How to Win Bigger Deals With Better Clients – In Just 7 Minutes with Matt Inglot

Resources/Links:

• Your FREE Ideal Client Worksheet: Download it Here: https://www.freelancetransformation.com/leadsology

Summary

Why do so many of us work crazy hours yet struggle to earn enough?

The answer isn’t just charging more. It’s about finding the right clients.

Matt Inglot is the founder of Tilted Pixel, an agency he transformed from an 80 to 20 hours a week after discovering he was targeting the WRONG clients.

In this episode, Matt shares how he helps coaches, freelancers, and boutique agency owners on how to identify their ideal clients, build a business around their dream lifestyle and living the same.

Check out these episode highlights:

• 01:15 – Matt’s ideal client: “My ideal client is the freelancers and boutique agency owners who are looking for more clients. So, we’re talking graphic designers, marketers, writers, programmers, people in creative fields basically are really good match.”
• 01:36 – Problem Matt helps solve: “I helped them find clients and specifically how to find high-value clients. So, the kind of clients that are going to be able to pay you extremely premium rates, and even more importantly clients that are going to work with you for years. And those are kind of clients that allow you to get to that six-figure income and then beyond.”
• 02:22 – Typical symptoms that clients do before reaching out to Matt: “So, the big one is that you’re overworked and somehow, you’re also underpaid.”
• 03:39 What are some of the common mistakes that folks make before finding Matt and his solution?: “So, the biggest one is that they assume that the problem that they’re having is finding clients. And that the solution to that problem is they just got to keep trying different tactics that promise to find them, clients, until they find one that works.”
• 06:06 – Matt’s Valuable Free Action(VFA): Take a step back and start thinking about who an amazing client is for you.
• 07:13 – Matt’s Valuable Free Action(VFR): Your FREE Ideal Client Worksheet: Download it Here: https://www.freelancetransformation.com/leadsology

Tweetable Takeaways from this Episode:

“The clients that are willing to pay for your services are the ones where you can deliver a lot of value to.”-@mattinglot Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland: 0:09
Hello everyone, a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland, joined today by Matt Inglot. Matt, good day, welcome, and where you hanging out?

Matt Inglot 0:20
I’m in Calgary, and beautiful and currently snowy, Canada.

Tom Poland: 0:25
Oh, fantastic. So, you got snow in Canada there and we’ve got sunshine and beaches here in Australia. Folks, for those of you, don’t know, Matt, he is the founder of Tilted Pixel. It’s an agency he transformed from working in 80 hours a week to 20 hours a week. Is that right, Matt?

Matt Inglot 0:43
Yeah, yeah, absolutely.

Tom Poland: 0:44
After, and this is an intro to our subject after he discovered that he was actually targeting the wrong clients. So, Matt coaches’ freelancers and boutique agency owners on how to identify their ideal clients. And that is, leads us, as I said, into the subject of our interview today which is, “How to Win Bigger Deals with Better Clients.” And Matt’s going to tell us how to do that in just seven minutes. Matt, our seven minutes starts now. Question number one, who is your ideal client?

Matt Inglot 1:16

So, my ideal client is the freelancers and boutique agency owners who are looking for more clients. So, we’re talking graphic designers, marketers, writers, programmers, people in creative fields basically are really good match.

Tom Poland: 1:31
Perfect. Thank you. Question number two, six and a half minutes left, what’s the problem you solve for them?

Matt Inglot 1:36
So, I helped them find clients and specifically how to find high value clients.

So, the kind of clients that are going to be able to pay you extremely premium rates, and even more importantly clients that are going to work with you for years. And those are kind of clients that allow you to get to that six-figure income and then beyond.

Tom Poland: 1:57
Thank you. And folks, I’ve been to Matt’s website and had a look at the case studies there, they’re pretty darn special. So, if you get a, you get a chance to do that, have a look at that later on, we might give the URL. So, question number three, six minutes left, thanks to my rambling on, what are the typical symptoms that people are going to be experiencing, these agency owners and freelancers, what’s going on in their life in their business prior to finding you?

Matt Inglot 2:22
Yeah, I’ll give you a couple and I’m intimately familiar with these because this was me until I realized what I was doing wrong. So, the big one is that you’re overworked and somehow, you’re also underpaid. So, you’re finding yourself working those 60 or 80 hours of work a week between client work and trying to find new clients. And despite all of that hard work, you’re basically just making enough to pay the bills and not much more. So, something’s gone terribly wrong. You’re putting in tons of times of work and effort, and you’re just not seeing that financial return. And then the second symptom is, you’re constantly worried about where your next client is coming from because you don’t really know when or if you’ll find them or who they are. You’re basically just hoping that this magical amazing client lands on your lap. And consequently, you can pay the mortgage next month.

