Overcoming Sales Objections For Freelancers
A lot of freelancers think that sales is a war between you and your client. If you think the same, you’ve already lost. This is not a ‘master-servant relationship’ because they’re paying you — you are two professionals that have a mutual exchange of goods for services and that should be respected. This is the mindset shift that needs to happen.
In this article, you will learn some common types of client objections and how to deal with them.
Client Objection — Time
Client: — “I don’t have time, do it now.”
The client is frustrated and they come to you with demands, not requests. To reply to this you need to convert that problematic tone into a solution-orientated one.
Say, “I completely understand that you’re busy (acknowledge their position) and I want to help move us in the right direction (remind them that you have the same goal). To move forward and work on those amends as soon as possible, can we have a 15-minute meeting when you’re next available?”
You’ve handled this professionally and dare I say gracefully. You’ve related to them, settled their frustration and put an actionable time frame in there to get to the solution — go you!
Another way to answer any difficult question is by answering it with a follow-up question to elicit more detail. This simple trick works like magic.
Client Objection — Guarantee
Client: “What kind of guarantee do you provide?”
Pro freelancer: “What kind of guarantee do you want?”
Client: “Do you think a new video will double my engagement?”
Pro Freelancer: “Do you think your current video content can double your engagement without doing anything?”
Simple right. You can use this for any situation to elicit a response from your client. When you use this technique on clients, you have to consider two things — Use the same words they are using to create your question and never ask a question to a statement.
Client Objection — Price
Client: “People are doing half of your price!”
To answer this objection we are going to use the double-down method.
The double-down technique is to just agree 100% with the client.
Pro freelancer: Yes, there are so many people who do this job at half price, do you think their price reflects the quality of their work?
The double-down technique agrees with the client 100% and pivots if you can or just use the power of silence.
Client: “Why should we hire you?”
Pro freelancer: “Why not? What’s holding you back?”
This is the a ‘why not’ technique’. Just say why not, & they will tell you the reason why you are the best choice for them.
Final thoughts
Always act from a solutions mindset, and not be stuck in the problem.
Everything works with a smile and a good tone of voice.
Try not to get caught up in any negative energy, come from a place of understanding and empathy.
Use the power of silence sometimes.
Don’t use these techniques on the first cold call.
Hope this helps. 💖
If you want to learn more about getting work, finding clients, pricing, negotiation, and the business side of freelancing then enrol for Freelance Mastery — the #1 freelancer course which helps you to land high-paying clients, fast.
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