Lviv IT Freelance Club #41 Ростислав Чайка "How to get first 1000$ on Upwork"
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Lviv IT Freelance Club #41 Ростислав Чайка "How to get first 1000$ on Upwork"
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Lviv IT Freelance Club #41 Ростислав Чайка "How to get first 1000$ on Upwork"
- 1. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. How to make first 1000$ on Upwork Nov, 24 // Lviv // Rostyslav Chayka
- 2. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Introduction & Goals 10 Minutes Planning for a successful freelance business 15 Minutes Upwork best practices 25 Minutes ~ Break ~ 05 Minutes Building and managing your brand AGENDA 2
- 3. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. ● Freelance Club since 2009 ● Lviv IT Outsourcing Forum since 2010 ● Lviv Freelance Forum since 2013 ● Upwork mobilizer in Lviv since 2014 MEET Rostyslav Chayka 3
- 4. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. After this session, you will be able to: 1. Identify what you need to do to excel on Upwork as a freelancer 2. Plan and build an online brand for yourself 3. Define some of the best practices for client relationship management 4. Become a top-notch freelance professional 4 TODAY’S GOALS
- 5. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Planning for a successful freelance business 5
- 6. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. ● Workplace ● Computer ● Internet ● Smartphone ● Power Backup ● Other Equipment SETTING UP 6
- 7. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. ● Freelance full-time, part-time, or on ad hoc basis? ● Work with local or international clients (timezone)? ● Available to work during weekends? SET YOUR WORK HOURS 7
- 8. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. BASIC BUDGETING Online services Rent + Utilities Workplace + Logistics Time 8
- 9. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. TRACKING CASH FLOW 9
- 10. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Receiving Money Options available: ● Payoneer ● Skrill ● Bank Wire ● PayPal 10
- 11. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Payoneer Features: ● Week or two to receive card ● Several hours to receive money (2 days Free) ● Annual subscription fees ($29.95) ● Per transaction fee (3.15$) ● Currency Exchange Rate (MasterCard Exchange Rate) ● 1000 USD = 23028 UAH (24 392 - 25 182) ● calculator.org.ua ● Turkey or USA or Euro ● Online payment restriction ● Tax declaration 11
- 12. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Skrill Features: ● Skrill personal account (merchant account) ● EUR 2.95 widthraw fee ● EUR 11 for SWIFT widthraw ● Ukraine Bank Account ● Ability to receive in USD ● Tax declaration (Banking Secrecy) 12
- 13. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. SWIFT Bank Wire Features: ● Per transaction fee (30$) ● Obligation to sell 75% ● Ability to receive 25% in USD ● Exchange control ● Tax declaration (FOP Account) 13
- 14. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. PayPall Features: ● No annual fee ● Per transaction fee (1$) ● Not working in Ukraine ● Ability to setup Non-Ukraine PayPal ● Tax declaration 14
- 15. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. LEGAL REQUIREMENTS Ensure that you have all legal documents in place: ● Private Entrepreneur (III group) ● Self-employed 15
- 16. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. SETTING MINDSET 16
- 17. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Upwork best practices 17
- 18. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Meet Carmella Lanni - A Rising Talent 18 Insert profile screenshot of a rising talent
- 19. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. • Write a professional, yet personable overview: Focus on what you are good at Describe how you can add value Mention your core skills • Check and re-evaluate your rate every few months • Take and pass skill tests • Keep your portfolio updated • Pro tip: Create an introduction video MAINTAIN A GREAT PROFILE 19
- 20. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. GO FOR THE RIGHT JOBS 20 • Do I have the right skills and interest for the job? • Can I prove that I have the right skills? • Do I have time for the scope of the project? • Is the offered rate acceptable? • Does the client have a good hiring and feedback history?
