If you're finding that you have a hard time converting leads into paying clients, you're definitely not alone. 

Many freelancers face this challenge, but the good news is that it's one of the most straightforward issues to address with the right strategy. 

Because despite popular belief, the key to success on sales calls isn’t your skills or experience…

You act like it’s an audition to prove yourself as qualified for the job (hint: if the client has gotten this far, they already know that). 

You offer solutions (your services) that perfectly align with their goals and budget, transforming you from “another freelancer” into a strategic partner and the perfect person to solve their problem, greatly increasing your chances of winning the project. 

You spend too much time talking about you and not enough about the client and their problem.

Clients want to hire freelancers who genuinely care about their goals and can provide tailored solutions to get them there. 

Start by assuming that every freelancer they're considering for the project is just as qualified as you and has the necessary skills. 

Now, you're competing in the arena of partnership. 

Clients want to work with people they enjoy collaborating with, who they can trust for seamless communication, and who advocate for their project's success as much as they do.

To win on your sales calls, follow these key strategies →

Do some research on the client, their industry, and anything that is relevant to the work that you do, if possible.

Be ready to use the client's industry-specific terms and language during the call to demonstrate that you're well-versed in their field and understand their unique challenges.

Discussing the project's scope and strategy before diving into timelines and budgets.

Show the client that you're focused on understanding their vision and goals more than money.

Ask them how they measure success for the project.

This is a much more powerful approach than simply telling the client what you can do.

You can use all the information you are gathering in this conversation to align your solutions with their specific objectives.

Be ready to suggest scope adjustments that will help the client achieve their goals more effectively.

Explain how these changes will make their project more likely to meet the measures for success you just discussed with them. 

Rather than punt here and send the budget in a follow up email, have the discussion in person so you can address any questions/concerns in real time as a strategic partner. 

By following these steps, you'll not only communicate effectively but also position yourself as a valuable partner who's committed to their success. 

Remember, above all: keep it simple and human. 

These are fellow humans looking to solve a problem.

Effective communication is the key to understanding their problem and ultimately winning the sale.

Good luck out there!

Best, 
Jamie