Hey, what's going on everyone Paul Mendes here with Profitable Freelancer and in this video,
I want to go into a topic that a lot of people ask me to go over and that's how can you sell
your services to more freelance clients and more importantly how can you actually land those high
high-paying clients. Those clients that you can get a monthly retainer from which means they're
going to pay you money every single month for your freelance services. So to do that I have a
presentation here and we're going to get into the basics of selling your freelance services because
that's really all where it stems from so getting into the first part selling is essential. So
understanding this is really the building block of everything else to come because in order to
get good at sales you need to commit to it and understand that no matter what you're doing
in life you're selling. So might as well get good at it
next like I was just saying you need to commit to getting good at it because this is what's
going to open the doorway to your success as an entrepreneur. As a freelancer is getting
other people to see the value in the actual services you provide and really get them to
trust you with their money and that's how you're going to really set yourself up for success
and that goes into having confidence in yourself and in your products. You know no one wants
to hire someone who isn't confident in their services and their ability to actually provide
the value you know that they need. So when you're going out there as a freelancer make sure that
you have this in mind you understand that you need to come off as extremely confident but not
arrogant but very confident. That you know what you're talking about and this is not always has
to be from you just saying it out loud this can be just from your tone your demeanor the way
that you know you're able to describe the value that you provide and next always agree with the
client. So this is another basic of selling that a lot of people actually accidentally go against
and that's because they don't understand that whenever you approach a client in a new situation
you need to really focus on how you can be the most agreeable and not confrontational
because when a client has ideas for a project they might have you know spent a lot of money
on that but let's say they're doing something the wrong way you don't want to bring things
up and disagree with them very harshly. You want to do it in a way that's respectful professional
and agree with them and understand where they're coming from. See things from their perspective
and that's going to help you really show that you care and that's going to help you land more sales
and in addition that goes into building more trust because trust is vital to the sale you know trust
is really the reliance on the integrity. The ability and the surety of a person or a thing
so as a freelancer your career and your success really relies on the trust and
the credibility that you build and once you build that trust and once you appear credible
in your certain niche whatever you're doing as a freelancer that's when you are really gonna
start to see that all of your work paid off because now you are a credible name
and you're gonna have clients that are reaching out to you but in the beginning I know it's not
like that but that's why you need to understand where you're going. Understand the journey and
that's why you need to build the the foundation building blocks to freelance selling. So now that
we understand how important it is to sell your services and get good at it now let's look at
how you can build more credibility with clients so you can increase your sales even further. So
the first thing you can do is always show things in writing now people tend to believe things that
they see in writing a lot more than what they just hear because it's easy to kind of forget
what you heard right you filter a lot of things out but when you have something in writing like an
email or a message you're not going to forget you can always go back to it that text or whatever it
is and look at it that message that email but just something that someone said over the phone you're
not going to remember. So always remember that in every step of the sales process you know whether
you're presenting things whether you're showing them case studies whether you're you know keeping
all of your evidence and what you've worked on and you know your work history and you're showing
that to the client. Don't just tell them show them that in writing and it's really going to help you
stand out and sell more clients you can also use third-party data and this is amazing if
you don't have much experience. Let's say you're just starting out with freelancing or
you're going into a new field or you're doing something you haven't done before and you don't
have a testimonial to give a potential client you can like really use outside data people
don't understand this and it's a very powerful thing that anyone can do go on google do your due
diligence your research find reputable sources and actually make claims that are substantial
but are from third-party sources. So you can align yourself with the research other people
have already done and that's how you're going to sell more clients because like we just said
people they believe things that they see in writing much more than things they hear. So not
only are you going to give them things in writing but now you're also going to give them third-party
data. So they're not just trusting you but they're also getting more credibility from another source
addition this goes into the first part again but never give your price just over the phone if you
want to build credibility you need clients to know that you know you're going to put together a full
proposal you're going to put things in writing you're actually going to articulate yourself
in a professional manner in a service agreement or a contract don't just say oh this is how much it's
going to be before you really are at that level where you know you can do that. When you're still
getting started you need to really follow these building blocks in order to have the most success
and then remember the more data the better you know. The more data you can give clients at
every stage of the process the more credible you're going to appear
and the more information you have ready in real-time whether that's on the initial call
when you're trying to land the client. Or let's say you're on a recap call with the current client
always have information ready real-time that's accurate and that's going to make you seem much
more credible because now not only are you just looking at past data and giving them reports on a
you know certain basis but now you actually are having things ready in real-time. They know you're
engaged they know you're actively listening and it's going to help you not only just sign new
clients but keep the clients you have even longer. Which is just as important and then after that,
you want to use screen sharing as much as possible. So this also builds so much credibility
at any stage of the process but when someone is able to actually see your face even though
it's through technology and something you're not actually right there it really gets more of that
human interaction in and it has people feel an emotion whether that's you know a positive or a
negative emotion. They're gonna feel something when they actually are communicating with you
and looking for the right freelancer to hire. So if you are trying to separate yourself from
the pack you know if you already have a bunch of reviews that's awesome. You should use this as
an ability to show that off, to do screen shares, to show past work but even if you don't have that
use screen sharing and video chatting as a way to build credibility. You know when you don't have
all those reviews because now they can actually see you're a real person, you can use that
third-party data, still show things in writing but that is a great way you can sell more clients
and then now the next section I want to get into is how you can actually use your phone to profit
as a freelancer and this is all about really selling more clients and using the tools that
are available to you. So the phone is something that really never leaves most people's sides right
it's next to them as an alarm clock when they wake up and they're on it you know throughout the day
for business or for just talking to family and friends so tap into this tool and really
understand that this is your best friend when it comes to selling and when it comes to clients.
