Hacks and behind-scenes when you’re doing sales.

First of all, and one of the most important things to note is that if you’re selling a service or good to someone, DO NOT just copy-paste pre-created template. Be human and write a unique offer, letting the person know that you paid attention to his posting and actually are interested in his project.

It doesn’t mean that you have to write absolutely new and super-personal offer (however if you do so, you’re a good boy/girl). There are some parts, like portfolio/references, that you can easily copy and get rid of wasting time preparing them each time.

Secondly, after the first touch – the best is to go on call and talk in person, this way you can easier determine the type of client, their feelings & emotions and expertise about your service. If talks isn’t just yours or client prefers to have a chat, that’s okay. Just let him know that you’re interested in his project and don’t go with “I can do / for”, but tell them that you’re willing to help / scale their business in ____ and ____ / or.

We live in the world, where people see and in some kind of “block” the advertisements, offers and got bored of all this type of shit, remember it.

Don’t be excited, when the client says let’s begin! (Even if his reviews are 5-star), discuss the terms and timelines. Even if it sometimes can make you feel worried that you’ll lose the client or you’ve been hunting for offers for so long, that you’re ok to work almost free of charge – remember, the terms and timelines are important!

What to do if you’ve been working and feeling good for a really long period of time, and now you’re lacking the projects?

• Up-sales #1 for living the freelance/agency services lifecycle. One happy client is better than 10 newcomers, build strong relationships and you’re all set for years.
• Build social-audience/brand. I’ve never took it seriously before, before the Bank representative called me on phone and asked if I could re-design their app. Making relevant audience at professional networks and social media can bring great new and probably free-of-charge leads, who are already interested in working with you
• Grow your skills – you have free time? Believe me or not, this will allow you to scale both personally and professionally, and most-likely once you start, there will be a client almost immediately (the more you’re busy – the more you’re wanted)
• How about review of your achievements & rates? Maybe it’s time to go beyond?

Let’s jump a bit into Up-sales and client relations

Remember: This is not just a one-time work, official relations / nothing personal. Building a great long-term relationships involve a lot of personal talking, discussion and other off-work topics discussions.

When you build such relationships you get lot’s of benefits

• A friend in industry, that you’re working in
• Both personal/professional growth
• Support and trust with each other
• Easy up-sales (even if client didn’t want anything, you can think of something and suggest him & make contract)
• Instead of hunting for crumbs, you’re being a part of something BIGGER

How to do correct up-sales?

Never start a conversation with offer. This is like when you walk on the street and there’s a pester asking / offering something.

Instead, ask about himself/family, how the business is going on, show emotional support. Especially it is nice, to congratulate with holidays (even if you’re not doing up-sales). Be nice and honest. This is long-term relationships, not a work-invoice-bye style.

Always provide a bonus, that will take you just a little bit of time, but make the client happy. If you’ve discussed a page design – you can add some states design or provide assets. This way, the client sees your investment and would more-likely to pick you for the further work.