10年商科毕业，之后八年的全职工作和电商毫无关系，通过副业开立独立店铺积累经验，自2018年底开始提供在线电商顾问、运营、技术服务，从25美金/小时直到2022年费率上涨到250美金/小时。
仅仅用4年时间，获得了一份高价值的在线自由职业。
小L的成长，无论是方向选择、技能提升、费率成长，都可以给我们不少启发。
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小A 高手分析：电商专家Luke
高手分析
https://www.upwork.com/freelancers/~0162f1bd6293588b98
1.立項理由
1.1选择高手的原因
這是一位做front end 也有 SHOPIFY 跟 UX 技能的高手。市場的話也是聚焦在電商發展上面。
LUKE不是網頁背景出身，在過往經驗主要也是處理information management。在profile也沒有發現他的個人網站或者agency。但是看他近期接的單可能已經轉成agency方向了，但是從客戶的評論看應該還是個人接單模式。
1.2判断案例价值的理由
他的價格提升得很快，想瞭解為什麼他能做到.
用了4年時間從$25/hr 到$250/hr
2.高手分析点评
2.1他是否具備快速漲價的策略
2018 – $25 to ~$50/hr
2019 – $65 – $75/hr
2020 – $100/hr – $250/hr
2021 – $150/hr
2022 – $250/hr
一年直接漲了$100？看來他同時有很多工作在手上，客戶也願意付更高的價錢僱用更厲害的高手。
大單：
1.CRO for Rugzz.com
Sep 2, 2021 – Present
Job in progress
$19,941.67
$250.00 /hr
106 hours
2.Advanced Shopify Plus Coding
Feb 20, 2022 – Dec 4, 2022
No feedback given
$42,737.49
$275.00 /hr
183 hours
除了front end, back end 也行
3.Shopify plus expert
Jul 22, 2021 – Dec 4, 2022
No feedback given
$46,000.00
$150.00 /hr
307 hours
這一單從剛開始簡單的網站維護變成了46000的大單
4.eCommerce Developer highly experienced in Shopify & UX needed
Jun 17, 2021 – Jul 26, 2022
No feedback given
$18,425.00
$150.00 /hr
123 hours
Client website: https://mrsteak.com/
客戶說轉化率低下，而在最後他很滿意，看來他的設計也解決了轉化率的問題。網站也設計成很符合美國審美的模樣。
2.2首10個項目的深度解析
1.Small ecommerce site migration
Sep 23, 2018 – Sep 28, 2018
“Luke was helpful every step of the way! We needed to migrate our ecommerce site from Weebly to Shopify, including hosting, domain and G Suite. Luke was on top of it all, very communicative and easy to speak with over the phone toward the end of the contract so we could close the migration out. I plan on working with him again for both of my businesses.”
$300.00
$25.00 /hr
12 hours
2.Implement changes into Shopify.
Oct 2, 2018 – Oct 3, 2018
“He went above and beyond the scope of the project.”
$65.00
Fixed Price
3.Shopify Instagram Sales Channel Connection Resolution
Oct 7, 2018
“Luke was very understanding of our challenges and was willing to communicate with us ahead of time in order to fully comprehend exactly what we needed!
I will continue to work with Luke as I really enjoyed his positive attitude and approach towards resolving our technical issues. Thank you so much!”
$50.00
Fixed Price
4.E-commerce expert needed to fill-in contents on my e-commerce site that is on Shopify platform.
Oct 8, 2018 – Oct 25, 2018
$250.00
Fixed Price
5.Interactive landing page – if possible do it on shopify other we can make a sub-domain…
Oct 13, 2018 – Oct 15, 2018
“Luke was incredible! Really great guy, easy to work with and super talented.”
$100.00
Fixed Price
6.Shopify Website migratioin
Oct 19, 2018 – Oct 25, 2018
“Luke was very easy to work with and accomplished the work in a very short time frame. I would recommend him to anyone who is looking for help on Shopify.”
$350.00
Fixed Price
7.Quick Shopify Task
Nov 2, 2018
“After working with a few different Upwork freelancers over the past few years, Luke is by far the best. While many freelancers take their time getting back to you, making the initial contact a long and drawn out process, Luke is the opposite. He is quick to try to understand your needs, he gives what he believes is the solution and exutes quickly to get the job completed.”
