another class like this led by me. So thank you guys so much, hope you enjoyed it.
Class Materials
Bonus Materials
Ratings and Reviews
Bonnie Aunchman
Peter & Creativelive - I loved, loved this class! I would HIGHLY recommend. The class is extremely informative in content and has great document samples you can use. I will implement Peter's advice and practices immediately! (Loved Peter's teaching style!) Thank you! :)
a Creativelive Student
I had the great privilege of being in the studio audience for this class and had a phenomenal experience. Peter shared not only great insights and experience but templates that I've already started implementing in my own business. His experience and approach towards working with clients really resonated with me and my business partners. I specifically encourage you to find the section and write down word for word what he says when a client says "well, I don't know what our budget is, we want you to tell us". I've already used his approach of responding with "oh, it's a million dollars :-)!" and using that to open the conversation. It get's results and the answers you need to put together an aligned proposal. On being an audience member the staff at CreativeLive was kind, clear with instructions and made sure we always knew what was expected of us. I encourage you to apply for a class and experience it first hand. As a bonus, their office and catering was phenomenal.
Che Pilling
Peter Corbett is a very clever man, I appreciate his honesty and creative thinking. This course is amazing for people who are in a process of setting up different areas of their business. I can also see how it would benefit business owners/managers who want to review their processes. Corbett is a very engaging speaker and his communication is excellent. Fabulous course, A+.