Summary + Transcript

• When do you give up if this isn’t working? (0:00)
• WGA announcements this week. (4:58)
• What are some of the boundaries designers should hold with the middle package when we say we're working together? (10:08)
• Why you should put your prices on your website. (15:50)
• How does the assumption that the person who decides to work with you is going to read your entire website before making a final decision resonate to you? (19:48)
• Why you need to trust yourself to make a decision. (26:27)
• What you’re hiding on your website is the experience of actually getting to speak with you. (34:55)
• Should you put pricing on your site? (39:20)
• Why you need to be really clear about your win win solution. (45:00)
• There are people that want to work with you -. (51:15)
• Reaching back to the people who ran away screaming with your high-end price. (57:17)
• How can you case-by-case be creative but not apply? (1:01:58)

Chat

00:01:37 Caitlin Harrison: I held my boundaries with a past client who was trying to swap work I quoted in a half day vs a full day
00:01:53 Erica Nash: Here’s the link if anyone wants to submit last minute questions: https://airtable.com/shrQMjgC7CiiWTBsh
00:01:57 Erica Nash: Reacted to “I held my boundaries…” with 🎉
00:02:07 Kaila – HeyKaila Media: Wins: roadtrippn while runnin a biz!
00:02:08 Karen: Reacted to “I held my boundaries…” with ❤️
00:02:13 Erica Nash: Reacted to “Wins: roadtrippn whi…” with 👏
00:02:14 Janet Hoover: Yes!
00:02:17 Sarah Juliusson: Took a close look at profit / expense ratios from past 3 years and it allowed me to feel 100% comfortable with a no-growth or even slight shrink in biz goal for this year.
00:02:20 Karen: Reacted to “Wins: roadtrippn whi…” with 👍
00:02:21 Kaila – HeyKaila Media: Reacted to “I held my boundaries…” with 🎉
00:02:35 Erica Nash: Reacted to “Took a close look at…” with 🙌
00:02:38 Janet Hoover: YES!
00:02:46 Kaila – HeyKaila Media: Reacted to “Took a close look at…” with 🙌
00:02:59 Karen: Reacted to “Took a close look at…” with 👍
00:03:13 Kaila – HeyKaila Media: What’s it called? I’ll listen on my way back!
00:03:23 Angela Winter (she/her): I took a full vacation with no work last week and came back to 2 new consults and a past client who wants more work
00:03:34 Erica Nash: Reacted to “I took a full vacati…” with 🎉
00:03:40 Shannon Mattern: Murdaugh Murders – Mandy Matney Liz Farrell
00:03:41 Lisa Doiron: One of my proposals has signed the contract, paid her deposit and is my highest paying project so far! 🙂
The other project proposal I sent recently is still uncertain but is still possible and another small one I sent a while ago has come back and wants to move forward.
00:03:51 Erica Nash: Reacted to “One of my proposals …” with 👏
00:03:52 Kaila – HeyKaila Media: Omg – also – Erica’s episode with Leigh Cordell (sp?) SO GOOD!!
00:03:57 Kaila – HeyKaila Media: Reacted to “One of my proposals …” with 👏
00:03:59 Janet Hoover: YAY!!!
00:04:03 Erica Nash: Reacted to “Omg – also – Erica’s…” with ❤️
00:04:13 Karen: Reacted to “One of my proposals …” with ❤️
00:04:14 Angela Winter (she/her): woohoo!!
00:04:21 Erica Nash: Replying to “Omg – also – Erica’s…”

I’m so glad you loved it Kaila!!!
00:05:38 Erica Nash: Consistently!
00:06:00 Janet Hoover: A great reminder…stay consistent <3
00:06:04 Kaila – HeyKaila Media: Replying to “Murdaugh Murders – M…”

Ok, woah – I watched the Netflix doc on this so I will definitely listen!
00:06:06 Kaila – HeyKaila Media: Replying to “Murdaugh Murders – M…”

