Successful freelance writers know how to close the sale. They get the client to commit and they get the money. Many potential clients have trouble committing to a project. They know that they want help, but there is some issue holding them back. Money can be a big issue. Defining the project can be a problem. The client may have concerns about the amount of time it takes to finish or be unsure of your ability to meet their needs. Some people just have trouble committing to anything. They always think a better deal is just around the corner.
If you want their money you are going to have to get them to commit. The longer it takes a client to commit, the more unpaid time you are going to have to invest in that client. That is why you need to develop some closing skills. You need to get comfortable with sales techniques and you need to learn when to cut your losses. Most clients are worth the extra time it takes to get them to commit, but a potential client that can’t commit is a potential drain on your time and resources even when they do commit. Hard-to-sell prospects usually become hard to please clients.
There are plenty of articles on the web about how to close sales, and I’ll link to them below, but a few quick things to remember are:
- Many objections are really requests for information. Restate the objection so that it is clear to you and to them, then answer the prospect’s objection with information.
- Get to the point. When your sales pitch is long and unfocused, you are wasting both your time and the potential client’s time.
- Ask for a commitment. Don’t wait for them to offer to commit.
- Discuss specifics. Make it clear how much you are going to charge and what you are going to do for them.
- Ask questions and respond to the prospect’s answers. The process is primarily about their needs and your ability to meet their needs.