Discover the number-one skill you need to get more freelance clients, along with the top resource I recommend for acquiring this skill fast. (Even if you’re a total beginner.)
When I first started freelancing, I didn’t have a lot of money.
And if you heard my interview with The Copywriter Club, you’ll know I spent what little money I could spare on books.
Because whenever I ran into a problem in my business over and over again, I’d buy a book or two that could help me fix it.
And when I was first starting out, the most common (and painful) problem that I faced was rejection.
Time after time, I’d spend an hour on a sales call with a potential client to find out about their business. Then I’d spend a few more hours putting together a proposal…
Only for the potential client to respond with a heartbreaking “No.” (Or even worse — not respond at all!)
So after most of my early leads either rejected or ignored me, I decided I needed to get better at selling my freelance services.
And I read close to a dozen books on sales, networking, and negotiation.
Because if you want to sign clients, you must be able to ethically and effectively sell your services to them.
In Fact, I’d Say Sales Is The Number-One Skill You Need To Get Clients As A Freelancer
Which is why today, I want to recommend the best book that I read about sales for freelancers. It’s called…
by Neil Rackham
Now at first, you might think “spin” implies that the book teaches shady or manipulative sales tactics…
But that’s not the case.
In fact, SPIN is actually an acronym. It stands for the four steps in Rackham’s “consultative” sales process, where you become the trusted advisor of your potential clients. And you guide them to find the best solution for their needs — even if it winds up being a competitor.
Those four steps are: Situation. Problem. Implication. Need-Payoff.
And Despite The Potentially Misleading Title, This Book Actually Offers The Exact Opposite Of The Sleazy Sales Tactics You Find In Most Sales Books
See, the problem with most sales books and training is that they are designed for people selling to consumers — where each sale is for a relatively small amount…
And where each sale happens in one interaction.
But that’s not how it works when you’re selling services to a business for hundreds or even thousands of dollars.
Instead, it almost always requires several interactions with the prospect. And the budgets are also a lot bigger.
Which is why most sales methods fail miserably when you use them to sell services as a freelancer.
And it’s why I recommend SPIN Selling so much.
Because the sales method in the book was created specifically for selling high-dollar investments to businesses. And it has been refined over tens of thousands of sales calls.
Plus it’s loaded with great case studies, real-world examples, and word-for-word scripts. Which makes it easy to follow — even if you’re a complete beginner.
So now do me a favor…
Think About That Twisting Lump You Feel In Your Stomach When You Get Rejected By Yet Another Potential Client
And imagine how defeated you feel when — week after week — you spend your precious time talking to new prospects…
But at the end of each conversation, the only answer you hear is “no.” (Or even worse, silence.)
Because sadly, that’s the reality for many freelancers.
And it’s no wonder so many give up after the first few months.
But I Don’t Want You To Feel Like That Ever Again
And while no one has a 100% close rate…
I promise you’ll start to hear potential clients say “yes!” way more than they say “no” when you improve your sales skills.
And imagine what it will do for your confidence (and your bank account!) when — instead of hearing “no”…
One prospect after another says, “I can’t wait to get started — just tell me where to send the payment!”
Because that’s what can happen when you have even a little of the right sales training.
The kind of sales training you will find inside SPIN Selling.
So I suggest you pick up a copy of SPIN Selling from Amazon right now.
(That is NOT an affiliate link, either. I just got so much out of this book that I also wanted to recommend it to you.)
And if you’ve already read SPIN Selling — or if you’re looking to increase your sales skills even more — then check out Same Side Selling. This book also focuses on “consultative” sales. And the lessons and techniques blend perfectly with the method in SPIN Selling.
Now let me show you how to make freelance clients come to you — like clockwork — using a simple, 30-second conversation…
All the details are inside my free business blueprint 30-Second Referrals.
With this free PDF, you’ll discover how to use a simple, 30-second conversation to get two referrals from every single client you sign. (I’ll even show you exactly what to say during this conversation with my word-for-word script on page 13.)
That way, you can make clients come to you like clockwork. And you can fill your pipeline with more new business than you can handle.
But there is a small catch…
30-Second Referrals is only available to members The Freelance Like A Pro email list.
So enter your best email below to join us and claim your free copy of 30-Second Referrals now. (And you’ll get my members-only emails to help you run a more profitable and stress-free freelance business, too.)
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Thanks for the freelancing guide and the emails that you've been sending out — the 30-second referral method is so stupidly simple, that it's genius!Connor Inch, Freelance Copywriter