10d • Water Cooler
How to pick up a $5K+ job. "I'm so stupid."
When you run your own show for so many years, sometimes, you get lazy (or dumb). You assume that your clients will just keep the gravy train flowing... until they don't. That's what this summer has been like for me. The faucet slowed down until it was just a trickle.
Not good. 🤨
At first, you say "it will come around." But after a couple of weeks with marginal work, you realize that your monthly income is going to take a hit. Time to put on your big-boy pants and get back to shaking the trees. 💰🌳🤑
So what did I do that netted this little gem? What was it? and why is it $5K+?
📣_ _ _ _ _ I'm going to tell you _ _ _ _ _ 📣
NEW BUSINESS 101:
The quickest way to money is to work with the people who already know you (or knew you).
I opened up an old removable hard drive and made a print out of every business I had worked with in the last 10 years. It was a pretty big list, with a number of companies and brands that are no longer in existence, and many, that I had long forgotten that I had even done work for (some pretty good work, I might add). I took a look at who my contact was and went to their site or to their LinkedIn profile to see if they were still active. Turns out, most still were, but some had retired and sadly, a few had passed away. (Don't really want to make that your first call back to a company asking for a "dead guy".😳
I sent out an email for starters, simply re-introducing myself and being honest (to a point) on
"how it had been such a long time since we last worked together..."
"we've been updating sites and brands..."
"would love to work with you again."
And ask for a call or meet-up.
_ _ _ _ _ _ _
All but 2 of 20 got back to me... and 2 firms had projects that could go to me... but many, I got on calls with to rekindle a relationship that once was.
One such project I picked up was a website update for a small industrial company. There out-of-date website was actually one I had done the original work on. Unchanged for more than 10 years! So I set up a time to drop by, chatted for a bit and offered a site re-fresh.
Invariably, they or you will want to "ask the question": HOW MUCH? Often, I'll ask it for them, so that I can control the conversation on budgeting.
A site re-fresh varies, of course, but if you're seasoned in any way, you know what you're getting into. I could use the work (and the money) and it's always good to get a "beach head" from which to re-start a business relationship.
You say... "Well, we just got done with a $20K site, but for this, I'm thinking between $5K and $10K." Knowing full well that the lower number is almost always the "winning" number. From the back, the CFO shouted, "no more than $5K!" 😆
I laughed, and said, "OK... but you should probably budget $10. I'm sure we'll get into some other projects along the way." He replied, "Maybe." 🤔 But his boss smiled and nodded approvingly. 🥰
[ I also know that in that moment, the job, and the money, are mine. NOT going back to the office to put together a proposal and allow them to confer about bringing in some other bids. ] 😵💫
_ _ _ _ _ _ _
Do you understand what happened and why?
I had an idea of what to ask for, but wasn't completely sure if my # was right. It had been some time since I worked with them. A good group of people, but pretty conservative in all things — especially money.
- I told them about an actual job at a higher price that what I knew they wouldn't budget ($20K).
- Then I put out a range considerably lower than that figure based on the simpler nature of the work they would need. ($5K-$10K).
- If they agreed that they had a budget for $10K, I would know that they actually have a budget for about $15K... and to get the extra, I'd simply need to upsell them a bit, or (more easily) find another project to assist them with.
- If they instantly went to the $5K, then I know that they'll pay for good work, but just aren't willing to put too much more into it. BUT, who says I won't find other projects they'll need?
- And if they balk at $5K, I'll know that times are tight for them, too, and that here isn't much gold to mine for... and I can decline the work without hurting our relationship. (or accept at my own peril). 🫥
Mostly, I get half up front and half on successful completion of the work. If they throw curveballs at me, I'll ask for more pay. If it goes smoothly, I only ask for the $5K.
Winning all around.
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How to pick up a $5K+ job. "I'm so stupid."
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