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Re-Release | Pricing Your Services for Profitability and Your Dream Clients with Kristin Kaplan

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Today I’m talking to Kristin Kaplan all about pricing your services and products for profitability and your dream clients. Kristin gets into a lot of really great information to help you price your services to actually make a profit in your business, including why you need to stop depending on what others are doing for pricing and start figuring out your numbers.

We talk about knowing your numbers and why that’s so important, as well as pricing based on the value you bring to your clients instead of just what it is you need to make or what the industry standards are.

I’m really excited for this episode because I think it’s something that so many of us creative entrepreneurs and small business owners struggle with, especially when it seems like we hear from a lot of people that our prices are so high.

As we get into this episode, I want to encourage you to get into your own numbers so that you know exactly how you should be pricing your services and figuring out what value you bring to your clients.

Kristin is an entrepreneur, wife, mother of three, and extreme list maker. A northerner by way of Los Angeles, she is now happily settled in Nashville, Tennessee and loves everything about living in Music City. She founded Stunning Events 10 years ago where she plans fresh, fun, wedding celebrations and manages all business operations. She also teaches, mentors, and coaches creative entrepreneurs to live a life of purpose by building a solid business foundation. She is the writer and creator of The Pricing Workbook, a pricing guide for creative business owners and the co-founder, along with Ginny Krauss, of The Wedding Business Bosses community and The Wedding Business Academy, a 6-month group coaching program for wedding industry creatives. 

Connect with Kristin:

Website

Instagram

Facebook


Topics Discussed:

  • How she started her first business and started working with wedding professionals and creative entrepreneurs

  • The biggest issue small business owners have with pricing

  • Creating a strategy behind your pricing

  • How to calculate your cost of doing business

  • Learning the value of your services or products

  • Transitioning from an hourly mindset to value-based pricing

  • Pricing for the clients you want to work with

  • Packages vs. hourly rates

  • Explaining your pricing to potential clients

  • Why you should get paid, even when you’re just starting out

  • Planning for growth in the future

  • How to raise your prices

Resources Discussed:

Re-Release | Weatherproofing Your Business with Amy Braswell

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Today I’m talking with Amy of PaperFinch and we are chatting all about weatherproofing your business, including what that means for your business, how you can get started, and three major steps for getting weatherproofed. This applies whether you’re preparing to take some time off or you’re growing and scaling as you create different sources of income.

A wanderer at heart, Amy at PaperFinch Design creates inspirational and geographic art and gift products in order to help people tell their story. She wants to help people illustrate and find the inspiration in their own journey – where they're going, where they've been, or their favorite life motto.

Connect with Amy:

Topics Discussed:

  • How she got started in graphic design and why she embraces her way of designing

  • The importance of weatherproofing your business

  • Amy’s story behind her passion for helping entrepreneurs weatherproof

  • When you should start the process of weatherproofing

  • The importance of organizing and documenting everything in your business

  • How to set up your business to be handled by someone else

  • How you can start outsourcing in your business

  • Starting small by hiring someone who is an expert at something you don’t do well

  • How you can use content you’ve already created to make your business easier

  • How to overcome objections when it comes to outsourcing

Resources Discussed:

Re-Release | Writing a Book that Serves Your Audience and Your Business with Jodi Brandon

Writing a Book that Serves Your Audience and Your Business

Today I’m talking to Jodi Brandon all about writing a book at serves your business and your business. We got though the process of brainstorming topics for your book, writing that book, getting it published, and even get into some marketing. In addition, we cover the ultimate purpose of your book is and how you can validate your topic before you get started. Jodi also talks about the importance of finding a topic that is going to bring your audience back to your services and how you can serve them well through the topic you choose and the book you write. She also talks a little bit about her own book and how she went through this process herself, as well as the reasons that you should consider self-publishing instead of going with traditional publishing.