- 21. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. TYPE OF JOBS Fixed-Price Hourly 21
- 22. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. FILTERS: FINE TUNE YOUR SEARCH 22 • Choose your category • Choose whether you’re looking for fixed price or hourly jobs • Select your right experience level • Select your desired project duration • Choose how many hours you can dedicate every week • Try using other filters as well to fully fine-tune your search
- 23. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. PROPOSE LIKE A PRO 6 tips for writing a perfect cover letter: ● Use professional and friendly tone ● Relate back to the job post, demonstrate you have read the description ● Respond to questions, follow directions ● Ask clarifying questions ● Reread, edit and consider ● Don’t copy+paste! 23
- 24. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. PREPARE FOR THE INTERVIEW ● Be flexible with time zones and communication preferences ● Make sure to understand the job requirements ● Double-check your equipment ● Be professional and honest – don’t mislead the client ● Ask for details about the job ● Ask if there is a deadline for hiring and thank them for the interview 24
- 25. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Pricing ○ Research your market ○ Consider the client’s point of view ○ Factor in time, complexity, effort Negotiating ○ Maintain a professional tone ○ Be willing to withdraw if you can’t get an agreement – early conflicts can be a red flag ○ Working outside of Upwork eliminates all your protections – and it’s against the rules 25 PRICING AND NEGOTIATING
- 26. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. MAKING IT WORK ● Create a workspace with minimal distractions ● Set regular work hours so that clients know when you are available ● Set up a kick-off meeting with your client ● Communicate regularly ● Keep the Upwork Team App on 26
- 27. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. PROTECTING YOURSELF 27 ● Don't start work until the client sends you an offer and you accept ● If client asks to pay outside of Upwork, report it to our customer support team ● Avoid any client who requests free work ● Never pay to get a job! ● If a job looks suspicious, report it to our customer support team
- 28. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. GET REWARDED FOR GREAT PERFORMANCE 28 ● Send thank-you message to client and let them know you’re available for more work ● Ask the client to close the contract and provide honest feedback ● Get approval to display your finished project in your portfolio ● Adjust your hourly rate if necessary ● Add any new skills you’ve acquired to your profile ● Move on to the next job!
- 29. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Building and managing your brand 29
- 30. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. WHAT IS A BRAND? 30 “Your brand is what people say about you when you’re not in the room.” - Jeff Bezos, Founder amazon.com
- 31. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. PERSONAL BRANDING - DEFINED Through a personal brand, individuals can differentiate themselves by consistently articulating and leveraging their USP (unique selling proposition). 31
- 32. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. ● What is your first emotion when you look at each person? ● Describe their personal brand in one word. PERSONAL BRANDS 32
- 33. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. THE NEED FOR A PERSONAL BRAND By 2020 up to half of the US workforce will be independent. Source: Freelancers Union 33
- 34. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. 3 KEYS TO PERSONAL BRAND SUCCESS 34 BRANDING MARKETING SALES
- 35. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. BRAND YOURSELF, OR OTHERS WILL 35
- 36. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Define your vision, execute your mission. WHERE TO START? 36
- 37. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. KEY BRAND FACTORS 37 SWOT analysis Key focus areas Target market Differentiators
- 38. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. ● Ensure consistency of your brand across all channels ● Evolve and refresh your brand as opportunity arises ● Ask for feedback after completed jobs ● Refresh your profile and update your portfolio ● Monitor your brand and what clients say about you ● Address or respond to any issues MANAGING YOUR BRAND 38
- 39. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Client relationship management 39
- 40. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. BUSINESS TOOLS – WORK SMARTER NOT HARDER
- 41. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. ● Google Environment ● Asana ● Kanban Flow ● JIRA ● Wunderlist ● Trello ● Basecamp ● etc. PROJECT / COLLABORATION MANAGEMENT
- 42. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. ● Time Management: Google Calendar, iPhone Reminders, Grid Analytics, Mind42 ● Communication: Upwork Messages, Skype, Join.me, BlueJeans, Gotomeeting, Google HangOut ● Miscellaneous: Outlook, Evernote, WeTransfer, SlideShare TIME MANAGEMENT, COMMUNICATION & OTHER
- 43. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. ● Do Homework ● In Email ● On the Call ● Face-to-face meeting ● Ask questions EFFECTIVE COMMUNICATION NOWADAYS
- 44. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. CROSS CULTURAL NEGOTIATION ● Do research on unique elements of style of the other culture ● Avoid actions that are offensive in the other culture ● Avoid stereotypes ● Don’t adopt negotiation style of the other culture ● Success of the cross-cultural negotiation depends on respecting each other rather than style
- 45. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. HANDLING ETHICAL ISSUES ● Be honest. ● Keep your promises. ● Have multiple options. ● Be willing to say "no” or walk from the deal. ● Be familiar with the law. ● Follow the Golden Rule. ● Overall, be a professional.