$50.00
$50.00 /hr
1 hour
8.Shopify Theme – Cleanup and Redesign
Nov 6, 2018 – Nov 19, 2018
“Luke was fabulous. Easily worth 3x the rate per hour that we paid. He’s responsive and intuitive when it comes to understanding what you want, and actually gets things done. I’ve hired lots of freelancers over the years. Many of whom advertised themselves as experts and were either incompetent or unreasonably slow. This guy was both competent and fast. Definitely would re-hire him.
Preston Mitchell
The Hatch Chile Store”
$810.00
$45.00 /hr
18 hours
9.CSS +HTML from indesign layout
Nov 11, 2018
“Luke was great. Dealt w urgent issues on a weekend, jumped in and helped out. huge props.”
$150.00
Fixed Price
10.Needing an experienced Shopify developer to get store up and running
Nov 19, 2018 – Dec 3, 2018
“Luke is someone that intuitively knows what you need. With limited direction and input from me, Luke had free creative control and delivered a product that was beyond my expectations. I highly recommend this Freelancer to anyone who wants high quality work delivered on time with clear communication from initiation through end of contract.”
$757.50
$45.00 /hr
17 hours
11.Small E-commerce Site with Blog
Nov 28, 2018 – Dec 25, 2018
“Luke was very patient with me as he worked through CSS customizations for a Shopify project. He put in extra time to make sure the deliverable was solid and offered advice on theme choices and tools.”
$504.17
$55.00 /hr
9 hours
主要幫助客戶搞定了種種的煩惱：product listing, migration, installation, theme, redesign, fixed price 簡單架站也能在前期接到。
工作6.平台轉移，squarespace 轉 shopify。看到了很多這類工作，客戶想要轉移平台有很多原因，也一直會有需求。
他也是一位有實力的freelancer。初期就能在不同平台上完成工作。比如10. & 11.，在shopify, WP上也能夠快速完成工作。
對不同工具也很有經驗，比如1. weebly, woocommerce。
他開始了幾個月就從$25/hr 上升到 $50,$55/hr了。當然也像是其他快速突破的freelancer一樣十分努力，光是11月就中標了7份工作，也快速把簡單項目搞定，像第7.項一個小時完成了工作，實現累積。
2.3重大突破的轉捩點
在剛開始的2年都是很穩定地去提升價格，接的也是Shopify為主的工作。在2020年經過 一些固定工作後，嘗試突破價格上限，但是站不穩。獲得高價的工作類型有：一些客戶landing / product page 遇到error的工作；轉化率提升；custom theme (coding)
2021年他就把他的價格提升了一倍到$150/hr。類型也更多元化，開始出現了UX/email marketing/會員系統 的工作。
2022年成功固定在了$200 up。跟2020年挑戰成功的項目類似，但是更多的API跟coding，客製化的工作出現了。
2.4發現我的機會
比如像他的前期項目，我相信投出的時候也需要附上上面前10單分析的案例才能中標率那麼高。那麼假設我想要模仿這樣的一個成長是否要去每看到一個工具（wix, squarespace, woocommerce）都裝到去我的wordpress或shopify上面摸一遍，並且截圖留著作為實証來附在proposal一起申請呢？
總結出了一條不完善的成長路徑：
入門：簡單的搬運，簡單的bug fix，簡單的網站（有就行）
中階：入門 ＋ marketing（UX/email marketing/會員系統）, Conversion
進階：中階 ＋ 客製化（theme, plugin, website, UX/UI）
高手选择
高手分析
https://www.upwork.com/freelancers/~0162f1bd6293588b98
1.立項理由
1.1选择高手的原因
這是一位做front end 也有 SHOPIFY 跟 UX 技能的高手。市場的話也是聚焦在電商發展上面。
LUKE不是網頁背景出身，在過往經驗主要也是處理information management。在profile也沒有發現他的個人網站或者agency。但是看他近期接的單可能已經轉成agency方向了，但是從客戶的評論看應該還是個人接單模式。
1.2判断案例价值的理由
他的價格提升得很快，想瞭解為什麼他能做到.
