1:11:01 - Gold. I've stumbled on this before and ended up losing the client in the closing stages. Great answer to the problem. I.D.K. Thanks Chris. Valuable content.
Great explanations. I know you cover this in older videos, but I think it's a scenario that should always be addressed: clients get impatient with questions and just want a price. How do you pivot?
1:10:00 “How will I measure that?” Chris, you do an amazing job at wrapping it all up here. I enjoyed the struggle you experienced with the crowd. Thanks for taking us on that journey. Gracias.
Watching this video really shows why a lot of creative people won't make any or will make very little money. It's one thing to think like a creator, it's another thing to think like a business owner. This was basic business and sales and most of these folks fall on their face...HARD.
I found these audience workshop videos hard to watch at first. But now I appreciate the format bc The audience are struggling through a very similar thought process as me, leaving me with more meaning by the end. Vs an information dump where I’ve been given tools but don’t understand how to apply them. But that’s just me and my learning needs. I learned a lot so thank you.
This video is worth like $10k and we got it for free, this is sales 101 and im so glad i found this. I love how real Chris is and doesn’t sugar coat nothing, don’t be sensitive to his way of teaching
It’s part of how who he is / it’s part of his brand One thing you can take away from his persona is don’t be apologetic & “ run back “ You’re the EXPERT you’re the one making their brand better they need you. Not the other way around
I missed these long talks, Chris! Happy they’re coming back. Oddly, i think it’s been 2-3 years since you made a VBP video off a live event (I know all your social media/shorter videos cover this topic, this just has more breathe - and I love it).
Mahan Khalsa’s THE FIVE GOLDEN QUESTIONS (to determine value) 1. How do you measure it? 2. What is it now? 3. What would you like it to be? 4. What is the value of the difference? 5. What is the value over time? From the book LET’S GET REAL OR LET’S NOT PLAY
As someone who has taken thousands of sales calls and meetings for my own business, I know a lot of this information but I love that fact that I can see the holes in my process at a hgher level. Def following your content because it is VALUABLE to me! :D
For anyone who isn't clear on NET vs GROSS: In a nutshell, Gross is the money that comes in, before deducting any costs. Net is what you keep after deducting costs. Thanks for the video Chris
This truly helped me understand some concepts I struggled with. Everyone that was there should’ve left a better entrepreneur. I’m glad Chris broke everything down and got them to THINK clearly and concisely. Simplicity is key!
Chris - I love how you challenge and test people's ideas, people can talk about their concepts, but when it comes to doing the literal, it can be tough! Pleasure learning with you and I wish you well!
This is such an amazing workshop! My frustration is that people dont listen and do what Chris says. They're not there to learn but come in with a combative or challenging attitude, and that brings the brain fog. I've learned so much! Thank you
I disagree, I think he's there to mince words and be combative. He's leading the audience looking for specific answers and gets bossy when he doesn't get the exact one. They signed up to learn not be put on the spot and mind read what they think Chris wants them to say. If you're gonna do crowd work in a workshop make sure it's not a bunch of noobs first. He could at least give them a blueprint instead of putting them on the spot and criticizing every little misstep. Very hard watch
Is there an option to choose all of the timestamps? This was truly a masterclass! But, if I had to highlight the two that got me hooked, then I'd choose: 1. When he talked about honing the deliverables, something new creators are guilty of doing. As if spreading themselves across domains would make them sound like some intellectual, skilled "jack-of-all-trades, instead what it does, "is make it harder for somebody to remember it tell and someone else" which honestly is such a great lesson! 2. The way he quantified confidence in a way that JUST MADE SENSE! 🔥 "Your confidence is when your opportunities exceed your capacity to do the work" That was a banger, for real!
Simply..The Best !!😎😎😎💣 One of the hardest things is to extract the words from someone's mouth, to help them rediscover themselves, to see their potential, to wish to be better. I read the other comments - because I realized that you can learn a lot from here as well, if the community is based on respect - and notice that there are some who say that the approach in this case is: you are up..they are down... maybe that's how it is.. but what you do when you're up is important!!! AND YOU EXTEND THEM A HAND, HELP THEM SEE..THE UNSEEN. RESPECT.
You're welcome. It's when we squeeze through those hard conversations/moments that clarity appears. Like they say you can't make diamonds without pressure.
this entire video is jam packed with an incredible amount of insight. I don't even know what to do with myself right now. OMGSH. The value conversation alone has been something I've been struggling with for years. YEARS. Getting the customer to prove to themselves they need me. Awesome. I thought I understood how to feel attractive to the type of people I'm looking for, but just the way it was broken down, with making yourself NOT repulsive, or not chasing, and how to determine value is just mastery of marketing and branding. SUBSCRIBED. FOR LIFE. Might even sign up for the accelerator course. I thought I understood this stuff, but damn... You're delivering my favorite content on the web right now señor. Thank you
Got to see this first hand in London a few weeks back. Absolutely brilliant insight into how as a creator to price your work from value instead of fixed. It’s not only made me more money it’s changed my entire way of thinking about my experience and what it’s worth. Thank you @chrisdo
Chris. Thank you so much. I am a new business owner navigating through pricing myself, my company, our services, and your content has helped teach me so much.