- 46. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. DEALING WITH CONFLICT Negotiation: 1. Focus on the Client’s needs 2. Don’t react, respond! 3. Let your position go 4. Seek clarity 5. Look for a win-win outcome 6. Maintain the relationship
- 47. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. BUILDING STRONGER RELATIONSHIP Offer after-sales service if possible. For example: Limited amount of revisions on your work Sending raw files of your work if the client ever lose them Check with your past clients every once in a while, and ask if you can help them with anything Check with your past clients and see if your work added value to their projects Connect with your clients on LinkedIn, if they are open to it Send birthday wishes, holiday greetings to your clients 47
- 48. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Wrap Up! 48
- 49. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. RECAP 49 What we have learned today: 1. What we need to do to excel on Upwork as a freelancer 2. How to plan and build an online brand 3. What are some of the best practices for client relationship management 4. How to become a top-notch freelance professional
- 50. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. BECOME A TOP RATED FREELANCER ● Job Success score of 90%+ ● $1,000 earnings in the past year ● 100% completed profile ● Up-to-date availability status ● No recent account holds 50
- 51. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Questions? 51
- 52. © 2015 Upwork Inc. Proprietary and confidential. Do not distribute. Thanks!
Notas do Editor
- Notes: Total 115 minutes, kept 5 minutes as buffer. However, the presenter may tweak accordingly to own requirements.
- Notes: Let me quickly introduce myself. I’d like to get to know you too. Let’s quickly go around the room, please tell me: Your name What do you do currently? what do you do best?
- Notes: Go through the requirements what one needs to do to get setup: A workplace (home office/coworking space) A computer (preferably laptop, for portability) Strong, reliable, and on-the-go internet connectivity (will help you work from anywhere) A smart-phone, to stay connected with your clients via email/messengers around the clock Power backup if internet is not too stable in your location Equipment depending on your skill (i.e. as a designer, you may want to obtain a graphic pen. As a game developer, some testing devices.)
- Notes: For the first, you can select your work hours according to your personal preferences blended with client requirements. As a freelancer, you will always have flexibility in deciding on your work schedule. However, at certain points, your clients may require you to have meetings or other works overlapping with their working hours
- Notes: Keep this discussion to the basics. We should only give the audience an idea of what are some of the things they will need to dig down when they start, but keeping in mind that we are not accounting experts and this is not an accounting class. As a freelance professional, you will be your own marketer, service provider, and often your own accountant! Start by calculating all your current and possible expenses, which may include: How much you’re spending to prepare your workplace and logistics The money you’re spending on obtaining online services The margin you’re paying in your rent, utilities Also, the hour you’re spending for finding clients, and preparing everything related to it (the amount should be hours multiplied by your average hourly rate) Considering everything above, you may have a solid understanding of how much you are investing to get started.
- Notes: Once you have your budget ready, you can then plan on how much time you will need to reach break-even point (the point when you have gained enough to cover your investments), and start making profits. For example, let’s say you have calculated next 3 months’ of budget, and you want that point to be your break-even point. Now, start calculating that how many hours of work you will need to have each week, and what hourly rate you should be paid to make sure all your investments are covered, and you can start making profits. Reference: DEFINITION OF 'BREAK-EVEN ANALYSIS‘ An analysis to determine the point at which revenue received equals the costs associated with receiving the revenue. Break-even analysis calculates what is known as a margin of safety, the amount that revenues exceed the break-even point. This is the amount that revenues can fall while still staying above the break-even point.
