The 10 Words That Will Make Any Freelancer Wealthy
There are ten simple words that can make you a wealthy freelancer.
That is, if you take them seriously.
Before I share them with you, there is something you need to know about freelancing.
The Problem with Freelancing
Life can be tough as a freelancer, especially when you’re first starting out.
Building your credibility and reputation can be difficult and it often seems like businesses won’t give new freelancers the time of day.
But there is a reason for that.
Businesses avoid working with most freelancers because they think that they are unreliable. They worrying about handing a project over and not getting what they expected … or worse, not getting it on time.
Missed deadlines and underwhelming work make them look bad, so they just avoid the risk.
So how do you show them that you’re different? How do you establish your credibility as a freelancer?
The 10 Magic Words
There are many ways to increase your credibility.
You could improve your portfolio, get testimonials from past clients, or have a respected authority refer your services to someone else. But even if you do all of those things, credibility ultimately comes down to how you portray yourself and the experience you provide to your clients.
And that’s why you need to know these 10 words…
“[name], how can I make you look like a star?”
Why this Phrase Works
If you take this phrase to heart then it will work for you. There are two reasons for that.
First, you address the client by their name.
It’s surprising how often we avoid saying the name of the people we work with. Not only does it increase the trust and comfort level between two parties, it actually leads to better work.
In fact, a research study of surgical teams found that when all of the doctors and nurses introduced themselves before the start of an operation, surgical outcomes improved. In other words, the simple act of saying everyone’s name actually saved lives.
You may not be saving lives, but working on a first name basis can be just as important for improving the outcome of your work as well.
Secondly, and most importantly, this phrase focuses on what business should really be about for every freelancer: making your client look great.
If you make your client look like a star, then you can build a thriving freelancing business.
Read that last sentence again because it’s really important.
That simple tip is the difference between freelancers who simply do their work and freelancers who excel at their work. It’s not about you, it’s not about your ego, it’s not about your skills or experience. It’s always about making the client look good.
Photo credit: Some rights reserved by spaxiax.
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I like that, its a mix of professionalism and personalism. I shows to the client that you are really interested in his problem and how to solve it.
I agree with the message, it’s something I’ve been planning on doing when my business finishes getting off the ground. But isn’t that wording a bit corny? Or is that intentional?
I just would feel like an idiot saying “look like a star.” I’ve been planning on going with variations of “make you more money” or “build you business.” Along those lines.
Vomit. Utterly worthless advice from some over-confident bullshit monger. You know how I build a first-name relationship with my clients? I discuss their needs with them until we build that relationship based on trust and mutual respect. I don’t try and chat them up like a loose woman in a cheap nightclub.
But I guess if you don’t have experience, integrity or people skills, you would have to fall back on cheesy crap like this.
Well as per your words, very offensive and over the top, I think your “People” skills, if there is such thing, speaks for itself.
To criticize a article you can be respectful. Everyone is entitle to their own opinions of course.
I treat my clients by their first name since day one.
Way to completely miss the point, and look like unprofessional in the process James. Really, well done.
You’re not supposed to take the phrase literally. It’s just an easy phrase to remember some key points in dealing with clients. Get on a personal level with them, and remember that it’s their needs that should be at the top of the list.
I agree with James, more or less. “a star”, what a cheap nasty thing to say, even in the 80′s. What kind of cheap sleazy person would that work on? There is a point to the article, sure, but you failed to communicate it clearly with such a poor phrase.
Maybe I’d use it for a Porn industry client as a sad joke… but no.
For some reason whenever someone starts addressing me by my name in a context other than drawing my immediate attention (like they see me on the street and call to me), I always hed this eerie feeling about it. It makes me distrustful of them. Somehow it feels to me as if they are trying too hard to get me to like them.
Perhaps this is because I was taught at an early age that dropping someones name in a conversation is a good way of making them feel good and trusting. So it has had the opposite effect on me? Well, whatever the reason; whenever someone uses my name like how you describe my first impulse is to run away.
So don’t treat this advice as an absolute, there will be a minority (to which I belong apparently) that this will not work with.
Yes, I agree, we are talking about already introduced people. Makes no sense to send a cold email with the client’s first name and asking them how to make theirs business to look like a star.
And we can never take this advice literally, it will vary from client to client.
“Hi [firstname], how can I help you” is more than enough to display interest and to show the client that you are hearing him, as a person, not as a potential pocket where you are going to get money from.
I love this article! Short, simple, life changing…
Sounds like a used car salesman pitch line.
This whole article reads like a cheap gimmick. Sorry. I’m not buying it.
Hahaha I doubt its that easy, but you have good point.
Some good overall advice, but there is no way I’d use that phrase… Very much like a salesman’s pitch from the 70s.
vacuous and horrid
Yeah not sure this message works kinda cheesy, kind of goes with the “Designers are Rockstars” non sense.
I’m with you, Adam. It would be a cold day in Hades before I’d say I’m a rock star. Or aspire to being one. I’d rather leave the music to the musicians.
I almost laughed out loud when I finally got the to the “10 magic words” Now maybe the article didn’t mean literally, maybe they did but it was not presented properly.
I would lose every job I quoted if I started a meeting saying that.
BUT taking things to a more personal level? I agree with that. It’s an advantage of a one-man or small team based shop.
To address everyone calling this vomit and crap and whatnot, I agree with Mars. It’s not necessarily the exact phrase, it’s the vibes you give off as a freelancer when saying whatever it is you say. Furthermore, I can attest firsthand that this really is a great thing to state when meeting with a client. I’ve been dishing a variation of it from day 1 as a freelancer: “Okay Bob(or whatever), my ultimate goal is to make your website/logo/identity/name/etc. look professional, polished, and awesome; how can I do that for you?”
