This book came out in 2021. I give it a 8/10.
Find below a summary.
I realized that if I wanted to change how much I was getting paid, then I needed to provide more than just fancy website design. I realized businesses were only going to pay me real money when I was able to show them real results. I needed to produce big results if I wanted a big paycheck.
Sell a result, not a website
The more problems you solve and the more results you show, the easiest it is to get high-paying web-design work.
When you are selling a website to a business owner, you are not competing against other designers. You are competing against the other options that the business owner has to solve his problem.
When you focus on what business owners need and you can provide it to them, you will quickly stand out.
That means focusing on the top priorities of a business owner and show him how your website can help him achieve the intended purpose.
Business needs come first. Everything else comes second.
The market pays you for the value you create.
A website is a tool to fix a problem. If the business needs clients, you need a website that attracts clients. If the business has too many people calling, you need a website that answers people’s questions or enables people to send emails.
To make money, you need to solve problems. To solve problems, you need to find problems. To find problems, you need to talk to business owners. To understand their problems, you first need to listen to them. To listen, you need to ask them exactly what is the problem that they have.
Don’t solve a problem you weren’t asked to solve, as you appear as a problem maker, not a problem solver. Never tell people what problems you think they have. Listen to them instead, and ask questions.
Start where your trust is highest – use your current connections to start right away.
To selling anything to anyone, you must first establish trust.
The best way to get clients now is to start doing projects asap and the best way to do that is to work with people that know you personally. Use your own connections and channels.
Focus on results first. Profits will come later.
Leverage your past results. Show potential new clients HOW the websites you have built in the past helped business owners solve problems.
Look at the results you brought with past clients: did you help them with sales, marketing? Once you can identify the problems you fixed, use them to show other clients what you can do for them.
When you find problems that need solving and can show you have already solved them in the past, you become a very good option.
Focus on solving problems. The purpose of freelance is to acquire business skills, and these skills are marketing, sales, copy, and problem-solving. As such, the best web designers are no longer web designers. If you can succeed as a web designer, then you can do anything else.
Start small and start now.
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