You ever heard the saying,
‘They could sell snow to Eskimos’
It calls to mind sleazy guys in cheap suits with slicked back hair pushing crappy cars on old ladies.
We relate selling to sleaze. As a freelancer you shouldn’t! That’s why we are so afraid to sell. We don’t want to be seen in that light.
The problem is this is hurting you booking more clients as a freelancer. Remember the last time a client asked for a price and you felt uncomfortable?
Chances are you either pitched a lower price hoping for a ‘Yes’ or forgot it all together.
We are programmed to not like selling even though we want to book more clients. The truth is people that sell the most aren’t:
The best salespeople sell the most because they provide massive value to their clients.
“Really? I don’t think I believe that…”
This is a principle I used when I ran my coin shop.
When a customer came in I often had the chance to make more money than I did because of their lack of knowledge or experience.
I never took this chance. Instead, I provided value to the customer by giving them a fair price and educating them on what they have and what they can get for it.
Here’s a testimonial from a freelancer job where I took the time to educate the client on what they needed. They loved the results and it led to me booking more clients later.
Do you want to book more clients for freelancer contracts like this? Check out my proposal writing guide and learn to write proposals that get you contracts and testimonials like this!
I would make, on average, 30% less per transaction by being honest. So why do it? Because the people I educated CAME BACK.
Here’s a screenshot of a client where the project started as a ‘one-off’ gig but because of me providing clarity and value up front he became an ongoing and great client.
Don’t you want to book clients like this?
Think what would happen if you booked six clients like this every year.
That’s $30,000 dollars from only six clients. You can do this by helping clients:
When you provide help beyond what you are paid for you change the relationship and book more clients. Helping makes you more than a provider, you become an advisor.
Advising is the whole purpose behind sales. You want your client to have the best options, choices, and results.
Sales aren’t about closing the deal. Sales are about providing the most value you can to a customer as a freelancer. So how do you book more customers by educating them to perceive the value of the sale?
Why Persuasion Matters And What It Really Is
Persuasion lies in the presentation of information.
You ever see the famous agency ad where a guy is hitchhiking? The image appears twice on the page with the only change between the two images is the message on his sign.
On the top, he is holding a sign that says where he wants to go.
On the bottom, the sign says, ‘To get to mom’s for Christmas’.
This ad is brilliant. By juxtaposing one detail the entire story changes.
Remember, persuasion isn’t about fear, anxiety, or goading.
Persuasion is the art of telling stories that guide people to yes.
“Okay big deal. Why’s that matter?”
More and more work is moving online every day. The burden lies in convincing people you don’t know that you can help them.
The people that learn to do this will experience massive growth.
Client’s needs are growing. Rise to this demand by advising and fulfilling your client’s needs.
If you want to book your schedule full see yourself as an adviser, not a commodity.
You are a specialist in your field.
Clients need your experience, knowledge, and execution skills to get the results they want. To help them get that you need to start conversations where you guide them to the results they want through persuasion.
I’ve taught you how to do that in my Ultimate Guide, my Proposal Guide, and more. Now I am going to teach you how to book my gigs on the phone by guiding the client to yes by being persuasive.
“This sounds hard!”
Here’s the good news! You are an expert in your field. Everything you need to be persuasive…you already know!
How To Be The Most Persuasive Person You Know
Persuasion is the art of using your experience to move people to ‘Yes’. As a freelancer there are three ways to move people to ‘yes.
1:Through Written Communication–
Starting out you will get most of your work by sending a proposal and agreeing to a contract with a client. I’ve covered how to do that in great depth in my ‘Proposal Guide’ on the blog. Here
This is a traditional form of selling. We think of this as a salesperson on a sales floor. In reality the best in person sells happen during networking meetups. We will cover this more in the future.
As you grow more work will take place on the phone. Clients want to talk with you. If this terrifies you then stick with me.
I am going to share with you the exact steps you need to take, along with an easy to use template, to master phone calls and persuade more clients to hire you.
‘Wait….I hate phone calls, they freak me out. Is this for me then?’
This is for anyone who has trouble on the phone or is looking to increase their bookings from phone calls.
3 Things That Will Instantly Make You More Persuasive On The Phone
Chances are you hate calling on the phone. You think your voice sounds weird, that the client can tell you’re anxious, or something else entirely.
Those are all stories you tell yourself. And here’s the crazy thing…None of them are true. That’s why you should master this skill!
Freelancers avoid the phone. By mastering it you will stand out and book more work!
The key to getting and staying booked is leveraging small details that get big results. Persuasive phone skills are one of those details!
That’s why at the end of this email I have a special offer to help you 10X your phone skills in ONE HOUR. Before we get to that here are three things you can do to 10X your calls in the next 10 minutes.
1:Show Up Prepared:
A large part of persuasion is preparation. Preparation makes the person you are talking with comfortable. We make our client comfortable in our proposals by providing social proof (testimonials, project links, etc).
You want to extend this social proof to the phone call.
Do this by researching their company and competition. Find out who they are, who their competition is, and have targeted suggestions for change they can make to get the results they want.
Showing up prepared demonstrates value to the client. This makes the client comfortable and more likely to engage with you.
2:Use Questions Strategically
You afraid to ask questions? Do you worry that clients will feel that you don’t know what you are talking about?
Don’t be afraid. Clients want you to ask questions. The key to booking big gigs is knowing what questions to ask.
So what questions do you ask to get booked?
Find out the key things a client wants. Do they want to:
*Increase sales-if they do what have they tried already, why did it not work, etc?
*Get more leads-what do they want to do with their leads, what is working currently, what’s their goal #?
*Increase open rates for emails-What’s the current open rate, what’s the list size, have they segmented, is their content automated, etc?
What if the client doesn’t have these answers? No problem. You still look smart. Why? Because you ask questions that dig into the information you need to get them results.
Asking the right questions, like the ones I just mentioned, will lead to you booking more gigs on the phone.
3:Give Ideas Freely:
Before the call write down 5 ideas the client can use to make their site/message/ads better.
Share them with the client on the phone.
‘Wait what if they steal my ideas and don’t hire me?!”
This is a huge issue I could build an entire course on.
Don’t let the fear of what might happen keep you from providing value. Remember, ideas cost nothing and provide great value.
When you show up and supply the client with ideas for free you stand out. NO ONE ELSE IS DOING THIS (hopefully all my students are…)
Let’s think of this in context,
You call the client and ask them questions about what they have done to get the results they asked for. They explained what they tried and why they think they can do better.
You already sound smarter than everyone else.
Now you start suggesting things they could do. You tell them two to three different changes they could make to instantly make things better.
Do you think the client is interested? Do you think they are going to hire you?
Of course they are! Clients want value. Money is irrelevant when you supply value. Ideas create value without costing you anything!
Want more strategies to booking more contracts on the phone? Check out my special offer.
Special Offer:The 1-Hour ‘Phone Skills’ Coaching Call
You interested in getting hands on help being better on the phone?
Write me an email with the two biggest things you want to work on while on the phone.
I’ll respond with a few ideas and a link. If you want, you can purchase a call training session and we can resolve your issues and practice real situations you’ll experience on calls.
This won’t be easy. I’ll critique your performance, make targeted suggestions, and arm you with multiple strategies to stand out and get booked!
If you know you are losing gigs because your call game isn’t on point this is for you. To get your link and secure your spot send me an email with the subject line ‘My Call Questions For You’