Learn what I did to get a constant supply of high-paying web design projects. Yep, some in-the-trenches, real advice for web designers, developers, and site-building junkies. I know this stuff works.
- See how I position to get clients coming to me instead of me chasing them.
- Learn how I packaged my services to get more sales and more income.
- Learn what I say to clients to get them interested in hiring me.
Kenn, I just wanted to give you props on your book. I literally only made it through page 15 of 163 and it has already paid itself off 20x.
The “mindset flip” section is totally worth the $97 alone. I had been working on a prospect for four months and always got the “I’ll do it eventually” response. I decided to ask the two questions you mentioned in your book “what will a website do for your business” and “what achievements do you want for your business”. A half hour later, I got the sale without even asking for it. She just decided to do it and asked how to pay. So I want to thank you for your valuable information and great work!
Clay Mosley, Rock City Digital
What an amazing job you’ve done on this book.
Seriously. Great work. I mean it. ~ Preston D Lee
I’ve been working as a creative entrepreneur for more than 10 years and what Kenn reveals in this book would have saved me so much time and pain over the last decade. He discusses the less glamorous sides of being a freelancer or creative entrepreneur; but it’s those less glamorous strategies that separate you from the designers with all the clients. I can’t recommend this reading enough for any creative entrepreneur who can’t figure out why they never have clients.
Preston D Lee, Author and Founder of Graphic Design Blender
I don’t want to do a video. But I’ll do a video.
I don’t want to do a video. Make me a bicycle clown.
I’m not the movie star you want to watch, but here are a few words from me, a living, breathing, sometimes mumbling, human web designer.
BUT, I know how to find clients and I’ve helped so many others do it too. What income do you wan to be earning?
(That quote was from Wedding Crashers in case you didn’t get it.)
How I got three new clients in one week, in Paris.
I got them in three, 1-hour phone calls, no contract writing, one paid in full, and the total was over 10k in income. I was on cloud nine and couldn’t function properly for a few hours.
When I calmed down, I reflected as to how this happened:
- I built an expert web presence that literally sold me before I got on the phone.
- I talked about what clients wanted – mainly business results, some personal.
- I stopped trying to be “nice” and stopped discussing html, coding, cms, etc.
- I made an effort to find and get around ideal types of clients – my specialty.
This all happened while I visited a friend in France and trial-running a fully mobile business. Yes, go ahead and laugh at the last-minute, emergency headset 😉 Then, go buy the guide now and start landing more new clients.
“I’ve landed 2 retainers in my niche and …”
Hey Kenn. Yes, I got your guide, read it and it helped me narrow my focus in on a niche. My goal is to generate approx 100k net per year, operate as streamlined as possible and increase recurring monthly revenue. So far, via word of mouth, I’ve landed 2 retainers in my niche and 2 outside my niche. We’ll see how it goes after things get ramped up. One thing I’m really enjoying is knowing with a fair amount of certainty just who my target audience is and how to qualify them. Your guide gave me the confidence to proceed with a niche because: (1) it was written by someone in my shoes, (2) I could verify that YOU are actually walking the talk via your coaching website, LinkedIn etc. Your guide was one of the best things I’ve done for my business. It provides bang for the buck. Plain and simple. 🙂 Trent Smith, Freelance Web Designer
Three reasons you’re struggling to get more work.
1. Finding clients is a skill you weren’t taught. Unlike tying your shoes or learning to swim, there was no teacher waiting to show you how to find clients. As a result, finding clients is like swimming for the first-time – you flail your arms about and go no where. It’s just exhausting. You’ll need to learn and try new things, just like any skill.
2. You have been fed bad information. Well-intentioned family, friends, and the Internet are loaded with advice on how to get clients. Much of it is bad or out-of-context and can lead you astray. You need to get the right information, and apply it.
