Selling is Helping | Dave Lorenzo on Business of Design Podcast | 849
Many designers earn under $100,000 because they undervalue their expertise. Dave Lorenzo shows how reframing sales as service frees you to charge what your results deserve. He outlines a referral strategy that targets only high-end partners and supplies them with proof that you deliver white-glove outcomes. Education marketing—quick how-to videos and monthly webinars—positions you as the obvious choice when budgets are serious. Negotiation discipline and selective discounting keep profit healthy while protecting your brand.
What You’ll Discover Today
- Why “selling is helping” changes everything
- How self-esteem drives pricing—and how to raise both
- Building a shock-and-awe referral kit that lands premium projects
- Using videos and webinars to attract ideal clients
- When and how to discount without devaluing your work
Key Topics Discussed
- Mindset shift from fear of selling to confident service
- Setting fees at least ten percent higher than comfort level
- Selecting and nurturing top-tier referral sources
- Structuring Zoom intro calls and follow-up packets
- Education marketing for designers
- Hiring a business manager to negotiate on your behalf
- Strategic discounting tied to long-term upside
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