Holy sh*t, nuggets like this are why I love your daily mails.
Your emailed pearls of wisdom are quickly adding up to a serious jewelery collection, thank you most graciously for your insight and inspiration.
All the best
Jonathan, you are good!!
I read every email you send. I love your style and how you use analogies to get readers to understand what you're teaching.
Thank you for your consistency and wisdom.
Terri Podlenski, Founder at Smart Creative Labs
Charge MORE for the stuff I find easy and enjoy. I LOVE this idea!!!
I love to get an email that makes me stop and think. Thanks for consistently writing to us each day. It’s much appreciated!
— Dina Pruitt, Chief Strategist at Glowfly Marketing
This is solid gold! I have been struggling with how to deal with this myself. Thank you so much for sharing this.
After hearing about Jonathan on Wes Bos’ Syntax podcast, it was honestly a life-changing moment to read what he was teaching. As a self-employed developer, it aligned with my goals for my business growth, and the offering I wanted to provide clients.
I read Jonathan’s books, listened to his podcasts, and then engaged Jonathan to help me with a client proposal. He helped me lock down on a proposal that resulted in my client signing off a proposal for double their communicated budget.
This put me in a position for the project discovery, where once I would be concerned about scope creep, I instead knew that I had enough of a budget to provide outstanding value to my client, do everything they wanted, and give 150% to the project, with a large ROI for the client. Win-Win for the client and me. This is how working with clients should be.
– Alex Murton
Jonathan, The Introduction Game exercise has been SO INCREDIBLY VALUABLE! And has secured your newsletter as the best one I’ve ever read! Thank you!
– Katie Milton
Jonathan Stark’s campaign against hourly billing made sense to me when I first heard it, but I had no idea how to put it into practice. Also, Jonathan seemed to be talking to such big companies, I was wondering if my situation would be really something to trouble him with.
As soon as I asked my first question, my concerns were dissolved. Jonathan’s a master at active listening, no matter how messy you think the problem is, and he comes up with creative but practical solutions to help solopreneurs to punch above their weight.
– Anthony English
OK. Mind officially blown.
You’ve left me speechless with how much you’re helping me.
Phew (deep breath)
I’ll start assimilating all of this and work on the mindset shift.
You’re the “Freelancer’s Adam Levine”.
Thank you, Jonathan.
– Brent Giesler
Thank you, Jonathan!
Your emails are so valuable, I just realized that I’ve been marking every single one of them with a star. I’ve never done that to anyone else’s newsletter.
All the best, Chris
— Chris Howard
I used Jonathan’s retainer template to land a support and mentoring contract. The client got peace of mind and the assistance they needed, and I got an effective hourly rate of close to $1,000!
— Ben Clinkinbeard
Jonathan - I used your proposal as a template for a job I pitched yesterday. They LOVED it. Not only did they love it, they picked option 3 (the highest priced option) and want to put me on retainer after the final project payment. And as you suggested, I asked for 50%/50% with a set final payment date and they agreed - it’s freaking brilliant! Because of your instruction this month, I had the balls to ask, and the client didn’t bat an eye. I never thought about fixed date before but will never do it another way. Thanks!
— Lisa Ellington
WIN! just got back a signed proposal for a retainer client using Jonathan’s exact template and won the deal! Client went through my ISO roadmap first and was happy to move forward with the planned proposal. The extra awesome thing is she wants to move up to option 2 of the proposal in 3 months!
— Isha Bell
Jonathan should have a warning label on his head. His advice will shake your world.
— David Trejo
Jonathan, I just read your article on asking for 100% payment up-front. It’s not too often you come across something life-changing. Muchas.
– Aaron Wrixon, Content Strategist
Hey Jonathan! Your newsletter is one of the best, if not the best, that I’ve seen. I think you’ll be able to easily compile these lessons into a mini-ebook and sell it. Keep up the good work!
– Greg Navis
Being on Jonathan’s daily emails is the next best thing to having him with you when you’re with the client. Answers just come to your lips, and suddenly you’re no longer a hands-on techie; you’re respected as a consultant.
– Anthony English
Jonathan, Your email list is amazing. I’m on other lists, and some of them have an occasional useful email stuck between sales pitches glued to a billion different unrelated stories. I look forward to each of your emails, and I’ve referred back to them more than once already.
– John Tseng
I love, love, love your e-mails. It’s like a daily shot of B12 for my business. Keep ’em coming.
– Peter Doern
Just noticed something I felt I had to share with you, and it gives me an excuse to thank you for your extremely valuable emails.
I am absolutely obsessed with maintaining Inbox Zero; my email inbox is reserved for messages that require immediate action or content I need to re-read and commit to memory. I’ve attached a screenshot which basically shows that every email you’ve sent over the last week has been stuck in my inbox because I keep re-reading them.
Can’t describe how much I appreciate your content. Thanks!
– Eric Grubaugh
I read all your posts in one sitting, and the proposal. Pure genius.
Thanks for the insights.
– Timothy Solomon
Your daily emails are pure gold for a commoditized .Net contractor like me.
...riveted, waiting for the next one.
BTW, the conversation last week on the FS podcast with the guy that owned an agency, was mind-blowing. I’m that guy, only as a solo dev, not an agency owner.
– Brent Giesler
Your email series is pure gold. Particularly I’ve been stumbling upon the "coming too early with the why" problem you mention here and once I refrained myself from doing it, things made a dramatic change.
If I had to limit myself to just one advice for the new comers it would be this: let them talk first!
Thanks. This is really helpful.
– Mauro Chojrin
Hi Jonathan! I am going to print this email out, laminate it... and read it every morning before I start work :)
– Anna Sabramowicz
Man you don’t stop - these emails are so stinking good. Keep it up and thank you!!
– Sam Selikoff
Jonathan, you finally convinced me to drop the hourly rate. I’m done. I’ve now sent out two quotes without hourly rates. Just wanted to say thank you.
– Greg Colker, founder & owner of In Media Res
Hey Jonathan -
Just today I closed a new client, the first one where I borrowed a few pages from your playbook to get the initial engagement. I pitched a short ‘Tech Assessment’ for $3K, due %100 up-front. I actually used your proposal template, including the de-risking guarantee.
They read the proposal and just responded asking how they can wire the funds, as sending a check will take too long. ZERO pushback :) Granted, its a small initial project, BUT these guys are a canonical example of my target ideal client, so I’m very pleased.
Thanks for your continued inspiration and excellent guidance! Keep on, brother!!
– Terry Bissonnette
These tips are just facepalm moments when I think "why didn’t I think of these!
Thanks for all of the value you provide! Especially around value pricing! I’ll never bill by the hour again!
— Steve Palacios, Team Rampage Software
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