- Notes: This slide is just a soft reminder that no matter how much flexibility of work is there when someone is freelancing; they should always check with authority whether there is any formal process they need to go through when starting their career and when starting to sell services to another entity. In most countries, you may need to obtain a work permit or license before you can start practicing your work. So start checking with local authorities if you need to obtain any of these: Trade license Tax certificate Vat certificate Work licenses (especially applicable to lawyers, accountants, doctors, etc.)
- Notes: This slide is just a soft reminder that no matter how much flexibility of work is there when someone is freelancing; they should always check with authority whether there is any formal process they need to go through when starting their career and when starting to sell services to another entity. In most countries, you may need to obtain a work permit or license before you can start practicing your work. So start checking with local authorities if you need to obtain any of these: Trade license Tax certificate Vat certificate Work licenses (especially applicable to lawyers, accountants, doctors, etc.)
- Notes: This slide is just a soft reminder that no matter how much flexibility of work is there when someone is freelancing; they should always check with authority whether there is any formal process they need to go through when starting their career and when starting to sell services to another entity. In most countries, you may need to obtain a work permit or license before you can start practicing your work. So start checking with local authorities if you need to obtain any of these: Trade license Tax certificate Vat certificate Work licenses (especially applicable to lawyers, accountants, doctors, etc.)
- Notes: This slide is just a soft reminder that no matter how much flexibility of work is there when someone is freelancing; they should always check with authority whether there is any formal process they need to go through when starting their career and when starting to sell services to another entity. In most countries, you may need to obtain a work permit or license before you can start practicing your work. So start checking with local authorities if you need to obtain any of these: Trade license Tax certificate Vat certificate Work licenses (especially applicable to lawyers, accountants, doctors, etc.)
- Notes: This slide is just a soft reminder that no matter how much flexibility of work is there when someone is freelancing; they should always check with authority whether there is any formal process they need to go through when starting their career and when starting to sell services to another entity. In most countries, you may need to obtain a work permit or license before you can start practicing your work. So start checking with local authorities if you need to obtain any of these: Trade license Tax certificate Vat certificate Work licenses (especially applicable to lawyers, accountants, doctors, etc.)
- Notes: This slide is just a soft reminder that no matter how much flexibility of work is there when someone is freelancing; they should always check with authority whether there is any formal process they need to go through when starting their career and when starting to sell services to another entity. In most countries, you may need to obtain a work permit or license before you can start practicing your work. So start checking with local authorities if you need to obtain any of these: Trade license Tax certificate Vat certificate Work licenses (especially applicable to lawyers, accountants, doctors, etc.)
- Notes: Once you have your budget ready, you can then plan on how much time you will need to reach break-even point (the point when you have gained enough to cover your investments), and start making profits. For example, let’s say you have calculated next 3 months’ of budget, and you want that point to be your break-even point. Now, start calculating that how many hours of work you will need to have each week, and what hourly rate you should be paid to make sure all your investments are covered, and you can start making profits. Reference: DEFINITION OF 'BREAK-EVEN ANALYSIS‘ An analysis to determine the point at which revenue received equals the costs associated with receiving the revenue. Break-even analysis calculates what is known as a margin of safety, the amount that revenues exceed the break-even point. This is the amount that revenues can fall while still staying above the break-even point.
