yes this is nice post… the key thing here is to be known of what you are doing, one thing why clients come onto you because they already know you, I mean some are refers and some heared you or some saw your portfolio in the web- I think that is one factor why they choose you to do the job…
This is very cool article- two thumbs up there..Chris

Chris, great article. I know you’ve done plenty of freelance work yourself, too, so being on both sides of the matter gives you a good vantage point to help others.

I don’t know if I would say that this is missing from what you wrote, but in addition to memorable + credible, we have to remember to constantly frame what we do in terms of benefit to the client. A list of skills that I have mastered isn’t as good as a list of deliverable outcomes I can promise you (that happen to be based on those skills). If all your communication points present client benefit (rather than appear selfish and boastful) you will stand out.

Collis - that looks tight - we did the same thing using graphics ( we had our reasons) for another site. I have to admit you straight forward use of CSS is simpler.

onto the article.

You do need a hook. I would postulate that there are different hooks for each different stage of the sales process.

Initially, the purpose of the hook is to create a memorable impression for a follow-up conversation. Sales just does not usually happen in one chat. Often my goal is to have a dialog with someone that allows me to call them later and bring up business. Basically make a friend. Sometimes the dialog relates to business, other time it is about family, surfing, travel .. you name it. Something we have in common that allows me to strike up a relationship.

Once you are in the door, then you need to differentiate and provide both credibility and value. Everyone has their own approach. I find that asking questions about the ultimate purpose of the project and truly digging for it to be a rare thing among contractors. I can’t tell you how often I have explored someone’s issue with them and guided them to a totally different solution that we don’t even offer nor do we want to. My goal is to have our customers know that I care about their end goal as much as they do. So often people just try to build them what they know, rather than explore the problem and find the solution. Hook #2, I will solve you problem, not sell you a [your service here]. Ah heck, I’m rambling. I wanted to finish what a question but my wife keeps calling my name and I’m going to get in trouble. L8t … good post.

Yay thanks Shane! And it’s Javascript doing the pull quoting so that in the RSS feed you don’t get a double of the text minus the styling. It’s a Wordpress plugin!

Nice article and blog!
There seems to be a problem with the “Print Article” function, it is printing a blank page!
Besides that, it is a really nice work.

Very good points!
However, I would stress the “well-connected” much more. I did several years of freelancing as a business consulktant (before starting my software company), and nearly 100% of my projects come through refererrals. Not necessarily referrals from other clients, but referrals from people I worked with in the past, and _who have been aware about what I was doing_.

Especially in a local service business (whether it’s consulting, or design etc.), a project quite often is started by a client by asking his network of contacts: I have this problem/I need someone for… Do you know somebody who could help me?

Do make this work, it is essential that you do not spoil your track record, that you really focus on building and maintaining an excellent personal reputation (both from a business/skills aspect and from a personal/ethics aspect) , and to take the time to manage and develop your personal network.

Fantastic article, these are the kind of articles I really like to see on FreelanceSwitch. Keep up the great work Chris.

Chris,

You are right! As freelancers the best way to show a potential client that we are the right candidate for the job is to actually show them examples of excellence in our work.

Writing on a Word doc is one thing, but attaching an electronic version of these accomplishments takes it to whole other level.

Having a strong web presence is also essential. I was talking to a contact of mine last night who is a writer and he told me that he got an email from Tahiti from a company looking for a writer to help with promotional brochure for their cultured pearls. This guy thought it was a joke that a company from far away would contact him just based on his site and the portfolio he has on the site.

With the internet there are no borders and we should take advantage of that as freelancers

Another great way is by word of mouth. I’ve had a lot of success getting great contract simply by referral from past clients.

Great articles!

Gisele
http://www.mybeautymatch.com

well written article. Its all about creating a niche for yourself. So many designers try to be a jack of all trades just so they can keep money coming in.

I think many are just too afraid to concentrate on one skill.

Yay! so glad to see Chris’s first article. Good one too. I’m having a hard time figuring out how to differentiate from all the other freelance writers out there. I know I have about three groups of clients I would love to work with. Is this where I carve my niche? Do I further niche myself as a web writer? How small of a niche is too small?

You raise some good point Chris G especially about the focusing on certain areas instead of large areas. Have not really thought of that before!

Chris,
Excellent points! I agree with Michael too on speaking in benefit language and just encourage that to not only be “hard core” numbers or even standard key measurables -sometimes that benefit is a FEELING. To have a sense of accomplishment, joy in breaking barriers, command and victory at the podium, or triumph over the billing process provides what they will actually experience (which sometimes the experience is what IS the benefit). Maya Angelou’s quote that “people will always remember how you make them feel” is important for us to keep in mind too. Too often I encounter those describing those benefits in numbers and percentages and while that info my be important - the question you’re answering is what’s in it for me - look at ebay and their “shop victoriously” campaign, or mastercard and their priceless commercials. There’s value in taking your benefits one step further into how will your client feel when they attain this “increase in profits by 16%”. It’s our job as the professional in our industry to connect those dots for our clients.
Glad to find your post!

Maria Elena Duron
http://www.buzz2bucks.com