Jodi Brandon has more than 20 years' experience in book publishing. After many years working at traditional publishing houses, Jodi and her husband relocated from New York to Philadelphia and she launched her freelance editing business. Jodi's passion these days is working as a book editor and writing/publishing coach for creative entrepreneurs, bloggers, and small business owners who want to level up their business with a book.

Connect with Jodi:

Topics Discussed:

  • How she moved from working in traditional publishing to working one on one with small business owners and creative entrepreneurs

  • Why small business owners should write a book

  • How to find a topic for your book, including validating your idea before you start writing

  • Ways you can reuse the content you’ve already created

  • How she works with clients to help them publish a book

  • The difference between traditional and self- publishing

  • How to launch and market your book

  • How to get book readers back into your business and eventually hire you

Resources Discussed:

Re-Release | Connecting to Your Clients through Brand Photography with Mallika Malhotra

Connecting to Your Clients through Brand Photography with Mallika Malhotra

Today I’m talking with Mallika Malhotra of Mikifoto + Co all about brand photography – what it is, where you can use it, and how you can get the best images possible whether you’re working with a brand photographer or someone who is going to help you capture your brand story through imagery. We chat about where you can use these images online, the best places to share these image in a way that is really going to connect with your dream clients.

Mallika also has a book coming out that covers all of these topics and more. Check it out at The Brand Photography Playbook.

Mallika Malhotra of Mikifoto + Co is a brand photographer and brand story strategist who works with women entrepreneurs, inspiring them to express themselves, share their stories and unleash their creativity through photography, branding and live workshops. She combines her strategic business sense with her creative photography skills to help her fellow lady bosses stand out and energize their message with confidence. 

Based in northern NJ, Mallika also teaches live workshops on branding, vision boarding and photo styling. When she is not taking photos or building brands, she is at home with her three sons and husband, drinking coffee or red wine and dreaming about their next global adventure.

Connect with Mallika:

Topics Discussed:

  • What brand photography is and how small businesses can use it

  • How you can get photos that will connect with your dream clients

  • Why knowing your brand story and why is so important

  • Telling your business’s story through photography

  • The importance of being true to yourself and not just following trends

  • The questions you should be asking a photographer before you work together

  • How to get comfortable in front of the camera

  • Where you can use your brand photos

  • When you should consider investing in a brand photoshoot

  • How to use stock photography with your branded images

Resources Discussed:

Re-Release | Building a Team that Supports Your Business Mission with Ashley Cox

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Today I am talking with Ashley Cox of sproutHR all about building a team that supports your business mission. We covered some great topics including how to hire for a small business, how to set up the hiring process including creating a really great job description, and how you can create an interview process that will help you find the right person for the job. We also talk a little bit about the difference between contractors and employees and how you might be able to hire an intern for your business.

Ashley has so much to share and we covered a lot of it today, so I’m really excited for this episode.

Ashley Cox is The HR Partner for Creatives at sproutHR, where she helps you hire, train, and lead your thriving team, all with confidence and heart. She loves to make the scary and overwhelming parts of hiring and leading a team simple, actionable and fun, so you can feel more at ease in your business and get the help you need!

Connect with Ashley:

Topics Discussed:

  • How Ashley moved from corporate HR to running her own business helping creative entrepreneurs

  • How she found a place where she could use her corporate experience and build a business she loves

  • How to create processes and systems to help your business grow

  • The importance of writing your processes down

  • How to create a job description that helps you hire the right person

  • Why you need to outline the interview process before you start accepting applications

  • The things you need to include in a job description

  • How to make sure that the person you’re hiring has the skills needed for the job

  • Why you should hire slowly to avoid hiring the wrong person

  • The difference between a contractor and employee

  • Why you can’t hire an unpaid intern

  • The importance of creating a culture for your business

Resources Discussed:

 

Re-Release | Creating Contracts that Protect You and Your Client with Autumn Witt Boyd

Creating Contracts that Protect Your and Your Client with Autumn Witt Boyd

Today I’m talking with lawyer Autumn Witt Boyd all about creating contracts that protect you and your clients. Autumn and I had worked together on a contract for my own business and so I was excited to bring her on to talk about her process and some tips for creating contracts that protect you and your business while still making sure that your clients get the best deal possible. The goal of your contract is that you can both be confident that you would be protected if something were to happen and how that makes it so much easier to work while knowing you have a contract to back you up.

