#162: The Six Figure Photographer's Key To Closing More Sales | With Ben Hartley

Client acquisition is obviously an important part of running a freelance business because it’s how you make sure you keep getting paid every month. Despite how obvious this is, many freelancers don’t take this seriously enough... and it shows when work dries up and you're back into the dreaded feast-or-famine cycle. If you worked in a day job that decided to stop paying you for weeks or months at a time, you'd probably do something about it. However, many freelancers never do anything about this in their own business. They just keep showing up to "work" week after week, month after month, accepting their fate. If you'd like to be a better "boss" to yourself and actually make sure you get paid every month, this week's episode is all about avoiding some of the most common client acquisition mistakes If you stop making these mistakes and start taking client acquisition seriously, you’ll have more stability, better projects, and fewer dry spells. What’s not to like about that? In this episode you’ll discover: Avoiding the basic mistakes that you make during client acquisition Adding value as a freelancer Why a high close rate is dangerous for your business How to increase your sales with a high-quality follow-up sequence Fix your pricing model! For full show notes, visit https://6figurecreative.com/304

In the final episode of this 4-part series, we're diving into one of the most powerful but often misunderstood methods of standing out from the crowd. I saved the best for last. This has been the "secret sauce" behind my all of my successful businesses, from freelancing, to Airbnb, to multiple software companies, and even podcasting. Without this last piece of the puzzle, nothing I've tried would have worked, and I'd likely still be working at Gamestop for minimum wage (missing out on millions of $ in the process) If you're ready to become absolutely indispensable to your clients, listen to this week's episode to the 6 Figure Creative Podcast. In this episode you’ll discover: The importance of specialization Why niches work better than others Conversion-focused web design as a differentiation method Niching down vs. niching out The advantages of pushing bad leads away For full show notes, visit https://6figurecreative.com/303

Want to know the 3 golden rules for winning more clients than your competition? First off, forget about competing on price. It’s a dead-end street. Instead, focus on adding value in unique ways that don’t undercut your worth. It’s about quality, not the lowest bid. Second, make sure your stand-out factors are visible from the get-go. Qualities like a "great client experience" or a "cool vibe" are awesome, but they only shine through after you’re hired. You need something that grabs attention before that stage, something that makes potential clients think, “Yes, THIS is the right person for us,” before they even talk to you. Third, K.I.S.S. (keep it stupid simple). Focus on one differentiator at a time. In a sea of sameness, one well-defined trait can be your ticket to standing out. It’s not about being a jack-of-all-trades but a master of one. Last week, we talked about the ways you can differentiate by brute force, which can be tough and pricey. This week, let’s get into something more accessible yet equally powerful: building trust and credibility, especially through social proof. It’s about showing, not just telling, that you’re the real deal. Social proof, like glowing testimonials or endorsements, can be a game-changer. It’s about having others vouch for you, and showing potential clients that you’ve delivered 🤩amazing🤩 work before. This kind of proof doesn’t need to break the bank but does require effort and intentionality to gather and showcase. In this episode you’ll discover: Using social proof for differentiation The impact of reviews on your business. Asking for feedback and reviews How to get case studies for social proof Content creation to generate quote requests For full show notes, visit https://6figurecreative.com/302

Why should someone hire you vs alllll the other options they have? If you don't have a good answer to that question yet, it's time to start working on it before the estimated 500 Million freelancers come online by the end of this decade. This week I broke down 5 "Brute Force Differentiators" you can use to set yourself apart. If you're trying to find more ways to stand out, this is a great start! In this episode you’ll discover: The three rules of differentiation Why lowering your price will never help you When you need to stand out to close the deal Focusing on one point so you aren't spread thin Types of differentiators Why being the best doesn't matter Why gear is not a good differentiator Growing a better network to stand out For full show notes, visit https://6figurecreative.com/301

"But they do it for less". If you've heard lines like that over the past year, get ready to hear it even more over the next 5-10 years. Why? Well here's a terrifying stat: There are an estimated 500,000,000 freelancers "coming online" by the end of this decade. WTF can we do to set ourselves apart from all those people WITHOUT resorting to dropping our rates? It all comes down to one unsexy word: Differentiation. Why should someone hire YOU vs alllll the other options they have? If you don't have a damn good answer for that, you're going to have a bad time... Stick around for this new series where I'll dive into all the nitty-gritty on how to stand out, earn more, and keep doing what we love for the rest of your life. In this episode you’ll discover: How freelancing grew in recent years Why should someone hire you? How low pricing hurts you and all other creatives The dangers of trying to appeal to everyone Making sure we don't lose our creativity while running a business The importance of differentiation in your business For full show notes, visit https://6figurecreative.com/300

If you're an obsessive learner (or ADHD) like me, there's probably a long list of new things you've learned and implemented as a freelancer over the past year. Maybe you've set up that rock-solid client contract, nailed down an onboarding process that's smooth as butter, or started following those essential tips for staying top-of-mind with clients without driving them or yourself crazy. Or perhaps you've been working on your project management skills to keep all your ducks in a row or taken a page out of Michael Janda's playbook to become someone people just can't help but like. And let's not forget about setting those boundaries to keep things professional and sane. But here's the kicker: doing all these things isn't the end of the road. It's not about ticking boxes and moving on. The real magic happens when you stop and ask yourself... "Is all this stuff actually making a difference to my clients? "Am I getting better at this?" That's what keeps the wheel turning and what makes you better month after month, year after year. Now, when most freelancers wrap up a project, it's usually a quick "thanks and goodbye" deal. Maybe you're a bit more proactive and ask for a referral, but I bet asking for feedback isn't high on your list. It might be because you don't know you should, or maybe you're just scared of what your clients might say. And hey, that's totally understandable. But here's the problem: not asking for feedback is a missed opportunity. Sure, "asking clients for feedback" doesn't sound as flashy as "marketing" or "client acquisition," but by the time we're done here, you'll see it in a new light. Feedback can be your secret weapon. It's not just about finding out what you're doing right or wrong; it's about showing your clients that you care, and that you're committed to being the best you can be. So, even though it might seem scary or unexciting, collecting and using feedback can reshape how everything in your business is done. In this week's episode, I give you specific questions to ask your clients at the end of every single project. THIS will forever change how you spot weak points and make improvements on the most important things. In this episode you’ll discover: Why asking for feedback from clients is so important How clients' wounds can fester Using feedback to continuously improve your business Building your feedback flywheel The two main types of businesses How to collect your data Share your feedback with us! For full show notes, visit https://6figurecreative.com/299

