Freelancers need to land clients or they just don’t have a business, just an idea or dream. Creating a sales pitch template for your freelance business will help you to land clients. Doing a sales pitch to brands large or small is a daunting experience. Use this guide to create a sales pitch so that you’re confident when approaching any brand. Inside this guide, you’ll learn.
- Mistakes to avoid
- Pitch the result (not the features)
- Giving clarity in your sales pitch
- Writing a winning pitch
- Following up
When you finally have everything in place to show off your abilities as a freelancer, it’s time to start pitching. Pitching is the difference between getting a client or complete and utter failure as an entrepreneur. As you can’t deliver a sales pitch if you don’t show supporting evidence of your work.
Developing a portfolio is your first step before pitching clients. Your portfolio is your evidence that you can do what you’re telling the clients you can do. After you’ve created a portfolio, develop an elevator pitch. Your elevator pitch is a quick summary telling the client precisely who you are, what you do, and the results you bring clients.
Delivering a sales pitch whether it’s on the phone, email, or a job board you need confidence in your pitch. As if you don’t have confidence, it will show in your pitch and the potential client will see this. Resulting in the client not having confidence in you and not wanting to hire you for the task.
As you repeatedly do sales pitches and refine your pitch, your confidence grows. You’ll start to land more clients and have more in your pipeline to follow up on. Keep reading so that you learn the 4 mistakes to avoid in your sales pitch.
Disclosure: Some of the links in this post are ‘affiliate links’. This means if you click on the link and purchase the item, I will receive an affiliate commission.
Mistakes to avoid
Pitching yourself is tough to do and if you make mistakes in your pitch, it can lead to further procrastination. Further procrastination to give up pitching that idea to help business owners or to give up your freelance business all together. Don’t give up your freelance business, instead check out these 4 pitching mistakes to avoid.
#1 Offering to work for peanuts
At the start of your freelance career, or at times when you’re struggling you may be thinking it’s best to offer working for peanuts. This couldn’t be further from the truth. If you’ve done your pitch right and shown the results you can give, then any business owner will pay a fair rate for the results.
#2 Sending pitches without doing your research first
This will annoy any potential client and leave them with a bad taste in their mouth when speaking about you. When pitching to a client, you need to show that you understand them and their business. Then you want to pitch how you can help them.
#3 Long pitches
Long pitches just bore people, so keep it short and easy to consume. Easy to consume by letting clients just do a quick scan and go straight to the main points of your pitch. Any main points of a pitch should be done with bullet points and be results-focused.
#4 Not personalizing
Sending a single pitch to 100 different clients is not going to impress anyone. All of those clients are different people and different businesses. Each of these different businesses has different problems that they’re dealing with right now. Therefore, you need to personalize each pitch to show you understand the business and their problems.
Pitch the result (not the features)
The CEO or manager of a department does not have bags of time to read through a long pitch. Nor do they have time to decipher through ‘what’s in it for them’. What’s in it for them is what you should focus on. Focusing on what big result you can give to the recipient of the pitch should drive the copy on your pitch. Any good copy should never focus on the features of a product but instead on what results the product or service gives.
Giving clarity in your sales pitch
Have clarity on why clients should hire you by being clear on how you’re the expert in your niche. Be clear by having a paragraph (after giving the results of your service) on why you’re the best person to deliver the result you promised.
When you’re not clear in your pitch, then clients won’t be clear on what they’ll receive. So being giving clarity throughout your pitch is essential. Therefore, be 100% clear yourself on the offer you’re giving, the results produced, and your process to deliver the service.
It’s important to note that the client isn’t in anyway interested in the process of your service. So don’t ever go into this unless they ask further on. Just concentrate on what it is you’re offering and the results you give backed up by proof with a portfolio of work.
Writing a winning pitch
Producing an engaging pitch is the difference between winning clients or hearing crickets. Pitching to prospective clients can lead to hours or even days of procrastination, no matter how experienced you are. After years of writing pitches, some a complete flop but 75% won clients, here are 5 steps to write a pitch that wins clients.
5 Steps To Write A Pitch That Wins Clients
Whether you are a virtual assistant, writer, or website designer, these 5 steps can be used to pitch yourself as a freelancer and win clients.
Step #1 Know who your pitching
‘Dear Sirs’ or ‘Dear Hiring Manager’ is never going to be a great start. All this does is demonstrate that you’ve not taken the time to know who the person is at the other side of sending your pitch. Instead, make a great first impression by researching them on social media and getting to know them.
As the saying goes ‘it’s not what you know, but who you know’. So get to know the company and person you’re wanting to pitch to first. This way the person receiving your pitch is warmed up to you by already starting to like you.
Step #2 Engaging subject line
In 2019, the average open rate was 47% according to Aweber. So writing an engaging subject line is all the more important. Don’t let your pitch (you spent time procrastinating over) going straight to the bin.
Stop it going to the bin, by writing a subject line that stirs up curiosity. Better yet, if you managed to complete step #1 and build a relationship first, send a message that you have just emailed them. Tell them though what subject line you have used and they are more likely to open up.
Step #3 Have a hook
As with any piece of copy, your first sentence in your email is the most important. You need to really be able to capture their attention. Capture their attention by giving away your big promise, such as to save X amount of time or increase their sales 10 fold with X.
Step #4 Get straight to the point
Never ever give vague pitches or pitches where you just waffle on. Think of your pitch as an elevator pitch and only give these 4 details
- What result you can give
- Why they need this service (most importantly why now)
- Previous results you have given to others
- Call to action to speak with you via video, phone or email to discuss further
Step #5 Have a polished portfolio and LinkedIn profile
After you have made a pitch, expect the recipient to want to look at your portfolio or LinkedIn profile or even both. Although you should already have this ready to start with before you even decide to start pitching. Make sure that your portfolio or LinkedIn profile is up to scratch by making sure they give the best impression of you. More importantly, it shows that you are more than capable of delivering what you promised in your pitch.
Now that you’ve written and sent your pitch, do not just sit back and relax. Instead, start creating your follow up. Having a follow up to your pitch can increase your sales.
Your follow up on your pitch is the key to landing that freelance gig. Though with following up on your pitch, there is a fine line between being persistent and being annoying. So how can you tread this fine line?
Whenever I do a pitch, I follow up about 2 – 3 days. 2 – 3 days is adequate time to wait for a response. Wait any longer then you could end up being forgotten about. This is not something you want. Though when you do write your follow up email, there is a slight trick to it. This is what I do to follow up with any pitch that did not get a response straight off.
How to do a follow up email
To start my follow-up email is basically replying to my initial pitch email. How does this work? Bring a different perspective on the pitch idea and answer questions you would expect. Granted, expected questions come more from experience.
Take a fresh look at your pitch through their eyes and you will soon see the questions they will have. In answering their questions and giving a different perspective on your pitch, you are keeping the communication going and adding new information in your follow up email.
Always remember in your follow-up email is that you are pitching to people who are already busy doing other things to run their business. Receiving yet another pitch from a freelancer is not high on their priority list of things to do. If your initial response didn’t get a response it’s possible that it just ended up in the bin by accident. Their inboxes are already cluttered and your email just didn’t stand out as something they should pay attention to.
In A Nutshell,
Freelancers need to land clients or they just don’t have a business, just an idea or dream. Creating a sales pitch template for your freelance business will help you to land clients. Doing a sales pitch to brands large or small is a daunting experience. Order your copy of the book ‘Become A Freelance Boss’ to help you land clients by cold calling or from job boards.