Smarter Freelancing: Freelance Work | Getting Clients | Freelance Writing | Freelance Design | Ed Gandia - #032: How to Have a Stress-Free Conversation with Your Prospects

#032: How to Have a Stress-Free Conversation with Your Prospects

05/14/15 • 39 min

Smarter Freelancing: Freelance Work | Getting Clients | Freelance Writing | Freelance Design | Ed Gandia

For many of us, the initial conversation with a prospect can be stressful.

Maybe you need the work. Or you really want to land this client. And you don't want to screw up the opportunity by saying the wrong thing.

In this episode, you'll hear from RC Peck, a seasoned pro at having productive and highly effective prospect conversations.

RC is not a freelancer. But I've brought him into the show because we can all learn from the mindset and techniques he's developed about these initial prospect conversations.

You'll discover how to better manage these conversations. How to ask for (and get) quality referrals. How to frame your pricing so that you land the client at higher fee levels. And how to vet prospects faster so you waste little time with poor-fit prospects and set yourself up for success with high-quality opportunities.

For many of us, the initial conversation with a prospect can be stressful.

Maybe you need the work. Or you really want to land this client. And you don't want to screw up the opportunity by saying the wrong thing.

In this episode, you'll hear from RC Peck, a seasoned pro at having productive and highly effective prospect conversations.

RC is not a freelancer. But I've brought him into the show because we can all learn from the mindset and techniques he's developed about these initial prospect conversations.

Previous Episode

#031: Booking Yourself Solid

Michael Port's Book Yourself Solid was one of the most important books I read when I was freelancing part time while working my day job.

It was a big reason why I was able to grow my business so quickly.

I loved how Michael broke down the process of filling up your pipeline with high-quality clients. He described the process in a very methodical way that I could understand. But he also addressed the critical "softer" side of building a solo business.

In this interview, I get to chat with Michael for the first time. It was fun to finally have a conversation with someone who shaped my thinking at this critical juncture of my business.

But I was also a bit nervous — especially early in the conversation — until I finally got my footing.

I guess I was a bit star-struck! :)

This episode is NOT a step-by-step training class on how to book yourself solid. But I hope it gives you a handful of ideas for making positive changes in your business.

Next Episode

#033: How to Adapt Your Freelance Business to a Rapidly Shifting Marketplace

The freelance marketplace has become more competitive.

But just because there are more freelancers than ever before doesn't mean you have to succumb to competitive pressure. Not if you make key adjustments in how you position yourself ... and what services (and value) you deliver.

In this week's show you'll hear from someone who's done this successfully. His name is Tristan Kneschke and his company is Exit Editorial, a post-production company that does video editing and color grading services.

Tristan specializes fashion and beauty and has worked with brands such as Victoria’s Secret, Bath and Body Works, Google, Pepsi, Nike, Amazon and Colgate.

In this interview, you'll hear why Tristan made critical changes to his business with the economic downturn. And you'll discover how he made these shifts and why they've paid off.

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