用了4年時間從$25/hr 到$250/hr
Luke的大学本科是Information & Process Management专业，这是商科性质，和Shopify和前端开发都没有关系。
Indiana University Bloomington
Bachelor of Arts (BA), Information & Process Management
2006-2010
再来看看他的工作背景
Senior Finance Data Manager | General Motors Corporation
April 2017 - Present
Leading, managing and strategizing data management execution and operations for a large internal transformational project
Manager - Technology Enablement | Ernst & Young LLP
November 2016 - April 2017
Senior Consultant | Deloitte
October 2015 - November 2016
Senior Consultant - Technology Enablement | Ernst & Young LLP
June 2013 - October 2015
Data Migration and MDM Analyst | Owens-Illinois
June 2010 - June 2013
基本上和自由职业的方向也没有任何关系。
因此，这是一个很有意思的新手创业故事。
Luke的upwork之路是2018年9月，到目前4年时间，赚到了20+万美金，费率则从25美金/小时跳涨到了现在的250美金/小时，整整十倍。
因此他的方向选择，技能提升，费率成长都非常值得学习。
看一看他的定位。
Shopify Expert (UI/UX, CRO, & Advanced Coding)
$250.00/hr
Over the past three years, Luke has guided and helped over 100 clients with complete rebuilds, major overhauls, site migrations, third party app integration, conversion optimization, speed optimization, and minor tweaking on Shopify and Shopify Plus exclusively. Luke also runs his very own 7-figure brand on Shopify as well so knows how to build successful brands from the ground up with the technical know-how in order to do it. Basically, he not only has the technical skills to customize Shopify themes, create landing pages, and run FB and IG marketing campaigns but he also understands consumer psychology on how to turn visitors into customers (and proven it). He has consistently built and worked on sites doing 5, 6, and 7 figures per MONTH. If you're wanting to get things done in Shopify and need help and guidance getting there, Luke is your guy.
主要定位在Shopify专家，负责前端设计、代码开发，以及CRO（转化率提升）。
Luke提供和shopify相关的建设、网站迁移，第三方app集成、转化率提升，网速优化等服务，同时提到了自己有独立的shopify站点运营，这一点值得深挖，因为这也许是他获取shopify相关经验拥有运营设计能力的主要来源。
除了shopify主题，创建landing page之外，他还提到了自己的FB和IG营销经验，以及将访客转化为客户的能力。
接下来，他提到了自己能够带来的成功结果：consistently built and worked on sites doing 5, 6, and 7 figures per MONTH
从overview的说服力来说，是非常强的，有足够的说服力和专注力。
至于是不是Agency，可以进一步挖掘。
高手成长分析
2.高手分析点评
2.1他是否具備快速漲價的策略
2018 – $25 to ~$50/hr
2019 – $65 – $75/hr
2020 – $100/hr – $250/hr
2021 – $150/hr
2022 – $250/hr
一年直接漲了$100？看來他同時有很多工作在手上，客戶也願意付更高的價錢僱用更厲害的高手。
可以把每个时期做的业务类型，业务大小做一个深入的分析，你会发现不同价值的业务分别有什么样的特点。
- 费率更低的业务：主要集中在一些简单的技术问题，比如网站迁移、模版推荐、简单安装
- 费率高一些的业务：主要集中在难度较大的业务，比如不同类型网站的数据转移（woo-》shopify）、功能性landing page开发
- 费率最高的业务：开发的咨询、网站优化、转化率提升
事实上，越到费率高的阶段，客户对费率是越不敏感的。
因此当你到了100美金/小时以上，要进一步涨价到200，甚至250，反而并没有那么难。
大單：
1.CRO for Rugzz.com
Sep 2, 2021 – Present
Job in progress
$19,941.67
$250.00 /hr
106 hours
2.Advanced Shopify Plus Coding
Feb 20, 2022 – Dec 4, 2022
No feedback given
$42,737.49
$275.00 /hr
183 hours
除了front end, back end 也行
3.Shopify plus expert
Jul 22, 2021 – Dec 4, 2022
No feedback given
$46,000.00
$150.00 /hr
307 hours
這一單從剛開始簡單的網站維護變成了46000的大單
4.eCommerce Developer highly experienced in Shopify & UX needed
Jun 17, 2021 – Jul 26, 2022
No feedback given
$18,425.00
$150.00 /hr
123 hours
Client website: https://mrsteak.com/
客戶說轉化率低下，而在最後他很滿意，看來他的設計也解決了轉化率的問題。網站也設計成很符合美國審美的模樣。
这些单子不仅总价高，费率也很高。
当你的费率到足够高的程度，你的赚钱效率是极高的。
而要达到足够高的费率，你需要解决更高价值的问题。
2.2首10個項目的深度解析
1.Small ecommerce site migration
Sep 23, 2018 – Sep 28, 2018
“Luke was helpful every step of the way! We needed to migrate our ecommerce site from Weebly to Shopify, including hosting, domain and G Suite. Luke was on top of it all, very communicative and easy to speak with over the phone toward the end of the contract so we could close the migration out. I plan on working with him again for both of my businesses.”
