Are you ready to start building trust with the leads you have generated as a freelancer? This guide will show you how to do it the right way.
Once you have qualified a lead, you’ll know that you have found someone interested in your services. So, what happens next? You need to make sure that you understand their situation. Stop talking and start listening. By asking the right questions you’ll show that you know what they need. This is about closing the client.
There are two phases of closing a client. These are:
During the exploratory phase, you and your client both learn more about one another and see if it is a good fit.
During the proposal, you pitch your client the services and the client says yes.
The time between these two phases can vary. They can occur on the same phone call. Or, it could take several meetings to complete the close.
The exploratory phase is where you need to focus on building trust.
It is important to ask the right questions when building trust during the exploratory phase. This includes:
Informational questions can be about finding more about what the client wants and who their target audience is. Aspirational could be focused on set goals that the client has about how they want to move their business forward and in which direction. Diagnostic questions cover what they tried previously and whether or not it delivered the results that they needed. The generic forms must be fine-tuned to ensure that they apply specifically to the client that you are pursuing.
Often when you ask these questions clients will remain vague. This is a problem because it won’t provide you with the information you need. As such, you need to push them to be more specific. Keep things positive while focusing on the information you want with the right questions. If you focus on specific questions and answers, then you will gain measurable goals that you can work with. You will also be pushing your lead to think about how they want to improve. But remember to validate any answers that they provide before moving on. If you don’t do this, then they could become quite defensive.
By asking the right questions and getting the answers you need, you can then follow up by pitching the perfect solution for the lead. You need to:
How much you dive into deeper information and the time you spend developing trust will depend on the client and their goals. If you’re providing a basic service, you don’t need such a deep dive. But you will still need to know what your client wants and what problems they are facing right now. Do this, you will quickly build trust between you and your client.