Every time you have a sales conversation with a client, there are 3 things you can expect out of it. Knowing this thing will help you save a lot of time and energy. If you make the mistake of starting any sales conversation without setting this expectations, you might frustrated.
Here are the 3 things you should expect when meeting a client.
After summiting your proposal, some clients will request a meetup, especially if you are a freelancer and you were referred by another person. Let’s say you have presented your portfolio, and you been able to build trust with your clients and they are okay with your price. You are sure to get a Yes. That means that you are to provide your services or product, create value and make money.
The next answer you might get is a No. It is completely okay to get a no. Maybe the client wasn’t impressed by your portfolio, you could not afford you or wanted something different. Whatever reason they have it is okay to get a No.
At this point, you know that you do not need to waste time. You can simply move unto the next client. Remember the SW formula;
- Some Will
- Some Won’t
- So What
- Someone is Waiting
This is when you know that there is a high chance of losing the client, and that’s okay too. Now, you are not attached to the sale. Instead of just continuing to pressurize the client and offering more benefit, promising more features, and getting angry at the end, you can really learn something from it.
As an entrepreneur, you need to understand that you are the one with the solution while your client has the problem. So, it is not over until we say it is. You don’t let your clients reject you, you reject your client. Now that you know that you are not going to get the job.
Feel free to ask your client – Mr A, before I leave, tell me what you are going to do with this problem? Now you are adding pressure again on the wound. This will remind your client of the need to acquire your product or service. Believe me, you are going to have fun, you will get to test all your new sales pitch, you are going to offer some real benefits without making the client feel pressured, because you know that you are not getting the sales, so you are just having fun.
Surprisingly, when you are not attached and you are just having fun and trying to get a lesson, it might turn into a yes. What you don’t want is somewhere in between. When you are talking with a potential client, what you want is a yes. That means he/she is the person client for you and is someone that you want to work with.
Finally, as an entrepreneur or freelancer, you need to have your terms and condition. This will save you from a lot of stress. It is perfectly fine to slow down the process. In a previous article, I revealed how just one sale cost me my Christmas and a year in school.
With your terms and condition, you can comfortably communicate with your clients and let them know your requirement. Example: paying up to 80% prepayment before you commence that job. You can also include an indemnification to provide impunity in case of any dispute.
If you do not have a proposal for your business, even though you are a freelance. We can assist you develop a comprehensive/branded project proposal that you need to help you stay on top of your game and out of trouble too.