I'm just a freelancer, standing in front of a client...
...asking them to hire me
As a freelancer, navigating the bidding process and securing a new project can seem like an impossible task. How can you make a good impression on a client? How do you go from the initial discussion to a formal agreement and a signed contract? During my time as a freelancer I've been compiling a list of Dos and Don'ts to give you the best chance of landing the perfect project.
DO: Make an effort with your first impression
First impressions count (#statingtheobvious) so don't be tempted to send a cookie-cutter response. Read the client's request and write a personal, tailored reply. Be direct, polite and friendly. Be sure to answer all of their questions, and be sure to check for typos. Taking 2 minutes to re-read that email before hitting 'send' may be the difference between landing a game-changing project and losing a client altogether.
DON'T: Undersell yourself
The work you do has value, both to you and your client. It's important to remind yourself about this. If a client comes to you with an interesting project, but their budget is a long way off your comfortable price point, be open and direct about this. It's fine to say no, just do it politely. And, if you're able, always make a positive suggestion for something you could offer them instead, at a fair price.
As a freelancer, your rates are entirely up to you. I've offered reduced rates for particularly attractive projects; like those where I'll be learning and developing a bit along the way. But if the price isn't right for you, have the confidence to walk away. It's better to keep yourself available for when the right project (at the right price) does come along.
DO: Make it personal
We freelancers run small-scale operations. Whilst we don't have access to the same level of resources as the big players in the industry, we can offer a far more engaged, flexible and personal approach. Be sure to highlight this strength to your clients; when they hire you for a project they really are getting you.
DON'T: Over-promise
You could be tempted in the early stages of a discussion to give yourself a competitive edge by over-exaggerating your abilities. This is a dangerous road to travel down; if you can't deliver on a promise simply don't make it.
On the flipside, I've never liked the expression 'under-promise, over deliver' (for me it equates to under-selling yourself, and that's the last thing you should be doing)...just be realistic and honest from the outset about your skills and availability to complete the work. I've won really fun projects which I didn't feel best suited to (in fact, I almost declined to submit a quotation) simply because the client appreciated my honesty about exactly which bits of the project would be new to me. Which brings me onto my next point...
It only takes a minute to reply to a client request - make sure you always take the time to do it!
DO: Reply to Every. Single. Message
If a potential client reaches out, always send a personal, considered response, no matter what. Are their expectations unrealistic? Is their proposed budget absurdly low? Is their project just not your cup of tea? Whatever your reason for declining the offer, always send a reply. You never know where it might lead.
Top tip: Move these emails to a separate folder titled 'Potential Clients'. Say you find yourself in a quiet patch a few months from now? Who better to reach out to than a group of individuals and companies who have already taken the time to reach out to you?
DON'T: Be pushy
It's great to keep an open dialogue with potential clients during the bidding process, but it's important to resist the temptation to check in too often. A friendly email every week or so helps to keep the wheels in motion without scaring the client away. The truth is that, as the paying customer, it is the client's prerogative to take their time.
One useful tip is to always include a 'valid until' date on a quotation. This gives a legitimate reason to reach out to the client for a response if no decision has been made by that date. It also allows you to better plan your upcoming workload, and avoid the (luxury) problem of having too many projects running simultaneously, and too little time to deliver them all.
DO: Highlight the value of your network
As a freelancer, bidding for larger projects can seem both daunting and unattainable. Building a solid network of collaborators with complementary skillsets is a great way to diversify your offering. For example, I've developed a strong working relationship with a highly-skilled structural design engineer, who is now involved in several of my projects.
Working in this way allows you to be more ambitious and comprehensive in the projects you bid for, whilst remaining confident in the quality of work you'll deliver to the client. Remember to always be fully transparent about what parts of the project will be outsourced, and provide full details of this to your client.
Don't have a wide enough network already? One word: LinkedIn, LinkedIn, LinkedIn. Okay, I'll say it again...LinkedIn.
DON'T: Play hard to get
It's important to be honest with your clients about the extent of your other commitments, and therefore your availability to support their project. But don't try to exaggerate this or play hard to get. Appearing stand-offish and unavailable is not a good look. You can be sure the client will simply take their money elsewhere.
DO: Be enthusiastic
Remember why you're doing what you do, and let your passion for your work shine through. There's no need to be stuffy and corporate. Show the client that you are fired-up and excited about their project; the chances are, they are too. This shared enthusiasm can be the basis for a strong and positive working relationship, and reassures both parties that a successful collaboration is in the works.
So, what do you think? Do you agree or disagree with these tips? My ears are always open for any words of wisdom or advice. And please feel free to get in touch if there's anything you'd like to discuss.