How to Have a Successful Sales Conversation with Prospective Clients
Digital Pigeon11 November 2021
Most professionals agree that making a sale is one of the most satisfying things they do. But it can be tough to get there - and it’s often the most uncomfortable aspect of whatever job it is they do.
One huge advantage we believe creative professionals have (which covers pretty much all of Digital Pigeon’s customer base) is that their work can be seen / showcased / presented / demo’d.
Why? Because we believe that the outstanding creative work you do speaks volumes about not only what you can produce, but what you’re like to work with.
Your willingness to show samples and talk about previous projects shows confidence and gives the client a window into your expertise. When prospects learn from you what they can expect from your services, it builds their trust in you as a reliable business person.
However, there is no denying that good sales skills are a crucial element in the success of any freelancer. Whether you're meeting with prospective clients for the first time or approaching an existing customer, you should be prepared to go into your conversation with certain key points.
The following steps will help guide you through the process of having a successful sales conversation with prospective clients.
Do's & Don'ts of speaking with a prospective client
Before engaging a potential client, it's smart to keep the following tips in mind to help you land the sale:
- Be professional and confident. If you're confident in your work, your prospective clients will most likely agree with you after seeing examples of your work.
- Be transparent about any experience and previous projects relevant to their needs to give them peace of mind that you have what it takes to complete the task at hand.
- Be realistic in setting expectations for yourself and your prospective clients so that everyone's needs are met.
- Don't make your conversation all about yourself and your work. The client wants to know what you can do for them. Your skills and experience are only relevant if they pertain to the project at hand.
- Don’t talk numbers too early. Make sure you know the details of what they want to accomplish from the project and what they specifically want from you before discussing the price or schedule.
- Don't take on more work than you can handle without properly planning how you will complete it - you’ll tie yourself in a knot.
Less 'about me' more 'about you'
Remember, your client comes first. They have a need, and you want to give them the best solution. So you must focus on your client's needs, not yours.
Show them that you understand their needs by listening. It’s such a simple thing to do - ask questions, suggest some alternatives - anything you can do to engage with them and make them feel like the centre of the universe and that their project is important to you.
It’s always helpful to put yourself in their shoes. Try to understand their motivations for hiring you - what is it that you can do to convince them that you understand exactly what they’re after, and reassure them that you care enough about the project to make them look good to their bosses.
What are the right questions to ask?
There is no better way to show your prospective client that you understand their project than to ask the right questions. When a client can see that you're asking questions to ensure that your skills are proper for the job, they will feel at ease. To keep the client engaged, asking open-ended questions is key. Quite simply - they’re questions that don’t have a yes/no answer to them.
Here are a few examples of open-ended questions that you can use in your sales conversation:
- What is your primary goal for this project?
- Why is this project important to you and your company?
- How would you like me to proceed?
- What do you expect from the final product? How will it help with your current marketing efforts?
- What problem does it solve for you, and how would this make things easier for you?
Open-ended questions let your client express themselves and, in the process, reveal any concerns they may have.
The bottom line is, sales are about clients. Whether you are meeting them in-person or online, quality sales skills will help you get more clients. Remember to ask the right questions, more so, open-ended questions to keep your prospective client engaged.
Digital Pigeon can help you land new clients. Showcase your work and share with them what you’ve previously worked on - they don’t need an account to view it and they don’t need to download anything - it can all be previewed instantly.
What better way to reassure the client that you’re going to be a breeze to work with than by showing them how you’ll present the work or receive files throughout the duration of the project - all on a custom branded platform.