What’s on the iPod: Don’t by Ed Sheeran
Since I’ve been talking to a good many client prospects lately, I’m realizing that there are some pretty big obstacles we writers have to overcome. Just having a client interested doesn’t guarantee it’s going anywhere, as most of you know. Some writing clients get so close and then….just fade away or halt abruptly any communications.
Frustrating.
There could be any number of reasons why a client decides not to hire a freelance writer; the budget disappeared, the project was dropped, they hired someone full time, etc. Still, we writers aren’t powerless when it comes to forging those new client relationships. Sometimes, it’s that they’re nervous. They’ve never worked with a freelance writer before. They don’t know what to expect, nor how to proceed. That’s where you come in.
It’s about making it easy for them to hire you.
Here are a few things you can do to help clients overcome their initial trepidation and say yes to hiring you:
Make it transparent. What’s your process when working with writing clients? Spell it out for them. What do you provide exactly? Where do they come in? What can they expect in terms of time, involvement, delivery, revisions, etc? There are plenty of questions. Remove as many as you can. Some of the questions you’ve heard a million times, like “How do we get this published and do you help with that?” Answer them before they’re asked.
Put it in writing. I’ve gone so far as to write an informal how-to-work-with-a-writer guide so that clients understand what to expect and what’s expected of them. The more you empower your potential clients in your writing process, the easier it will be for them to drop the reservations and say yes.
Have a real conversation. Drop the salesy bullshit, okay? Just talk to them like you’re explaining what you do to your friend or your mother. Recently, I talked with a client about what’s included in my price for articles. The facts were all there, but I adopted the tone of someone who wants to help them understand and will guide them through it. Why? Because that’s not a bad way to conduct business, and it humanizes you. Right now, you’re a name on a website, in an email, on a letterhead or business card. Show them you’re a real person.
Suggest a starter project. Sometimes, long-term commitment is just too much for a new client. So why not suggest they “try you out” on a smaller project or a proofreading project? If they’re not feeling the weight of a heavy financial commitment, you’ll have the chance to form that trust relationship.
Be a resource. You may not want to take on getting your client’s book published, but you can provide them with the contact information of agents, publicists, publishing houses, etc. Answer questions when you can, and help them locate the information if you can’t. Clients are more likely to commit to the project if they know they’re not stuck wondering what to do next after you finish writing.
Writers, how do you remove client reservations? Any examples?
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