How To Talk About Money With Clients Ep.2/4

[@ForeverDansky]

Great advice in shifting that mindset - "you don't have the work yet, so you can't lose it" 🤘

[@thefutur]

you can't lose what you don't have.

[@melindalivsey1]

Yes! Great advice.

[@errorerror1337]

Perhaps, but just because you don't have it _YET_ doesn't mean it's not a possibility. A prospect who hasn't said no yet is still an opportunity to get the job. Once they say no then it's near impossible to salvage that and turn it around into a yes.

[@thefutur]

ErrorError you should push for the no-to see if they are really interested. Flip the thinking. Don’t be afraid of hearing no.

[@charlieaquino4352]

"You cannot lose something you didn't have" - great mindset shift,

[@bobby2302]

"Be grateful that it's a hard job" -Chris Do. That got so deep into my head! Thanks man.

[@micheldoumit]

It's striking how much clients expect designers to be flexible with their prices. The camera lens analogy is great. No one discusses the price of a physical product. So why is it so easy to discuss the price of a service? We, as designers should learn to think of ourselves as a third party: "I am hiring myself to do the job. If the client's budget doesn't allow me to pay myself, i can't hire myself." It's hard but we should never give in to "it's better to take the project than having nothing". We must use the time we would have spent on this project and work on generating better leads.

[@melindalivsey1]

Very true.

[@ari01300]

Solid, I did a screenshot of this as a reminder to myself.

[@get8bit]

Go to their job and insist they should give you 50% off just because.

[@Gonzalia]

@7:02 "... before they called you, before they reached out, you had no job. You can not lose something you didn't have... " "... until I have something I don't lose anything..." Wow. I played back this section a few times because that "wishful thinking" is definitely a trap I fall into day in and day out. Thank you Chris for this gem and shift in mindset!

[@mofarba]

I learn a lot from this wonderful guy Chris, how he communicates easily, and he's always teaching every time I watch his video I get rid of the one flaw I had as a designer, entrepreneur & human.

[@crisace2784]

This series has been one of my favorites. In the past I have avoided talking about my rates but Chris always manages to simplify, literally any process and make it seem extremely easy. Chris, thank you for sharing your knowledge with the rest of us young designers!!!

[@thefutur]

Anima Collections you bet!

[@theampatel]

Sound advice. I liked the idea of not 'loosing something which you don't already have'. It's easy to get down about 'loosing' a project, but if its not a good fit, it was not meant to be.

[@glennracoma7481]

I like that as a designer. I have that window of opportunity to create an 'unqualified lead into becoming a potential 'qualified' lead simply through the process of sound dynamic negotiations. Thanks for that wisdom.

[@clintsavage4565]

I've been diving through a ton of your video's and wanted to say thank you. As an Art Director / UX designer who feels like he can step up his game and be recognized, this has become an extremely valuable resource! As a side note - anytime roleplaying is used, I find that the most valuable. It tie's concepts into reality.

[@thefutur]

Clint Savage cool. We will try to do more like this for ya.

[@melindalivsey1]

Roleplaying. I have a love/hate relationship with it. ;)

[@clintsavage4565]

Hahaha yeahhh, that may show just a little bit lol

[@clintsavage4565]

But truly, how genuine you are is a breath of fresh air

[@melindalivsey1]

Thank you, Clint.

[@fayyazb]

Cool! Really good this one with Melinda coming along! Where is Episode 1/4?

[@thefutur]

There is a playlist where this is organized.

[@fayyazb]

@@thefutur I actually am playing through the playlist. FYI It's Ep.1 - 4 and then Ep.2/4 followed by Ep.3 and Ep. 4 FInale, after Finale there is Ep. 5, finally ending with last episode without any number.

[@madness5693]

Man Chris, I am forever thankful for what you have done for people like me.

[@maeceseirafi3177]

Great one! Much of this mentality has to do with the constant motivation to achieve your goal, constantly learn along the way and adjusting accordingly. It is hard, but its being able to maintain that consistent level of mindset without being distracted with frustration which can turn into a pain point that we have to avoid. We also have to remind ourselves to stay positive throughout our journey, share our wins and losses with community and mentors, and hopefully revolutionize and redefine our roles as valuable design thinkers.

[@thefutur]

hi maece. ep. 3 is out now if you want to take a peek.

[@maeceseirafi3177]

Oh! Heading over to ep. 3 then :)

[@melindalivsey1]

Wise words, my friend.

[@dumisanimacdonald3519]

"You're qualifying them by making the call", thank you Chris

[@shaynemabaquiao1507]

Super powerful!!! You can't lose a job you don't have!!!

[@archrao2103]

Notes to self: 7:25 You can't lose what you don't have. 10:26 Compound Effect. (Gold) 17:12 HARDWORK : Think about the goal you will accomplish.

