Pitching Potential Clients
When you freelance
or own a business, your livelihood depends on your ability to sell your
services. You need to be able to convince prospects that you are the best
person for the job, and the communication secrets in this article will help you
do this successfully.
1. Ask the Right Questions
Part of selling
your services is being able to understand the client’s unique needs. You can do
this only by asking questions that get to the heart of the challenges they are
facing. Once you have a clear understanding of the problem that the client
needs to solve, you can pitch your services as the best possible option for the
client, outlining how you will meet their needs.
For example, when
I am contacted by a prospective client, I have them fill out a website
requirements document that poses various questions to help me better understand
what they are looking for in a website. Some of the questions I ask are:
- Describe the nature of your business.
- Who is your target audience?
- What is the background on the project? (Is it brand new? Has it already begun?)
- What are the goals and objectives of the project?
- What is the timeline for the project?
2. Communicate Professionally
Your
professionalism can win you contracts, and your communication skills add to the
complete package. Take time to proofread all emails prior to sending; use a
business email address with a proper signature; answer the phone
professionally; and speak articulately and competently at all times.
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