I love collabs…, it helps me as well as help them. I just don’t know why many business owners hold back from collabs, I love sharing ideas but I’m told “careful, others might steal your ideas (or even steal your potential clients).” I disagree. There’s always a demand for what you create. This video is so good, golden! Got to work on my logo, Thanks Chris!
There are a lot of services now, that use the “call for pricing” that I will move on. I HATE to talk on the phone. I absolutely agree with you here! I can relate to the fashion industry, with my business. I could literally use your words for my work.
Goal: get the client to state how much $$$ are they going to make (value) with the results of our work. Any line of conversation should direct to that point. Whatever you charge (x10 what you charge now) will make sense compared to the value they get. Did I get it right?
Lol, this was so entertaining but also revealing. Excellent presentation. Whoever this guy is - RUclips algorithm brought me here -, he's a natural salesman. He does a great job breaking down potent techniques that other natural salesmen are unaware they use.
I love this talk and I’m listening to this for the second time now. Considering the fact that you do not want to delay talking about the price too much this brings up the question of my mind: The prices for your service on your websites and if so, how do you determine a price that reflects value?
I love these videos. Although it's painful when the audience participants are so clueless. I appreciate the value of forcing people down the logical thought process, but dammit if I wasn't silently screaming at my phone when they were missing the obvious answers that were right in front of them. I applaud your patience with people that are unable to see the forest for the trees.
Frankly, I work in the tech space and I've found value pricing hard to get into. It's great if you can, but I've found it hard after doing hourly pricing for a few years. I really appreciate this video, Chris.
@@thefutur I actually think value pricing is better. It's just hard for me to shift my mindset. I wish it were easier for me, as it would help me a lot.
@@thefutur Thanks, I really appreciate your response. In terms of taking on a saving, I have about 1 years worth of runway. Do you mean start finding jobs that aren't hourly, say no more often, and try getting value priced contracts more? Just want to make sure I understand correctly. Thanks again for your response. I know you guys are lot more busy than when I first started watching you guys a few years ago.
God damnit, Chris. I just realized the 3 clients I closed (out of probably 20), I brought up the value thing unintentionally, and they told me how my videos will affect their business and generate money. Damn.
This video showed well how creatives deal business, badly. Some sequences were quite painful. But most of us are well over our league talking big numbers and strategy. Businesses look also for creatives who price fairly their work, deliver on time, and solve a creative problem in style, and probably not in this order. I have mixed feelings about the value seeking in this video. A Ceo or Project manager who has a creative asking weird or nosy questions could feel strange about this approach. Especially in Europe, from where i come from. Anyway, this remains instructive, and thanks for sharing.
Chris you asked at around 51:50 why we aren't doing this. I can tell you it's thinking that we're better than others, that we have and know the solution. Also it's a place of vulnerability - we aren't in the spot where we traditionally have the leverage, aka the logo design experience and knowledge. So it's not servanthood - it's "I'm right-hood".
This is interesting🙌finally hearing the answer - how to get to value / price! a few more of this example will be great is like following a master to business meeting. Too bad we don't have a real client of sort. That would be more interesting to hear how Chris tackle the situation.
I think one of the key for this is confidence. You NEED to have it, otherwise, you can't even start talking value like Chris does. It's not just a mindset, but a psychological one, that's why some of the audience seems struggling and want to please the clients instead of asking the hard question. It's like watching a mirror, sadly for me. So Chris, any way to break the confidence issue as a designer?
I guess you need to roleplay a lot. To make the flow proposed by Chris to be more natural when you are on the real deal. Then you will have more confidence that you know how to walk the path to find the value for your customer and see if you both are a good fit.
Chris explains that confidence is a Catch-22, to communicate your experience as a designer, you need confidence, but to be confident, you need experience. It's an internal belief that sets you up for failure. Instead - sit in the problem by asking questions instead of giving solutions. Chris talks more about it in his latest talk - the art of listening and communication - really recommend the watch!
@@jsssii yeah, you need to be able to really listen the other person but, as you can see in this video, you can listen and then ask all the wrong questions that will not help you achieve what you want. You need to ask the questions, related to what you prospect is telling you, that leads you to where you wanna be: talking about real value and real collaboration. It is not that easy. Just see the current video, people often starts great, then a little bump here and you are completely off the road. A thing that I guess it is just superb is the ability to roleplay with somebody as experienced as chris about these things. But the amount of money you need to put to have some hours per week with these guys I can not cover with my current budget.
