This is part 5 in a 5-part series called Stop The Cycle where I ask you a question and you’ll get an actionable item to take away with you at the end of the show to help your sales and marketing so that you are on the way to stop having the feast and famine killing your business.
Positioning is simply marketing
What if you only talked with high-quality leads that viewed you as an expert?
You want people to respect you, right? You want to be valued as the expert in the conversation, right?
What are you as the expert doing to facilitate that?
Experts ask the right questions, they try to ask the right questions early on in the process. So that they identify who they can help as well as those they can’t.
Respect is earned, it’s not given. If you aren’t asking the proper questions and the lead or client doesn’t recognize them as questions that lead them to their transformation with you, they won’t respect you.
Are you talking budget? Are you talking timeline? Are you setting expectations? Are you asking questions about their business not just technology? Are you talking the same language as your leads and clients?
Are you helpful and serving?
Being empathetic and showing humility goes a long way in getting answers to all these questions.
The awesome thing about asking questions like these, is that you are showing your expertise, but also vetting leads.
You want to work with clients of a certain budget.
You don’t want to work with clients who have unrealistic timelines.
You don’t want to work with clients that look at you as labor or someone they can just pluck from Upwork at the lowest bid.
If they are open about their business goals because you asked them about some specifics, that’s a good sign they see you as an expert who knows what you can do for them.
Stop the Cycle
If knowing what the right questions to ask is something you have been trying to figure out, you aren’t alone. Which is why Curtis McHale and myself have built a workshop called Stop The Cycle.
During the workshop, Curtis and I pull back what we’ve done in our sales processes that have let us build 6 figure businesses without 60 hour work weeks.
If you haven’t already done so, head to Stop the Cycle to learn about the details of the workshop and all the resources for you and how you will stop the feast and famine from killing your freelance business.
Start a Freelance Business
More episodes in this topic:
What are the costs involved in becoming a freelancer?
Is the income from freelancing reliable?
What payment structure should I do?
How do you build a good freelancing profile in the field of web development considering the competition?
What are skills you can learn fast and have high freelancer value?
How to start freelancing?
Should you do free work to build a portfolio?
What is freelance?
How can I start freelancing without experience?
What does it take to be a freelancer?
Why did you start freelancing?
What is the very first step to work as a freelancer?
How do you set the boundary of work you do and work you don't do?
What are your client red flags?
What should you be able to create as a web developer before starting in your freelance career?
When starting out freelance, should I just be a generalist to get my feet wet, or should I go for that niche?
As a developer, should I throw my projects on Github or build a site from scratch to grab attention?
What can I use for social proof when starting as a freelancer?
How can I start freelancing as a web developer?
Should I use my name or create a business name when starting?
Should I call myself a “freelancer” (definitive answer)?
Why should you not be a freelancer?
How do you collect online payments as a freelancer
How much money do I need to make?
Why is hourly billing bad?
Why is hourly billing good?
What are the biggest mistakes a freelancer can make?
How to adapt and change to the WordPress climate?
How to budget as a freelancer?
What is your marketing plan?
What is your sales process?
What do you do to position yourself as an expert to leads?
How do you balance your time for sales and marketing?
How do you get high-quality clients?
Should I offer my services as a web designer/developer or specialize first?
What do you do again?
What is the best freelancing website?
What do you do for a follow-up sequence for leads?
How to attract clients with big budgets?
How not to be annoying in sales?
How do you convince someone to sign a contract?
What to say when a client is late on a payment?
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
S09 E11 - Differentiation, Reputation, and Pivoting From the Top-Down with Peep Laja
S01 E11 - Kai Davis helping freelancers get more clients with outreach