Winning the “Do you write this?” Freelance Interview

Show of (virtual) hands — how many of you have had conversations with prospective clients that go something like this:

Client: Tell me a little about yourself.

You: I’ve been writing in the XYZ industry/writing ABC projects for the last eight years. My clients include 1, 2, and 3 plus a few clients whose work is protected under an NDA.

Client: Uh huh. Have you written any (fill in the blank)?

You: Well, I’ve written about that topic in these ways and have written those particular types of pieces on other topics, so indirectly, yes.

Client: Have you written any pieces on this other topic specifically?

You: Not yet. I have touched on that topic as part of a larger discussion on XYZ. Here is the link to that.

Client: Thanks. We’re looking at other candidates as well, so….

That’s a client with tunnel vision. Why? Because they haven’t really found out anything about you, nor have they given you the chance to fill them in on your background.

Nor is it a client you’re not going to win over. Not with that conversation.

But maybe that’s the larger point — maybe you shouldn’t win this client over.

[bctt tweet=”Not every reticent #freelance client is worth winning over.” username=”LoriWidmer”]

Sometimes, clients simply don’t know how to hire or work with a freelancer. We can’t fault them too much. Plenty of clients have never hired a freelancer or a contractor of any sort. Those are the clients you might be able to work with.

Is this client worth it?

That depends on what type of client this is and, perhaps, how you vet them. Because the vetting process should help you set the tone for how you operate and how you’re perceived.

Prescreen the client.

Have the conversation either on the phone or in email and take charge — what skills are you looking for? What is the project or projects? When you ask, you effectively put a bit of a halt on the employer-employee job interview scenario that may be about to play out. Plus, their answers will tell you plenty. If they say, “Well, do you have this experience?” repeat your question. Asking someone to answer to experience without understanding if the project is a good fit isn’t quite fair, nor is it a successful way to hire a freelancer. Feel free to say so, too. This is also an interview that they need to pass.

Anyone who has ever sat through rounds of conference calls or email chains that lead to nowhere know the value in getting to the point and vetting each other at the outset. If the prospect can’t tell you anything beyond what they’re looking for in you, that could be a signal that working for them could mean waiting for information that never arrives or jumping through unnecessary hoops.

Put the positive into the conversation.

Start with a simple question: What about my background interested you? Remember, they’re on that phone or in that email with you because something about your background caught their attention. Then flip the script: Tell them what about their organization interests you. That lays the foundation for a relationship. You’re showing them that you’ve researched them and have chosen to enter the conversation. You’re not merely a freelancer trying to make enough to cover rent. That puts you on a more equal footing.

Take the focus off of you.

This little switch makes a ton of difference — more than you might imagine. One sentence, one question can shift the conversation from interrogation to collaboration:

How can I help you?

That’s also where your prospect may finally give you the details you’ve been looking for. Just asking the question shows them you’re listening and that you’re ready to help. Talk about a trust builder, right?

From there, you can spell out your work process. I’d add this question: “Have you worked with a freelancer before?” and then tell them what to expect. That puts them at ease and shows them that you can be trusted with their projects. It also does a lot to build that working relationship. You’re there to make sure they are satisfied and you’ve just told them how you’ll do that.

Isn’t that a damn sight better than being asked “Do you write about this?”?

Writers, have you ever faced the line-item prospect? How did you handle it or was it a red flag for you?
What do you think: Can you win over such a prospect? If so, how? If not, why not?