Let’s face it, we’ve all been there – a new amazing project is on the way, you put a lot of effort into convincing the client that you are “the one”, but they end up hiring the guy offering the lowest price.
That sucks and we know it.
So, how to convince your potential clients that among all offers, yours is the best for them?
There are a lot of important things to keep in mind when you are approaching a new client. We know that every situation is unique, but still we believe that the following tips will be vital for your future success in winning more projects, no matter the specific situation.
First Impression Counts
Never forget that you have only one chance to make the first impression, so you better make that one count. Next time you see a job offer on Upwork, freelancer.com or Facebook group, make sure you approach your potential client in the most suitable way. There is no „one size fits all“ type of approach. You should always adapt to the current situation. Start with analyzing the client’s business. Check out their website, social media and “creep” their profiles in the platform where the offer was posted. By doing that, you will understand how they communicate, whether they like to joke around or they are super formal and a lot more. Knowing all this is going to help you A LOT when you send them the first message.
We – humans, like the ones who remind us of ourselves. Don’t forget that when you are approaching a client.
Show them how YOU are going to help
When you are communicating with a prospect, it is all about empathy and engagement. Show them that you understand their pain and struggles. Emphasize on a same situation that you have been in (or mention a similar one), but you managed to handle it. Give them hope! By doing that, they will understand that they are talking to the right one.
Let’s take a look at an example – when you visit the doctor, you feel way more relaxed when he or she tells you that they have had a hundred other patients who experienced the same problem as you, but with a bit of help, they managed to recover.
Make your prospects feel the same way. What comes next is even more important – make them visualize not only the end result but the road that will get them there. Make sure that you are part of that picture. Later, when they are making the decision, your name will quickly come to mind because they can easily imagine you doing the job.
Offer something for free
Everybody loves free stuff. Businesses are not an exception. Next time you approach a prospect, offer something for free. For instance, if you are a graphic designer and a client is struggling with a new logo for their business, offer them a free logo concept. By doing this you are not only showing that you are excited about working with them but also you will invest 100% of your knowledge and time.
Last, but not least – Learn how to negotiate
Negotiation is an art. Don’t get fooled by a client’s naive face – they could be sharks when it comes to negotiating. Why are we saying that? For the last 10 years, we have been in a non-stop negotiating process with our clients. We know first hand what it’s like to try raising the price and as soon as the client feels that, he or she goes away. Bear in mind that you should have a well-developed strategy even before coming to your meeting with the client. Have a clear idea about how low you can go, what counteroffers you are going to put on the table, and when it’s time to start thinking about a new client. Negotiation is tough, but learning how to do it will mean winning more and more projects. That’s going to help you finally live the life that you have always dreamed about. Therefore, we have dedicated a whole module to negotiation (over 30 minutes of pure knowledge) in our video course.
There is a lot more we want to share with you. Winning more projects is not easy, which is why we have covered the topic in way more details with numerous “tips and tricks” in our video course, consisting of 6 modules, 6 workbooks and an e-book. The video course provides you with unique insights, which will help you win more projects, reach better clients and negotiate the best deals. Get the course now and skyrocket your freelance career today!