So you made it to $100,000+ per year... Congrats. Too bad you made so many sacrifices that you're constantly stressed out, you're missing out on time with friends and family, and you resent your business. The irony is that you became a freelancer because you hated your day job and you wanted to work for yourself. Now, you feel like you have 50 "little bosses", and you hate your life a little bit more with each new client you gain. If this sounds like you, it may be time to put boundaries into place to get to that sweet spot between hitting your income goals while also enjoying your life and business. In this week's episode of the 6 Figure Creative Podcast, I give you 6 different boundaries you should have with your clients so you can actually stay happy, healthy, and profitable. In this episode you’ll discover: Maintaining mental and physical health while you're running a business How to handle revision requests without losing your mind Eliminating one of the most painful freelance experiences How to keep your clients from taking advantage of your kindness Boundaries for corporate/agency clients Using boundaries to avoid scope creep Avoiding stress with payment issues How to learn more about building your client acquisition machine For full show notes, visit https://6figurecreative.com/298

You have had one of those projects that went south fast? You're cruising along, and then boom, you hit the revisions stage, and it's like hitting a brick wall. Emotions run high, lists of changes start flying in, and what was supposed to be a quick fix turns into a never-ending nightmare. If you've been freelancing for a while, then I'm sure you've been there. This is the make-or-break moment in your quest for repeat clients and referrals. If the revisions process feels like a battleground, you're in trouble. It's supposed to be about making things better, but instead, it can end up being the thing that drives you and your client apart (sometimes forever). But here's the good news... It doesn't have to be this way. The revisions stage can actually be a chance to show your clients that you're 100% on their side and that you have their best interest in mind. Instead of dreading feedback, see it as a way to make the project even better. It's about getting organized, setting clear expectations, and most importantly, keeping your cool. So, how do you go from Revisions Hell to Revisions Nirvana? That's the topic of this week's episode of the 6 Figure Creative Podcast. In this episode you’ll discover: Making a flawless revisions process to keep your clients happy and create a viral business The rules of efficient, effective revisions How to politely stay firm on your project scope Creating client guidelines Why freelancers drop the ball Refining your processes once you have data For full show notes, visit https://6figurecreative.com/297

Being likable is a super power for freelancers, and here's why... This business is all about making a great first impression, keeping your clients coming back for more, and getting them to tell their friends about you. When you meet a new client, hitting it off right away can make a huge difference. Just like when you meet anyone new and instantly click — you just want to hang out more. For freelancers, being more likable means clients are more likely to pick you over someone else, and stick around AND refer more work your way. See why this matters? Here's what sucks... Some people are just bad at being likable. If that's the case, what can you do? To help us all out with this, I brought back one of the most likable people I've ever had on the show: Michael Janda. Michael joined us back on episode 207 and walked us through how brought in 6 figures his first year freelancing, and went on to bring in over $30,000,000 from his design agency before he ultimately sold it. Those numbers show proof that he knows his stuff, and this episode, he'll walk us through what we can do to become the person people WANT to be around (and hire). No matter who you are, there is something you need to hear in my conversion with Michael Janda. In this episode you’ll discover: Why relationships are so important to building your business Building your reputation vs. building relationships How he landed a $500,000 client just by being nice Getting out of your shell when interacting with people What skills to work on to grow your business Asking people about themselves to win them over Why playing games with your business is bad Creating goodwill with your clients For full show notes, visit https://6figurecreative.com/296

Today, let's chat about a struggle that hits home for a lot of us creatives... We kind of have a bad rep for getting projects across the finish line on time without dropping the ball. You know the drill – underestimating how long things will take, forgetting those tiny yet crucial details, and then, bam, you've dropped the ball... Again. Then we get those fun 3 AM panic attacks about that thing you forgot to send off to your client. Yep, been there, done that. Here's why we kinda suck at this: Trying to store every single tiny little project detail, deadline, and step in your head is a surefire recipe for disaster. There's just no way for our brains to keep track of this. It's a common trap, thinking you can wing it because you've done similar projects before. "I've got this," you say... Until you don't. But what if you didn't have to rely on your beautiful creative scatterbrain to keep everything straight? Enter the concept of an "external brain." This isn't sci-fi; it's about using tools and systems outside your head to keep track of all the moving parts of your projects. Your "external brain" never forgets, always keeps you on track, and is the difference between a smooth project delivery and a midnight meltdown. Switching to an "external brain" means you can focus on what you do best – being creative – without the added stress of remembering every little detail. So, if you're nodding along, thinking, "Yep, that's me," it's time to make a change. Listen to this week's episode of the 6 Figure Creative Podcast to dive into the world of project management tools and find your perfect match. Your brain (and your clients) will thank you. In this episode you’ll discover: How to make sure you hit your deadlines without stretching yourself thin Creating your project checklist Checklists vs SOPs Handling client revision requests The different types of project structures Why templates will make your life easier Using project management for data tracking Brainstorming your tasks to create your delivery lists For full show notes, visit https://6figurecreative.com/295