[@thefutur]

good notes

[@Pompnumber]

Dropped some mega knowledge!!! "You cant lose something you don't have" Mind blown! This video has too much golden nuggets, really appreciate you guys for real! :-)

[@angelquiroz8083]

Love this episode! Chris, im a super introvert and you've helped me talk money with my clients.

[@melindalivsey1]

Hope it helped!

[@thefutur]

yay!

[@tom_munz]

Great content as always Chris & co. The episodes with Melinda and Rebecca are some of my favorites because I feel like they do a great job representing the viewing audience and ask the questions we want to hear the answers to.

[@thefutur]

we got a few more.

[@tom_munz]

Awesome, can't wait

[@rebeccacheinemann]

Thanks Tom. We're all in this together! Stay positive and keep moving forward!

[@melindalivsey1]

Thanks Tom!

[@monicasdesignprocess]

It's such an art to get the process for qualifying leads down. This was so helpful! Love this series.

[@thefutur]

Monica Galvan practice it and let me know how it goes.

[@melindalivsey1]

Yes! An art I will be practicing.

[@cgercs]

Great video, very inspiring. Thank you, Chris!

[@cb465]

once again brilliant content! Thank you for putting all this advice out there for us!

[@kevinbishop_]

I liked this before even knew what it was. I knew it would be ‘on the money!’

[@thefutur]

:)

[@melindalivsey1]

You know the Futur well.

[@abduldesign117]

Love it and also had great points why you should put more effort in to achieve your goal.

[@alicea9823]

I love value content like this! You guys are the best!

[@owen_nx]

These insights are so valuable.

[@ongtw89]

thanks for sharing. the advice on the shifting of mindset is super valuable. The job is not mine in the first place, what is there to lose. omg. it is a ah-ha moment. For the meta tag portion, dont recommend stuffing keywords. do some keyword research first to identify the right keyword theme you should be using. before adding. a meta description is like the ad copy for the organic result. remember to add a call to action too.

[@melindalivsey1]

Great insights!

[@xWatermelonsx]

Great job Chris! I really like these talks and insights you provide! They are a real mentality changer! So much so I have started incorporating them in my daily relationships with people and not just business! Thank you again!

[@thefutur]

awesome!

[@melindalivsey1]

That's awesome!

[@theleftyprodigy]

You always inspire me!

[@michellezareas8276]

Fantastic talk, as always! This is one of those episodes, which I will revisit in order to take notes. I have reached a transitioning stage in my social media, and I am trying to figure out how I would like to execute it. Honestly, it isn't currently a top priority because I am so focused on the fundamentals of making this, long overdue career change. That said, I am currently taking your advice in terms of, just do it and learn as you go, and share that learning! In the mean time, I am slowly, but surely cleaning up my social media. Thank you for being my spirit animal, you are the best!

[@sakshijain3802]

Wow Chris, I'm obsessed with your videos and each video teaches soo much. So thankful to you and the team for all the this. I am implementing and its going great!

[@thefutur]

Thank you

[@ragzm9794]

Wow ! When the going gets tough, the tough gets going. - Lovely episode. Rather than cribbing it is hard, let's love to do hard things is my take away. Waiting for part 3.

[@thefutur]

raGz M love the pain.

[@ragzm9794]

Yes truly living it for the past 72 hours and lots of insights coming out of it, your videos are just timed perfect to come as the magic potion for this small Gaul. Do the Druid 🍯

[@TonyLopezArts]

I'm a simple man. I see Melinda I hit the like button lol

[@melindalivsey1]

:)

[@colleenstudio]

awesome thank you! price is always a sore subject!

[@thefutur]

You’re very welcome

[@AlisonMeeks]

Most excellent piece here.

[@melindalivsey1]

Thanks!

[@Spiritofabrand]

What a freaking excellent episode. Thanks Futur team!

[@thefutur]

Alex Munguia thanks!

[@melindalivsey1]

Thanks Alex!

[@HiDibakar]

You need Digital Marketing services. Even simple Facebook Ads can give Clients regularly without doing content marketing for a long time. (Although SEO has higher ROI, but it is Slow)

[@AzucarDesign]

great advice!! thank you!

[@shuax]

Great video! The Meta tag conversation was really useful, learnt a lot of things :)

[@thefutur]

Josh McCarthy awesome

[@AnaMarcu]

Jedi move, Chris! 🥋

[@Mirror2You]

Thanks Chris for reminding us, it’s supposed to be hard but for me that’s the fun because it’s a challenge and I love a goal or challenge. #PrimeThePump

[@melindalivsey1]

Yes!

