Mastering Project Roadmaps – Complete – Brennan Dunn, Ben Lee
Mastering Project Roadmaps – Complete – Brennan Dunn, Ben Lee
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Description
Mastering Project Roadmaps – Complete – Brennan Dunn, Ben Lee
Most freelancers and agencies have it all wrong.
When they get a new lead, they focus on selling them to hire them for their project. They spend hours in meetings, learning about the client’s project, and fighting every single objection the client has to working with them.
They spend more time putting together the proposal. They stress out over the price and scope of the project to make sure they don’t end up with an angry client. They lose the project or barely make a profit if the price is too high.
After a lot of work, they send it off and then the fear sets in.
I haven’t heard back from them in a few days.
Did I make a mistake?
Have I lost an opportunity?
They have already invested a lot of time into a relationship with no guarantees.
This is par for the course. Every potential project goes through the same process of getting a lead, spending a lot of time trying to sell them, and then writing a proposal.
This time could be spent billing a client or working on their business, but instead it is spent gambling.
Here’s why it’s so hard to close client projects…
You are talking to someone who doesn’t trust you yet when you get a new project lead. They don’t know if you can help them with their project.
They barely know you and you are asking them to spend hundreds of thousands of dollars on you.
I just need you to sign the dotted line and send me a big fat deposit check.
You are asking the client to risk a lot on you.
They are putting their budget at risk. You want them to spend a lot of money on someone who has no track record with them. It is easier to sell to an existing client. You have proven yourself to them.
They are putting their time at risk. If you screw up their project, they will miss out on the money they spent on you, as well as the time they could have spent moving their business forward.
Asking someone who hasn’t paid you $1 is the hardest thing to do.
The harder it becomes to close the deal, the more you are asking for.
You don’t want to undervalue yourself. You don’t want to win more projects if you’re the cheapest; you want to win more if you’re the best.
You don’t want to spend a lot of time estimating and learning about projects, only to lose them and have to gamble on the next project.
The good news is that you don’t have to.
What if you could get paid for the discovery and estimating work you’re already doing now?
You are learning a lot about your clients and their projects.
You have to think through their requirements and come up with an estimate. You are probably rushing that estimate because you are not getting paid.
The key to changing this for your business is road mapping.
Road mapping, what is it? It is a way to charge for a small, fixed-price engagement that delivers a small amount of value to a client, while preparing them to invest in a much larger engagement.
- Roadmapping helps you convert more leads into clients because it’s a smaller, less-risky proposal for your clients.
- Roadmapping helps you get paid for all of your time. This helps set the tone with your clients that your time is valuable, and not just the time you spend building or designing their projects.
- Roadmapping gives your clients better, more successful projects. When you’re rushing through learning about your clients and estimating their projects because it’s time you’re not billing for, you’re shortchanging your clients.
- Roadmapping helps you be a consultant, and not just a “doer”. When you sell a Roadmapping engagement to a client, you’re selling your expertise. This helps position yourself as an advisor and not just an outsourced, expendable resource.
Since I released Double Your Freelancing Rate over 3 years ago, I have had hundreds of students follow up asking for more details, more advice, and more examples of Road mapping in practice.
How do I convince someone who came with me to pay for something else?
How much do I charge for road mapping?
What do I offer in my Roadmapping sessions?
Is there a better way to sell a big project after Roadmapping is over?
I realized that I needed to go deeper on the subject after receiving so many questions.
Introducing: Mastering Project Roadmaps
Everything you need to increase your conversion rates, make your time more valuable, and set yourself up as a premium consultant.
In the summer of 2015, I received a call from Ben Lee, Co-Founder and CEO of Neon Roots. We did off-and-on coaching sessions over the last 2 years, and he took both Double Your Freelancing Rate and my Consultancy Masterclass. He was successful and his agency was growing, but what I heard next from him blew me away.
I am on track to do over a million dollars this year just selling Roadmapping alone.
I discovered that he had standardized Road mapping as a requirement for all client projects.
He had done hundreds of Road mapping engagements, and had to acquire a consulting firm to handle all the new projects that he and his team were closing.
He was the person I was looking for.
Someone who had a treasure trove of raw data at his disposal had to go through the process of transitioning away from a project-first sales strategy.
I wanted to work with him to combine my theory with his practice and put together the ultimate resource to help agencies understand, sell, host, and deliver great Road mapping engagements.
Over the last few months, we have been gathering raw sales calls and email exchanges with clients, generalizing the documents and materials his team uses to pitch Roadmapping into a package that will help people start offering it to their clients immediately.
I traveled to Los Angeles to meet Ben and produced 4 hours of video lessons and case study interviews with many of his clients.
The final product will equip you with the resources, documents, knowledge, client feedback, and everything else you need.
Proof Content
Sale Page: https://doubleyourfreelancing.com/roadmapping/
Archive: https://archive.ph/wip/yRbMu
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