83. How to sell strategy to work less and charge more (with Austin Church)

83. How to sell strategy to work less and charge more (with Austin Church)

Author: Louise Shanahan November 4, 2022 Duration: 15:42
15 Minute Freelancer
BusinessEntrepreneurship

One way to charge more (and work less) as a freelancer is to shift from implementing the client's brief to selling strategy. When you help to set the direction for a project, you're also far less likely to find yourself navigating the awkward gaps in expectations that can arise from missing or outdated strategies.

But how do you transition to selling strategy? What do the deliverables look like? How much should you charge?

My guest today is Austin Church, a brand strategist, business coach, host of the brilliant Freelance Cake podcast and all-round entrepreneur. He shares his experience of shifting from selling implementation to strategy and his tips on how you can do the same.

We cover:

  • Where to start with selling strategy
  • How strategy engagements can be a great way to vet clients
  • Managing the paradigm shift from "order taker" to guide and advisor
  • How to work out what to charge for strategy
  • How to sell strategy services to clients

Get bonus clips and tips in the 15 Minute Freelancer newsletter: 15minutefreelancer.substack.com

Say hi to Austin:

LinkedIn: Austin L. Church
Website: https://freelancecake.com/freelance-fixes 

Say hi to Louise:

Louise Shanahan is a freelance health and medical copywriter. She's on a mission to help others build a freelance business that feels easy and works for them – in weekly snack-sized bites.

LinkedIn: Louise Shanahan
Twitter: @LouiseShanahan_
Website: thecopyprescription.com

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Support the podcast! If you find this episode helpful and you'd like to show your appreciation, consider leaving a tip over at ko-fi.com/15minutefreelancer. Donations help cover the cost of running the podcast and are very much appreciated.


Ever feel like building a business for yourself is a full-time job in itself, before you’ve even landed a client? 15 Minute Freelancer cuts through the overwhelm with manageable, actionable advice designed to fit around a busy schedule. Hosted by freelance health copywriter Louise Shanahan, each episode draws directly from her own journey and the real, sometimes messy, realities of working for yourself. You’ll hear honest behind-the-scenes stories about pricing, difficult clients, and finding focus, alongside straightforward strategies for the nuts and bolts of running a sustainable operation. The aim is to move beyond generic hustle-culture advice and focus on what actually works, helping you shape a freelance career that supports the life you want, not one that consumes it. This isn't about theory; it's about practical steps you can implement almost immediately. Tune in for a candid, snack-sized conversation that feels more like a chat with a knowledgeable friend than a business lecture. Whether you're just considering the leap or are years into your freelance path, this podcast offers a refreshingly realistic perspective on entrepreneurship.
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