- Notes: Go through each point and use the profile screenshot as an example. Also use the following as additional tips/information: Under the “introduce yourself” bullet, tips should be: A title that describes the type of work you would do, similar to a title you would have at a company List the skills you offer, don’t flood your profile with a lot of skills though Describe the type of work you do and the work you are interested in doing. Explain why you are qualified. Under the “Take and pass some Upwork skill tests” bullet, tips should be: Begin with the Upwork Readiness Test, because it teaches you about Upwork. Successfully passing this test increases your job application quota and includes your profile among other contractors who are Upwork Ready. Consider other free skills tests; there are over 340 of them. Most freelancers publicly display their test scores over 4.00. You can filter out low scores until you retake and improve your exam grade. Also emphasize that they should add certifications, and include complete details, including explanations, for their work experience and education. Mention as a "Pro tip" to create a profile video, along with these tips: https://www.upwork.com/blog/2015/03/stand-out-introduction-video/
- Notes: Go through every bullet point, and point out that these are some of the questions a person should ask himself or herself before selecting a job to apply on. These pointers can be added to the discussion: All jobs are not equal. And freelancers shouldn’t try and just blindly submit proposals on every job that comes up in their category. Think about the way you want to use your connects on the platform and which jobs you can complete in an efficient manner and with high quality results. Keep in mind that even if you can technically do the job, ask yourself if you really want to do that job. Ultimately, the want and interest in a job will have an impact on the overall results of the completed project. For the offered rate evaluating part, tips should be: Never undersell yourself, set a rate you are comfortable earning and would feel proud of You can always bid on jobs at a higher or lower rate than what is on your profile A higher rate indicates higher quality
- Notes: On hourly jobs, you get paid by the number of hours you bill, calculated by multiplying your billed hours with your hourly rate On fixed price jobs, you get paid based on project completion and deliverables (often broken down by milestones) For contracts where you may need to spend quite some time on brainstorming, creative thinking, etc., fixed price contracts may be a better choice. Some of the example works could be designing, creative writing, application development, developing business/marketing plans, etc For contracts where you may be working on shifts or fixed hours, with less emphasis on creative thinking, may be suitable for hourly contracts. Examples would be customer service, virtual assistance, consultancy, etc. However, some of the creative jobs can still be suitable to hourly contracts, especially when certain parameters such as deadline, revisions or approval process are not set.
- Notes: Go through every bullet point, and use the screenshot to describe what they are about. Choose your category: a freelancer should always focus on what they are good at, and only go for the jobs that are in their skill category Fixed price vs. hourly: refer to our discussion from previous slide, and encourage freelancers to choose based on their comfort level Experience level: emphasize that this is a crucial filter to use. Freelancers should always be honest about their experience level, and apply on jobs where their experience level match with client’s requirements Project duration: freelancers should select project duration based on their availability and preferences. While some freelancers prefer long-term work relationships, many freelancers also prefer working on short contracts. Hours per week: freelancers should never over-commit themselves, and search for jobs that will not require more workload than their present availability.
- Notes: Simply go through the pointers above, and emphasize to the audience to write unique and relevant cover letters for every job they apply to. For additional pointers, these can be used: Match the tone of the buyer or the project. Clients like doing business with people they like and they need to feel comfortable with him or her. The matching tones in the proposal help increase comfort level because it’s familiar to the client. The proposal should, whenever possible, address the client by name. Do some background research, look up the client’s website and past feedback on Upwork to see if their name is mentioned. It gives the impression you spent time on this proposal and in getting to know the client. Demonstrate you’ve read the description by answering all the questions – asked and unasked. Freelancers often need to read between the lines to see what a client is really asking beyond what’s stated in the job post. For example, a client hiring for a website developer may not have included how many pages they need built as part of their job posting. Or, they may not have stated specifically what programming language is ideal for the job. A freelancer with experience should ask these questions in their proposal. By doing so, you’ll be reflecting your attentiveness to the project and showing you’re not simply copying other proposals you’ve submitted on similar jobs and want to assure the best possible outcome for this project. Your proposal should quickly highlight the most convincing reason for why you’re the best fit for the job. Clients don’t want to spend a lot of time reading each proposal to find the main point buried somewhere – just make sure to start with it and show how you are unique and have the right set of experiences and skills to get results. Discuss samples attached. Often freelancers don’t discuss the samples they’ve attached or linked to. Highlight the samples by telling the client exactly what those samples contain. It gives clients more reasons to open and read. Typically, three samples work best as attachments. You can also provide up to 5 links within the proposal. Make your proposal easy to scan through. Upwork gives a number of formatting options for the proposal. Be sure to at least use basic paragraph blocks, proper punctuation, short sentences and bulleted points where appropriate. But don’t make it too long. A concise but complete proposal is most effective. Finally, Proof-read: Although it may seem obvious, this detail is often over-looked in the haste to be the first to place a proposal. From the client’s perspective, a great proposal stands out, no matter where on the list it resides. Remember: An Upwork cover letter is a project focused letter to the client in which you propose how you would complete the project and why you are the best fit for it.