Tom Poland: 3:13
Right. So, all of it’s stressful by the sound of it. Question number four, just under five minutes left, when you have these freelancers and agencies, and they become a client of yours, prior to that, they will have made some mistakes. So, they understand that your problems are working too long for not enough money. They got to try stuff. So, what are some of the common mistakes that folks make before finding you and your solution?

Matt Inglot 3:39

So, the biggest one is that they assume that the problem that they’re having is finding clients. And that the solution to that problem is they just got to keep trying different tactics that promise to find them clients until they find one that works.

So, they consume a ton of material on finding clients and they get into these increasingly complicated ways of finding clients that do work with a caveat, but they’re not working for them. So, stuff like Facebook ads, LinkedIn, blogging, podcasting, anything and everything, right? There’s a million ways of finding clients and yet no matter how much other people say those strategies have worked for them, they’re never working for the people that are struggling. And the problem is that your problem isn’t that you’re trying to find clients and can’t find them. Your problem is you don’t even know who your clients are. And more specifically, you don’t know who these amazing high value clients are, that will actually propel your business forward. So, for example, I struggled when I first started my agency, it almost went bankrupt. It almost drove me pretty crazy in the process with just like the stress and everything. And then our worst year was also the year that I had closed the most deals, but it was all the wrong clients. They were small deals. So, I basically had to continuously find the next client, find the next client. Get the work done for as cheap as possible because what we were charging wasn’t very high. And then I had to repeat that over and over. Whereas now for my agency, I only need like one or two new clients a year, because I have all of these amazing clients that keep working with me year after year. And consequently, I’m able to put my time where, you know, I can help other freelancers, other agency owners. So that’s the big mistake is most people have not identified who their clients are. And that leads us kind of a second mistake, which is assuming that to fix all this you can just charge more. Charge more can be amazing advice or can be terrible advice. The secrets to charging more isn’t to just raise your rates. The secrets to charging more is to finding clients and where you can genuinely deliver a lot more value to. Those are clients that will happily pay that. If you try to charge more to the wrong clients, they’ll just say you’re too expensive.

Tom Poland: 5:54
Right. Right. Thank you. Question number five, and just over two minutes left, one valuable free action that someone listening to this could take that might not solve the whole problem, but it might take them a step in the right direction.

Matt Inglot 6:06
So, a great thing to do is to take a step back and start thinking about who an amazing client is for you. And there’s a few different dimensions to think about, one is obviously financial. Who’s actually willing to pay for your services.

And usually the clients that are willing to pay for your services are the ones where you can deliver a lot of value to. So, you do something for them and consequently, their business, they are a lot better off than they were before.

So, it’s not so much can they afford you, it’s can you create amazing value for them, and then get paid some of that value as a result. But then there’s other factors to think about as well, because ultimately, our businesses and our lives are intertwined. And depending on the type of work that you’re doing, and the type of clients you’re working with, you might be making a lot of money and still be unhappy or you might be very happy. So, I, for example, for me flexibility in time is really important. So, I don’t take on those kinds of projects that have to be done next week.

I don’t work for agencies because they usually have crazy deadlines. I focus on the types of clients that are going to fit my lifestyle well.

Tom Poland: 7:13
Perfect. Thank you. Question six, two questions left, 45 seconds, one valuable free resource, this is probably a quick one, that we could direct people to it’s going to help them a lot more. I’ve got www.freelancetransformation.com/leadsology. Does that sound right?

Matt Inglot 7:31
Yeah, that sounds perfect. And that’ll actually give you a worksheet to complete the exercise that we just talked about. And to do so completely free.

Tom Poland: 7:39
Fantastic. It’s question number seven, a whopping 20 seconds left, what’s the one question I should have asked you but didn’t? And the answer, please.

Matt Inglot 7:46
That’s a stumper. So…

Tom Poland: 7:49
10 seconds.

Matt Inglot 7:50
Oh, my God. I think we’re adding

Tom Poland: 7:56
Well, that’s alright, you’ve delivered tremendous value. Thanks so much for your time, Matt.

Matt Inglot 8:00
Yeah, thank you so much for having me on.

Tom Poland: 8:01
Cheers

Tom Poland: 8:03
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.