Your Offer

You have to be able to answer the following question. Why would anyone hire you over your competition? If you can't answer that question, neither can your potential clients which means you can't charge more for the thing that makes you works. Special price becomes a differentiator and bidding becomes a race to the bottom. What sets you apart? Why do you do it or how you do it?

For example, a string quartet that arranges and plays hip-hop medleys, or a branding firm that has a unique way of marketing technology to Baby Boomers. A prop and set designer, who's known for crafting, beautiful paper mache miniatures. In order for this to be effective, you must narrow your offer.

Stop Trying to be Everything for Everyone

Use the kind of language that appeals to your target. Custom create the kind of marketing materials or the kind of portfolio that attracts them, then be in the real life and virtual places they are. 

For example, if your videographer and you want to work with mission driven companies that bring clean water to places. Create a video trailer, that shows exactly how the power of film moves people to act. When it's time to talk money, you understand the real value that you create. You're not just being compensated for the time that you work on a project, you're being compensated for everything you've learned and everything you've done over the years that make you excellent at what you do. Ask yourself, how does your service impact customers bottom line? How do you create efficiencies that generate cost savings? How much money can your customer make from a product that you helped them create? 

For example, if you're a freelancer that helps YouTube creators develop merged T-shirts, mention how much money you've helped your clients generate. If you've created a diversity and inclusion training program for corporations, talk about how much time and money a company saves purchasing your product, instead of developing their own. Make sure your price includes your taxes, your overhead and your profit when you're a freelancer. You are your own business. So you're responsible for marketing, accounting, taxes, legal Insurance, overhead and profit. It's if you price too low, you've already negotiated against yourself and if a potential customer balks at your pricing, don't apologize. Just say that you're running a business and you can't afford to do work for less. Instead of corrupting your creativity, focusing on making more money could actually enhance it by giving you the freedom of choice. When you earn enough working with clients that value your work, you don't have to compromise by working with clients who don't.