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Home > Double Your Freelancing Podcast > S03 Episode 5: Building Trust Through Roadmapping with Lionel Martin
Podcast: Double Your Freelancing Podcast
Episode:

S03 Episode 5: Building Trust Through Roadmapping with Lionel Martin
Category: Business
Duration: 00:39:22
Publish Date: 2018-07-31 10:00:00
Description:

When you shop for anything, check with the business owners and ask, “How’s business going?” They will be happy to share their thoughts. Roadmapping involves interviewing and understanding a client to identify their needs and craft a solution for them. Take care of and protect your clients to develop successful and reliable results.

My guest today is Lionel Martin, a software and DevOps engineer who helps technology startups improve how they build using the Cloud. As a freelancer, he experienced the income and project roller coaster, which was very stressful. Lately, he has been doing high-value consulting. Lionel shares tips he has implemented that may benefit your company. Tactics he uses that are game changers to make a good impression on clients and get them to pay him more include being more descriptive rather than prescriptive and not having a portfolio.

Today’s topics include:

  • Organizing your business and personal life: Schedule, time, and
    bandwidth
  • Making mindset changes by setting up hands-on consulting and
    roadmapping to be able to implement strategic or tactical changes
  • 4 Phases of Engagement: Diagnosis (identify problems), Prescription
    (recommended solution), Implementation, and Reapplication
  • Expressing empathy during diagnosis and prescription to understand
    why client is willing to spend money on you; walk in their shoes
    before going directly to your comfort zone
  • Having hesitations and being confident enough to talk with any client
    in any industry and deliver value
  • Having curiosity, willingness to help, and asking questions - talk
    business with people
  • Getting qualified leads and clients involves content marketing and
    focusing on strategic conversations for productizing (3 months for
    productizing to packaging)
  • Building trust and positively changing your relationship with clients
    through roadmapping; others deliver biased advice geared toward their
    services Waterfall vs. Agile Development: Where do you need to get
    to, where are you now, why is now bad, why is there better, and how
    can you help them get there? Assess risks
  • Hear It Before They See It: Investing time to talk to client,
    offering proposal, and getting them to buy an option

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