Autumn Witt Boyd is an experienced lawyer who helps high-achieving and ambitious business owners reach their big goals, faster and smarter. Autumn guides creative entrepreneurs with big dreams as they grow from one-person-shows to bigger deals and collaborations. She has special expertise in copyright and trademark issues.

Autumn also hosts the Legal Road Map podcast, which teaches business owners how to protect their rights and stay out of legal hot water. She lives in Chattanooga, TN with her husband Dave, twin boys Sam and Tyson, and daughter Vivian.

Connect with Autumn:

Topics Discussed:

  • Why a contract is the most important legal protection for your business

  • Why your contract should protect both you and your client

  • Your first contract should be a client agreement

  • How you can create a basic contract yourself starting out and why you should

  • The most important things to have in your contract with a client

  • Why your contracts should be strict upfront to allow you room to make decisions based on circumstances in the future

  • What to do if someone wants you to sign their contract

  • How to create a contract that protects you and your client

  • Use your previous experience to create a contract that serves your business based on the issues you’ve had in the past

  • How to communicate the benefits of a contract to your clients

  • Why a contract gives you freedom to do your best work

  • Other contracts you may need in your business

  • The steps to take if you need to enforce a contract

Resources Discussed:

Re-Release | Getting Started with Wholesale with Carolyn Keating

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Today I’m talking with Carolyn Keating of Wholesale 4 Creatives all about getting started with wholesale. Carolyn has a 10 year background in wholesale for other businesses and she has translated that into helping small creative businesses get into retail stores and get their products seen by bigger businesses.

Today we’re covering a lot of information that is mostly aimed at product-based business, but there are some great tips for cultivating relationships and figuring out pricing information if you’re a service-based business.

Some of the topics we cover are what wholesale is and why it’s beneficial, how you can price your products for profitability in the wholesale space, and how you can connect with people in stores and build relationships so you can be seen and stay top of mind whenever they are placingnew orders. We also cover a few of the ways that customer service changes when you are working in the wholesale space.

Carolyn Keating is the owner of Wholesale for Creatives, a resource for product based businesses looking to develop their wholesale and retail strategy. Prior to launching her business, Carolyn spent a decade in sales with a NYC-based women's accessories company where she developed and sold products to retail chains throughout the country. Her mission is to educate small businesses about the industry’s best practices so they can successfully compete in the marketplace and avoid making costly mistakes. 

Connect with Carolyn:

Topics Discussed:

  • What wholesale is and how it can benefit your business

  • Balancing wholesale products and selling on your own platform

  • Pricing for profit in the wholesale space

  • How to reach out to stores when you’re ready to start selling your products wholesale

  • Creating and building relationships with local businesses and buyers

  • How pitching a store is similar to pitching a blog post or podcast

  • The steps that happen when you’re products have been accepted into a store

  • How customer service changes when selling to a buyer instead of direct to the customer

  • The importance of dealing with issues quickly and well

  • How to stay top-of-mind (in a good way)

  • What you need to have in place before considering wholesale

  • The importance of having multiple products and manufacturers you trust

  • Why you need to evaluate if wholesale is right for you and do it yourself before you hire a team

Resources Discussed:

 

Why Every Creative Needs a Wolfpack with Elizabeth Henson

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Today I’m talking about why every creative needs a wolfpack with my friend, Elizabeth Henson. We cover topics that range from wolfpacks, masterminds, and some behind-the-scenes business stuff. We talk about what a wolfpack is and how it’s different from a mastermind and why it’s important for creative entrepreneurs to have a wolfpack. Then we get into who should be a part of your wolfpack and how you can start building relationships and finding people you really connect with. We also talk about ways you can make sure that you’re being a good member of a wolfpack – for your yourself and others – and supporting people in the best way possible.

