Some freelancers love getting on calls with prospective clients, while for others, it can be an onerous task they would much rather outsource or delegate to someone else.
If you’re new to freelancing or naturally introverted, the idea of getting on a sales call with a potential client can be nerve-wracking, but it doesn’t have to be this way. Once you experience how beneficial these calls can be for all involved, you’ll be much more confident and may even come to love them!
Here are 3 simple tips to help you make the most out of prospect calls and win new clients.
1. Prepare and research
You may have heard of the saying attributed to Benjamin Franklin that by failing to prepare, you are preparing to fail. Getting prepared in advance and doing client research is the foundation of a successful client call. How well you already know the prospect and where they are in the client journey will determine the amount and type of research you need to do. For example, if it’s a first inquiry from someone who came to you via your website, you’ll need to do more than if it’s a warm lead, someone you’ve had correspondence with before or even return business.
Just like a traditional job interview, knowing a bit about the client, their needs, and the industry will help. It’s also useful to jot down some questions that you can ask or that require answers to during the call so you are aware of the full situation. This will help you detail your services and how you can help. One way to help with this is to have a short pre-call questionnaire so you can qualify leads and better understand how you can help (or not) before the call.
Also, be prepared for any questions they might ask. If you don’t have your prices or a price range published on your website, be prepared for the pricing question. It might be that you need to draw up a quotation and get back to them, or if it’s a product or package with a fixed price, you may be able to give them this information on the call.
The client may already have a frame of reference from working with other freelancers and will likely have a budget in mind. That’s why explaining the value you’ll provide and your services during this call is a good idea. It should help combat any price resistance. But in any event, your marketing and general positioning should also do a lot of the heavy lifting. For example, if you offer a high-ticket service, you’ll be marketing to clients who can afford your price and see the value in what you do.
2. Set the scene
Don’t discount the fact that your prospective client may be a little apprehensive about the call, too. They might not have hired a freelancer before or don’t know what questions they should be asking, so it’s your job to guide them through your service and how you can help them.
Be as friendly and helpful as possible and set the right tone for the call by being punctual and unflustered so you come across as professional and reliable. If you are on a video call, ensure your environment is tidy and there are no distractions or noise so you can both focus on the call.
Don’t overthink it. Most clients aren’t looking for freelancers with superhuman capabilities; they are looking for reliable professionals who can get the job done – i.e. you.
Likewise, if you are not the right person for the job – say so. Even better if you can then refer them on to another more suitable freelancer in your network.
On the call, make sure you take notes. You may wish to record the call or use a transcription tool, but if you do so, make sure the client is aware and agreeable to this.
The aim of the call, in addition to seeing how you can help, is to build a rapport. And if, for whatever reason, you just don’t click or you feel something is off – trust your intuition. Not every client is going to be the right fit – and that’s okay.
3. Follow up
After the call, make good use of your notes to compile your freelancer proposal. It won’t hurt to send a short acknowledgment email thanking your prospect for their time and telling them what happens next; for example, you’ll put together a written proposal and send it to them by a specific date.
When putting together your proposal, ensure you include all relevant information and make it easy to read. Go through all salient points, such as what you’ll do and when, the investment required from them (i.e. your price), and include your freelancer payment terms and conditions. If you have any client case studies or relevant testimonials, you can also include them.
If they want to proceed, tell them what they need to do next and by when.
With Invoice Ninja, if a client wants to proceed, they can quickly turn your quote into an invoice and pay you with just one click. Likewise, if you require a deposit to commence work, you can set up the deposit invoice and once paid, the invoice will automatically update itself with the balance due and set the new final invoice due date.
Invoice Ninja, a leading free invoicing software specifically developed for freelancers and small businesses like you, offers a user-friendly interface for creating and sending professional-looking and custom-branded invoices.
Try it for free here.
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Sales calls don’t need to be a chore; the more you do, the better you’ll become. At the end of the day, it’s a friendly conversation to explore how you can help your client achieve the positive outcome they want in exchange for payment, so it’s a win-win situation. Happy prospecting!