[@FaizanVahevariaFV]

If s-load of leads are not coming in through the inbound marketing that you taught her(and us) in the last series then I think outbound marketing is the only option to fill up the leads pipeline. Do/did you use any outbound marketing in the beginning of the Blind(or any other venture of yours)?

[@thefutur]

Faizan Vahevaria yes. We had sales reps.

[@kristopherleithwood]

I was wonder what the criteria would be for someone to be featured on your show like Melinda and Rebecca. Also, I can't believe what we learn from these talks.

[@thefutur]

you have to be super special. there are hundreds of people who ask this same question. i just pick people that stand out. it's a combination of timing, portfolio, personality, charm, etc...

[@kristopherleithwood]

The Futur thanks for the info, I will have to up my game!

[@appsfreak]

God damn!!! I am copying that call script as is the next time. So spot on

[@thefutur]

try and see what happens.

[@melindalivsey1]

Report back!

[@ZakariaLACHGAR]

Hi Chris, first thank you, but how would you handle a "client" (or Sales person/ recruiter) who is price shopping ;) who asks for your daily rate before sharing enough information about the job

[@johnballantrae001]

Melinda: Why don't you put a price - or a range of prices - on your website? E.g. We typically look to charge between five and eight thousand dollars, but it depends on what you actually want. What you get from us is like hand-made clothing. You can buy something pre-made, and it may be close to what you want, but it probably will be flawed. With us, and our personal attention, what you get fits your real needs. We may not be luxury, but our quality is excellent. So when someone responds via the website, you ask if they have visited the site, or if not, refer them there first. If they have seen the site, then you can confirm that they are happy withe budget, and talk about what you can do for them.

[@thefutur]

putting price ranges qualifies new leads.

[@nbob6186]

The Futur Is that a disadvantage? As a customer I'm usually put off when they don't offer some idea of pricing.

[@triathlonSDhsp]

You never turn down new clients; make it work. Problem with Chris’ content is that most designers are not nearly as established and in a big city. Albeit excellent content and always encouraging. Now, back to my new client $600!kickass vehicle wrap photoshop project.

[@marioronci5338]

disagree you only have to make it work if you have no choice financially. If the client relationship isnt benefiting both sides its mentally detrimental. On the other hand if you have no choice and you have to pay the rent then yes make it work

[@justshady]

Nothing is worst than working under budget

[@Mirror2You]

Omg Chris I’m “priming the pump” and just got my first lead Phone call from an Entrepreneur Event I attended this week at the local university. I’m excited but remembering this role play Chris did with the ladies on getting to the price conversation right away. I will do that, I’m just nervous because it’s my first official logo lead 🤭🤩

[@thefutur]

congrats! you got this. channel your inner Chris Do.

[@Mirror2You]

The Futur lol you’re so rightttttt! Okay will do, pushing the insecurity thoughts away!!!

[@Mirror2You]

🤷🏾‍♀️Okay, so this person had a low budget and instead asked for another service. So she’s still a unqualified lead right but now I qualified her👌🏾

[@melindalivsey1]

Nice job getting your first official logo lead!

[@Mirror2You]

Melinda Livsey Thanks 🙏🏾 Heyyyy just like you said I had that internal conflict of wanting to negotiate my prices once she said she couldn’t afford $200 but I didn’t lower the price. She also wanted a website but said could not afford the price. So earlier I learned she went to fiver and paid someone in India to do her logo but they were taking a long Time and just gave it back and she was not happy. We talked and she realized you get what you pay for... So she has been “qualified” now 🤓

[@nicolasmisturivicente7076]

Hi, I have one question related to the role play, if the client says that he just don't know how much is the budget, or that he don't know the fair price for this job, what can I say in a sales language? Thank you!

[@thefutur]

you can price bracket to help him identify his price. find the sweet spot.

[@DavidUebergang]

Probably could of cut the video around the pump/locomotive analogy. Appreciate it, but only the first part of the video was on topic - the rest is building your funnel. Love all the content you guys are putting out. Still SO much on backlog to chew on and implement.

[@melindalivsey1]

SO much to chew on and implement. Agreed.

[@thefutur]

hi david, it's an organic conversation.

[@iTheNem3sis]

Amazing video as alwayss

[@jasantana]

"Imagine if everybody in the world was like a beautiful 6 foot 1 model, it would suck if you were beautiful cuz everybody's like that" I lost it! jajaja the message really hit home

[@caolannmacantseanora3660]

I sense a part 3 coming in the futur

[@thefutur]

Kyle Babikian you sense correctly.

[@melindalivsey1]

Hi Kyle!

[@goobyplease]

Hey Chris, have you heard of Janine Benyus? ( Vox recently released an interesting video about her and the this process of Biomimicry ), and i was wondering if there could be a discussion/perspective on it as it relates to the business of design?