I’m excited to talk about this topic with Elizabeth because after connecting through a few different groups and events, I’ve seen how she puts this into practice first hand.

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Connect with Elizabeth

Elizabeth Henson, owner of Elizabeth Henson Photos, is heartfelt wedding photographer and passionate coach for creative dreamers and overachievers. She helps women who feel stuck in their day-to-day spread their creative wings and make money doing what they love. Elizabeth settled into entrepreneurship after career hopping and finally leaving the 9-5 grind, She now runs a full time photography business where she specializes in weddings for couples who believe in finding laughter in love. Her photographs have been published in magazines, books, and online. She is equally well known for her passion to help other women succeed in their own creative business endeavors and dreams of a world where any woman can make her living doing what she loves. Yoga and 90s music keep her grounded, as does spending time with husband, Mark, and two daughters, Gracie and Maddison. Elizabeth's mission is to grow her creative community, , Creatives Live Happy, and provide support to emerging "creativepreneurs" everywhere.

Topics Discussed:

  • What a wolfpack is
  • Why having a wolfpack is important for creative entrepreneurs
  • Who should be a part of your wolfpack and how you can build those relationships
  • Ways you can start building your own wolfpack
  • Being a good wolfpack member

Resources Discussed:

Making the Most of Your Time with Mariah Tomkinson

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Today I’m talking about making the most of your time with Mariah Tomkinson. She talks about why it’s important that a business owner starts making productivity and time management a priority and then we talk about how you can actually start to do that in your own business. Mariah shares the kinds of techniques we should have in place to get more done, how she sets goals, and makes sure that she gives time for those things to work and see if they will benefit her business. We also discuss how our habits affect our productivity, what her weekly schedule looks like, and how we know if our current time management strategies are actually working.

This is a topic that a lot of creative entrepreneurs struggle with, so if you’re trying to figure out how to make the most of your time, make sure to tune in to this episode.

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Connect with Mariah

Mariah runs Bloom Hustle Grow, where she helps overwhelmed female entrepreneurs navigate the twists and turns of the entrepreneurial journey by establishing strategic direction, crafting actionable plans, and building processes that allow them to hustle easier. She has an MBA and BS in Business with a concentration in Marketing, and has spent many years saying, “that’s a great idea, but how are we going to execute that?”

 

Topics Discussed:

  • Why it’s important for business owners to make productivity and time management a priority
  • Ways you can start to improve your time management
  • Techniques you should have in place to get more done
  • Setting goals and allowing enough time for things to work
  • How your habits affect your productivity
  • Creating habits that benefit you and your business
  • Mariah’s weekly schedule
  • Evaluating if your time management strategies are working

Resources Discussed:

Translating Your Core Values into Your Metrics with Jennifer White

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Today I’m talking with Jennifer White about translating your core values into your metrics. We cover a wide range of topics including how you can translate the core values of your business into your metrics, what processes you need to have in place, and how those metrics can help you develop processes that support your values.

She also goes through the process of auditing the processes you have in place to make sure they are working for you and what changes you can make down the road as you find you need to shift and change. We talk briefly about how you can grow your team and make sure you stay on track.

Jennifer also has a great Process and Performance Checklist that you can download from her website to help you evaluate your current processes. You can find that at www.themjwgrp.com/2pdownload.

