Sales is something that you learn. It’s a constant learning to be honest with you.

Sales today isn’t what it was in the 80s, 50s or 30s.

How you improve your sales is more about you and the relationship with your client than it is about sales tactics and tips.

The question today has a bit of a “I want a silver bullet” feel to it. I hate to disappoint you but there isn’t.

However I will share with you, 3 things that you can do to affect your sales cycle and get those leads to close and sign that proposal.

Step 1: Educate clients more and better!

First thing to work on is the top of the funnel, the awareness stage, basically the client education part of your business.

The more informed a lead or prospect is:

  • About their problem
  • About the possible solutions to their problem
  • About the options that provide the solutions

The more they are likely to understand what it is they are buying from you when you present it.

70% of the buying decision is made way before someone reaches out to you.

If someone reaches out to you, they’ve already weeded out a good number of other options. You only have to align your business with the remaining 30%.

That 30% should only be questions that are custom to that specific client or situation.

Step 2: Tell the lead the next steps.

Secondly, tell your prospect what to do with your proposal.

How many proposals do you hand out? Plenty. It’s a part of what we do as a business.

We understand what a proposal is, what it represents, how it falls into the grand scheme of things, and what to do with it.

Most clients don’t. Especially small businesses and non-profits who are looking for help with their website that they never touch.

At the end of your proposals, are you telling the lead what to do next and what to expect next?

Tell them that they need to sign the proposal by a certain date, get you the initial deposit and once that’s complete that you’ll schedule with them a kickoff meeting.

If you don’t, then they may know that the need to sign it, but then what. Maybe they like you, want to go with you, but since you didn’t tell them what to do, they slightly confused about what’s next, maybe waiting around for you to followup, and while that happens someone else comes along and tells them what to do and they go with them.

All the while you are wondering why the prospect hasn’t returned your email about the proposal.

Step 3: Pay attention.

This is simple. Just pay attention to what sticking points a prospect has.

Learn what they struggle with as you communicate via email, through Skype and on the phone.

As you pay attention and learn what prospects have issues with and ask you time and time again, put that learned materials back into Step 1.

Educate them earlier on in the process to anticipate their questions rather than be responsive.

The less time, work, and thinking you have your prospect do, the more likely they’ll see the value in your service and sign on that dotted line.

See how sales is always a learning and iterative process? Start with step 1 through 3 and then repeat again.

As you get better and better with listening, communicating and education, your sales cycle will decrease.

[optin-monster-shortcode id="bzuygihht1q3oswohwvi"]

Running your freelance business

Struggles with time management? Which emails to send off and when? Wonder what type of software to use? Here are the answers you’ll want to have a listen to.
See all topics

More episodes in this topic:


What do you do when a crisis hits?


How to start building an email list as a freelancer?


How do you manage time wearing so many hats as a freelancer?


What software tools do you use for business? What is best?


How do you prevent, manage scope creep in your projects?


Do you schedule in time for exploring or reading articles online?


What is the best way to get income fast?


What happens if you can’t define a scope of work on a call?


What do I do first thing Monday morning?


How can I focus on my business when I’ve got a ton client work?


Do I have to be concerned with GDPR?


What are the tools and services that you use and would recommend to freelancers?


How do you have time for all that you do?


What podcasting gear do I use?


Does live chat bring you in business?


How do you followup with a lead after a proposal?


Did hiring a mentor really help you with starting up your business or your career?


What is my writing process


What is the easiest way to get a remote testimonial?


How do you determine a quality prospect?


How do you step away and actually take a vacation?


Are job boards reliable?


How to decrease the sales cycle or time to close?


How would you write a cold outreach email?


How to present different services that could potentially diminish your abilities in the minds of clients?


Should I bundle projects for clients or keep projects separate per client?


What product do you use for your business that you can’t live without?


What makes you stand out from other freelancers?


Do I drop this client?


How do I set a goal?


Do you meet leads and clients face-to-face?


How do I work “ON” my business and not “IN” my business?


What is the best structure for setting a goal?


How do you do a review of your week?


What do I say when a potential client says I’m too expensive?


What is activity based selling?


How to get more clients?


How to have a productive week?


Do you use a CRM for your business?


How do you choose the technology for your clients?


What is the structure of a weekly review?


What is the structure of a monthly review?


What are lead generation techniques to get me out of the feast and famine revenue cycle?


How do I know if I should buy a course?


What’s a polite way to tell existing clients you are raising your rates? And what is a reasonable percentage to go up?


How many email follow-ups should I send to a lead?


What do I do? I’m afraid to filter the tire kickers coming into my business because they are the only leads I have.


How to take the next step from contracting resource to solo business owner?


What do you think about Gutenberg? Schmutenberg!


How do I get better at sales?


How to overcome objections in sales?


How do I respond to an RFP?


How to respond to “I don’t need strategy, can you just do…”?


If you don’t have experience, how to you prove the quality without the education/experience?


How do you handle a client that has ghosted?


What do you ask during a sales call?


How to improve your sales process as a freelancer?


How to charge more as a freelancer?


How do you push past the imposter syndrome?


How do you segment your email list?


What to say when a client insists on adding something new?


What kind of content should I promote to potential clients?

Related episodes from

Live in the Feast Podcast

Get Every Resource and Content Upgrade

You've made it down here 👏. Put your name and email below and you will get access to all the free resources and content upgrades on the site.