[@thefutur]

i have seen it. it was excellent. i think the closest thing in design is using golden means/ratio.

[@melindalivsey1]

I just watched that video too! Loved it.

[@inkvizible]

Great video! 👏🏼

[@thefutur]

Appreciate it.

[@melindalivsey1]

Thanks!

[@techstar4775]

Ich liebe dich - that's German for " I love you "

[@thefutur]

❤️u2.

[@beunlimited5997]

It does feel like everyone is producing great work on BeHance tho. lol

[@StefanAsafti]

Great episode guys! I was expecting more of the money subject since that is the title of the video, but instead, the focus was more on social media. Don't get me wrong, I loved it. 👏

[@thefutur]

are you watching the same video? i just showed her how to get comfortable talking about money.

[@louisnava1729]

Toward the end of the video Rebecca should have been told that if there's something you can't do or don't want to do (ie. SEO) then you should be ready and willing to pay a skilled professional to do it for you or teach you to do it. If I need my car fixed, I take it to a mechanic. I don't try to do it myself because I'm a web dev not a mechanic.

[@imagicarolina]

Where can I find episode 1

[@tonybp]

One thing is for sure: I'm happier and less stressed when I'm not worried about losing the project to someone else because of my pricing. I was guilty of taking any project out of fear of losing clients. What would happen is that the cheapo clients are the most problematic, annoying and headache providers you can get. I may have less projects but I'm less stressed and actually happy to work with them. For me, less clients at higher prices beats more projects at lower prices. And you don't turn into Hulk.

[@melindalivsey1]

You're so right.

[@pascalb4318]

Are you guys seeing Chris’ guns 💪🏾👏👏👏🔥

[@thefutur]

hehe

[@errorerror1337]

"Can't lose a job you don't have" is true, but once a prospect says "NO" it's a long hard road to change that around into a "yes," and they're as good as gone. So it's almost like you haven't officially lost the job until they say "no." If they haven't said no yet then there's still a chance you can get it. Also, what about the prospects who press you for a price and stay tight lipped about their budget? Just move on to the next one or try to coax it out of them?

[@thefutur]

you should try to get the client to say No. not everyone that calls is a good fit.

[@errorerror1337]

_That_ I can get behind. Then you're getting more into the numbers game of it all. This one's not a great fit for me, onto the next one. So this naturally segues nicely into lead gen to boost those numbers and enable you to be more selective but ultimately work with _more_ clients (who are, of course, good fits).

[@zimamoon]

Getting high over business talk :)

[@thefutur]

it's a legal high.

[@rocksteady1480]

are metatags like hashtags?

[@thefutur]

they are keywords that are searchable. so in essence, yes.

[@bsdiceman]

Where are the other episodes please?

[@thefutur]

Search the title

[@prospermpangala1828]

U can't lose somtn u don't hv...

[@thefutur]

dats right

[@melindalivsey1]

Truth.

[@summerbee80]

i heard "dumb" and then a flicker of cats/kitten...and I heard 6.1 models...I used to be one now i'm 6.0...but chris is right! it would be boring to be that tall and sexy all the time ;-P

[@LuizFelipeSoyer]

What’s TLC?

[@thefutur]

tender loving care

[@OmJhody]

great !!!

[@melindalivsey1]

:)

[@animus-al-djinn]

Guys, my advice.. Never, never ever, take a client refered from other designer.. Nobody gifts you a good client

[@louisnava1729]

I wouldn't say that as a blanket statement. A client could be a good or bad match for so many reasons to so many designers. I refer clients that I wouldn't work with to other designers I know based on various factors and it usually works out great for them. If it does, I get a percentage from those leads. And vice versa. Just gotta be good at knowing how to read people and have enough experience in your field to know what the red flags are.

[@DCTapeworm]

Wait, am I the only one who's going to comment on the twin gray cat photo still that was put in to illustrate the 'dumb image' at kzbin.info/www/bejne/hXOmpneJrdGSd5o? I scrolled through earlier comments and couldn't find it. A Futur KZbin easter egg perhaps?

[@thefutur]

i guess you are. we insert funny images into our edits just to make sure people are paying attention.

[@DCTapeworm]

Okay then. Now I'll be consuming content AND looking for 1-2 frame animal picture edits. Thanks for the reply!

[@user-vc5rp7nf8f]

They’re both cute

[@dumisanimacdonald3519]

"Clients are looking for your work, then they will track you down"

[@vain3d973]

17:13

[@leevfx]

TLDW version - Chris calls Melinda and Rebecca too ugly to be successful. @20:36

[@thefutur]

is that really what you heard?

[@leevfx]

Don't be daft, it's an amusing observation

[@graphicetiks8229]

wawwwwwwwwwwww