Practice builds confidence. You have to make mistakes so you can learn from them. Make more offers and proposals. Get in front of more people even if you really aren't trying to sell. Do role play with people who will give you honest feedback and challenge you.
Wait... Will!? The multiverse has collided. Great masterclass. I do think people blank out when you speak into a mic with an audience. Tough love, but you learn quicker.
Good info here and I understand there are time limits on these conversations but the audience definitely seems belittled and intimidated and think there’d be a lot more practical information if they aren’t put on blast and put in a more casual conversation.
I have that type of clients who ask a lot of question but avoid the pricing question, thinking that the more time we will invest in talks, the more chance that I have to accept the lower price. So I try to avoid long talks by bringing the price asap. In 30% of cases, they start ignoring me. Keep thing clear about the price, don't play games with those greedy bastards.
Question: If the wrong and roundabout way to price your work is 1. WOMA 2. Fit Check 3. Punt (2nd call) 4. Bid 5. Client says yes or no then is this workshop suggesting that we should go from step 1 WOMA, and get the value conversation started right away and close or drop the deal at step 2?
This is one of my favorite videos. I’ve literally watched it 3 times so far. 11.11.27 I’ve got a question, at the end when you ask “IDK”, what if the potential client says they don’t measure it or they haven’t measured it before and it’s brand new to them?
Wow! I do now understand your frustration you went through this whole video, @chrisdo! 🤦♀️ That was rough!! (Afterthought) And to be fair, when our boss or teacher is upset or frustrated, the right answers don’t come out, so I get the audiences lack of saying the right thing or anything. All defenses are up and they have brain fog…
@@thefutur The balance of letting the tension sit in not knowing "the answer," but helping students discover it. In each situation, the question at hand was one I've wrestled with. So it's a huge cheat code to see it play out and have Chris' experience weigh in on it. Keeping it funny along the way to relieve the tension we have navigating these calls kept me engaged. Lastly some big "ah ha!" moments like 48:12 when we realize the logo wasn't in the top ideas for was to get attention. Sent this to a few friends to check out :)
❤ I love this. "I don't know. How would you usually measure that?" 🤔😶🙂😄😂 That's another breed of Reverso right there. I need to try this whole framework.
Hi Chris, I am a new subscriber and I am really enjoying your videos. I think my favorite video was with Ron Baker. I am a locksmith and although I am good at what I do, I find it challenging how to effectively "sell" my services. After watching your videos and others on sales, I see that the locksmith industry is very old school. Locksmiths do this thing where they hide their prices - maybe from their competition, and we only give prices over the phone. We generally do not charge per hour, but by job. So to make a car key, some charge cutting fee, programming fee, key itself, etc etc. A locksmith told me not to share your prices on your website because a competitor can easily see it and under price you and you lose the job. I know your more into the designing industry and the locksmith or auto repair industry, but I think these ideas are great for bringing innovation to this industry
I am a professional photographer and i used to have prices on my website. The reason i am not having that anymore, is because my website is a portfolio showcase and not a marketplace or amazon website where i sell stuff. If a client likes my work and wants to work with me, they will contact me and create a package that will suit their needs and also let them know straight away that i usualy charge between 10K and 2K ( or depends of how much you charge ). I'm not putting the prices on the website to hide from my competition and undersell me. They can easily do a phone call or email asking for them acting as a client (and you couldn't possible guess) and they will find out the price regardless. And with your price on the website or without, there are people out there that are cheaper than you anyway, there will be. Good luck.
i think one good way of practicing the conversation is to practice selling something you know nothing about or just say the word "blank" or "stuff" because that forces you to stay on the problem rather than go into details
The Futur Content will always be valuable! No Qs! There’s one little detail I noticed tho in this video, that little unclear ghost voice that wanted to speak in the background, I can clearly hear it from my earphones. Start from 4:00 minutes I heard ‘Can you do it’ it said.
Awesome content, one observation for the editing team from an editor. Every once in a while there is an audio artifact caused by adobe podcast enhance making a mistake, probably a good idea to lower the slider on the enhance feature.
He’s aggressive because all these peoples’ livelihoods are at stake. Chris knows how much they need this. And he’s a pussycat compared to Gordon Ramsay or Donald Trump.
Super interesting to see that someone who is in "a business" can't articulate what his business is about and how he goes about with his clients. That's incredible.
