Category Archives: Videos

Ed Gandia

Pitching a New Pricing Model to a Client Backfired. What Should I Have Done Instead?

It’s very difficult to convince a client to change their ways when they’re already used to working with you one way.  Say you’ve been working with them on an hourly basis. Or you have a retainer …
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Separate the “Magic” from the Work

Are you trying to scale your writing business by hiring other writers?   That can be a very profitable and rewarding model. But it also comes with its own set of challenges, one of which is clients …
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Ed Gandia

How to Use the PCRQ Matrix to Make Better Decisions About Clients, Projects and Opportunities

Say a client presents you with a huge retainer opportunity. But accepting it would mean letting go of some of your other clients.  It’s a big decision.  Or maybe a colleague makes you a full-time job offer. At first …
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Ed Gandia

Using the Three P’s to Identify the Best Prospects to Go After

I teach my coaching clients several methods for identifying and finding the best prospects to pursue.   Each method serves a specific purpose. And some are more involved than others.  But if you’re looking for something simple, I …
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Ed Gandia

Awareness: The First Step in Setting and Maintaining Healthy Boundaries with Clients

Setting and maintaining healthy boundaries with clients is an important topic. But we don’t talk about it enough as freelancers. For a relationship to be healthy, it needs to be balanced. Each side must feel like …
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Want to Command Higher Fees? Become a Better Buyer

During spring and summer you’ll often find me doing yardwork around my house. I used to hate this weekly chore. But now I use the time to listen to podcasts. ;) The one task I can’t stand, …
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Ed Gandia

The Magic Quartile: A “Thinking Tool” for Stretching Yourself and Getting Better Results

You’re agonizing over how to quote a big project. Or you’re torn about whether or not to let go of a client ... and how to do it right. Any big decision like this can invoke …
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Ed Gandia

Content Upgrades: A Fun and Lucrative Add-on Project to Offer Your Clients

Should you be offering content upgrades to your clients? The short answer is yes. Especially if you’re already writing articles and blog posts for them. Content upgrades are a great way to generate leads from content pages, …
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Ed Gandia

The Magic of Adjacent Markets: How to Find More High-Quality Prospects to Go After

Do you feel you’ve exhausted all possibilities in your target market. Maybe you’ve been prospecting like crazy and you just can’t find any more prospects of the appropriate size or type to approach. It starts feeling like …
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Ed Gandia

How to Effectively Combine Warm Prospecting Emails with LinkedIn Outreach

Students of my coaching programs have been using my warm email prospecting (WEP) process successfully for years. But the landscape has changed with the growing popularity of LinkedIn. And today, it makes sense to combine WEP …
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Ed Gandia

How to Make Your Business Stronger and More Sustainable by Paying Yourself a Monthly Salary

Most of us focus way too much on increasing our income — and not enough on managing the money that’s already coming in. And when we don’t get control of our finances, we get caught in …
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Ed Gandia

How to Respond to “Can You Send Me Some Clips?” Requests from Prospects

When you’re trying to land a new client, they may ask for clips (samples) of your work. Unfortunately, this can create a bottleneck in your process. It can slow down the prospects’ decision making. And they …
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Ed Gandia

A Systematic Way to Identify Prospects You Should Pursue

Deciding on a target market is something a lot of writers get stuck on. We all want to make the best choice possible. Trouble is, we’re often not sure how to make the right decision — …
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Ed Gandia

A Framework for Prospecting on LinkedIn

LinkedIn has been a fantastic prospecting tool for many of my coaching clients. But many writers don’t know where to start — and so they haven’t done much with it. The good news: Prospecting on LinkedIn is …
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Ed Gandia

I’m Completely Overwhelmed. How Do I Get Back on Track?

Everyone feels overwhelmed at times. I certainly have! And the more overwhelmed you feel, the more you procrastinate. But I’ve learned not to feel bad about this. Let’s face it, you’re rarely (if ever!) going to get completely caught …
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