$300.00
$25.00 /hr
12 hours
2.Implement changes into Shopify.
Oct 2, 2018 – Oct 3, 2018
“He went above and beyond the scope of the project.”
$65.00
Fixed Price
3.Shopify Instagram Sales Channel Connection Resolution
Oct 7, 2018
“Luke was very understanding of our challenges and was willing to communicate with us ahead of time in order to fully comprehend exactly what we needed!
I will continue to work with Luke as I really enjoyed his positive attitude and approach towards resolving our technical issues. Thank you so much!”
$50.00
Fixed Price
4.E-commerce expert needed to fill-in contents on my e-commerce site that is on Shopify platform.
Oct 8, 2018 – Oct 25, 2018
$250.00
Fixed Price
5.Interactive landing page – if possible do it on shopify other we can make a sub-domain…
Oct 13, 2018 – Oct 15, 2018
“Luke was incredible! Really great guy, easy to work with and super talented.”
$100.00
Fixed Price
6.Shopify Website migratioin
Oct 19, 2018 – Oct 25, 2018
“Luke was very easy to work with and accomplished the work in a very short time frame. I would recommend him to anyone who is looking for help on Shopify.”
$350.00
Fixed Price
7.Quick Shopify Task
Nov 2, 2018
“After working with a few different Upwork freelancers over the past few years, Luke is by far the best. While many freelancers take their time getting back to you, making the initial contact a long and drawn out process, Luke is the opposite. He is quick to try to understand your needs, he gives what he believes is the solution and exutes quickly to get the job completed.”
$50.00
$50.00 /hr
1 hour
8.Shopify Theme – Cleanup and Redesign
Nov 6, 2018 – Nov 19, 2018
“Luke was fabulous. Easily worth 3x the rate per hour that we paid. He’s responsive and intuitive when it comes to understanding what you want, and actually gets things done. I’ve hired lots of freelancers over the years. Many of whom advertised themselves as experts and were either incompetent or unreasonably slow. This guy was both competent and fast. Definitely would re-hire him.
Preston Mitchell
The Hatch Chile Store”
$810.00
$45.00 /hr
18 hours
9.CSS +HTML from indesign layout
Nov 11, 2018
“Luke was great. Dealt w urgent issues on a weekend, jumped in and helped out. huge props.”
$150.00
Fixed Price
10.Needing an experienced Shopify developer to get store up and running
Nov 19, 2018 – Dec 3, 2018
“Luke is someone that intuitively knows what you need. With limited direction and input from me, Luke had free creative control and delivered a product that was beyond my expectations. I highly recommend this Freelancer to anyone who wants high quality work delivered on time with clear communication from initiation through end of contract.”
$757.50
$45.00 /hr
17 hours
11.Small E-commerce Site with Blog
Nov 28, 2018 – Dec 25, 2018
“Luke was very patient with me as he worked through CSS customizations for a Shopify project. He put in extra time to make sure the deliverable was solid and offered advice on theme choices and tools.”
