Perfect your pitch with our straightforward advice.
Polish up your portfolio and learn your clients’ lingo, it’s time to master a freelancing fundamental – the pitching process.
Think clients’ needs first
Before you go full steam ahead explaining how your services are the perfect solution for your client you should take time to understand their needs. Communicate what you understand but also ask questions about any aspects of the job that you’re unclear about to show that you’ve thought about the task at hand. A sprinkling of industry language and terminology will also help reassure your prospective client that you know their business well.
Make it bespoke
If potential clients think they’ve been sent a copy and paste pitch, you’ll lose them at the first hurdle. Your initial conversations should cover what caught your eye about the job and comment on finer details to show your new customer that you haven’t sent the same hit and hope email to their competitors. Don’t be afraid to make things informal too, a reference to a social media post or a quick question about a business event they recently attended could help break the ice and make you easier to talk to.
Keep results focused
Your prospective customers will want to know what impact your services will have on their business. Set realistic expectations to avoid disappointment and make projections on the best and worst case scenarios for added detail. Even if your work isn’t numbers-based try to quantify the difference you’ll make. And talking of numbers, always communicate your rates as clearly as possible from the start.
Upgrade your portfolio
A portfolio update is one thing, but have you considered a portfolio upgrade? Once you’ve added the latest glowing examples of your work you should consider revamping your website or showreel for maximum impact. Try including customer testimonials and contact details for added credibility. Your new customer will probably be more impressed with praise from a third party rather than your own boasts about your work. Leaving an email address (with your contact’s permission) could encourage your new client to reach out for a reference and accelerate the hiring process.
Offer something of value for free
If you’re pitching for a particularly important opportunity you might want to offer a little taster of your skills. Keeping things free with no obligation to secure your services should make prospective customers open to the idea and improve your chances of landing the job. A complimentary PDF or video tutorial shouldn’t give away too much but will show you’re prepared to go the extra mile.
Posted by Adam Kirby