In my last article (found here: https://hazelwize.hashnode.dev/first-step-to-maximize-your-freelance-outreach) I talked about how to gather vital information for working past objections. Today, I want to go over how you should carry yourself when calling/meeting a potential client.
Do you see the value?
While doing research for potential clients, you should be able to see how you can provide value to that client. These points of value should be your focal point. If you don't see the value that you can provide then how will anyone else?
If the client already has a site, then you should never speak badly about it. Consider a situation where they or a loved one built the website. Putting down what the client currently has very rarely goes over well. You should only talk about the improvements you can make and how it will benefit them or their customers.
Require a response
Once you get past the automated responses, you're goal is to make the customer sell themself a new website. You should ask questions that require them to respond. Here are some examples:
Do you like the current colors on your site?
What do customers view the most on your site?
Do you get a lot of people from out of town, or are your clients mostly local?
When they respond to questions like this, it helps them solidify the importance of their website. They may even start to tell you things they don't like about their site.
Let them talk!
Don't be too eager to immediately offer suggestions to issues that they bring up. Instead, ask them how they would do it differently. What do they think their customers would enjoy the most? Some people will have ideas and some will have no clue. Both of these are great! If they have ideas then they have already sold themselves. If they don't have any ideas, then it's a good thing someone with experience is talking to them.
Offer a solution
We are finally at the point where you can offer your services. Up to this point, they have been picturing something that you can provide. It's your turn to show them how you can make their vision a reality. Continue asking questions as you offer suggestions. The idea is to start working with them to build this website together.
What is your budget?
A lot of people feel awkward at this stage in the conversation, but they are already sold if you made it this far. You should be somewhat persistent in obtaining an actual number without being weird about it. At the absolute minimum, get their email address. You are going to email over a couple of quotes. One will be within their budget, and the other one will be above their budget. Let the quotes reflect the conversation you had with the customer.
Conclusion
I hope that this gives you an idea of what to expect from cold outreach. Don't expect to sell everyone, and learn from each objection that trips you up. Try to get further into this conversation with each person you talk to and it will begin to feel more natural with time.
I was supposed to go over capitalizing on your first client in this article, but it will have to wait until the next post. I hope you find this article helpful. You can 100% do this!