Posts Tagged ‘positioning’

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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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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Get more referrals with a Clean Playroom

When I was 12, my momma gave me advice that made me rich (richer than your average teenager anyway). I still follow that advice today and so can you to get more (and more enthusiastic!) referrals. Thanks, mom!   And, a pretty graphic to go along with it:

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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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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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Get raving testimonials with great outboarding

A while back, I set a goal to get better testimonials from clients. I had very few “working” testimonials, i.e. ones that I could publish on my website. So here’s what I did: First, I just emails clients asking if they had anything they wanted to share. 0% response rate on that. Note, that during…

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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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[TEMPLATE] Copy Review Call Instructions

Before adding someone to your calendar, get payment. This prevents booking the time and having a no show or cancellation. First send an invoice. Then, send an email with instructions. Here is a template for those instructions.  

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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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Getting clients from live events

Live events are my natural habitat. All of my clients can be traced back to a drink at a hotel bar somewhere. In this training, I walk through my 3-step criteria for deciding what events to attend and then what to do (and what not to do) once I get there to make an impression…

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