- Notes: Throw this question to the audience. Take a few random, brief answers. Then progress to the next slide for a broader discussion.
- Notes: Define the concept of personal branding.
- Notes: ACTIVITY (5 mins): Divide the group into 4 groups. Give each group a personality to discuss based on the questions on the slide Give the groups 5 mins to discuss each Give the groups 2 mins to present each and discuss Make notes on the Flip chart for each personality Try and pull out key points that relate back to the characteristics of a brand Total time not more than 12 mins
- Notes: 34% of the US workforce is already working independent according to a study Upwork did last year together with Freelancers Union. Emphasize the importance of the changing world of work and how freelancing is the work world of the future. Let the group know they are ahead of the curve but still there are a lot of people there with them already Many freelancers will be competing one way or another in the same pool as you If you do not differentiate yourself now, through your own branding exercise, you will be lost in this pool You can do this by solidifying your own Brand
- Notes: The aim of this slide is to explain that all of those three components need to go together in order to differentiate yourself from the crowd. Branding is how clients remember you (experience). Marketing is the microphone and how you market your brand. Sales is how you turn this into cash. In order to have a successful career and business, those three components need to be considered. You can have the best marketing approach in the world, the best sales techniques, but if your brand is not of value, your target audience will not engage with it. Basically your brand is your promise and marketing and selling supports this promise.
- “Whether you like it or not, you have a personal brand. When you come in contact with people, they will “brand” or typecast you based on the image you project. Why? Human brains are wired to do this as a “shortcut” to make sense of the world. Without short cuts, life would be too confusing, complicated, and in some cases dangerous. It is useful to think of branding as having two components - the lock and the key. The lock refers to the target audience that has a need, and the key is the image of the product you create to fill that need. In the case of your personal brand, you are the product. You have more control if you create your own brand key (image). If you don’t, others will create one for you. More often than not, the image they create will be unflattering or harmful because too many people have a negative agenda, lack branding expertise, or have a natural inclination to compete with you by highlighting your weaknesses.” Read more in this article: http://www.businessinsider.com/brand-yourself-before-brand-you-2012-4#ixzz3fUargIO6
- Notes: Ask the group what they think “vision and mission” means? A Vision is a picture of what success looks like to you and what you want to achieve in your life or in your career. It is a guide or map to navigate you on your journey. It is long term. This is your dream. A Mission gives people an understanding of who you are and what you stand for. It is the “how” when it comes to achieving your personal vision. This is the present state and explains really ‘what you do’ to ultimately achieve your dream. Before being able to establish your personal brand it is critical that you are clear about your Vision and Mission. Why does this matter? Think about what you value: If you find yourself doing something that goes against what you value, will you be happy? Will you be successful? By not starting your personal branding journey with a deeper understanding and ‘formalisation’ of who you are - you might find yourself (the vegetarian e.g.) consulting to a butchery
- Notes: This chapter is a chance for the group to work through designing their own personal brand - it is a very practical and interactive session and you should ensure that you are assisting the group throughout. Now that you have your foundation it is important to unpack the factors that will support or hinder your personal vision and mission. Go through the 4 key brand factors: > SWOT analysis > Key focus areas > Target market > Differentiators
- Notes: Go through the points on the slide for the audience to know which items are critical to keep in mind when managing their brand. Additionally, emphasize the following: You, as an individual, are not alone in managing your brand. Your clients do that for you as well - positively and negatively. Clients are key to the development of your brand on and offline. Make sure that your clients see consistency in your online and offline brands and keep a watch out for what they are saying Remain true your values and promise by providing exceptional services. Only then can you maintain your brand.
