Freelancers are continually problem solving, that’s just the nature of the job. Positioning the right product or service in front of the prospect that solves their problems. Though, if you struggle with problem solving, then this blog will give you 3 quick hacks to start solving problems and get quality clients.
Did you know that after you get a client it’s easier to keep them than to get new ones? Well, 70% of companies say that it’s easier selling to existing clients than new clients.
Your overall aim as a freelancer is to keep clients and continue problem solving as you build that relationship.
#1 Do Detailed Research
Researching potential clients is not just about collecting data, but understanding them. Understanding potential clients’ individual needs and pain points. Therefore, you need to become investigative in your problem solving.
To understand your potential clients, you need a strategy.
It’s no good using a strategy of throwing spaghetti at a wall and see what sticks strategy.
You need a framework. A framework to conduct your research for detailed information into your potential client.
Framework To Researching Potential Customers
Here is a framework of 5 easy methods to understand more about your potential clients.
Google alerts is a great way I have found learning about my potential clients and what is happening in their industry.
To use Google alerts, set up a Google alert for your potential clients industry.
From here you will get an alert in your gmail account to any news for the potential clients industry.
What this tells you is the changes happening for your potential client. With this knowledge under your belt you can position an offer to meet this.
Survey Current Clients
Have you ever been somewhere, you have bought a product or service, then they ask you to fill out a survey.
You can use this method in your freelance business. Start surveying current clients.
After a client has bought your service and you’ve delivered just ask for feedback.
This feedback is invaluable as it gives you an insight into your target market’s thoughts and feelings as to what they need.
There are 3 sources of analytics we use at Freelancer Lifestyle.
- Website Control Panel
- Google Webmaster Tools
- Marketing Automation Tools
Using a combination of these 3 tools to do analytics, we can see what words and content attract our audience.
Plus, you can see
- Where your audience comes from in the world
- What their age and gender are
- When they clicked through
- What content was the most popular
Using all of the above information, you can start to see a pattern. This pattern helps you to create a better buyer journey. A buyer journey to get the client to go from becoming aware of you to a buyer of your freelance services.
Competitor analysis on the face of it has always sounded hard to do. I mean why would your competitors be giving you data about how they are getting their own clients?
Fortunately, in the current digital age we have all of the information at our fingertips.
You can watch what the business is doing on their website and social media.
Using tools such as Ubersuggest, you can find out what keywords they are targeting and where they are getting their backlinks from.
Type into Google ‘site:yourcompetitor.com’ and you will get results of where their freelance business appears.
Using the data from your competitor analysis, understand the client better, and why they chose the competitor over you.
Social Media & Forums
LinkedIn is a social media platform where you’ll find the decision-makers who can purchase your freelance services.
Other platforms are useful to spread brand awareness. Though if you’re looking for someone to purchase your freelance services, LinkedIn is the place to be.
Another place to research your potential clients is Quora.
Quora is a popular question and answer site where you’ll find communities. Communities from all niches posting questions.
Get answering those questions and you’ll soon be seen as the go to expert in your niche.
#2 Ask Investigative Questions
Ever had a toddler that constantly asks the question why. Then over time, they stop asking why. But we need to break this cycle and return to the inquisitive state of a toddler.
By asking potential clients why and other questions we get closer to closing sales and overcoming objections. Though before you start asking your next prospect any questions, here are the 4 different types of questions.
4 Different Types Of Questions
Once you’re connected with a new lead, you need to uncover the problem that they’re needing to solve. In many instances, the prospect doesn’t even know what the answer is.
Use these 4 different types of questions to help your prospects to get to a logical conclusion.
Open questions are used to learn about the prospect. These questions generally start with a
And the prospect cannot give a one word answer, but an answer with detail for you to follow up with.
Closed questions are questions simply answered with a yes or no. You’re not finding anything out about the prospect with these questions.
But what you’re getting is clarification and understanding.
Leading questions are questions that have the answer inside them. For example
If I could show you something interesting would you be interested?
Rhetorical questions are used to make a point rather than ask a question.
Use Questions In Overcoming Objections
Ultimately, the only person that can overcome the objection is the prospect. But you can use your questions to guide them through their objections.
Whenever you get an objection such as not right now or it costs too much. Ask the prospect, about why they feel it’s not for them right now or about the price.
Asking further questions into the objection, you’re aiming to get to the core reason behind the objection.
Then offer an alternative that meets their need in some way but can pay the right price for.
For instance, if you are a freelance writer, but the objection is your pricing. Then you can offer to write a shorter piece that will help the client to reach their goals.
#3 Sell Benefits Not Features
Now that you’ve found the need with your stellar questioning skills. It’s time to position your offer that matches the need.
Whilst talking about your offer, you want to focus on the results your offers give. Don’t focus heavily on the features.
In selling your services, your client is at point A and wants to get to point Z. Results tells the clients how your offer will get them there. Features tell the clients what happens during the journey.
Match the results with the answers you got in your investigative questions. Position your freelance services that are relevant to your potential client’s answers to close sales.
In A Nutshell,
Freelancers are constantly problem solving, whether that is for selling freelance services or products. Although problem solving can be done easily when you’re analytic with your research. Then ask the right questions and close the sale by positioning your services and products.
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