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Connect with Jennifer

Jennifer began her career as an engineer, and combines analytical ingenuity with a talent for leadership. With a decade of professional experience informing her expertise in supply chain strategy and process and systems design, Jennifer is a talented communicator with a passion for motivating clients to transform their assumptions and achieve high performance. She is known for applying her sharp analytical skills to develop innovative solutions. She calls herself the "Analytical Rewired" as she incorporates her love for logic and creativity into her business. She is the Owner and Chief Impact Visionary Officer of The MJW Group, a Performance Consulting and Leadership and Development firm with her husband Marcus. In their business, they work with entrepreneurs and small business owners to incorporate core values into their metrics to increase productivity, visibility and overall performance.

Topics Discussed:

  • How you can translate your core values into your business metrics
  • The processes you need to have in place for your business
  • How metrics can help you develop processes that support your values
  • Auditing your current processes to make sure they’re working
  • Staying on track as your team grows

Resources Discussed:

Creating a Subscription Service Based on Your Customer's Needs with Rachel Rouhana

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Today I’m talking about creating a subscription service based on your customer’s needs with Rachel Rouhana. We get into a ton of great topics and she gives us the behind the scenes of her business, including why she decided to offer her stock photos as a subscription, how she got started, and why she’s chosen to do business the way she does. We also talk about how she balance customer feedback and the vision she has when choosing the types of images to include and the bigger business decisions that she’s making. We also talk a lot about she does customer service and how her teams helps her to really build a collaborative environment where they can all grow in their strengths and serve their customers to the best of their alibies.

Rachel and her team are amazing because they put their customers first and you can really hear that in this interview when she’s talking about the decisions that they make, the things that they choose to shoot, and the way that they go about making decisions about the business and the way they’re going to approach everything they do. We also talk briefly about her website redesign that came about recently and why she decided to bootstrap things at first so that she could get started. There is so much great information in this episode and Rachel really share the behind-the-scenes of the business and is open and honest about everything that I asked her.

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Connect with Rachel

Rachel Rouhana is a photographer and prop stylist who helps women entrepreneurs create visually stunning brands to attract their ideal clients. She founded Haute Stock to make it easy + affordable for boss ladies to create gorgeous graphics that get clicks, likes, shares, and ultimately lead to more sales. Obsessed with gold, glitter, and all things pink, you can often find her sipping a latte and scrolling through Instagram for inspiration. Meet Rachel and learn how to add instant glam to your brand at www.hautestock.co

 

 

Topics Discussed:

  • How Rachel got started offering a subscription services

  • Why she intentionally chose to a subscription library instead of selling images individually

  • How she decides what to include in the library

  • How to get feedback from your customers and use it to adjust your offerings

  • Balancing customer requests with your own vision for your business

  • The process of planning and shooting in collaboration with other businesses

  • What customer services looks like for a subscription-based business

  • What Rachel’s team looks like and how it grew

  • Bootstrapping in the early phases of business and investing as you grow

Resources Discussed:

Strategies for a Higher Converting Email List with Kate Boyd

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Today I’m talking with Kate Body about strategies for a higher converting email list. She talks about why an email list is so important for your business. Then we talk about what conversions are and why they matter. She also goes into what conversion rates can tell us about our business and how we get started on the right foot or increase conversions in our current email list, depending on your business. We talk about ways you can engage with your email list while it’s still small so that you can figure out who you’re serving and what they need from you so that you know you’re attracting the right people and that you’re giving them what they need so that your business can grow.

She also has a really awesome idea for a way that you can increase conversions on your email list that I loved because it’s such a different idea that I have not seen out there.

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Connect with Kate

Kate Boyd is the founder of Cobblestone Creative Co., a digital marketing agency that creates hand-crafted strategies and content to convert more leads into paying customers and clients. In 3 years, she has built 3 profitable online businesses and created marketing and sales experiences — both live and automated — that convert 3-5x the normal rates.

Kate combines a journalism degree, 3 years of online business experience, and 5+ years in non-profit marketing to support others as they grow, nurture, and mobilize their tribes so they can have success and time to enjoy it too.