3. You have success stoppers (yes, mental stuff). You may have bad habits or defeating beliefs that are keeping you stuck. This is a sticky, tricky area. These mental blocks operate on an automatic, powerful, subconscious level which cause you to repeat bad behavior. Simply finding them is often a challenge. No joke here.
A freelancer coach and two more web designers comment …
What I found most helpful in the guide was that you need to become that go-to-guy. Be like a guru. When I approached prospects in this way, getting projects was easier.
Web designer and Author of What in the H*** Do I Charge as A Freelancer
Extremely practical. Kenn gives enough examples, scripts, templates, and formulas so you can implement what he teaches. Web Design Clients Galore is an excellent primer for any freelancer … he teaches you how to set a solid foundation for marketing your freelance services, so you can have a profitable career.
Great book! Easy reading. The best part is the step-by-step way it deals with the critical arena many of us can use help with – selling our services. This book is going to help a lot of web designers!
Web Designer & Author of How to Start a Home-Based Web Design Business.
Fun, easy, and very informative with mind-changing insights (packaging is one of my favorites) on how to earn more as a web designer.
Web Designer & Book-Yourself-Solid Coach
Succeeding at getting web design clients is no big secret.
It’s not rocket science. Wuddya do?
- Get good information (yes, this book is one resource). Get information from those who have gone before – everyone else is just guessing. Seek such info from those who inspire you. Those who you want to listen to.
- Get support in the form of people who will motivate you and keep you to task. A business mentor, coach, web designer friend or whomever or whatever it takes to get you to stick to your plans.
- Let out the side of you that is open, humble, and accepting of the notion that you’ll need to try new, and often strange, things in order learn. Be a kid again. Be ok with stumbling.
In short, get good info, get support, and take action (without making a fuss about it!).
Had this book been around when I started my business 10 years ago …
At first, I thought this book was going to be another discourse on social media and why it’s so important to have a presence on Facebook or Twitter. It wasn’t. I was pleased to find Kenn’s book was about something bigger: how to attract and retain clients that you will enjoy working with, and that will be happy to pay for your services.
Many of the ideas presented in Kenn’s book took me years to figure out. Had this book been around when I started my business 10 years ago I could have saved myself going down some fruitless paths and had a more clear focus from the get-go. Kenn’s book is an easy and enjoyable read. I didn’t really think a non-fiction book could be a page-turner until now. As a 10-year veteran I walked away with a lot of new ideas to help me grow – especially given the current economic climate.
I especially found value in the discussion of avoiding nickel-and-diming clients and finding great clients. I also like that it’s about quality of life too. Kenn’s book is a timeless guide for helping new web designers build a solid foundation to grow from and an existing designer to check in with how they are doing business, and find ways to do it better. Thanks for writing this Kenn.
Jeff Zeunert, Zolé Designs
(*Jan 4th, 2014 update: I just emailed Jeff to say hi. Read how he continues to get new clients and projects.)
12 things you’ll learn in Web Design Clients Galore
- How to turn more curious prospects into paid contracts.
- Keys to getting paid much more per project.
- How to get prospects excited and practically sold before they talk to you.
- Techniques for signing up clients fast – in one phone call.
- The one thing your website needs that will compel prospects to visit.
- My secret for getting paid in full at the start of a project.
- How to weed out the bottom-feeding, micro-managing
clientsbeasts and instead attract the fun, easy-to-work-with clients.
- How to get more visitors to email or call you from your website.
- How to create a constant stream of clients instead of feast or famine.
- How to position yourself so get clients coming to you instead of you hunting them.
- Ways to increase your income without adding more work.
- What to say to new prospects to get you hired.
Note: This is not a guide for accounting, taxes, time-tracking, invoicing, legal stuff, setting up a corporation, nor for learning CSS, Photoshop, or programming. It’s strictly focused on acquiring clients.
Q: Do you love learning new design, technology, software? How about putting some time into learning the “technology of creating a business that gets a continual supply of good, high-paying clients?”
“Your guide helped give me the confidence to …”
I run an internet marketing company now based in Australia after moving from the UK a couple of years ago. I think many of the initial hurdles to success are overcome through gaining confidence in your skills – everyone is guilty of chasing tyre kickers and charging too low because certain clients have greater potential benefits via referrals and portfolio prestige.
A lot of what’s in your book I knew before from experience with clients. I think being perceptive during client conversations will tell you much. Having said that for a total beginner your guide is excellent throughout. It took me a few months to understand basics like “stop telling clients what you can do – start identifying what they want. I believe that the most important and relevant chapter of your book right now, for me is the specialisation. In the last few years web design has been commoditized with both overseas developers and local companies pushing out “free” websites (often with hidden fees).
With specialisation in mind I decided to buy your book and it has really helped give me the confidence to move in this direction. I have bought and downloaded nearly every resource for freelance web designers and your publication provides the most direct and applicable advice available, it has given me the confidence to move towards creating packages for business fields built to suit their exact needs and priced accordingly. Thanks Kenn.
John Morton, Flying Fox Marketing.
Four benefits you can enjoy
once you’ve applied the ideas in this guide.
1 – You stop chasing. Instead of hunting for clients, they hunt for you! How does it feel when you have to “go out there” and “sell yourself?” Needy? Awkward? Hard work? I know it first-hand – sucks! Now, they come to me and I turn many away.
2 – You charge more. You’ll become extremely valuable to clients and they’ll willingly pay more. Be well-feed, pay bills easily, take vacations, and free up time for all those other fun, creative ideas you’ve put on the back burner.
3 – You get “good” clients. Good clients totally rock! They trust you, give you space to work, pay you on time, and are fun to be around. Attracting good clients naturally deters the difficult, problematic ones who are never happy.
4 – A question for you: Isn’t our ultimate happiness based on how much we enjoy living? I think so. Cash or not, we will all go kaput one day, so the ultimate resource is our time. What will you do with your time?
- A work-at-home mom (no commute) who has more time for bubble baths and taking care of the family.
- A traveler who designs on the road between adventurous outings and amazing sites.
- A 9-to-5 escapee making time for much-needed sleep, physical activities, and time with loved ones.
One of the biggest hurdles for web designers in business is to find more work.
“I bumped my price by $1000 and got the client.”
Loved your book. It was chock full of tidbits on attracting higher quality clients. One week after reading your PDF, I bumped up my price by $1000 and got the client. I’ve got a better handle on pricing and how to earn more and deliver more value. The book has already paid for itself many times over. It will serve as my bible in 2014. It lays down an informative blueprint on cultivating higher-end clients and running a profitable web design firm. Excuse me, I mean a firm that “help clients reach goals” (a key notion that helps me position to win more clients at better rates). Kenn, I must tell you that I have done some soul searching and have decided that 2014 WILL be the year that my company explodes. Part of the success will come from a careful and thoughtful rereading of your book.
Andrew Kaplan, Freelance Web Designer
Five things most web designer loathe.
Are you struggling with any of these?
(Warning: long block of text below)
1 – After talking for hours and writing up a beautiful proposal, they say “no” (or they spontaneously disappear).
It’s disappointing to get a NO when you’ve spent hours with the prospect giving them great ideas, answering their questions, and writing a unique proposal especially for them. What a (insert choice French word here) waste!
One day I did the math, and it gets ugly. Let’s say I spent four hours with a prospect. One hour for the initial meeting. Two hours for writing a proposal. And, a final hour going over the proposal with them. I’m assuming no proposal revisions which I do remember doing quite a bit of.
Let’s say I needed three clients per month to satisfy my income needs. Then, I would need to spend 12 hours per month for three clients. And that’s only for the ones that say YES. More often, I would get a NO.
So, let’s say I signed one in three prospects. Then I would need to talk to a total of 9 prospects during a month. That would mean I would spend 36 (9 x 4) hours selling! This doesn’t count the time I had to spend networking or scourging the net for prospects! Which would easily add up to over 40 hours per week just selling. Imagine working 8 hours a day for one week just selling.
