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- Jun 3, 2015
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Obviously a lot depends on your situation, however I'll try and be as generic as possible. So in no particular order:
1. Don't be readily available - If somebody says; "..can we meet on Monday at 8 a.m.?" and you have the entire week free. Tell them no, instead give them three or four times alternative times you can do that week, whilst looking in your 'diary'.
2. Unless absolutely necessary, or you have made such a promise, do not open and/or reply to emails immediately, leave it a day, or whatever time is appropriate for you and your business.
3. In a situation whereby you have been approached for work do not accept the business immediately, make it seem as if you need to assess them or whatever excuse you come up with to take it away and confirm with them later/tomorrow.
4. Don't be afraid of no!! - This should have probably been number 1, but I've just thought about it so it's no. 4. - Ask questions that lead to a no. People are subconsciously more relaxed with you if you allow them to say no early on in a negotiation. If you skirt around certain issues because you are "yes" seeking, you will come across as desperate.
5. Give them ways out- Nobody likes to feel trapped, even if they come to you for the work, use language like "If this is right for you we can go ahead..." and "This might not be a great fit for you..." Just two examples off the top of my head, however you want to tailor these and make them more specific to your industry.
6. Give away free advice - One of the most lucrative jobs I ever got as a freelance video producer was because I gave the potential client a ton of free advice on an Upwork-type website. I wrote about 5 paragraphs detailing exactly how he should shoot his project, regardless of whether he chose me or not. It stood out and made everyone look desperate as they all talked about how amazing they were.
7. Concentrate on them - This kind of rolls on from the last point, in that if you focus on your client, and their needs, rather than how amazing you are and how wonderful the job you're going to do for them will be, you will come across as attentive and client-focused. Take time to find out about their needs, their past, everything that brought them to the point they're at.
Find out about their customers, what those clients are worth to them and how your work will help them get more/keep existing clients and so on. The more you talk about them, the more it will seem like you're hungry to do a good job for them, rather than desperate to win the contract.
8. Don't be prepared to give them the world - Obviously offer them a great service, however make sure your offer isn't too good. If something is an extra which needs to be charged for, then charge for it. Remember that everyone knows if something seems too good to be true, then it almost, most definitely always is.
Okay there you go, if you want more industry specific advice hit me up in DM. Otherwise good luck, and remember, once the money starts rolling in you'll automatically seem less desperate.
1. Don't be readily available - If somebody says; "..can we meet on Monday at 8 a.m.?" and you have the entire week free. Tell them no, instead give them three or four times alternative times you can do that week, whilst looking in your 'diary'.
2. Unless absolutely necessary, or you have made such a promise, do not open and/or reply to emails immediately, leave it a day, or whatever time is appropriate for you and your business.
3. In a situation whereby you have been approached for work do not accept the business immediately, make it seem as if you need to assess them or whatever excuse you come up with to take it away and confirm with them later/tomorrow.
4. Don't be afraid of no!! - This should have probably been number 1, but I've just thought about it so it's no. 4. - Ask questions that lead to a no. People are subconsciously more relaxed with you if you allow them to say no early on in a negotiation. If you skirt around certain issues because you are "yes" seeking, you will come across as desperate.
5. Give them ways out- Nobody likes to feel trapped, even if they come to you for the work, use language like "If this is right for you we can go ahead..." and "This might not be a great fit for you..." Just two examples off the top of my head, however you want to tailor these and make them more specific to your industry.
6. Give away free advice - One of the most lucrative jobs I ever got as a freelance video producer was because I gave the potential client a ton of free advice on an Upwork-type website. I wrote about 5 paragraphs detailing exactly how he should shoot his project, regardless of whether he chose me or not. It stood out and made everyone look desperate as they all talked about how amazing they were.
7. Concentrate on them - This kind of rolls on from the last point, in that if you focus on your client, and their needs, rather than how amazing you are and how wonderful the job you're going to do for them will be, you will come across as attentive and client-focused. Take time to find out about their needs, their past, everything that brought them to the point they're at.
Find out about their customers, what those clients are worth to them and how your work will help them get more/keep existing clients and so on. The more you talk about them, the more it will seem like you're hungry to do a good job for them, rather than desperate to win the contract.
8. Don't be prepared to give them the world - Obviously offer them a great service, however make sure your offer isn't too good. If something is an extra which needs to be charged for, then charge for it. Remember that everyone knows if something seems too good to be true, then it almost, most definitely always is.
Okay there you go, if you want more industry specific advice hit me up in DM. Otherwise good luck, and remember, once the money starts rolling in you'll automatically seem less desperate.