People really trust their phones right? They get so much information from their phone they like we
just said they talk to their family their friends on the phone but they're also getting news content
on their phone. They're looking at how other people are living on social media so people
are just instinctively trustworthy of their phone. So you can utilize that and get in touch with
people on that phone to sell more clients you know it really opens the doorway to more sales when
you're able to get on the phone with a potential client or even an existing client you're really
able to do a lot more than you can do otherwise right. So when you're on the phone you can have
the client answer questions you can qualify them all of those are things that are going
to help you get closer to either upselling them or to landing them if they're not a client yet
and the phone also lets you qualify leads so as a freelancer and you're going out there you're
trying to learn more information about selling and freelancing which is awesome you know that's
why you're watching this video but also remember that you need to have your own boundaries and you
need to make sure that every client that you work with is going to be able to give you a good review
and actually help further your career right. You don't want to work with a nightmare client
or a bad client you know we've all had that or heard of those horror stories before
so use the phone use it to actually qualify potential clients and even just talk to
existing clients to continue to qualify them and make sure that you are only working with people
that are a good fit for you that's how you're gonna have so much more success
and also use the phone as a way to build relationships you know that's a way you can
get in touch with people like never before in history it's in everyone's pocket you can text
you can email you can call, you can facetime, you can social media message. I mean there's so
many options to really get in touch with people to network, to find new clients, and to get new
opportunities and that's a whole part of selling is using all the tools that are available to you
and now let's go into some ways you can profit over the phone. We're going to do a
couple rapid-fire things here to wrap this up you know so learn to communicate well. Now that we've
discussed you know how important the phone is there's only going to be so much you can do when
you're not really communicating well. So that's the first part once you already know that you
need to use the phone it's learning how to speak to articulate yourself. The value that you provide
right and also learn how to practice on the phone and role play so you can be more comfortable
and also ask the right questions you know when you're on the phone asking questions and keeping
the focus on the client is so important. That's what's going to open up all of what you want to
hear all of the objections all of the fake objections it's going to really bring that
to the surface and have a call script pulled up. You don't want to just wing it you need to have a
script pulled up that has all the important things you want to hit on when you're on that call with
the client. Also over the phone use texting and writing to increase your conversion rates while
you're actually on the phone with clients and you can also follow up with the phone. You know it's
so powerful you can follow up in a lot of creative ways and if you know anything about sales you know
that people don't usually convert right away it usually takes a couple different messages,
a couple touchpoints, a lot of stats out there actually say that it's between the fifth and the
twelfth touchpoint that people actually convert. So remember that and use the phone to your benefit
and you can text your clients. That third-party data as well you know
it's not just through emailing you can also get it directly to their text message inbox
and role play. That's basically just practicing never give up that practice and working on getting
better at selling your services and practice handling those most common objections. So you're
probably going to get a few different objections you know there's the price objection. If your
client says your fees are too high or there's you know I'm going to talk to whatever my spouse about
it there's a couple different common objections that you're gonna get as a freelancer but that
depends on what service you offer. So practice handling whatever comes up most often for you
and then have a big claim, have a big offer that you can communicate over the phone. That's pretty
much the value you deliver as a freelancer you need to be able to communicate that through a
big claim. So for example I help businesses increase their conversion rate by 50 percent
on average. Something like that it doesn't matter what service you provide, be able to
quantify that into a claim, and lastly make sure to end every interaction with a call-to-action
and the next steps for both parties involved. Now, this is something that's so easy to skip over and
you might think you touch on what both parties need to do next but really make sure this is
very clear. So after you get on the phone with a client and before you get off the phone and
the conversation is almost over make sure you say "hey what are the next steps here,
what can I do for you?" If I already have you know a proposal that I know I'm going to send them
maybe just ask them "hey are you available to review that if I send that to you on this day?"
Make sure you really outline what the next steps are because that's what's going to help get you
further along the journey. There's so many times if I could tell you that I missed out because
a call went great with a client but I didn't really establish the next steps and then long
story short once you go back and forth with them they end up going a different way. Whatever it is
but when you're a little bit more serious and you come off as more professional by doing this
and having that next step and not being afraid to ask are you interviewing other freelancers
am I the only one you're talking to whatever it is make sure you end with that call-to-action
and with those next steps so I hope that video was helpful to understand really how
to maximize your freelance sales, how to land more high paying clients. Once again my name
is Paul and I'm with Profitable Freelancer and as always I look forward to your freelance success.