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Get Clients

04

Get Clients

10. How To Qualify Leads

Qualifying your leads will ensure that you are pursuing the right people who are interested in your services. In this guide, you’ll discover how to do this. 

In the freelance industry, finding leads is only part of the puzzle. You then need to make sure you understand how to qualify leads. By doing this, you can ensure you know which ones are worth exploring further. This involves asking deep questions that allow you to understand your prospect’s mindset and what they are searching for. Once you do this, you’ll be able to close the sale. 


How Do Qualify Leads

By qualifying leads, you’ll be able to discover whether they are interested in what you have to offer. This is going to allow you to focus on the ones that will provide real potential for your business. 

Lots of people will sign up for your email list for a variety of different reasons. People you know personally might seem like good leads, but they will likely never pay for your services. 

By qualifying a lead, you will build up information about them so you can determine whether they would pay you as a client. 


Why Is Qualifying Leads Crucial?

Qualifying leads will make your process far more efficient. It will help you avoid wasting hours or an entire day pitching to a lead only for them not to respond or disappear without a trace. 99% of the time, you shouldn’t pitch to someone who might not have any interest in the first place. 


The 5-Line Email Pitch

This is a great way to qualify leads. It allows you to create an email with:

  • Introduction - Saying who you are and how you found them
  • Offer - What you can offer and why you are the right solution
  • Benefit - address their pain points and show them how your solution would work
  • Foot-in-the-door - present the idea of going further and ask if they are interested
  • Call-to-action - ask if they want ideas and suggestions on how you could help. 

In each step, you need to show that you understand the client, who they are, and what their issues are. 


Why Does This Method Work?

Through the five-line email pitch, you will be able to demonstrate:

  • Who you are and how you know the target lead
  • Why you’re writing and how you can offer value
  • Reassurance that they don’t need to commit
  • Make it easy to say yes or no 

If they say yes, you will then be able to immediately follow with a more detailed email. Since you have qualified the lead, they will be more likely to read an email like this. By responding positively to the five-line email pitch, they have shown a willingness and eagerness to connect with you. 

We hope this helps you understand the best ways to qualify leads and ensure that you are not wasting time on the wrong people. With the right structure for qualifying leads you can narrow leads down to a yes, no or a maybe. The people who say ‘maybe’ are the ones that you can continue to pursue.

11. How To Build Trust

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. 


How To Close A Client By Building Trust

There are two phases of closing a client. These are: 

  • Exploratory 
  • Closing

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. 


What Questions Should You Ask?

It is important to ask the right questions when building trust during the exploratory phase. This includes:

  • Informational questions
  • Aspirations questions
  • Diagnostic questions

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.


Getting The Right Answers

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. 


Putting In The Pieces In Place

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:

  • Show that you understand their point of view
  • Address the issues they are facing
  • Demonstrate how you could help them
  • Ask them if they are interested in pursuing this further

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. 

12. 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.

 

13. How To Get More Leads Using Classified Ads

As a freelancer, it’s important that you are doing everything possible to generate more leads that will hopefully convert into clients for you. The world of freelancing can be an unpredictable one and so it’s great to continuously build up your client base. With that being said, classified ads can be helpful in advertising your services, so here are some tips on how to use them to your advantage.


Find the right sites for your ads

There are many classified ad sites out there to choose from and in order to benefit the amount of value you’d get from each ad is down to what sites they go on. With that being said, take an initial look at all the sites that have piqued your interest and that you feel will match to what you’re offering as a freelancer. 

There might be more niche websites that cater to your services or products more so than others and it’s better to focus your attention on a few quality ones than on a variety that perhaps don’t have as much influence. Give yourself the time to begin with to study these sites before choosing them.


Be descriptive with your ad

Your ad needs to stand out and part of that is by being descriptive in your services and ensuring that the ad lists everything that you want to get across to that potential lead. Remember, you’re going to be competing with a lot of other classified ads and if there are some similar to yours, figure out what is going to get yours to the top of the pile.

It needs to be the most attractive and appealing one on the site, so try to spend some time on the ad itself when it comes down to the content.


Avoid overexaggerating the truth

Overexaggerating the truth isn’t going to be very helpful. If anything, it could ruin your chances of not only securing the lead but also gaining others. With that being said, try to avoid putting in any fake information that you perhaps can’t offer to your customers.

Be honest and genuine in what it is you offer as a freelancer because that will hopefully draw in the right clients for you. It’s also important to walk before you can run and by overexaggerating your skills or knowledge, it might end up biting you back later on.

Add in some imagery where possible

Imagery is an important part of classified ads because as much as they can be descriptive, they’re boring to look at. Imagine scrolling through endless pages of ads that don’t have any imagery to go with it. It’s very easy for leads to switch off or just perhaps pick the first one that appears and that matches their requirements. 

Adding in an image can be a great way of drawing the customer’s eye to your ad, so incorporate one where you can.

Classified ads can certainly be helpful as a freelancer, so use these tips to your advantage when creating freelance classified ads.