The phone calls usually go like this:

Caller: “I want a website for my business.”

You: “What kind of business do you have?”

Caller states the nature of the business, launches into a list of pages that he or she wants on the site, and then asks you for a price quote.

Not a very satisfying encounter, is it?

The caller seems most interested in price, and you? Well, you’re interested in a relationship. As in, the kind that lasts for years.

It might not be possible to have a meaningful relationship with price shoppers, but it’s worth taking the time to learn what your potential clients want in a website. This article will help you create a prospect qualification questionnaire that can be used via telephone or Internet or in face-to-face meetings.

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I have one client with a two-week cycle for invoices, who is always out of the office on Mondays. I have another client who pays invoices on a monthly cycle and wants copies of all projects sent to three different stakeholders.

Remembering these details about my clients are crucial for making sure they remain my clients, but I certainly have no hope of remembering all of it on my own. To make matters more complicated, getting these details in the first place can be completely complicated: how often do you have to rely on trial and error to find out when a client is actually in the office?

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Photo by Mastronardi.

Recently, I’ve been getting a lot of emails from potential clients who haven’t actually ever worked with a freelancer before. There’s been a few unfortunate assumptions on both sides, and I know that I’ve lost a deal or two because a client didn’t know what to expect from a freelancer.

I keep thinking about one client in particular. I completed what was supposed to be the first part of a series of assignments and sent in my work — along with a standard invoice. In return, I received an angry email asking why I would ever demand payment in such a fashion and why I would put a specific due date on when I expected my payment. I got my money — but I lost the client.

Part of the problem is that there are a lot of companies used to completing work in house (or with another small business in their area) that are turning to freelancers as a source of cheap help. These companies are trying to cut expenses by working with a class of contractors they may never have thought about before. While that extra work can be welcome, the issue of educating clients comes right along with it. There are many options for providing your prospective clients with the information they need to work well with you.

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Your fingers hover above the keyboard as you stare blankly at your empty document. You have an assignment, a topic, a project that you need to work on.

And you have no idea where to go from where you are.

It isn’t burnout. You aren’t exhausted, or sick of writing and wishing everyone who wants you to write something would just go away for a week

What you are is stuck. You know what you want to do, but you just can’t seem to get anything out to work on. Continue Reading

Photo by netan.

I would never call myself a salesman. The word brings to mind a host of stereotypical, manipulative, sleazy jerks I’ve encountered who have very transparently tried to pad their wallets through coercive tricks. I have, however, worked some sales jobs over the years (reluctantly) and each provided lots of sales training, tips and tricks. Frankly I hated it, but when I left the world of sales to pursue a creative career I was surprised to find that my sales training comes into constant use when dealing with clients.

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Photo by Vincent®.

I know everyone hates the term “pay your dues,” but sometimes that’s exactly what you’ve got to do.

Case in point: I got a cold-call from an aspiring copywriter a few days back, asking for advice. I put it on my list of people to respond to, but not very high. After all, I’ve got to cover my own butt, first, and I’ve been positively swamped with work. I planned to give her a buzz back within a few days. But later that night as I am cooking dinner, she calls back. Twice in the same day. (Not to mention, after hours.)

I’ll say it before, and I’ll say it again: I’m not a good mentor. Not because I don’t have the expertise, but I don’t have the patience to offer one-on-one support to others. I do better writing about it for the masses. I’ve learned not to feel bad about this, because everyone has their talents and mine will probably never be mentoring. I help in other ways, by offering you witty posts with some valuable advice. And my incessant blabbing on Freelance Radio, which I am told is useful to many.

That said, I don’t mind giving advice to new freelancers. I think it helps all freelancers as part of this great big circle we’re in. Take advice from others, give back… that sort of thing. But I do think there’s a difference between getting pointed in the right direction, and just being lazy while expecting others to do the legwork for you.

Here are some ways you can get advice — without pushing the bar.

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