Post Project Steps 4: Portfolio
In this series of lessons we are covering all those things you need to do once a project is over. We have talked about getting paid, getting testimonials and getting referrals. Now let’s talk about portfolio management. We’re Working With Them! I think all clients appreciate a little enthusiasm. The second you get a […]
Good Client Relations 7: Indecisive Clients
Over the next couple of weeks I want to go over various bad habits that clients may have. Now I want to say again that the majority of clients are alright, but when you come across that nightmarish one, you’ll need sound advice on how to deal with them. The first kind of client I […]
How to Convert Lesson 8: Deposits
The last stage before you start any work I taking a deposit. Money for nothing?! Some of the newer freelancers I talk to are a little apprehensive about asking for a deposit. I can understand why, you’re asking a virtual stranger to give you money before doing anything. A deposit is standard industry practice, lowers […]
How To Convert lesson 7: Contracts
We’ve been covering all the bits from putting in a pitch to actually starting the job. Next I want to include the basics of what should be included in a contract, please note in no way am I a lawyer…this is not proper legal advise. Covering your ass The main point of any contract is […]
How to Convert Lesson 6: Negotiation
We’ve been covering how to convert a pitch into an actual sale and have been talking about persuasion, objection handling and now negotiation. For me objection handling is part of the sales process and a negotiation is where you’ve been selected and now just need to sort out the details. Walking Away The number one […]
How To Convert lesson 5: Persuading a Prospect
We’ve been covering how to convert a pitch into a sale. So far we’ve covered spec work, small jobs, following up & objection handling. Now I want to ask a key question: should you persuade a potential client? My answer is no. Let me make myself clear. Everything you do as part of your pitch […]
How To Convert lesson 4: Objection Handling
We’ve been covering hot to convert a pitch into a sale. So far we’ve covered spec work, small jobs, following up and now I want to cover objection handling. A no is a yes? This is the first thing that many people don’t realise. When a prospect has buying objects, what they are actually telling […]
How To Convert Lesson 3: Following Up
In this series of lessons we are covering how to convert a pitch into a sale. One of the most common questions is about following up. Pipeline The first thing to do when chasing up a client is to add them into your customer relationship management system. This can be a piece of paper, an […]
How To Convert lesson 2: Small Job
We are talking about how to convert a great pitch into the actual work and what that involved. In lesson one we covered spec work. in this lesson I want to cover a much better alternative: the small job. Expensive The most expensive job with any client, and by expensive I mean in terms of […]
How To Convert Lesson 1: Spec Work
Now that you’ve sent off your amazing pitch, made the call, done the presentation…how do you ensure that you convert that pitch into actual work? In this lesson I want to cover spec work. What Is It? Spec work is where a prospective client asks you to provide a sample of the finished item/work for […]
