🐦 Revenue drop

Happy Monday! Welcome back to The Gig — the daily email helping freelancers build profitable client businesses.

Mentioned in today’s edition: Twitter, Gen Z, and tech workers. Plus 2 sneaky questions to ask on every sales call, advice from a billionaire on how to become successful, and retargeting insanity.

Read time: 4 minutes and 44 seconds

Together with AdSkills

No Ad Platform Can Escape Them

New ad platforms crop up all the time. And having first mover advantage can often lead to massive profits. But mastering the ins and outs of each new ad platform takes time and money. That’s where AdSkills comes in. Inside their platform, you’ll learn how to write killer ads, craft campaigns that convert, and run profitable traffic at scale across every ad platform from Google and Facebook to TikTok, Native, and more.

Plus, as an AdSkills member, you’ll also get the stamp of approval that 9-figure companies like ClickFunnels, DigitalMarketer, and VShred look for when hiring freelancers. So if you’re looking to partner with top-tier businesses and make more money per client, click here to try a free AdSkills class today.

Making the Rounds

  • Massive revenue drop at Twitter after advertisers press pause. Elon Musk’s first week on the job didn’t exactly end on a high note: after laying off ~3,700 employees, he said the company suffered a “massive drop in revenue” after General Mills, Pfizer, and other big advertisers reduced budgets or paused campaigns entirely due to concerns over how the new CEO will handle content moderation.
  • Gen Z pushes back on toxic work culture. “Lazy” and “entitled” are two words that get thrown around a lot when it comes to Gen Z. But in reality, they’re quickly becoming “America’s most pro-union generation” by pushing back against the toxic status quo in the workplace.
  • Winter isn’t the only thing coming for tech workers. The industry is in the midst of a massive surge in layoffs, as companies like Meta, Alphabet, Amazon, Lyft and Twitter seek to slash their headcount in the face of falling stock prices and a coming recession. This is a perfect example of why relying on a single client (or employer) for 100% of your income can be risky.

Working With Clients

2 Sneaky Questions to Ask On Every Sales Call

Most people aren’t naturally good at sales.

But taking sales calls is a key part of running a freelance business.

Because when you’re charging clients 4-5 figures (or more) per project…

Most of them are gonna want to get on the phone before they sign on the dotted line.

And what most freelancers don’t realize is, sales calls also play a pivotal role in setting the client’s expectations.

So if you want to make sure you start every new client relationship off on the right foot…

As well as avoid any major landmines once your work begins…

Here are two sneaky questions to ask on every sales call:

QUESTION 1: “What do you feel like is working well right now?”

Most freelancers focus on what’s going wrong.

And while it is important to spend time digging into the problem…

(Not to mention there’s a big difference between something the client thinks is working well and something that’s ACTUALLY working well)

But asking about what’s working well will help you tailor your feedback as you audit their existing copy, images, videos, funnels, etc (depending on what services you provide, of course).

For example, if a client thinks their email marketing is working well… but the first thing YOU do on the job is start criticizing it, your relationship could get off to a rocky start.

Especially if the client is the one who wrote all the emails.

Even if you’re right, your client may get upset if you just start tearing it to shreds without any tact or care.

So find out what they think is working before you start the project..

QUESTION 2: “Have you ever hired someone else to help you with this? If so, what did you like or dislike about it?”

If a client has hired freelancers in the past…

Finding out what they did or didn’t like about the experience is basically a cheat code to managing (and exceeding) expectations from the get-go.

All you have to do is mirror anything they did like and AVOID anything they didn’t.

Now, if you’d like to learn more about how to sell your freelance services over the phone without feeling like a used car salesperson…

Grab our Ultimate Freelance Sales Call Cheatsheet by sharing the newsletter with 3 people, or by purchasing it from our shop.

Working For Yourself

Advice From a TV Billionaire on How to Become Successful

One of the hallmarks of high-performers in any arena is a high say-do ratio.

When they say they’re gonna do something…

They do it.

Plain and simple.

No ifs, ands, or buts.

Following through on what you SAY you’re gonna do builds confidence and centers your locus of control.

So if you keep saying you’re gonna…

– apply to more freelance jobs
– start doing cold outreach
– post more on social media
– find a mentor
– go to a live event
– grow your network
– raise your rates
– etc etc etc

Then do it.

Channel your inner Logan Roy and MAKE that thing happen.

Prove to yourself you are in control…

And save the excuses for later.

Because in the end, YOU are the only who can do the work.

From The Paid Ads Gig

Retargeting Insanity

Retargeting is a key part of any paid ads strategy.

Even in a post-iOS 14 world.

But there’s one common mistake we see even experienced advertisers making with their retargeting strategy:

Not retargeting people to a different offer.

If someone sees your ad, clicks on it, hits your lander, but doesn’t opt-in or buy…

Retargeting them with same offer again and again amounts to saying:

Hey, I know you decided you didn’t want this the first time you saw it… but how about now??”

Can this approach produce *some* results?

Yes.

But as a skilled media buyer, you can do better…

By retargeting them to a different offer (and ideally, one that lowers the commitment.)

For example:

  • Retargeting ecom buyers with a free + shipping offer
  • Retargeting info product buyers with a quickstart guide
  • Retargeting SaaS buyers with free 7-day trial
  • Retargeting coaching clients with a low-ticket group challenge

Presenting them with a new offer creates a “reason why” for your ad…

And increases the chance they’ll take action.

Plus you know what they say about the definition of insanity…

It’s doing the same exact thing over and over again, and expecting different results.

Gig Alerts

Looking for clients? These freelance jobs were posted on Upwork in the last 24 hours:

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Quote of the Day


“Don’t become too preoccupied with what is happening around you. Pay more attention to what is going on within you.”

— Mary-Frances Winters