Tips and Tricks to Close Sales as a Freelancer
Whether we like it or not, to have a thriving business we all have to be great at sales. Selling yourself is what keeps a steady stream of clients coming into your freelance biz. While sales generally gets a bad wrap - thank you old sleezy car dealers!! There are many ways you can ‘sell’ without it giving you the ick.
Manifest That Sh*!t
This technique is fake it till you make it personified! The assumptive close is a powerful technique where you act as if the client has already decided to hire you. This method works well when you've built a strong rapport and clearly demonstrated how your services will meet their needs. For example, instead of asking, "Would you like to proceed with this project?" you might say, "Great, I can get started on this next week. Does Monday work for you?" This subtle shift in language can make the decision-making process smoother and quicker, as it removes any hesitation and positions you as the proactive, confident professional ready to deliver results.
Everybody Loves an Option!
People love to feel agency over their purchasing decisions. By presenting clients with a choice between two or more options, it can simplify the decision-making process and guide them towards a package you’d love them to choose. This technique involves offering different packages or service levels to match their needs and budget, so listening attentively to subtle or not-so-subtle cues on your discovery call is vital. For example, you could say, "I can offer a comprehensive package that includes XYZ services, or a more streamlined option focusing on ABC. Which one aligns best with your goals?". By providing choices, you empower clients to make an informed decision while subtly steering them toward a commitment. This approach can increase your chances of closing the deal by catering to their preferences and demonstrating you’re taking their needs into account and you have flexibility in your offerings.
Value First
All we ever here nowadays is provide value, it gets boring but it’s a very important part of sales. The summary close technique is all about reinforcing the value proposition by summarizing the benefits and features of the service or product you’re offering. This method works well for freelancers who need to remind clients of the key points discussed during negotiations. For instance, you might recap the conversation with statements like, "So, to summarize, this package includes a comprehensive marketing strategy, weekly performance reports, and attentive support to ensure your campaign’s success." By highlighting the key benefits and ensuring the client understands the value they are getting, you can reassure clients of their decision and ROI, leading them to feel confident about moving forward.
Try Before You Buy
Some people are nervous about committing straight away, so a trial close could be the best option. This technique is a way to test the client's readiness to commit without directly asking for the sale. This technique involves asking questions that gauge their interest and willingness to move forward. For instance, you could ask, "How do you feel about the timeline we've discussed?" or "Does this package align with your goals?" By using a trial close, you can address any concerns the client may have and adjust your approach accordingly, making it easier to close the deal when the time is right. Plus it leaves you wondering if they are a serious lead!
Create Urgency
We hear this all the time, mainly because it is a very effective selling technique. Creating a sense of urgency can be highly effective in motivating clients to make a decision. This technique involves emphasizing time-sensitive aspects of your offer, such as limited availability or special pricing. For example, you could say, "I have a few slots available for new projects this month, but they are filling up quickly. If we can confirm by the end of the week, I can reserve a spot for you." This approach encourages clients to act promptly, reducing the time they have to second-guess their decision. Although, something to note with this approach is that this can be a huge turn-off for some clients who like to take their time and not feel pressured. So the key here is to gauge how they feel on the discovery call before jumping right in.
Be Direct
A direct close technique is the most straightforward closing technique, involving a clear and direct request for the client's business. This approach works best when you have built a strong rapport and the client has shown a clear interest in your services. For example, you might say, "Are you ready to move forward with this project?" or "Can we get started on this next week?" This method cuts to the chase and provides a clear path to securing the client's commitment, especially if you have effectively addressed their needs and concerns throughout the discussion. This can work great with returning customers who are looking to work with you again on a new project.
Remember, each of these techniques will work better on some people than others so it’s crucial to gauge how the client is on your discovery call. Here at FF we always always promote ethical sales so if you feel like you can’t offer your clients the services they’re looking for, tell them that! It’s better to pass on a deal than accept one and not deliver.