There are three reason people don’t buy:
They don’t want what you have
They don’t believe you
They don’t believe THEY can do it
And, what I find is many freelancers get caught up on that 2nd one. So, they spend all their time conking potential clients over the head with “credibility”. Reviews, ratings, certifications, portfolio, etc.
It’s all important.
But, it’s NOT how clients decide who to hire.
You’ve likely heard the saying:
“People buy on emotion and justify with logic.”
Credibility is logic. You don’t decide what car you want to buy by going to J.D. Power and just picking the highest rated car. No, you care how it looks, how it performs, what kind of “tech” it has in it.
Car commercials aren’t just some dude reading reviews.
They’re rolling shots of the car swerving through the mountainside or the crowded city. They’re videos of all the cool tech. Hell, some people (myself included) have certain colors of car they refuse to buy (white, red and blue for me).
It’s completely illogical.
Point is…
When packaging and presenting your services, you need to think about what it is your clients truly desire. I’ve said it 1,000 times, but it bears repeating — clients don’t want a website, they want what that website can BRING them.
New customers.
Pride.
Time and energy.
And, it’s the same no matter what kind of freelancing you do. They don’t want a blog article, they want increased search engine rankings and website traffic. They don’t want a logo, they want brand loyalty.
Etc.
The important thing is to KNOW what that deeper desire is and make sure you speak to it in how you present your service offer.
That’s why my headline for my web development services was:
“Finally Get Your Membership Site Launched — And Start Growing Your Monthly Recurring Revenue.”
Nothing to do with tech.
Or credibility.
Nope.
Straight to the heart of their ultimate desire.
Speak that language and they WILL listen.
In any case, this is the hidden lesson in my 5-Figure Formula course. I show you HOW to find high-end, premium clients with muney to spend and how to figure out what their ultimate desires are…
And then, how to craft a service offering they can’t refuse.
You can use that to charge more… if that’s what you need right now. Or, you can use it to get more clients. Whatever you want. But, the more clients VALUE your services, the easier it is to get hired and charge what you want.
In any case, I made a video where I show you how I went from charging $1,000 per website all the way up to $18,445 for a single website for a single client. If you want to see how I did it, that video is here: https://pages.johnmorrisonline.com/5ff
Later,
John
