#11 Freelance Mastery: How To Close the Sale

Closing the sale is the final step in ensuring that you do win a new potential client as a freelancer. In this article, we’ll show you how to do it. 

It can be tricky to close a sale as a freelancer. The problem is that there aren’t any concrete rules that you can follow. There’s definitely a little trial and error involved. You’ll need to make sure that you take time to practice so you know the signs that it’s time to close. 

A good time to close will be when:

• The situation of the client is understood by both sides
• The client is showing interest
• There’s a fit in terms of attitude and communication 

How To Start The Close

To get started with the close, you need to make sure that you tell the client how you want to begin with their project. If the client agrees to this, then you can start sending details about the proposal. This provides a clear plan that is set and a way to move forward. Don’t forget 80% of your marketing should be complete before you decide to send over the proposal. 

The proposal isn’t how you close a sale. It simply summarizes everything that has already been agreed. As such, you shouldn’t get too technical. Keep things simple and easy to understand. 

Do You Need A Contract?

You might need a contract later on, but it’s likely that it won’t be necessary right now. Contracts are more suited for complex projects with larger fees. If possible, you should avoid contracts on smaller projects because they can scare away clients.
Instead, you should just aim to have a simple written agreement that is designed for both sides. This will help ensure that you can get a client to say yes. 

What If A Client Says No?

You’re never going to get every sale. However, if you take the time to qualify your leads and ensure that they are interested, then the level of rejection will be far lower than you expect. 
Instead, it’s more likely that you’ll get a “maybe” with your attempt to close compared to a firm no. If this occurs, you need to push them into a further interaction with a time commitment. That way you can check if you still have their interest. If they can’t commit to a specific time, then it’s like that you don’t have the sale. When this happens, you just need to move on, keeping things professional and positive.

If you  stay positive, then you’ll leave the door open for a call back in the future. 

When Should You Discuss Rates?

Clients may ask you to discuss rates earlier than you’d like. If so, then try to defer, promising to discuss prices later while focusing on providing value. If they continue to push for a price, then you shouldn’t put up too much of a resistance. This can make you seem dodgy.

We hope this helps you understand everything you need to know about closing a sale the right way.