Easiest way to sell bigger freelance projects

Want to know the easiest way to sell bigger projects?

Ask better questions.

Let’s say you’re a freelance writer.

When an apparel brand comes to you with an initial request for web copy, you have two choices:

1. Assume they already have clarity on the full scope of their needs and give them a quote, or

2. Ask open-ended, consultative questions to peel back all the layers of their wants and needs.

Questions like this: 

• “Did something happen that made you decide to reach out to me?”
• “Was there a triggering event?”
• “Tell me what your hope is for the [the initial request they made].”
• “What will that mean for your business?”

The client’s answers may reveal a deeper need beneath the web copy: core messaging and a clear value proposition. 

They need to define WHAT sets them apart, and WHAT they’re going to say before they make more tactical decisions about HOW to say it on the website. 

Fantastic. You used better questions to illuminate bigger needs, which you can now address in your proposal. 

Speaking of, why not use your proposals as your super sneaky sales force?

Your 15-Minute Challenge:

Check some of the open-ended consulting questions below.

Then, pick 5-7 questions that jump out at you as being most helpful based on your past discovery calls, and save those as your “Discovery Questions Checklist.”

Remember, better questions lead to bigger proposals.

Cheers,

xx

Ryan

Some Open-ended Consultative Questions:

1. If you could accomplish only one thing by the end of this meeting, what would that be?
2. That’s pretty broad. Which part would you like to focus on? Okay, and which part of that?
3. So if we were to get you some clarity around that, would you be able to walk away feeling good about our time together today?
4. Can you help me see how that connects to the outcome you’re after?
5. Let me put you on pause for a second. I heard you say you wanted to talk about [the original subject]. This seems to be a  new direction. Do you want to go in this new direction or stick to [the original subject]?
6. What is the project?
7. By when are you looking to have it finished?
8. Tell me how you came up with the idea/project. What changed and made you realize, “I need to do X”?
9. Can you tell me more about the “something” that this project will solve? What itch will the project scratch?
10. What’s your biggest challenge with your business?
11. What would you like to see happen? What does a home run look like in this situation?
12. If you were to achieve that, what would that mean for your business?
13. What happened that made you think, “I need to do something about X”?
14. Have you worked with someone like me—in my case, a [marketing consultant]—before?
15. How did that go?
16. Is there anything that could keep this project from being successful? Are there any risks and/or opportunity costs if you were to do nothing?

BONUS ROUND

17. What are you working on? What are you trying to achieve?
18. Or what is your goal? Is there a race we are running? Map it out for me.
19. How will you know you have achieved it? What results will you see? What feedback will you hear?
20. What does the finish line look like? What feelings will you have?
21. Would you like help with that? I can see several paths forward based on the specific challenges you face.
22. Would you like the person who helps to be me? I’ll just come right out and say it:
"You are my ideal client. Because you are... (Here is where you list the qualities that make him/her who he is and allow him/her to do your best work.) So I would like to look at our calendars and plan a time to start. How does that sound? When would you like to get started?"