Being a freelancer, I feel that it is most difficult to attain jobs because you’re working for yourself. You rely heavily on the word-of-mouth from friends, colleagues and family to help you get those jobs. In other words, a freelancer requires a network of people ranging from different ages to different fields in work.
I was introduced to a lady; Pat Lu, who has not only become my colleague but a close friend. Though I’ve only known Pat a short while, she’s told me most of her life story and the importance of making friends from 10 years younger to double her age. I really look up to her now because she’s very established in and out of her industry.
So as a freelancer, one of the important trades is being able to convince clients to select you out of the other potential people out there.
As much as I read articles on the perfect web design or review websites (which I’ve not done in a while), I also once in a while browse the business side of web design and the Internet.
One of the normal places I visit is Entrepreneur.com that hosts many articles on the business side from web to tips on managing a business. I find it one of the greater resources online for keeping up-to-speed with business, other than newspapers.
Lately they had an article on 10 tips for helping convince your client that you’re the right for them. Though the article is about selling your product, I apply as my services being the product discussed here.
Show Them What They’ll Gain From The Change
If a company decided to approach me instead of returning back to their previous designer, there’s something in me that they’re looking for. I’m still discovering the core of that and think that all I offer that is different is being a coach or mentor while I help them with their website.
Don’t Be Afraid To Close
I’m not sure what this means but take it that at the end of a proposal or presentation, there’s no harm presenting to them your asking price for the job they want me to do.
Selling With Testimonials
This actually works better for a product no doubt but as I said, I need to look at my services as the product I’m selling to them. Therefore, other than just presenting to them what past clients have said, it’s also important to show them past works or goals you would’ve achieved.
Understand The Clients Customers
I proposed a new website design with a better goal to a client not too long ago. I couldn’t believe it that when I was preparing the proposal I was starting to concentrate on the clients members and customers. The client who read the proposal said they were impressed by the analysis of how the website I proposed actually focused on their customers and members.
Let Them Try Out The Product
This is a real doozy. There isn’t a way to allow clients to try one of my website templates because it isn’t an organic product or shampoo in a sample bottle. I’ll need to think this through as there might be an advantage in there that I could use later.
Make Sure You’re Building a Relationship
One of the things many freelancers or even companies overlook after a job is done. They don’t exactly maintain the relationship between the client. Well, a blog does come in handy in circumstances like this. Have clients interact in your comments not only could open opportunities to others but actually brings you closer to the client.
Question Everything
Ooo..this is very important. Sometimes I feel that not only the clients should be the ones handing you the questions. I believe that the designer/developer has every right to question the client because you’re the hired professional after all.
Do Your Research
About the client. About your career scope. About their competitors. Research plays one of the crucial roles in preparing a proposal because some of the times, clients are actually impressed by statistical data.
Break Through Barriers by Yourself
When persuading the client in a presentation, it’s all about the dedication, belief and confidence you have in you, the project and client. If you manage to get the client to allow you to do what you have to do for better good, it’s a respect well-earned. That’s one respect that I want to achieve later.
Learn To Listen, and Listen To Learn
Great quote or phrase there. We are not the best in our work because somewhere out there, there’s someone in their garage coming up with something new and improved. We’re always on a track for knowledge and we should rid the belief that after you reach a certain age, you’re too old to learn anymore.
To read the original article with its explaination, read Winds of Change from Entrepreneur.com.