* The more ideal situation, which I help you achieve in my guide, is to spend a lot less time trying to “sell them” and instead feel very confident that a high percentage of new prospects will hire you on the spot in as short as a single 1-hour phone call.
2 – Getting paid a low hourly rate and resenting the work.
I never liked talking about fees. I didn’t know what to charge. I didn’t know how to explain my fees. Even worse was lowering my fees to get the client to say yes – which caused me to resent the work.
* In my guide, I help you get paid more, virtually eliminate invoicing, and even get paid in full up front. You’ll know how to quote your fees easily and confidently too.
3 – Wasting hours on job boards like Craigslist or Elance.
I spent a lot of time on these job boards trolling for work (I felt like a troll!).
They were complicated to use back in the day (early 2000′s) and setting up your profile took work. I remember countless hours searching for projects, bidding, and following up with very little success.
In my experience, the job-board method doesn’t work because you get lumped in a pool of desperate-for-work, low-bidding web designers. It seems like a small handful of web designers made any money on those sites. I do NOT recommend this method.
* The better way to go is to apply the techniques in my guide to get clients coming to you; clients who respect you and pay you well.
4 – Not knowing where to go to find clients.
Not knowing where or how to get more clients if you need them can be stressful. Do you scour the Web? Go to some in-person meetings? Start calling companies cold? When bills are coming and work isn’t around, that worry feeling can really gnaw you away.
I did a lot of different things including: networking events, leads groups, cold calling, warm calling, walking into stores, Craigslist, partnering with graphic designers, Google ads, SEO, and probably a few others. Most of it was a waste – until I figured things out.
* In my guide, I will show you exactly where to go to get clients. And, better, you won’t have to spend hours getting them, you’ll know what to do, how to do it, and confidently know more are going to come.
5 – When you talk about what you do, you get crickets.
When I talked with people about what I do, I was constantly reminded about how many people are doing what I’m doing and that what I was doing wasn’t anything special. “Oh, that’s nice, my pet Chihuahua is a web designer too.”
I hated being lumped into a pool of “web designers” which ranged from a 9-year-old son who pirated Photoshop, to grandma who set up a Blogger page, to criminal high school drop-outs forced into trade school to stay out of trouble (tuition paid too). I felt there was very little respect for what I was going to do – become an awesome web design guru that everyone wanted to hire!
The problem was partly feeling a little low, but more so in getting no interest in what I was doing from potential clients. It was hard to get people to “want” to learn about what I do and to hire me. The better way is to be able to describe your work so that everyone’s ears perk up.
Now, I and other web designer who have figured out some things know what to say to complete strangers to get them to perk up and want to know more. These strangers were also immediately able to refer some clients to me.
*In my guide, I give you various tools (including the Dying-to-Meet-You formula) to turn heads and get people eager to talk to you.
More extra work that web designers with plenty of clients don’t waste their time doing:
- They don’t waste time driving to poor quality prospects.
- They don’t waste time writing lots of highly detailed proposals.
- They don’t waste time sending invoices.
- They don’t get flaked-out phone calls with prospects.
- They don’t get overwhelmed with scope creep.
Stop all the time-wasting madness that doesn’t get you more projects. Learn what I do and what other successful web designers do to ensure that clients, work, and income keep coming in, month after month after month.
A big question that’s going to hurt …
What will things be like in six months, 1 year, or 5 years from now if you did nothing and continued down the path you’re currently on?
Would your situation get worse? Will your struggles continue? Will your savings deplete or debt build up? Will you have to continue with or get a job you don’t really want?
Will you work longer and longer hours? Will you continue to stress about it? Will you keep putting off other things in life-like friends, travel or other creative pursuits?
