Posts Tagged ‘negotiation’

Partnership and Royalty deals with Ross O’Lochlainn

Abbey sat down with copywriter and marketing consultant Ross O’Lochlainn to talk about the unique way he structures his client agreements. For Ross, it all started with a question, “What would you do if you only got paid when your client got results?” We talk about: [02:19] Where to find the most money in any deal…

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How to Quote Projects

Do you ever feel like you’re just guessing when it comes to your project fees? That’s exactly what this video is all about. I brought in Branko Mijatovic, founder of LearntoQuote.com to walk through exactly how to come up with prices that make sense and aren’t made up. We cover: [04:01] Why freelancers are usually terrible…

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Is it ok if…???

Can you take off every Friday? Can you work 4 hours a day? Can you demand clients ONLY communicate with you via fax? I’d like to put these questions to rest once and for all. Check out this short video for the limitations copywriters have in their demands. (Transcript is available below) [VIDEO TRANSCRIPT] I…

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The anatomy of $24K proposal

The promise of Business of Copy is that as I apply new lessons and techniques to my business, you’ll get them, too. Recently, I had a $24,000 upfront fee plus royalties accepted by a client. Here’s the exact proposal I used, broken down for you.

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[TEMPLATE] Quick-reference Services Menu for Repeat Clients

Some copywriters preach putting your prices on your website. I’m not one of those for the following reasons: Yes, each project is different. Even a funnel of the same size has different requirements depending on the team size, customer research available, previous content, etc. Too many snap judgments are made if price is the first…

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Pricing: What $845 coffee can teach us

A different kind of pricing training today… A few months ago, we watched this video:   And we bought $64 worth of the “rarest coffee in the world.” Was it worth it? Here’s the result: So what did we learn? Turns out, quite a lot. First, I’m a sucker for scarcity and something about the…

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How to structure deals (with Brian Kurtz)

Brian Kurtz, in addition to working with all of the top copywriters in the world, mailing billions (yes, with a “b”) of pieces of direct mail, and working in direct response for over 30 years…. is also one of my most influential mentors. I was so honored to have him stop by and chat with…

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11 Client Red Flags (Run when you hear these phrases)

Over time, I’ve learned that certain phrases signal an impending disaster. Some of them sound innocent, but can reveal serious problems with the project, the client, or the product. I reveal them all (and what they really mean) here:   And just in case you forget, here’s all the phrases to watch out for (print…

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3 Ways to Talk About Your Price

There are few things that make a copywriter (or any freelancer for that matter), cringe as much as “what do you charge?” We all know it’s coming on every single call but we still get a little pit in our stomach when we have to answer. After hundreds of prospect calls, I’ve made nearly every…

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How to End Scope Creep

There’s 2 ways to end scope creep. Make sure it never happens by spelling out expectations up front in your proposal and planning documents (There are trainings on both in the Business of Copy). When it does happen, tactfully and calmly address it (before it gets out of hand). It’s important to remember that if…

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11 Ways You Blow the Gig

In addition to playing copywriter, I also occasionally play client. I hire writers for support on my projects, as well as on behalf of clients. I know what it’s like to be on the other side, and also that sinking feeling when you never hear back from a prospect. That’s why I put together this…

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Q&A: “You cost too much”

Member question: I got the following response to a quote. It wasn’t a no, just a request for an explanation: Can you please help me understand your costs a little better by letting me know the number of days you have allocated for each option as it’s more than I was envisioning? Or have you…

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[TEMPLATE] Big Launch Proposal

One big launch can be a huge win for you. I’m talking full-service emails, landing pages, video scripts, sales letter, ads, and more… These big, gnarly projects can get out of hand quick. Preventing that starts with an effective proposal. This is our big launch copywriting proposal. Click here for other training and templates for…

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[TEMPLATE] Retainer Proposal

Retainer agreements are a great way to get predictable, recurring revenue. And to be successful, everyone needs to be on the same page so you don’t become an indentured servant. This is our retainer copywriting proposal. Click here for other training and templates for special case proposals. You’ll notice that while we *kind of* break it…

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[TEMPLATE] Consulting Agreement

Consulting agreements can be extremely lucrative and a good supplement to your creative projects. However, on the dark side they can turn into massive time sucks. Here’s the template we use for consulting agreements.

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50 Questions to Ask Prospects

“He who asks the questions controls the conversation.” This is one of those phrases that is said so much, we tend to forget its power. I once saw Jay Abraham do a live Q&A. It was incredible to me how he was able to get to the heart of the issue, oftentimes solving the problem,…

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Royalty vs. Retainer… Which one?

There’s a lot of confusion around about negotiating a royalty or an ongoing retainer for backend revenue. The truth is these are two very different asks… and in some cases, you can negotiate both for the same contract. Here’s your basic definitions. Royalty A Royalty (also called residuals or commissions) is a percentage of sales that…

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10 Must-Haves for Your Contracts

Contracts and copywriting agreements are ESSENTIAL to protecting you and your clients. Great agreements: put everyone on the same page set clear expectations prevent misunderstands prevent nonpayment, refunds, or dissatisfaction communicate how the project will work

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What to do when a prospect “ghosts” you

We’ve all had those… You know the type. It always starts amazing. A great email. Maybe even a phone call. Everyone is excited. They are a PERFECT client. You start gearing up. And even though you don’t have a check (or even an agreement), you start doing some research and brainstorming copy ideas in the…

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