When working on your own business there are times you need outside help. What is the first thing you do when you want to pay someone to provide services to your business?
Do you ask people you know for recommendations then shoot off an email asking how much the service might cost?
Do you Google the help you are looking for to see what other people charge for it?
Do you see if you can figure it out for yourself and try to save a few dollars?
I’m sure you answered yes to at least 1 of those. I know I can answer yes to all 3, in fact I did them all yesterday. But at what point did you ask yourself what value is this service going to bring to my business? Could you answer that question if someone asked you?
If you don’t approach your own business with value in mind, how can you attract clients that do?
If you ask those types of questions what sort of answer are you expecting? Maybe a few like these.
“Here are x, y, z examples of my work, I would love to help you with your project.”
“Something like you have in mind usually costs around $1000, but we should really meet so we can discuss things in detail.”
Or what about
“Do you have a budget? Do you have a deadline? Do you have blue eyes??”
If you received these answers from the 3-4 businesses you contacted what would you do with them? File them away for later, or possibly do a straight up comparison on price? Neither of which brings real value to your business.
Now imagine if you requested help and you got an answer back like this.
- I noticed that your website/logo/copy was hard to read on mobile phones. Do you realise that more than 50% of searches are now done on mobile devices. 1 simple improvement you could make is this.
- I would really like to understand who you are making this change for. Are you trying to help a,b,c, or trying to attract the x,y,z customer.
- I’ve worked with several businesses like yours before, I find that if we focus on improving A, it will result on producing much more B.
Wow, suddenly there is a person who is trying to understand your business. They have taken time to try and get to know what you do and offer help specifically for you.. What approach sticks in yours or a client’s mind more?
After offering 3-5 mini solutions, then you can give your normal sales speech of asking to meet, follow up questions etc.
Offering simple solutions to potential clients creates rapport and an abundance mindset.
Every freelancer has an arsenal of ways to help clients that doesn’t take a huge amount of time or effort. For the client though, these ideas are sometimes eye opening and a game changer.
As freelancers we spend a lot of time worrying about who can do what we do cheaper. So when someone does show an interest in our skillset we get very protective of what we say and do for them before we get paid.
Our default mode seems to be one of scarcity.
The belief that there is only a limited amount of work out there and if we can’t get a piece of it we are struggling and broke.
This is simply not true. Every single one of us has something unique to offer, but until we show our potential clients this talent, they will continue to throw us in the pile with the rest. Sharing your unique knowledge sets you apart.
You have to be willing to give more than expected.
This doesn’t mean you spend all of your time coming up with solutions for free. It does mean that you take the time to get to know your clients and offer them something that will help their specific business.
Although I recommend this technique for every potential client you meet, sometimes it feels safer in the beginning to only use it on those clients you would really like to work with. I think you will find after trying this a few times, this will become your go to technique..