This is part 3 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.
Easiest way to position yourself as an expert
What if you could give your leads an experience that positions you as an expert?
I ran a highly scientific and analytical poll on Twitter and the results can back with an overwhelming 79% of people do not have a follow-up process in their sales.
Do you have a formal follow-up process in your #freelance business sales process?
— Jason Resnick 🤘🚀 (@rezzz) November 5, 2018
This is a shame, because it’s so simple, and powerful when done right.
I’m going to paint a picture for you and tell me if this is you?
When you get a new lead, you have a call, and then send a proposal. A few days go by and they you send another email saying “Just wanted to check in and see if you had any questions about the proposal?”
Is this you? If so, you did exactly what everyone else does. Proven simply by the stats.
You want to be respected as an expert, right? By writing this email, you’ve completely put yourself right in the bucket of all the flakey, desperate, and laborer freelancers.
Instead, I want you to replace your lame email with one that shares a link to a useful article and send it to your lead.
I have no doubt that you are reading industry articles, watching videos, listening to podcasts and then using that information as a part of your conversations to talk with leads during your sales process to sign with you.
Send them those links!
It positions you as a someone who is an expert, keeps up-to-date on your expertise, and someone who isn’t desperate for work.
It shows your prospect that you are providing value even when you aren’t getting paid.
It sparks interest in you to want to work with you even more.
No one wants to work with someone who’s desperate. They can smell it a mile away.
If you want to stand out from among the crowd, from among the 80% of other freelancers out there, provide value in your follow up. It will define you as an expert leads will want to work with.
Stop the Cycle
Over the years I’ve built a proven follow up sequence for various stages of the sales process, that continuously adds value and growing education for the leads. Join Curtis McHale and myself in a workshop called Stop The Cycle and I’ll walk you through it completely.
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