If for example I sell 3 packages (Fiverr's default pre-set packages) with pricing already shown, then there's not much I can do to upsell the service X times because they would already start complaining about the pricing differences at this point. Sure, after follow-up questions like businesses-to-businesses do, I may be able to create a custom offer, but I either have trust issues by offering anything over 1.5x over the original package prices, or there's something else that needs to be done. It's more difficult for me because I don't offer logos, determined x amount of graphics, or websites. My work is pretty repetitive, and most "what's included" features are listed in the service description most of the time, so the buyer will think that the already set price will be somewhat the same.
Incredible, the ability to think and formulate a process! They are all brain-soft. Find out their pain and fix it by providing a solution!!!!!! They are so terrible that I could barely watch this!!!!!😬
Hello Chris, I have a question: How would we approach a client when WE want to offer them a service? An example: My friends have a business and I see how their logo was very bad made with a "traced" (illustrator) vector that looks awful on their print. I see this as an opportunity to offer a whole Brand Strategy where we can review the whole of the Brand instead of just fix the logo vector. How would you approach this case? Is there any video with this approach? Kinda cold call?
I love how this channel teach us by doing discussion, so we wont get one side lectured instead theyre discussing each other to find the problem solven..
34:40 I am a business person. If I hire someone to do a logo and they are asking how much they his will improve my net vs gross I’d say that’s not the discussion we are having Even if a new xyz will make my business $1m net a month, that doesn’t mean I don’t want the creation of xyz priced competitively A new computer might make me $1m a year by allowing me to work better. That doesn’t mean a computer sales person should “grin ear to ear” as he has to be competitive with someone else selling a computer.
how is the process different if you're an indepdendent contractor/pbo and communicate through a middleman, like an agency or a service provider? do you just accept or refuse their offer? since middlemen usually dont know and/or dont care about their clients' needs and the talk ends once you try to get this information or give your price or maybe im just looking in the wrong place and should move up a tier?
Let us know what timestamps / nuggets you found in the video.
1:11:01 - Gold. I've stumbled on this before and ended up losing the client in the closing stages. Great answer to the problem. I.D.K. Thanks Chris. Valuable content.
Great explanations. I know you cover this in older videos, but I think it's a scenario that should always be addressed: clients get impatient with questions and just want a price. How do you pivot?
1:10:00
“How will I measure that?”
Chris, you do an amazing job at wrapping it all up here.
I enjoyed the struggle you experienced with the crowd. Thanks for taking us on that journey.
Gracias.
5 REPLIES
30:12 For getting to the meat of it.
38:38 Worth its weight.
52:44 Puts me back on track. Much appreciated.
Watching this video really shows why a lot of creative people won't make any or will make very little money. It's one thing to think like a creator, it's another thing to think like a business owner. This was basic business and sales and most of these folks fall on their face...HARD.
I found these audience workshop videos hard to watch at first. But now I appreciate the format bc The audience are struggling through a very similar thought process as me, leaving me with more meaning by the end. Vs an information dump where I’ve been given tools but don’t understand how to apply them. But that’s just me and my learning needs. I learned a lot so thank you.
We have to move together otherwise it’s an information dump as you said.
This video is worth like $10k and we got it for free, this is sales 101 and im so glad i found this. I love how real Chris is and doesn’t sugar coat nothing, don’t be sensitive to his way of teaching
It’s not for everyone. I’m not for everyone. I’m okay with that.
It’s part of how who he is / it’s part of his brand
One thing you can take away from his persona is don’t be apologetic & “ run back “
You’re the EXPERT you’re the one making their brand better they need you. Not the other way around
I missed these long talks, Chris! Happy they’re coming back. Oddly, i think it’s been 2-3 years since you made a VBP video off a live event (I know all your social media/shorter videos cover this topic, this just has more breathe - and I love it).
It's been a minute. And yes we're trying to bring back these longer videos. We have a couple more on the way.
@@thefuturwe missed you.
Definitely missed this too.....especially those role plays with the pro group. Love it!!! Well done @thefutur
thanks Chris!@@thefutur
Yes please!
In every 10 seconds, you drop a value bomb, and that made me smile throughout the whole video. 👑 G. Chris
Thank you. Would you believe this is a last minute unplanned session?
The absolute GOAT. Been watching for 6 plus years cant wait to go to an event and watch you speak.
I’m easy to find.
Mahan Khalsa’s THE FIVE GOLDEN QUESTIONS (to determine value)
1. How do you measure it?
2. What is it now?
3. What would you like it to be?
4. What is the value of the difference?
5. What is the value over time?
From the book LET’S GET REAL OR LET’S NOT PLAY
Thank you for these notes and questions. 🎉💯👍🏽
As someone who has taken thousands of sales calls and meetings for my own business, I know a lot of this information but I love that fact that I can see the holes in my process at a hgher level. Def following your content because it is VALUABLE to me! :D
For anyone who isn't clear on NET vs GROSS:
In a nutshell,
Gross is the money that comes in, before deducting any costs.
