You hop on a call with a potential client, everything is going well, you think you have it in the bag, and then they say (a variation) of this: 

Can you do a test project for us?

I know it’s tempting to say “YES” without missing a beat because you don’t want to lose out on the gig… 

(but remember what we talked about last week and having a SURPLUS MINDEST???)

So there is only one right answer to this question: No. 

Why? 

Test work is a cost on two of your most precious resources as a freelancer (and honestly, as a human being): 

Time and money.

It takes time and energy to create the work because regardless of the size of the test, you’ll put your best effort in because you want to get the job.

It costs you money because the attention you’ve dedicated to doing this test could’ve been spent acquiring paying customers (you know, an important component of a freelancing business, and also keeping a roof over your head!).

The BIG problem with test work

A lot of the work in any project takes place on the runway leading up to the implementation, so with test work you end up doing hours of work for free, with NO guarantee that the project will go through.

The benefit of solving it

You get paid for any and all work you do. 

Why what you’ve tried has failed

You don’t properly explain to the client why it would be more advantageous to them to just get the project started, no test needed.

Here’s how to solve it

Rather than delay their end result any further, and rather than quoting for a test, you actually SAVE them time and money by just starting. 

When a client requests a test, what they’re really saying is they don’t trust you - YET. 

Luckily, you have three big tools in your belt to handle that:

1. Process. This is the perfect opportunity to discuss your process and to demonstrate what an effective collaborator you are. Rather than, “no,” your answer can be, “I have a pretty robust pre-production period built into the production schedule for something like this. I assure you we’re not going to hit ‘go’ on any implementation until we’re on the same page creatively.” Essentially, “test” becomes “pre-production.” 

2. Portfolio. Your portfolio already demonstrates that you can solve this problem effectively for them. If needed, you can curate a specific portfolio for them that uses samples of your past work that make the most sense for their project.

3. Testimonials. You’re an amazing collaborator. You’re not just a freelancer, you’re a strategic partner. But they shouldn’t just take your word for it, have some testimonials ready to show them how pleased folks are with your solutions.

Use these tools to build trust with potential clients while protecting your time and money.

All together now – NO MORE TEST WORK!

Best, 

Jamie

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