$504.17
$55.00 /hr
9 hours
主要幫助客戶搞定了種種的煩惱：product listing, migration, installation, theme, redesign, fixed price 簡單架站也能在前期接到。
工作6.平台轉移，squarespace 轉 shopify。看到了很多這類工作，客戶想要轉移平台有很多原因，也一直會有需求。
他也是一位有實力的freelancer。初期就能在不同平台上完成工作。比如10. & 11.，在shopify, WP上也能夠快速完成工作。
對不同工具也很有經驗，比如1. weebly, woocommerce。
他開始了幾個月就從$25/hr 上升到 $50,$55/hr了。當然也像是其他快速突破的freelancer一樣十分努力，光是11月就中標了7份工作，也快速把簡單項目搞定，像第7.項一個小時完成了工作，實現累積。
在2018年刚起步最早的项目中，我们看到luke做的项目也都是非常简单的入手。
但从接单的速度和接单的类型来看，可以判断Luke在Upwork接单时，已经具备了解决不少电商、网站相关业务的能力。
这和他声称自己有运营自己的shopify独立站点很可能有直接的关系。
他的方向如果足够吸引你，建议你对他的技能组合充分关注并进行学习。
2.3重大突破的轉捩點
在剛開始的2年都是很穩定地去提升價格，接的也是Shopify為主的工作。在2020年經過 一些固定工作後，嘗試突破價格上限，但是站不穩。獲得高價的工作類型有：一些客戶landing / product page 遇到error的工作；轉化率提升；custom theme (coding)
2021年他就把他的價格提升了一倍到$150/hr。類型也更多元化，開始出現了UX/email marketing/會員系統 的工作。
2022年成功固定在了$200 up。跟2020年挑戰成功的項目類似，但是更多的API跟coding，客製化的工作出現了。
费率提升的过程，实际上也是业务方向和技能方向转化的过程。
因为你在提升费率的过程中，低层次的工作已经接不到了，因为有大把低价格的人有更高的竞争力。
而你必须去了解愿意支付高费率的客户能够为什么技能付费，并真正去提供这些服务。
这是一个选择、定位，和放弃的过程。
你需要放弃过去100美金/小时的业务，才能真正拿到更多200美金/小时的业务。
高手的启发
2.4發現我的機會
總結出了一條不完善的成長路徑：
入門：簡單的搬運，簡單的bug fix，簡單的網站（有就行）
中階：入門 ＋ marketing（UX/email marketing/會員系統）, Conversion
進階：中階 ＋ 客製化（theme, plugin, website, UX/UI）
从Luke四年时间的快速成长，我们可以发现这是一个非常有价值的研究对象。
在不同的阶段，解决的问题难度、复杂程度是在不断演进的。你发现的入门、中阶、进阶的问题类型转变，实际上就代表了不同阶段客户层次的变化带来的需求变化。
这对你的发展定位变迁有很大的指导意义。同样的，你也可以参考在上面我做的费率高低解决不同问题的简单小结。
比如像他的前期項目，我相信投出的時候也需要附上上面前10單分析的案例才能中標率那麼高。那麼假設我想要模仿這樣的一個成長是否要去每看到一個工具（wix, squarespace, woocommerce）都裝到去我的wordpress或shopify上面摸一遍，並且截圖留著作為實証來附在proposal一起申請呢？
至于他前期能够快速拿到很多项目，和他自己有独立站运作的经验和日常的学习积累是分不开的，这样才能解决足够多的基础问题，同时，一定有大量的项目申请尝试。
两个启发。
- 足够多的实战积累学习
luke可以解决wix的问题，可以解决squarespace的问题，可以解决woocommerce的问题。
无论你是拿到这样的单子再学习，还是现在自己安装，还是去阅读相关的入门课程，至少你需要开始接触，去理解每一个这样的项目到底需要有什么样的能力，要做什么具体的事情。
当你有了正确的理解，有了足够的信心，也就可以有正确的表达，把单子拿下，不断积累你的每一个第一次。
- 足够多的申请
接下来，要有足够多的申请，当你的准备工作足够充分，你的申请速度会越来越快，成功率也会越来越高。
在这个过程中，你也可以不断优化你的Profile和Proposal，让你的表达透露出自信，不犯基础的常识性错误。
比如：不要再说自己安装了4次shopify，list过40个产品。而把更多宝贵的推广机会放在更有说服力的优势上。