Thanks!
00:06:41 Janet Hoover: Reacted to “Omg – also – Erica’s…” with ❤️
00:06:47 Brittney: I sold my DIY Package 🙂 Waiting for her funds to come in but I’m excited 🙂
00:06:50 Lisa Doiron: Reacted to “A great reminder…sta…” with ❤️
00:07:01 Janet Hoover: Reacted to “I sold my DIY Packag…” with 👏
00:07:03 Kaila – HeyKaila Media: Reacted to “I sold my DIY Packag…” with 👏🏼
00:07:28 Diana Richards: Reacted to “I sold my DIY Packag…” with 👏
00:08:08 Karen: Reacted to “I sold my DIY Packag…” with ❤️
00:08:16 Caitlin Harrison: Do you know the timing yet?
00:08:22 Erica Nash: Reacted to “I sold my DIY Packag…” with 👏
00:10:24 Lisa Doiron: Reacted to “I sold my DIY Packag…” with ❤️
00:10:59 Lisa Doiron: Wow! That is terrible Shannon! I am so sorry that happened! 😳
00:11:15 Caitlin Harrison: what a mess
00:11:19 Kaila – HeyKaila Media: What a mess 👎🏼
00:11:24 Glennette Goodbread: The real lesson here might be have a true merchant account with your bank so you can talk to a PERSON if/when things go wrong.
00:11:26 Janet Hoover: 🙁
00:11:31 Caitlin Harrison: jinx 😂
00:11:43 Kaila – HeyKaila Media: Reacted to “jinx 😂” with 😆
00:11:44 Glennette Goodbread: I had one years ago but it's time to go back.
00:12:07 Janet Hoover: I didn’t know either , just awful
00:13:33 Diana Richards she/her: What a BUMMER!
00:13:41 Janet Hoover: 🙏
00:19:50 Janet Hoover: Good one, Karen!!
00:28:14 Glennette Goodbread: I've thought about putting mine because I had a call the other day and as I was presenting the first package, anchoring high, she stopped me mid sentence and said “Glennette, he's not going to pay that much.” I ended up creating a package that's around what he'd be willing to pay because it's an existing client and a redesign so we're not starting from scratch. It's more of a refresh actually.
00:28:40 Glennette Goodbread: I've also thought about how having the higher prices on there might make people think “Wow, she must be really good.”
00:32:37 Glennette Goodbread: There are people getting business every day who have their prices on their website. There are also people getting business every day who do not.
00:34:06 Janet Hoover: Maybe it’s a little bit of pressure off too knowing they know your prices so it’s not so scary to give them your prices later
00:35:00 Kaila – HeyKaila Media: You can put your packages on a your site, prices, info etc but you can’t explain the value of them in relation to your client and your clients goals
00:35:20 Janet Hoover: Reacted to “You can put your pac…” with 👍
00:35:54 Glennette Goodbread: I wonder if you are like me and you want to put them on there so you don't have to do sales calls LOL
00:37:25 Glennette Goodbread: They're probably still going to want you to sell it to them even if they know the price up front.
00:38:16 Sarah Guilliot (sarahdesign.com): On your call you’re pre-framing the experience of working with YOU
00:39:59 Glennette Goodbread: The things you say while you are going through the matrix are priceless.
00:44:49 Kaila – HeyKaila Media: I don’t think I would have gotten my last client if she had seen the price first. She got on the call, I had her budget from her lead form, 5 minutes in I used a Shannon script and told her I didn’t have anything for her budget and asked her for her permission to continue – she said ok and I sold her on my base level.
00:45:10 Janet Hoover: Reacted to “I don’t think I woul…” with ❤️
00:45:25 Sharon Blalock: Way to go Kaila
00:45:53 Sarah Guilliot (sarahdesign.com): Kaila I love that example!
00:45:58 Sarah Guilliot (sarahdesign.com): Reacted to “I don’t think I woul…” with ❤️
00:46:18 Diana Richards she/her: Reacted to “I don’t think I woul…” with ❤️
00:46:53 Kaila – HeyKaila Media: Just to say – you don’t HAVE to ‘waste their time’ – you can be up front and honest to let them know you can’t work within their budget and give them an option! My guess is that most folks will continue out of curiosity, especially if you seem excited to work with them and knowledgeable! 🙂
