Freelancing is an art. And like an artist, you must show an absolute deftness in not only your work, but also the way you approach your work too. No matter how great your expertise is, that first conversation with your client is going to be the sole decider. Catch their attention and provide value for them, you have the project. But fail to position yourself as the right expert for their project, you lost them forever.
The first few minutes of your conversation are the most vital ones. And many freelancers tend to begin their presentation with their educational background, their vast experience in the top conglomerates, and on and on and on. Let’s understand, this is not going to help your customer in any way. People come to you seeking your help to either achieve or overcome something. And they expect you to show them that you can create a strong value for them through your work. Simply put, show, do not tell. Here are a few tips that can help you in positioning yourself as an expert in front of your prospective customers.
Be a Problem Identifier
Right from the get-go, focus on identifying the problems for your customers. Identify their challenges, pain points, and take time to explain your customers about them. This way, you already put yourself into their journey. Problem identification is the most critical step in your interactions with your customers. Instead of pulling solutions out of the hat, ensure you listen to them and identify the problems they face and that’s it. You already struck a chord with them.
You Are More Than Your C.V.
When you are pitching yourself to a customer, make sure your focus is on your value creation. If you begin your pitching talking about your 20 years of experience, the many projects you have worked in, and the top institutes you have studied in, the customers are going to lose interest in your pitching already. Instead, you can shift your focus toward
Your Portfolio.
The value you have created for your previous customers.
The problems you solved for them.
The relevant skills you have leveraged to achieve the goals of those businesses.
The business outcomes you have achieved for them.
This way, you will be successful in grabbing the attention of your prospective customers and build a strong bond which can translate into a freelance engagement.
Talk Their Language
I cannot stress on the fact that it is not about who you are but what you can do for the customers matters the most. Always try to understand where the customer is coming from and try communicating in their language. Terms such as ‘Digital Transformation’ may not be familiar to your customer. Similarly, the technology you may talk about such as ‘Digital Twins’ is not something you should expect them to know. Focusing instead on the deliverables and outcomes will help your customers understand what you can do for them. Metrics, values and KPIs are the most important factors for any business. If you can talk about them, you have your customers’ attention.
Be Specific on What You Can Do for Them
Once you have your customers’ attention, get down to the specifics of the project. Be sure, and be specific about the scope, objectives, and deliverables of the project. Problem identification is the key to reach to this stage. So, make sure you find out challenges, gaps and pain points of your customers. This allows you to be specific on what you can do to solve those problems and achieve the expected goals. Break the goals into smaller work packets and offer them short term engagements. When you focus on short bursts of engagements instead of rushing towards long term projects, it builds a great sense of trust and understanding between you and your customers. Additionally, it helps both of you to see if you are right for each other or not.
Stay Relevant
Markets are evolving faster than ever. There might be a new trend or technology being introduced as you read this blog. On the other hand, the challenges your customers might face increase at the same rate. It is important for you to be aware of this information. Present yourself as a thought leader in your niche. Any material such as blogs, white papers, videos and webinars will increase your credibility in front of your customers.
Final Word
To land a successful project, industry experts need to focus on positioning themselves as thought leaders and problem identifiers. These five tips to position yourself as a top freelancer will help you in gaining more trust, creating a bond and finalizing the project. Create your pitch around these five tips and you can do no wrong!