When’s the last time you challenged a potential client on a discovery call?
The problem:
You (and every other freelancer) go into discovery calls being the agreeable one in an effort to land the job.
The benefit of solving it:
Clients see you as a strategic partner and hire you because they actually remember you and your point of view.
Why what you've tried has failed:
Clients that pay top dollar are looking for strategic partners, not vendors…
And agreeing with everything makes you sound like every other “yes man” freelancer they talked to.
Here's how to solve it:
When something in a client’s plan won't get them what they told you they want, speak up and respectfully say so (even mid-sale).
Pushing back on a client’s unrealistic expectations or flawed approach might seem like you’re being difficult…
But you’re actually showing them you will advocate for the success of their project.
So when they're barking up a tree that doesn't serve what they told you they want, say it →
Keep it respectful and always tied back to their goal.
Now you’re the one freelancer the client talked to who actually listened to them…
AND saw something that could negatively impact the success of their project…
You’re already acting like you have the job, even though it means challenging their plan.
Everything that happens in the sales process is a preview of how you'll behave when something goes wrong mid-project.
If you don't voice the flaws you’re seeing in the project as an experienced freelancer…
The clients will assume you’re a newbie that doesn’t know any better.
Push back and you’ll become a more memorable freelancer (who gets hired more).
Best,
Jamie
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