00:47:29 Sarah Guilliot (sarahdesign.com): Yes! That’s so true. I’m excited to try that out
00:48:31 Kaila – HeyKaila Media: Those Shannon scripts – little gold nuggets in my life! :p
00:48:41 Kaila – HeyKaila Media: Reacted to “Yes! That’s so true….” with 🙌🏼
00:48:48 Sarah Guilliot (sarahdesign.com): LOL 100%!
00:48:58 Kaila – HeyKaila Media: Reacted to “Way to go Kaila” with 💕
00:49:04 Erica Nash: Re: “wasting their time” – when I was interviewing Dr. Lee, I thanked her for spending time with me when we got on the call, I wanted to tell her a story when the interview was over so I asked her if she had a few minutes, and then at the end I said “well I won’t take up any more of your time” – she stopped me and said, can I coach you on something
00:49:34 Sarah Guilliot (sarahdesign.com): Reacted to “Re: “wasting their t…” with 😄
00:49:46 Erica Nash: ? I said yes and she said, “don’t ever say that again. You’re not taking up my time. If I didn’t want to be here, I wouldn’t be. It’s my choice.” Talk about a reframe.
00:49:58 Sarah Guilliot (sarahdesign.com): Reacted to “? I said yes and she…” with ❤️
00:50:05 Brittney: Reacted to “? I said yes and she…” with 💛
00:50:40 Janet Hoover: I do it too , Caitlin lol
00:50:44 Kaila – HeyKaila Media: Reacted to “? I said yes and she…” with 💕
00:50:48 Sheila McRae: Reacted to “? I said yes and she…” with ❤️
00:51:15 Angela Winter (she/her): Reacted to “? I said yes and she…” with ❤️
00:51:39 Janet Hoover: Reacted to “? I said yes and she…” with ❤️
00:52:29 Lisa Doiron: I hear you Caitlin, pricing is always a challenge for me.
00:54:36 Kate Newnham | Web Designer: Q (if there’s time), and I’m late so perhaps you covered, but what about the pricing approach that once somebody spends some money with you, they’re more likely to spend more later after you gain their trust?
00:54:55 Kate Newnham | Web Designer: I’m not getting ANY business and I need something to pay the bills
00:58:34 Glennette Goodbread: Reacted to “? I said yes and she…” with ❤️
00:59:03 Caitlin Harrison: Shitake 🤣 you must also listen to office ladies?
00:59:43 Glennette Goodbread: I've had 17k months and this month so far is a 2k month so I feel you Kate! Average is lower so far this year too. I know I'm not doing enough outreach though.
01:00:03 Sharon Blalock: Don’t want to look desperate
01:00:40 Sharon Blalock: You could address it as a new package
01:01:00 Glennette Goodbread: I've considered just being honest. “I'm having a slow month so I want to offer you this special deal…”
01:02:11 Glennette Goodbread: It wouldn't be the same for less money though. It would be a slightly different option for less.
01:03:15 Kaila – HeyKaila Media: Lol I wish
01:03:28 Janet Hoover: Reacted to “Lol I wish” with 😂
01:03:38 Glennette Goodbread: I have bought during a firesale if someone had a house fire, car wreck etc. but yeah it wasn't several thousand dollars.
01:04:54 Glennette Goodbread: I listened to a good podcast today about the dream 100. I'm going to come up with my dream10 and aggressively go after them. A couple of them will be people I've already given proposals.
01:04:58 Sharon Blalock: We use “him”. Love that
01:05:09 Sarah Guilliot (sarahdesign.com): Reacted to “We use “him”. Love t…” with 😂
01:05:54 Glennette Goodbread: https://ducttapemarketing.com/the-fastest-and-least-expensive-way-to-double-your-sales-1/
01:06:20 Brittney: Reacted to “https://ducttapemark…” with 👍🏼
01:10:53 Kaila – HeyKaila Media: You’re gonna need one after Albert! :p
01:10:54 Erica Nash: I’ll be in fb though
01:10:55 Diana Richards she/her: WOOOOOOOOO! Where’s vacation going to be?
01:10:56 Lisa Doiron: Enjoy your vacay Shannon!
01:10:59 Caitlin Harrison: where are you going?
01:10:59 Sharon Blalock: Happy vaca
01:11:01 Brenda Wilken: How do you put aside the desperation when you need to pay bills? It’s so discouraging to hear that people who previously had clients are struggling to get clients when I can’t get any leads, let alone clients… And why are the milestone calls all tied to revenue?
01:11:01 Glennette Goodbread: Have fun!