I’m going to get up on my soapbox here for a minute, so if you don’t want to hear it, scroll down a little bit.
Over the past decade, I’ve run into many leads and clients that have had terrible experiences from flakey freelancers who have either disappeared, communicated poorly, didn’t deliver a project, or just didn’t set the expectations the client had.
If you are a freelancer in business, please, please, do right by your clients. Be honest and don’t get in over your head.
If you find yourself in a sticky spot, there’s nothing that communicating to the client can’t fix.
If you are a freelancer and asking questions like “how come clients don’t respect my value?” or “how do I charge more than bottom dollar hourly rates?” The big reason is that of these flakey freelancers who don’t do right by their clients and then those clients are jaded and don’t want to be burned again.
If nothing else is taken from this, please communicate clearly and often with your clients so that it raises the bar for all of us in the services based industry.
This is actually an easier answer than you may think.
Tell them that you are very sorry and can appreciate their apprehension based on their past experience. I’m sure you’ve had bad experiences in the past with either a product or service, right?
Put yourself in their shoes for a minute and support them. Don’t be confrontational.
Don’t throw anyone under the bus.
You only know one side of that story and you have no knowledge of the situation. However, you can call upon your own experiences of bad service in the past and how that made you feel.
You have your guard up and don’t want to be burned again, and that is exactly how they feel too.
Reflect the conversation back to how they found you
Once you are able to put your arm around them, next reference back to how they found you.
If it’s a referral, that’s great, because referencing the person’s name you pull that trust factor back into the conversation.
If it’s by some other means, say an article or podcast you were in, mention that big takeaway. No doubt it’s the reason why they wanted to get you to work with them in the first place.
Give them confidence
Tying in that takeaway, ensure them that they won’t find themselves in a similar place again because of how you run your business.
Share with them some behind the scenes workflows and processes if you need to.
But what you want to do is instill confidence quickly that you’ve got things under control.
By talking through these 3 points, you’ll find that most of that initial baggage the lead has, will be put aside. What you want to keep in mind though as you work together is that baggage is not gone.
They will be on the watch for the signals of getting burned again, so you need to be as well so that the trust you’ve developed and earned doesn’t chip away.
Marketing for Freelancers
More episodes in this topic:
Social Media Marketing, is it worth it to do?
What social media platforms to spend time on?
How to get clients when I have no portfolio?
How to get the messaging right to attract customers?
Have advice for soliciting podcasters to be a guest?
Should I focus on SEO or Paid Ads to gain new clients?
Do you get any leads from your content? And what traffic acquisition methods have worked best?
When creating a new freelance service what’s the best way to send cold emails?
What is my second most successful lead generation tactic?
Why is an email list important for a freelancer?
What is the best way to attract larger clients?
How do you market your business to local clients other than attending networking meetings?
How do I pitch some big companies in my niche?
Imagine I was going to bring you $100k in revenue
How does a freelance web designer build a client profile when preparing their marketing plans?
How do you price your services on your site?
How important is branding?
What are some useful tools that you use?
What makes a great case study?
How do you turn the things I do into benefits?
How do you decide what to start blogging with if you’ve never blogged before?
How often should I write a blog post?
Should I put pricing on my website?
How to overcome objections people have about you?
What is the best lead generation strategy?
What is your cold outreach strategy?
How would you get into the corporate business as an independent professional?
What is the difference between warm and cold outreach?
How to answer objections and get clients to say “yes”?
How to grow with word-of-mouth marketing?
How to ask?
All my work has been word of mouth, how do I find work on my own?
How do you handle a good fit for you that doesn’t really fit for your marketing message?
What do you say when a lead comes to you from a bad experience with another freelancer?
What to say when a potential client says you are too expensive?
How do I find the time to create content for my business and what do I write about?
Is this going to get me clients fast?
What is the #1 business trend for 2019?
How to sell on Twitter?
How do you make it simple for a lead to sign?
Why did I move my business from Drip to ConvertKit
How do you sell strategy?
11 Lessons on How to Find Clients
Finding Clients Lesson #1: Targeted Referrals
Finding Clients Lesson #2: Zero Line Item
Finding Clients Lesson #3: The Client Sandwich
Finding Clients Lesson #4: The Sneak Peek
Finding Clients Lesson #5: Buy a cup of coffee
Finding Clients Lesson #6: Get Yourself On A Podcast
Finding Clients Lesson #7: Your Up Level Skills
Finding Clients Lesson #8: Brag about your clients
Finding Clients Lesson #9: Are you priced right?
Finding Clients Lesson #10: Who do you hang with?
Finding Clients Lesson #11: Group Coaching for Leads
Is Instagram a better vehicle for visibility? Sales?
Best of Season 3 - Get out of the comfort zone
Best of Season 3 - Building Relationships
S06 E12 - Undercharging, Targeting the Wrong Audience, and What You Should Do About It with Alex McClafferty
S03 Bonus - Tom McFarlin on Blogging, Balancing Work and Family, and Building a Business that Lasts
S08 E11 – SEO, Content Marketing, and Skyscraper Strategies with Alex Panagis
S06 E11 - Creating Results and Building Relationships Through Your Pricing with Mor Cohen