Net is what you keep after deducting costs.
Thanks for the video Chris
This a great masterclass of how to talk about money and value with the clients! greetings from Egypt. thank you so much!
Glad you enjoyed it! Hello Egypt.
I just have to say 12 seconds in and your spitting fire. I"m locked in.
This truly helped me understand some concepts I struggled with. Everyone that was there should’ve left a better entrepreneur. I’m glad Chris broke everything down and got them to THINK clearly and concisely. Simplicity is key!
I haven't even watched half of this Gift and i know the value is worth lots of dollars if we were to pay for it. Thanks for being you Chris❤
We really appreciate that! It's always our goal to drop as much value as possible.
Chris - I love how you challenge and test people's ideas, people can talk about their concepts, but when it comes to doing the literal, it can be tough! Pleasure learning with you and I wish you well!
Thank you 🙏
This is such an amazing workshop! My frustration is that people dont listen and do what Chris says. They're not there to learn but come in with a combative or challenging attitude, and that brings the brain fog. I've learned so much! Thank you
Thank you
I disagree, I think he's there to mince words and be combative. He's leading the audience looking for specific answers and gets bossy when he doesn't get the exact one. They signed up to learn not be put on the spot and mind read what they think Chris wants them to say. If you're gonna do crowd work in a workshop make sure it's not a bunch of noobs first. He could at least give them a blueprint instead of putting them on the spot and criticizing every little misstep. Very hard watch
Is there an option to choose all of the timestamps? This was truly a masterclass! But, if I had to highlight the two that got me hooked, then I'd choose:
1. When he talked about honing the deliverables, something new creators are guilty of doing. As if spreading themselves across domains would make them sound like some intellectual, skilled "jack-of-all-trades, instead what it does, "is make it harder for somebody to remember it tell and someone else" which honestly is such a great lesson!
2. The way he quantified confidence in a way that JUST MADE SENSE! 🔥
"Your confidence is when your opportunities exceed your capacity to do the work"
That was a banger, for real!
Simply..The Best !!😎😎😎💣 One of the hardest things is to extract the words from someone's mouth, to help them rediscover themselves, to see their potential, to wish to be better. I read the other comments - because I realized that you can learn a lot from here as well, if the community is based on respect - and notice that there are some who say that the approach in this case is: you are up..they are down... maybe that's how it is.. but what you do when you're up is important!!! AND YOU EXTEND THEM A HAND, HELP THEM SEE..THE UNSEEN. RESPECT.
Awesome. I’m gonna watch this over and over until I internalize all the gems in this video.
High level doesn't mean complex - it means birds eye view. This video does a great job at simplifying the big picture!
Thanks for that!
The roleplay in the end is absolute gold, it really hits home and I can see you trying to squeeze the excellence out. Thank you so much
You're welcome. It's when we squeeze through those hard conversations/moments that clarity appears. Like they say you can't make diamonds without pressure.
this entire video is jam packed with an incredible amount of insight. I don't even know what to do with myself right now. OMGSH.
The value conversation alone has been something I've been struggling with for years. YEARS.
Getting the customer to prove to themselves they need me. Awesome.
I thought I understood how to feel attractive to the type of people I'm looking for, but just the way it was broken down, with making yourself NOT repulsive, or not chasing, and how to determine value is just mastery of marketing and branding.
SUBSCRIBED. FOR LIFE. Might even sign up for the accelerator course. I thought I understood this stuff, but damn...
You're delivering my favorite content on the web right now señor.
Thank you
Thank you. Hope to see you on the inside.
This was my introduction to you a few years back. I’m watching it a little differently now that I’ve grown as an operator.
Got to see this first hand in London a few weeks back. Absolutely brilliant insight into how as a creator to price your work from value instead of fixed. It’s not only made me more money it’s changed my entire way of thinking about my experience and what it’s worth. Thank you @chrisdo
You're very welcome, happy to hear that and see you here.
Chris. Thank you so much. I am a new business owner navigating through pricing myself, my company, our services, and your content has helped teach me so much.
You are so welcome! Glad we can help.
I love collabs…, it helps me as well as help them. I just don’t know why many business owners hold back from collabs, I love sharing ideas but I’m told “careful, others might steal your ideas (or even steal your potential clients).” I disagree. There’s always a demand for what you create. This video is so good, golden! Got to work on my logo, Thanks Chris!
This is allll fire....bit the MVP goods here?? Chris's blue Adidas duds and that collar....whoa!
Haha. Thank you 🙏
Very good components dropped throughout this. Thank you for sharing the content.
