Learning to Sell on Value and Build a Business That Can Actually Scale

Ruby Javaid from Atlanta, GA, United States

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TRANSCRIPT

Hi, my name is Rudy Javaid and I’m a web and graphic designer from Atlanta, Georgia. I’ve been doing t his for a really long time, about ten years now. Things kind of have always been the same; I pick up clients, I have great ones for a while and then they just kind of taper off, so it’s kind of feast or famine. I’m looking for a way to consistently have really good clients that will stay with me and bring in a lot of profit.

I started working with Joe and I kind of had to pause the program in between for personal reasons, but I’m starting to get back into it. But even in the first couple of weeks, I learned quite a bit. I was doing the cater to everyone, for any type of project, type of approach. I was basically there for your print work, your web work, social media, digital marketing, postcard campaigns. I kind of billed myself for a one-stop shop for everything. Now, it wasn’t a bad approach for a while, but it’s very, very difficult to scale this type of thing.

Working with Joe and his team showed me that first I need to have a set menu of products and they need to be things I can scale up or down as needed and they have to be things that I can reproduce easily. I don’t need to reinvent the wheel every time. That was one thing that straight away I learned.

Another thing that was really important was for me to sell the value of the actually going from point A to point B: Where somebody was at right now and what they needed versus the hourly value, which is what I had been selling myself on before. Again, that approach worked for a while, but it just didn’t make a lot of money and I ended up working really hard. Sometimes I’d have to work more hours than I told the client because it just turned into a bigger project. Issues like that. It was okay, but it wasn’t the best way to do things.

I haven’t gotten anybody as a really, really big client yet, not doing the $5,000 to $10,000 range yet, but I’m starting to feel more comfortable with putting in more thought into the proposal and the consultation where I’ll sit down with clients and I’ll actually speak to them about their needs. I was doing this before as well, but I wasn’t downplaying them, but I wasn’t capitalizing on the value that I could provide clients.

That’s been my experience so far. I’m ready to dive into the rest of the program and then get into the different things that I’ll be learning there and I hope that this takes me to new levels. Thank you.

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