Maybe things are not that bad now and you’d be just as happy with the same situation five years from now. Would you? Honestly? If so, great. But if not, and things are a far cry from where you wish you were, then positive energy into change, now and buy the guide.
Two gurus and a web designer chime in …
It’s a competitive world out there especially for new, excited web designers. We are not natural-born sales people either. Your advice is practical, easy to absorb, and makes good sense. I especially like how it helps you see things from the client’s perspective. It’s perfect for getting web designers up to speed on how to position themselves for getting clients.
Graphic Designer and Author of How to Sell Graphic and Web Design
I run a small web design studio in Lisbon. I bought your book last week and I can’t stop reading it!. Your book is really great and started to change my viewpoint about what I do! Thanks a lot.
It’s well written and full of good information. It’s also beautifully laid out. You have done an excellent job and you have created a very good info product.
Web Designer & Author of Start Your Own Home-Based Web Design Business
Two things I wish I did as a newbie freelance web designer
1. Learn from those who have gone before
I wish I had a successful web designer to mentor me. I was stubborn. I was too smart and too cool to ask for help. I had to figure it out on my own. And figure it out I did … after 12 years of sweating it out. It should take more than 6-12 months to get things going nicely. And the sooner you get the help of someone who has gone before, the better.
* Don’t let your own ego get in the way. Instead get the best of what I know to date.
2. Spend less time learning new technology
I love technology. I learned how to integrate Flash with a database, hand-code an entire e-commerce website, and to doctor photos to make people gorgeous. I learned usability, accessibility, and search engine optimization. All that learning was fun, but, it didn’t help me get more clients – although I thought the more I could do the more work I “could” get. This is not the case, sadly.
* Start getting better at getting clients or there won’t be anyone to build for!
Four reasons NOT to buy this guide
(Some sales page guru told me write this section.
Whatever. Make me a bicycle, clown.)
If you’re 100% sure that you’re going to be lazy, then save yourself the money and don’t buy this guide now. BUT, if it’s time to change things in your business, get the guide.
2 – You don’t know me.
LI’s profile measure – LOL!
3 – You are wondering if you already know this info?
If you don’t have clients coming in consistently and paying you top dollar, then you are probably doing sub-ideal things. This guide has motivated others into doing the right things.
This guide won’t change your business over night. It will take time to implement. Are the rewards of high income, easy client acquisition, and new projects worth it? Absolutely! Buy now.
What Ilise and Robert say …
Most of the marketing stuff out there is meant for corporations which makes it hard to implement for small business web designers. Kenn’s guide, Web Design Clients Galore, is very personable and easy to read with the nuts and bolts of building for succeeding in your practice. One key point in his book that I love is the advice on specialization. Designers have got to realize that you can’t be everything to everything to everyone and the sooner you focus, the sooner you’ll be successful.”
Ilise Benum, Marketing Mentor for Creative Professionals
Thanks for your email. First of all, your book is awesome. 🙂 I had a lot of question while I was reading, but I’ve got all the answers by the time I finished it. The book made me think and gave me new perspectives. I heard about the benefits of targeting a specific niche before, but your book goes deeper and explains everything.
Robert Szalai, Web Designer
Ok. It’s decision time. Let me ask you …
I think the guide is well worth the 97 bucks. In fact, it should be worth a lot more if you start using what’s in it because it can easily pay back many times over. But hey, 97 dollars is still 97 dollars and for your personal reasons, you are not completely sure. Maybe you’re afraid you’ll be lazy, maybe afraid I won’t refund your $$, or (you’d be surprised) you’re afraid this might even work and that feels uncomfortable. I get it. I’ve been there. Sometimes, it took a really low point in my business before I took action and invested my time and money. Such is life. But …
Kenn, I’m ready!
Ok, buy the guide now, read it, and try something out and let good things start to happen. If in three months, you give it a go and nothing happens, just let me know and I’ll double your money back. Yes, it might sound dumb of me to do this, but I’m confident you’ll be much better off.