Join me as I walk out of a brand new client’s offices. During the next sixty days I will perform some work for the client on an outside-contract basis. The scope of work has been agreed upon, the rate of pay has been negotiated, and I’ve collected a check.
How did I get here?
I followed the simple five step process that every successful freelancer must follow to find clients, win assignments, and negotiate profitable fees:
Step Number 1: Initiating Contact
You quit your job, hung out your shingle, and notified family and friends. What now? You can’t wait for clients to call you. You’ve got to call them. This is where most newcomers fail, because hard work is no substitute for the proper techniques. Here are ten painless prospecting tips on how to get through to decision makers and what to say to them when you do.
Step Number 2: Spilling the Clients Guts
You made the calls and setup the meetings. You’re sitting across the desk from your prospect, staring at his shelf full of softball trophies. What now? You’ve got to get the client talking. Chances are, you already think of yourself as a good listener. But if you’re going to succeed as a freelancer, you’ve got to be better than good. You’ve got to be great. Here’s a strategy you can use whenever you introduce yourself to a new prospect.
Step Number 3: Writing a Proposal
You just concluded your first prospect meeting, and you learned a lot. Not only is your prospect a three-time-regional fast-pitch-softball MVP, he also has a serious problem with employee training. What now? You’re ready to write a formal proposal to address the client’s problem. Writing a formal proposal is easy, and your clients will love you for it. That is, they will if you do it right. Here’s a helpful guide to overcoming the eight most common proposal objections.
Step Number 4: Getting the Details
You just finished a draft of your first formal proposal, but you’re concerned that you may have overestimated the client’s appetite for investment in a new training program. What now? It’s time to call the client back, and get the details. If you’re skipping this step, you’re working too hard. Here’s a strategy for how to get your prospect to finish your proposal for you, so you’re sure it’s right on the mark the first time.
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