There are a lot of services now, that use the “call for pricing” that I will move on. I HATE to talk on the phone. I absolutely agree with you here! I can relate to the fashion industry, with my business. I could literally use your words for my work.
1:02:40 - till the end = Brilliant! 👏💜
Goal: get the client to state how much $$$ are they going to make (value) with the results of our work.
Any line of conversation should direct to that point.
Whatever you charge (x10 what you charge now) will make sense compared to the value they get.
Did I get it right?
I love that Chris challenges the audience's thinking by asking them questions
And then there are people who think it’s arrogant for me to do so.
Lol, this was so entertaining but also revealing. Excellent presentation. Whoever this guy is - RUclips algorithm brought me here -, he's a natural salesman. He does a great job breaking down potent techniques that other natural salesmen are unaware they use.
Thank you. Welcome to the Futur
Chris was absolutely savage here, literally roasting the audience 😁😁
I love this talk and I’m listening to this for the second time now. Considering the fact that you do not want to delay talking about the price too much this brings up the question of my mind: The prices for your service on your websites and if so, how do you determine a price that reflects value?
I love these videos. Although it's painful when the audience participants are so clueless. I appreciate the value of forcing people down the logical thought process, but dammit if I wasn't silently screaming at my phone when they were missing the obvious answers that were right in front of them.
I applaud your patience with people that are unable to see the forest for the trees.
Frankly, I work in the tech space and I've found value pricing hard to get into. It's great if you can, but I've found it hard after doing hourly pricing for a few years. I really appreciate this video, Chris.
No worries. It’s not for everybody.
@@thefutur
I actually think value pricing is better. It's just hard for me to shift my mindset. I wish it were easier for me, as it would help me a lot.
Devote some time to practicing these conversations. Build yourself a nice little savings so you feel more comfortable not having to take on the jobs.
@@thefutur
Thanks, I really appreciate your response.
In terms of taking on a saving, I have about 1 years worth of runway. Do you mean start finding jobs that aren't hourly, say no more often, and try getting value priced contracts more? Just want to make sure I understand correctly.
Thanks again for your response. I know you guys are lot more busy than when I first started watching you guys a few years ago.
Always love those boards speeches
God damnit, Chris.
I just realized the 3 clients I closed (out of probably 20), I brought up the value thing unintentionally, and they told me how my videos will affect their business and generate money.
Damn.
Will def do this more often. Also saved the video for the future. Thanks and awesome outfit BTW.
Perfect Lesson! Your attention to detail is impeccable. Bravo!
This video showed well how creatives deal business, badly. Some sequences were quite painful. But most of us are well over our league talking big numbers and strategy. Businesses look also for creatives who price fairly their work, deliver on time, and solve a creative problem in style, and probably not in this order. I have mixed feelings about the value seeking in this video. A Ceo or Project manager who has a creative asking weird or nosy questions could feel strange about this approach. Especially in Europe, from where i come from. Anyway, this remains instructive, and thanks for sharing.
This is a top-notch Chris Do performance!
Thank you 🙏
Serve others- and the money will follow!
Love to see more of
these.
We on it!
Chris you asked at around 51:50 why we aren't doing this. I can tell you it's thinking that we're better than others, that we have and know the solution. Also it's a place of vulnerability - we aren't in the spot where we traditionally have the leverage, aka the logo design experience and knowledge. So it's not servanthood - it's "I'm right-hood".
This is interesting🙌finally hearing the answer - how to get to value / price! a few more of this example will be great is like following a master to business meeting. Too bad we don't have a real client of sort. That would be more interesting to hear how Chris tackle the situation.
I'm here to help.
So much value here 🎉
I think one of the key for this is confidence. You NEED to have it, otherwise, you can't even start talking value like Chris does. It's not just a mindset, but a psychological one, that's why some of the audience seems struggling and want to please the clients instead of asking the hard question. It's like watching a mirror, sadly for me. So Chris, any way to break the confidence issue as a designer?
That’s the secret to life.
I guess you need to roleplay a lot. To make the flow proposed by Chris to be more natural when you are on the real deal. Then you will have more confidence that you know how to walk the path to find the value for your customer and see if you both are a good fit.
Chris explains that confidence is a Catch-22, to communicate your experience as a designer, you need confidence, but to be confident, you need experience. It's an internal belief that sets you up for failure. Instead - sit in the problem by asking questions instead of giving solutions. Chris talks more about it in his latest talk - the art of listening and communication - really recommend the watch!