By saying something like this after meeting them and chatting, it sort of lets them know, quite blatantly, that you’re committed to this project. You know that the CLIENT has high expectations (almost goes without saying), but it does wonders to let them know that YOU have high expectations for yourself as well, that you’re not just there to make another buck.
Words don’t mean anything, advertising has taught us that. Talk is cheap.
Action and Results is what matters. End of story.
Great and simple advice. Making the client look good and establishing a connection goes a long way.
The better you make them look good, the more they will rely on you and your service.
Another great technique is putting yourself in their shoes. Works wonders.
I can see this working.. perhaps with some alterations of the wording. But something this simple is (what I though to be) everyday client relations chit chat?
I think its just people skills.
I prefer to have business people as clients instead of individuals that need an ego boost.
Also I’m not sure that asking the client (or potential client) how you can help him is a good idea. You’re supposed to be a professional and already know what you can do to help him.
You should try to find out what he would like to do so you can figure out where you can apply your services. Asking that question seems weird to me.
Also I can bet some clients don’t want to look like a star. Or some clients might already be stars and get offended that you even ask that question.
These “10 magic words” are a pretty bad idea if you think more about it.
I agree that using that phrase would be not always be suitable, or may just feel creepy.
Instead make sure you read the whole article. This is solid advice, any business is a service business, and this article is about giving the best service to your client.
Don’t pass the advice in this article off, the title is correct, the concept will greatly improve your business performance.
Wow, I don’t think I would ever utter those words. I have said to a client “Let me show you how I can save you money” and those 10 words worked pretty well.
I don’t think I have ever had a client who wants to be “a star”. They are strive for unique with credibility. Sounds too much like a sleezy agent pitch.
“[Name], so how can I make you look like every other schmo in town?
Is that what your customers want to hear. I don’t think so. You forget that the one trait almost every business owner has is a healthy ego. Play to it. If you deliver the line correctly, you put your client at ease and stroke their ego at the same time.
And no, this is not an appropriate line for a coldcall or someone you barely know.
Interesting advice. I have gone the authoritative referral route before with mixed results.
I can see how some freelancers can be unreliable. I recently lost an account to one of these types, they really thought he was going to be the “rock star” they wanted, and guess what?…the client is wanting to come back. The reason I lost the account was only because an office busy body thought she would be out of job with the web solution I was building for this small company, so she split black and threw me under the bus quite often.
Aside from that, I am just over 2-years into this, and I will barely make it to $10K this year as a freelancer. I no longer have any funds for marketing, and I can barely keep my internet connection, gas in my vehicle and the light bill paid. I work it full-time, with the exception of having to take a house painting job from time to time just to get by, so referral mean everything to me right now.
I had a recent example of a blogger that I DID make into a rock star, he received accolades from his colleagues and friends from the work I did for him, and after working for him for a pittance of a budget…guess how many referrals I received from him? ZERO!!! And he was a business consultant that worked with high level businesses, and had a wife who was opening a medical clinic in Burbank, CA….and not a single referral. Sad. I finally had to fire him after he started to turn into narci-bully.
Anyway…best of luck to all of you who struggle…I hope I make it.
@Clark, you do a great job of pointing out the dangers of relying on referrals. All too often, they don’t come, even if you do a great job.
Yes, you could politely ask people to share your name after you’ve done a great job, but guess what? That seldom works. Especially with the sorts of people described above.
What’s the solution? Well, it’s as simple as backing away from the Referral Altar. Accept the reality that you can’t depend on word-of-mouth to grow your business. Because people have many other things to talk about besides you and what you do.
Heck, just think about the people in @Clark’s post. They’re probably too busy talking about themselves to even give @Clark a mention.
As for me, I need to get off this blog for a while. Time to make some cold calls.
Good post, but not sure “star” is the right word, but I agree that the client should feel like you are working 100 percent for them to make their business look as good as possible.
I couldn’t have put it better myself to be honest. You still have to be honest and constructive.
I totally agree.
To think for clients, to solve client’s problems is the essential for any kind of business.
Just came from visiting a client.
As i walked in i shook his hand and said with a smile “Hi, [name], How can i make you happy today”
that immediately set the tone for the rest of the day.
great article
Great advise.
Not sure about the actual terminology, but I can definitely dig the reasoning behind it all.
Caring about your clients makes all the difference in the world
People let’s clear this up!!!!
The author is not literally telling you to run your mouth off sounding like a cheap salesman. If anything they just broke it down in lamens terms. This article was simply helping others to boost their confidence and how to go about business in making the client feel special and you getting your point across & closing the deal.
For instance they say, “If you take this phrase to heart then it will work for you.”(Say this in a way you genuine feel about the project/client.)
“First, you address the client by their name.”(Be professional with a personal touch.)
“If you make your client look like a star, then you can build a thriving freelancing business.”(Help them become that Boss, top entrepreneur, next Fortune 500 company with your branding/designing skills.)
Okay, so yes the author may have left out key points about the star part thinking many readers would get it & know how to go about it. Maybe this is their first article as well & getting their feet wet with helping other freelancers excel.
SO! Here, you go.
1. When speaking to your clients or in meetings start off with their name wether it’s the first or complete name.
2. Don’t go blabbing off “how can I make you look like a star?” Unless they’re actually an actor, singer or any type of entertainer. But if you’re really good at what you do & a people’s person you know how to word things that’s based on that theory.
Example: “How can I help you exceed in your business”
“How can I help you compete with competitors & reach your business goals.”
“How can I help you get your business off the ground and right where you want it to be.”
Come on now, was that so hard for you all to decipher instead of attacking the author for wanting to help other freelancers out that need that push or motivation?
what a disappointment! Spare us the ‘call person by their first name’ stuff. If people don’t know that they may give up now:)