5 Sales Principles Every Freelancer Should Follow
September 9, 2015
September 9, 2015
You are a freelancer, an entrepreneur, and a sales person – all rolled into one. There’s no escaping the fact that the onus of responsibility of getting more business is in your hands. Now, that’s a huge responsibility and it takes a lot to make it happen.
Since doing sales is a huge part of your everyday marketing equation, you’d spend more time and energy in sales apart from your actual freelancing work.
It’s a responsibility, yes. But the act of doing sales demands that you adhere to a few rules. Here are a few sales principles every freelancer should follow:
Do Sales like religion
You are in business, and doing the act of sales is religion for any business. It isn’t something that you do when the well goes dry or when you aspire to do more. The act of sales – along with the act of marketing – is a relentless, continuous, and the only profitable endeavor in business
You avoid sales and you have no revenue to speak of.
You Shall Follow Up
The difference between success and failure in sales is the act of follow up. The simple rule is this: follow up until you get a response such as “Yes, But I need more time” or “No, I am not Interested”.
The number of times you’d have to follow up is immaterial for the reason that your prospects can take as long as they like to actually decide to work with you.
Always put time at a premium
Do you find yourself waiting on clients to get back to you? Even worse, do you end up waiting before and during meetings? Stop that.
Even before clients learn to respect your work, they’d have to respect your time. Look for little clues right from the start about how your potential clients deal with you.
As for anything else before, during or after the sale (unless it’s got to do with customer service), charge hourly. This also discourages any possibility of scope creep
Qualify leads and prospects
Not every client who comes asking for your services is an ideal client. You’d have to qualify leads as they come to differentiate between good clients and the bad ones. How do you decide between good or bad? It’s up to you.
The point is that you’d have a qualification mechanism or system in place. Your leads can move further along the sales cycle only if they qualify, so to speak.
You will not tolerate value erosion
If you’d like to give discounts, make a few changes to your usual work policy, or amend contracts to fit the scope of projects, it’s all your choice. What you’ll not do is to let anyone devalue the core service you provide.
If clients tell you that you are expensive, or that there are others who can work for less, or if your clients believe that your Turn Around Time is a little too long, it’s their problem.
Which of these sales principles do you follow?