@@jsssii yeah, you need to be able to really listen the other person but, as you can see in this video, you can listen and then ask all the wrong questions that will not help you achieve what you want. You need to ask the questions, related to what you prospect is telling you, that leads you to where you wanna be: talking about real value and real collaboration. It is not that easy. Just see the current video, people often starts great, then a little bump here and you are completely off the road. A thing that I guess it is just superb is the ability to roleplay with somebody as experienced as chris about these things. But the amount of money you need to put to have some hours per week with these guys I can not cover with my current budget.
Practice builds confidence. You have to make mistakes so you can learn from them.
Make more offers and proposals. Get in front of more people even if you really aren't trying to sell. Do role play with people who will give you honest feedback and challenge you.
Awesome! Lots of info to unpack here. Thanks for sharing your knowledge and expertise!!!
Glad you enjoyed it!
Chris! Amazing, honestly one of the most impactful videos for business.
Very thought-provoking session!!! I loved every minute with profound info shared.
This is an interesting video with a lot of value for content creators. Thanks for that sharing
around 30:00 gets REALLY interesting in case you are wondering.
Thank you 🙏
Sheesh. An absolute masterclass. Thank you 🙏🏾
Wait... Will!? The multiverse has collided.
Great masterclass. I do think people blank out when you speak into a mic with an audience. Tough love, but you learn quicker.
this is priceless... as always. Chris is awesome.
Good info here and I understand there are time limits on these conversations but the audience definitely seems belittled and intimidated and think there’d be a lot more practical information if they aren’t put on blast and put in a more casual conversation.
This is fire Chris. Thank you for taking the time to go over this AGAIN in more detail. Blaire Enns would be proud.
Thank you 🙏
I have that type of clients who ask a lot of question but avoid the pricing question, thinking that the more time we will invest in talks, the more chance that I have to accept the lower price. So I try to avoid long talks by bringing the price asap. In 30% of cases, they start ignoring me. Keep thing clear about the price, don't play games with those greedy bastards.
Question: If the wrong and roundabout way to price your work is
1. WOMA
2. Fit Check
3. Punt (2nd call)
4. Bid
5. Client says yes or no
then is this workshop suggesting that we should go from step 1 WOMA, and get the value conversation started right away and close or drop the deal at step 2?
This is one of my favorite videos. I’ve literally watched it 3 times so far.
11.11.27
I’ve got a question, at the end when you ask “IDK”, what if the potential client says they don’t measure it or they haven’t measured it before and it’s brand new to them?
If it’s new refer to industry standards.
SEO is the best 2 get noticed!!
SEO is a good way to get found, but that doesn't mean you will get noticed.
This was a great session, you are a great presence man ('are' not 'have').
Wow! I do now understand your frustration you went through this whole video, @chrisdo! 🤦♀️ That was rough!!
(Afterthought) And to be fair, when our boss or teacher is upset or frustrated, the right answers don’t come out, so I get the audiences lack of saying the right thing or anything. All defenses are up and they have brain fog…
It’s okay. I’m used to brain fog.
This is a value bomb!
Only kind we like dropping!
on fire!
Long time not see these kind of videos!! Great as alway! It's just me or Chris is tougher with people than before? 🤔😂
Could be. I’m back!
SO helpful, thank you so much!
You're so welcome! What did you find most helpful?
@@thefutur The balance of letting the tension sit in not knowing "the answer," but helping students discover it. In each situation, the question at hand was one I've wrestled with. So it's a huge cheat code to see it play out and have Chris' experience weigh in on it.
Keeping it funny along the way to relieve the tension we have navigating these calls kept me engaged.
Lastly some big "ah ha!" moments like 48:12 when we realize the logo wasn't in the top ideas for was to get attention.
Sent this to a few friends to check out :)
Thank you Chris Do, sir.
You are very welcome
LOVE THIS FORMAT!!!!!
We do too.
❤ I love this.
"I don't know. How would you usually measure that?" 🤔😶🙂😄😂
That's another breed of Reverso right there. I need to try this whole framework.
reverse uno.
Hi Chris, I am a new subscriber and I am really enjoying your videos. I think my favorite video was with Ron Baker.
I am a locksmith and although I am good at what I do, I find it challenging how to effectively "sell" my services. After watching your videos and others on sales, I see that the locksmith industry is very old school. Locksmiths do this thing where they hide their prices - maybe from their competition, and we only give prices over the phone. We generally do not charge per hour, but by job. So to make a car key, some charge cutting fee, programming fee, key itself, etc etc. A locksmith told me not to share your prices on your website because a competitor can easily see it and under price you and you lose the job.
I know your more into the designing industry and the locksmith or auto repair industry, but I think these ideas are great for bringing innovation to this industry
Hi. Welcome to the Futur. Seems like your trade needs some modernization.