Topics Discussed:

  • Why an email list is so important for small business owners

  • The importance of conversions and what the numbers can tell us

  • Getting your email list started off right so that it’s set up for conversions

  • Strategies you can use to increase conversions on your current list

  • How you can use your email list to serve your clients

Resources Discussed:

Designing Your Book to Connect with Your Clients with Lisa Von De Linde

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Today I’m talking with Lisa Von De Linde about designing a book that connects with your clients. If you’ve listened to my previous episode with Jodi Brandon (episode 14), this is a really great follow-up. We are talking about how design works, as well as the difference between self-publishing and traditional publishing. In this episode Lisa talks about how designing a book is different from designing for other platforms and why you need an experienced book designer to help you through the process. She also discusses what the book design process looks like and how involved you, as the author, will be in the design of your book. We also go over the typical timeline for self-publishing a book and how it is different from going the traditional publishing route and has some tips for people who haven’t designed a book before or designers who are interested in learning more about book design.

Lisa also has a really cool download of the top 11 things an author needs to consider before self-publishing that you can get at her website.

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Connect with Lisa

Lisa is a graphic designer and owner of LisaVdesigns—the studio that partners with authors, organizations, and entrepreneurs who are making a difference. Impacting lives in their community or around the globe. Her studio provides custom design services for all things book publishing & branding systems. She is particularly passionate about partnering her skills with those who have a vision for "difference maker" goals, whether that's a non-profit, a Fair Trade company, a biz with an eco-friendly focus, those impacting their local economy, or those championing a specific cause through the service they provide or the product they create. Based in Ohio, she is always daydreaming about new travel destinations, whether the travel is a work trip as a location-independent business or a true vacation. She strives to provide the highest quality design services for purpose-driven businesses.

  • Website
  • Instagram
  • For a workbook to determine the best format for your book idea, send Lisa a DM on Instagram

Topics Discussed:

  • How designing a book is different than designing for other areas
  • Why it’s important to work with someone who has experience in book design
  • The difference between traditional and self-publishing a book
  • The book design process for those who are self-publishing
  • How manuscript writing and book design work in partnerships
  • The typical timeline for self-publishing a book
  • Tips for those who haven’t designed a book before

Resources Discussed:

Nurturing Client Relationships with Geomyra Lewis

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Today I’m talking about nurturing client relationships with Geomyra Lewis Pollard. We get into some really great topics for anyone who works with clients in their business, including the best way to begin building a relationship with someone you want to work with and how you can balance giving your clients enough information without overwhelming them.

We also talk about some of the ways you can make your clients feel special during their time with you can after the project has wrapped up. Geomyra also gives some advice on building vendor relationships with the people who are serving the same clients that you are so you can create referrals and build a team so you can offer your clients with best services possible through people you enjoy working with.

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Connect with Geomyra:

Geomyra Pollard is the Creative Director behind Geomyra Lewis Weddings and Events (GLWE) and Entrepreneur Encourager at Coaching for Creatives. A native of the Washington DC area, Geomyra is the daughter of George + Myra. She is passionate about her family, faith and focuses on what matters most. With over a decade of experience in the weddings and events industry, Geomyra has a stellar reputation among her clients and colleagues as being a detail-oriented planner. She is known for producing jaw-dropping events, while managing her clients, the GLWE team and creative partners with ease and poise. As an entrepreneur encourager, Geomyra finds joy in working with creative entrepreneurs as they work to build meaningful brands and businesses. She believes we should do all things with grace, passion, and purpose. Geomyra is married to her high school sweetheart and is the proud mama of Payton and Jackson. 

Topics Discussed:

  • The best way to begin building a relationship with someone you really want to work with
  • How you can balance giving your clients enough information without overwhelming them
  • Ways to make your clients feel special throughout your time with them
  • How you can continue nurturing your client relationships after the project is over
  • Why creating vendor relationships is so important
  • How you can create a network of vendors you trust to support you and your clients

Resources Discussed: