As a freelancer, you don’t want to be taken for granted and end up doing free work for clients. You already know that consulting with the client is an important part of the job, but it’s easy to let things slip out of your control and find yourself in the middle of a free consultation. Here are some tips on how to keep the client interviews focused on selling your services.
Set Clear Expectations Upfront
Before you even begin talking to potential clients, make sure you have clear expectations set out in writing. This will help manage any misunderstanding around what is being offered before the conversation begins. It can also help ensure clients understand what they are paying for and that you are not offering anything for free. If possible, try to provide them with a written statement outlining these expectations before the call so there’s no confusion about what is being discussed during the interview.
Ask Questions That Lead Towards A Sale
When interviewing potential clients, make sure you ask questions that lead towards selling your services rather than just getting more information. Ask questions like “What do you need help with?” or “What challenges are you having?” These types of questions will give you an opportunity to explain how your services can help solve their problems and move towards making a sale. Make sure to stay away from open-ended questions such as “What can I do for you?” or “How can I help?” as these will often lead into long discussions that could end up being a free consultation if not handled correctly.
Focus On Solutions
When discussing possible solutions with potential clients, focus on how your services can benefit them instead of just providing general advice or feedback about their project. Explain why employing your services would be beneficial for them and provide concrete examples of how it could add value to their project or business overall. This will ensure that they understand exactly how hiring you would be beneficial and why investing in your services would be worthwhile for them in the long run.
Conclude The Interview Professionally
At the end of every client interview, it is important to conclude things professionally by summarizing what was discussed and reiterating what was offered during the call. Make sure that both parties have an understanding of where things stand and consider sending them an email after wrapping up the call summarizing all key points discussed so they have it as reference material going forward as well as any next steps they should take if interested in working together further down the line.
Doing this will ensure there is no confusion about what was offered during the interview and prevent any misunderstandings regarding future conversations or collaborations between both parties moving forward. With these tips in mind, you’ll be able to keep all those pesky client interviews from turning into free consultations! Good luck!
3 Comments