@@thefutur for sure, i see an opportunity here :) thanks for your content
I am a professional photographer and i used to have prices on my website. The reason i am not having that anymore, is because my website is a portfolio showcase and not a marketplace or amazon website where i sell stuff. If a client likes my work and wants to work with me, they will contact me and create a package that will suit their needs and also let them know straight away that i usualy charge between 10K and 2K ( or depends of how much you charge ). I'm not putting the prices on the website to hide from my competition and undersell me. They can easily do a phone call or email asking for them acting as a client (and you couldn't possible guess) and they will find out the price regardless. And with your price on the website or without, there are people out there that are cheaper than you anyway, there will be. Good luck.
Thank you so much for this info! This has been super helpful.
i think one good way of practicing the conversation is to practice selling something you know nothing about or just say the word "blank" or "stuff" because that forces you to stay on the problem rather than go into details
Just Awesome Chris. Thank you!
My pleasure!
Amazing!
Thank you!
The Futur Content will always be valuable! No Qs! There’s one little detail I noticed tho in this video, that little unclear ghost voice that wanted to speak in the background, I can clearly hear it from my earphones. Start from 4:00 minutes I heard ‘Can you do it’ it said.
5:40
@@mittamoa yeah right? Not just that there are other time stamps too and I didn’t mention everything, I thought it’s one of their team hehe
This guy is a genius 👌👌👌
This is awesome! thank you Chris! any soon Conference/ talks in los Angeles Area? would love to hear it directly from the master
Very soon!
Am glad i came across this...great value. Thanks Chris
Thank you. 🙏
Awesome content, one observation for the editing team from an editor. Every once in a while there is an audio artifact caused by adobe podcast enhance making a mistake, probably a good idea to lower the slider on the enhance feature.
Thanks for pointing this out
Really love the video (like always).
How do you manage a client that doesn't want to tell you his baseline or his banchmark (for x reason)?
Don’t with with them
Amazing!!!
Thanks!!
Damn Chris you're aggressive in this one but you're the man and you're giving them incredible game. Thanks for what you do for us
I was having fun.
He’s aggressive because all these peoples’ livelihoods are at stake. Chris knows how much they need this. And he’s a pussycat compared to Gordon Ramsay or Donald Trump.
That boy CLEAN!
Super interesting to see that someone who is in "a business" can't articulate what his business is about and how he goes about with his clients. That's incredible.
You’re a briljant performer!
If for example I sell 3 packages (Fiverr's default pre-set packages) with pricing already shown, then there's not much I can do to upsell the service X times because they would already start complaining about the pricing differences at this point. Sure, after follow-up questions like businesses-to-businesses do, I may be able to create a custom offer, but I either have trust issues by offering anything over 1.5x over the original package prices, or there's something else that needs to be done. It's more difficult for me because I don't offer logos, determined x amount of graphics, or websites. My work is pretty repetitive, and most "what's included" features are listed in the service description most of the time, so the buyer will think that the already set price will be somewhat the same.
Damn if I was there i'm sure i would stutter too. Great stuff. Love this pure experience posted here for free. Keep up the good work team
I love these
Thank you Carlos
Incredible, the ability to think and formulate a process! They are all brain-soft. Find out their pain and fix it by providing a solution!!!!!! They are so terrible that I could barely watch this!!!!!😬
that's a lot of judgement.
Hello Chris, I have a question: How would we approach a client when WE want to offer them a service? An example: My friends have a business and I see how their logo was very bad made with a "traced" (illustrator) vector that looks awful on their print. I see this as an opportunity to offer a whole Brand Strategy where we can review the whole of the Brand instead of just fix the logo vector. How would you approach this case? Is there any video with this approach? Kinda cold call?
Awesome!
I like the formula
Thank you
I love how this channel teach us by doing discussion, so we wont get one side lectured instead theyre discussing each other to find the problem solven..
Thank you.
34:40 I am a business person. If I hire someone to do a logo and they are asking how much they his will improve my net vs gross I’d say that’s not the discussion we are having
Even if a new xyz will make my business $1m net a month, that doesn’t mean I don’t want the creation of xyz priced competitively
A new computer might make me $1m a year by allowing me to work better. That doesn’t mean a computer sales person should “grin ear to ear” as he has to be competitive with someone else selling a computer.
If there’s software that can help you make money, I’m sure you pay %
Thanks For the information
how is the process different if you're an indepdendent contractor/pbo and communicate through a middleman, like an agency or a service provider?
do you just accept or refuse their offer?
since middlemen usually dont know and/or dont care about their clients' needs and the talk ends once you try to get this information or give your price
or maybe im just looking in the wrong place and should move up a tier?
I like the new studio. 👍🏾👍🏾
Haha it's not our studio. It was our booth at AdobeMAX.
@@thefutur 👍🏾👍🏾✊🏾✊🏾