One of my students, “Sabine,” is a marketing specialist who used my Briefcase Technique to land a new client worth $5,600 a month.
I’ll show you how she made “their jaws drop” and got them to happily sign a $5,600 a month contract.
How many lattes is that worth?
“I was completely fed up with being an employee.”
Sabine is a 34-year-old marketing professional specializing in helping small companies in the web development sector. She’s worked for herself for a little over a year.
“I was completely fed up with being an employee,” Sabine recalled. “I had…how should I say it…interesting bosses. After the third or fourth bad experience, I knew I wanted to be my own boss.”
So she struck out on her own. While Sabine enjoyed the freedom, she struggled to bring in enough business. “I had no good clients. Everything was on-and-off. Nothing was stable.” She knew that if she was going to succeed, she needed to invest in herself. That’s when she decided to sign up for Earn1K.
“It was amazing! All the fears I had, everything I had thought about — ‘ahh, why can’t I do this, why can’t I do that?’ — you gave me answers for everything.” Sabine told me. “And now I know how you could do that. You had already asked your readers and network and participants so many questions, you knew the answers I was looking for.”
Sabine’s goal when she signed up for Earn1K was to make $2,800 and land three new clients by the end of the course. She only got one new client — but he paid her $5,600 a month.
“I’m used to coming up with ideas for improvement.”
“Before…I struggled to find the right price for my work. I didn’t know how to say I was worth the money. Now I know how to focus on benefits and present myself to clients.”
Sabine’s favorite tactic is the Briefcase Technique.
“I have a sales background. Lots of ideas about how to improve things, how to improve sales. I’ve worked for companies with less than 45 employees where there’s no marketing department, aside from the boss. So I’m used to coming up with ideas for improvement.”
She saw that one of her Xing contacts was looking for a marketing and office manager for their mobile development comapny. (Xing is like LinkedIn, but more popular in Germany, where she’s from.) Sabine contacted the company about the position, and they sent her a profile of the position they were looking to fill:
Brainstorm and initiate Marketing activities
Write copy (case studies)
Create and send out marketing materials
Prepare events / trade fairs
Prepare and do sales presentations
Write blog posts
Write press releases
Create office documents & spread sheets
Secretarial work (telephone, reception desk, office supplies, invoicing)
Sabine reviewed my video on the Briefcase Technique and started brainstorming ways she could fulfill and exceed his wish list.
“It’s really helpful to know what the client wants. If you know that, you can develop ideas around it. But it’s not necessary to have a job profile. You can use past experience to generate ideas. I drew on what I’ve done in past jobs and for previous clients. Or even just what makes sense — new websites, case studies, fixing mistakes. Things like that.”
Sabine used the company website and blog for most of her research. She also checked out their Twitter and Facebook pages, the Xing profiles of the company founders and did some basic Google searches.
Then she compiled her notes and arranged a meeting.
“You could see their jaws dropping.”
Sabine’s interview went well. They were amazed they found someone with experience in both marketing and office management. But before they could get into details, Sabine used the Briefcase Technique.
“I presented it before I told them what I charged. I said, ‘I’m sorry, if you don’t mind, I have a few ideas on some other ways I may be able to help you.’ I pulled out my sheet. In the beginning, you could see their jaws dropping.”
Sabine walked them through a list of things she could do for them on top of what they covered in the interview. That sealed the deal.
“They called me two days later with an offer. And one day was a holiday. They didn’t want me as a freelancer. They wanted to employ me because it would have been cheaper, but I didn’t want that. So we agreed on a two month trial contract. I know that without the Briefcase Technique, they wouldn’t have seen the value.”
Not only was that contract worth $5,600 a month, but Sabine raised her rates on the project from $50 an hour to $57 an hour. A 14% jump.
“I have to say, if your course stopped with the Briefcase Technique, I would still be thrilled.”