- Notes: At the end of this section you should be able to build an effective environment with the appropriate business tools for your business model. Facilitator notes → Not for sharing: Tapping into the freelance market can be tough, as roadblocks you never thought to imagine arise. Limited time and budgets, absence of clients can all be a factor as the workload starts to pile up and the bills come rolling in. Freelancer is the one who is not working hard, but the one who is working smart. Luckily we live in the Technology Era and we have access to the variety of tools which can support you to be productive and to reach your business potential. Productivity is the name of the game for freelancers. The good news is that there are thousands of amazing tools out there, designed to make your life easier. The bad news is that you don’t have time to try thousands of them. Which ones are worth your time? Today we are going to go through the classified list of tools that successful entrepreneurs utilize: Project Management Project Acquisition Sales and Marketing Time Management Communication Other
- Notes: Facilitator notes → Not for sharing: a) Google Docs: Many freelancers already have a gmail address, but not everyone knows about the power of Google Docs. By working with Google Docs, you can create and share documents, spreadsheets, and presentations that can be commented or edited by any colleague. No need for Microsoft Office programs on in PC version. Take that “track changes”! b) Asana: At times, project management can feel overwhelming. Asana is a cloud-based project management software that helps you keep it together. It is a team-oriented task management tool which was developed as a productivity tool for employees at Facebook. It is no longer exclusive to Facebookers and enables teamwork without email. Each “task”, or “subtask”, can be associated with a larger “project” and “department.” In addition, you can even assign recurring tasks to yourself or team, which makes life so much easier. Stop trying to remember all the things you’re supposed to do and let Asana structure your life. c) Kanban Flow: The tool offers a bunch of well-made unique features, including time tracking and build-in pomodoro timer. The Kanban board gives you an excellent overview of your current work situation. When working in a team of people you can instantly see what other people are working on right now, what has been done and what is coming up. It’s intuitive user interface will get you up and running in a few minutes. d) JIRA: is the tracker for teams planning and building great products. Different teams use JIRA to capture and organize issues, assign work, and follow team activity. JIRA should helps your team get the job done. e) Wunderlist: This is free task manager provides collaborative workplaces and syncs with iPhones, Androids, and iPads in addition to its software version and web app. f) g) Basecamp: A web-based project management system with an integrated chatroom space. The beauty of the chatroom is that it provides daily connection for people working across different timezones to catch up on conversations that happened while they were offline. g) Trello: Incredibly easy to use. Trello keeps track of everything, from the big picture to the minute tasks. h) And many more…
- Notes: Facilitator Notes → Not for sharing: Time Management: a) Google Calendar OR Paper Planner b) iPhone Reminders c) Grid Analysis: This tool is designed to help you make decisions more effectively. It allows you to list your options in a table format and then various factors as columns. The application lets you score each option and then helps you make the best decision based on the factors you input. d) Mind42: Mindmapping is a great productivity technique. Mind42 is a collaborative browser-based online mind mapping tool. Mind42 allows you to manage all your ideas, whether alone, twosome or working together with the whole world. It helps you to get more organized by focusing your thoughts thereby gaining clarity on what needs to be done. Communication: Skype, Joinme, Bluejeans, Gotomeeting, Google HangOut etc. Other: Outlook Evernote OR Paper Notes WeTransfer: Need to send gigantic files (up to 2gb) quickly? Try WeTransfer.com. You don’t even have to create an account. I use it almost every day. Slideshare And many more… What are your favorite tools?
- Notes: Facilitator Notes → Not for sharing: 1) Do Your Homework Gather information from the client, have it all in written form for future reference. That way, if there are any misunderstandings, you and your client can refer to the proposal to clear up any missteps. Set your deliverables. Also, ask what their preferred method of communication is and then USE it. 2) In Emails: Be specific and succinct. Proofread your emails before clicking ‘Send.’ Substitute pronouns “it” and “this” with nouns like “the proposal” or “our launch date” so all is clear for the other party. If the client keeps replying with questions to your emails, you’re not communicating effectively. Set email autoresponder when going out of town! Let your clients know in advance (I usually give at least a week’s notice). When you leave, set your autoresponder with the dates you’re gone, whether or not you’ll have access to email and client files, and when they can expect to hear back from you. This also helps if a potentially new client emails you while you’re out of town. 3) Phone Call ….. 4) Face-to-face meetings Face-to-face meetings allow the participants to accurately observe both Verbal and nonVerbal communication of others. Subtle but important nuances such as voice inflection, hand gestures and facial expressions. Pay attention to all of these aspects. 5) Don’t be afraid to ask your client questions: Some people are afraid to ask questions for fear of looking unknowledgeable. But in fact, it’s just the opposite. Asking about details that may arise during the course of the projects makes clients appreciate your attention to detail. So, ask away! Just try to keep the questions contained to an email or two instead of sending question after question individually to the client.
