Mojca Marš is a social media consultant who founded her own consultancy, Super Spicy Media. She resides in Slovenia and works with customers worldwide. She started out as a copywriter at an advertising agency and is proud to say she wears a dinosaur one-sie.
Podcast: Download
Raising Your Rates
- What is the most important thing you can share about pricing?
- Raising your rates is something you can do on a regular basis.
- She initially charged a fixed price, but it was a low one.
- When she became faster at getting better results, she gradually began to raise her prices.
- As she is building her own brand, there are people who only want to work with her and she can charge higher prices because of it.
- She was busy enough to offer to schedule with prospects 3 months later or refer them; they chose to wait and pay a higher price.
- She built her personal brand through Twitter with the dinosaur onesie pictures and her unique view of life.
- What was the business model you implemented to double your income?
- It was a very basic model, as she was not familiar with business plans.
- She charged low prices to get customers, but she raised them over time.
- Once she started creating more value for her customers, she raised the prices and her customers had no problem with it.
- She raised her price 200% for a new customer and got it.
- She has consistently raised her rates.
- She read Brennan Dunn‘s book, Double Your Freelancing Rates, to learn about value pricing.
- She sought out – intentionally – different people with the same mindset.
- Jonathan Stark, Kai Davis, and Philip Morgan all connected with her on Twitter and that is where she learned more.
- You will stumble upon people who tell you to charge by the hour, but she gets higher value from those who are not.
- Before she got fired from her advertising agency, she got paid by the hour and thought it was stupid.
- Why do you publish your consulting prices on your website?
- She wanted to cherry pick the people who want to work with her.
- Publishing the rates helps her weed out the companies that cannot afford her or had low budgets.
- She productized Super Spicy Sessions at a lower rate.
- When prospects contact her now, they know what to expect price-wise.
- Currently, she does not go above the posted range, but she tailors the packages and prices per customer's needs.
- She has one customer who has been with her over a year, but usually she works with a customer for 1-3 months and then provides a detailed strategy for them to continue on their own.
- Providing the price for the lowest level of engagement allows her to charge higher prices.
- If the customer wants to do a “test drive”, they are able to hire her for a Super Spicy Session to see how she works; she does not do it for free.
- The initial customers she was working with at very low prices were the worst.
- The customers who pay her higher rates now recognize the value and are better customers.
- You can make more money with less work by focusing on value, creating a win-win situation and making work fun.
Social Media Conversations
- What are the steps in your sales process?
- The prospect contacts her via Twitter or through email.
- Initially, they would email back and forth and then write a proposal, which was time- and effort-consuming.
- Now, she schedules a 15-minute Skype call and asks them questions.
- Based on their answers, she provides options in an email with a brief description.
- The email is very goal-oriented with options that suit the prospect's business.
- Her ROI is much better now that she talks to the customer.
- She pushes them to acknowledge their problems in the call and puts them into the mindset so she can help.
- During the call, she drops knowledge bombs, which create value for the customer, to convince them to hire her.
- What is one of your favorite questions to ask during a value conversation?
- What is the most painful problem you have with your social media profiles?
- The customer may need a little prodding to dig deeper to answer the question.
- Once they dig deep, they often acknowledge that the problem is much bigger than they originally thought.
- How can social media increase sales for a business?
- If you are a freelancer or consultant, you can establish your personal brand via Twitter to increase your sales and prices.
- Brand awareness helps people notice you and your offers.
- Paid advertising is a way to ramp up your sales, like with Facebook ads.
- She uploaded her email list to Facebook, and created an ad, offering a lower price if they purchased her book before it was published; she got a 300% return.
- Companies these days are not creating value for their followers; they just promote themselves.
- Teaching people and creating value will develop a bigger following.
- Gary Vaynerchuk wrote Jab, Jab, Jab, Right Hook, that talks about how you have to give before you take or sell.
ROI from Social Media
- How should a business measure the impact of social media?
- Gary Vaynerchuk's video talks about what is the ROI of your mother to explain how to measure social media's impact.
- You need to know how to use Facebook properly to get the ROI.
- Sharing promotional posts will not get you what you want.
- You have to nurture the followers first.
- Once you are in the selling mode, you will be able to sell much easier because you gave so much.
- The most important social network for your business depends on your business.
- Facebook has a wide reach and is a good starting point for all companies.
- Twitter is a great resource for software companies.
- You can target your audience more specifically on Facebook than on Twitter.
- The targeting is so precise that it is a little scary, but it can give you a great ROI.
- Social media is evolving by the day, so there is not anything that is “hot” right now.
- Companies and freelancers are not focusing on paid advertising, even though it is very inexpensive on Facebook.
- Brennan Dunn has a great article on Facebook ads.
- What is one of your best stories about creating value for a customer?
- An advertising agency was doing a Facebook advertising campaign for a customer.
- The agency was not able to meet the ROI they promised to their customer, so they contacted her for paid advice to keep that customer.
- She provided another option, to modify the advertising campaign over the weekend for a fixed price.
- Up until they had spoken to her, during the first 3 weeks of the campaign, they had reached 20% of the preset goals.
- After she modified the campaign, the end customer was able to get 15,000 likes within 5 days to meet 50% of the preset goals.
- The agency ended up surpassing their goals.
About Mojca Marš
- Website: superspicymedia.com
- Twitter: @mojcamars
- Special offer for AOV Listeners: superspicymedia.com/aov
Leave a Reply