- Notes: Facilitator Notes → Not for sharing: “When in Rome, do as Roman’s do” not always works. Don’t adopt negotiation style of other culture, BUT if adopting to the negotiation style of the other side, do it in knowledgeable, respectful manner. Memorable Example of a Cross Cultural Negotiation.
- Notes: Facilitator Notes → Not for sharing: 1. Be honest. (Do not lie.) In a negotiation, whenever you are ethical and honest even though it costs you something, you gain points. If a counterpart makes an invoice error that is to your advantage and you inform him of it, that costs you something - but it also earns you respect. A client recently called to inform us that we had not sent an invoice for services we had performed for her. That one telephone call let us know that this client is honest. That fact will undoubtedly affect all our future negotiations with her. 2. Keep your promises. In your eagerness to put a deal together, you may sometimes make promises and concessions you hadn't planned to make. You demonstrate your ethics when you fulfil those promises long after the desire to do so has left you. 3. Have multiple options. Going into a negotiation with multiple options will help both you and your counterpart achieve your goals. If someone proposes an option you feel is unethical, you will be ready with another, ethical option for accomplishing the same goal. Sometimes you may encounter negotiators who are unilateral thinkers who have only one option. With them, it's their way or the highway. If their way is unethical in your opinion, you have only one option - to walk away from the deal. 4. Be willing to say "no." Some negotiators are quite comfortable looking a counterpart in the eye and saying "no" when they feel something is not right. Others worry that saying "no" seems confrontational, even when a proposal does not seem ethical - then later they regret agreeing to the proposal. Being willing to say "no" to something that is not right is a great strength. 5. Be familiar with the law. Ignorance of the law is not a good excuse for unethical behaviour. When in doubt about the law governing some aspect of your negotiation, check it out. 6. Follow the Golden Rule. Treat others as you want to be treated. Keep in mind that fairness is very important to the other side.
- Notes: Facilitator Notes → Not for sharing: Dealing with conflict Fortunately, you can address conflict in a number of ways. It is important to learn these methods, as you never know when you may need to call on them. 1. Focus on the Client’s needs Acknowledge that the client is always right. Do your best to settle the client’s problem 2. Don’t react, respond! Keep yourself calm in the present moment. Breathe deeply to compose yourself. Maintain your composure; be receptive. Keep track of your emotions, reactions and body language. 3. Let your position go Don’t be defensive. Respect the other person’s need to express how he or she feels. Move aside from your position for now. Be prepared to be flexible, and consider options. Ask, “What would it take to solve this issue?” 4. Seek clarity Check, clarify and confirm by asking open and reflective questions. Honestly explore problems, effects and possible causes. Look for opportunities in what you are hearing. What would they like? What would they not like? See the problem in a broader context. 5. Look for a win-win outcome With a “win-win” outcome, both parties’ needs and concerns are respected. Identify areas of “common ground” and build from there. What will help achieve solutions that are mutually satisfying? Would more time or information help? Identify and work on the issues causing the “blockages.” If possible, work together for change, or you may agree to disagree. Get commitment and agreement on the next steps. 6. Maintain the relationship Review progress and follow up. Take time to maintain and strengthen the relationship As you can see, conflict resolution is a big issue—but there are tools and techniques for dealing with it. The relationship with your client is an important one and has far-reaching consequences. By gaining a better understanding of conflict, and ways in which to handle it, you will be better able to cope with these situations if they arise, and continue a satisfactory relationship with your client.
- Notes: Go through the bullet points to talk about what it takes to become a top rated freelancer on Upwork.