Starting a freelance business and want to grow your client base without feeling overwhelmed?
Here's my approach: embrace sales as a way to connect with clients and show your value.
Sales aren't just about pushing someone to buy—they're about building trust and long-term relationships.
In this guide, I'll share why sales are crucial for freelancers, common challenges, and practical tips to help you improve your sales skills.
Let's get started.
Why Sales Matter for Freelancers
Freelancers often think that if they are good at what they do, clients will come to them. Unfortunately, this isn't always the case.
Sales play a crucial role in building a successful freelance business. Here's why:
Get Clients
Without sales, you don't have clients, and without clients, you don't have a business.
Sales let potential clients know that you can solve their problems. You need to market your skills, understand your clients' needs, and pitch your services in a way that resonates with them.
For more tips, check out this guide on using Google Maps to get clients.
Earn Money
Sales equal income. Every successful sale means money in your pocket.
For freelancers, this means covering bills and having the freedom to work on projects you are passionate about.
If you don't sell, your business won't grow and may not survive.
Build Relationships
Selling isn't just about closing deals; it's about building relationships.
Good salespeople build trust and credibility, making clients want to come back.
By improving your sales skills, you can create stronger, long-lasting relationships, leading to a steady stream of work.
Common Sales Challenges Freelancers Face
It's normal to face challenges when selling your services, especially if you are new to freelancing.
Here are some common obstacles freelancers encounter:
Fear of Rejection
Rejection is a big fear for many freelancers. Hearing "no" can be discouraging.
But rejection is a natural part of the sales process and often just means it's not the right time or fit.
Lack of Confidence
Many freelancers struggle with confidence when selling their services.
This often comes from not believing in your skills or worrying about charging what you're worth.
If you don't believe in yourself, it becomes difficult for others to believe in you.
Learn more about setting rates with value-based pricing.
Not Knowing How to Sell
Selling can feel like a completely different skill set.
Many people don't know where to start or how to communicate their value effectively, leading to awkward conversations and lost opportunities.
How to Improve Your Sales Skills as a Freelancer
If sales are something you struggle with, don't worry.
Like any other skill, you can improve over time. Here are some tips to help you get better at selling your freelance services.
Understand Your Value
Before you can convince anyone to hire you, you need to understand your value and how to communicate it to clients.
Identify Your Strengths:
What makes you unique? Write it down and practice explaining it.
Solve Problems:
Clients want someone who can solve their problems. Be clear about how your services address their pain points.
Create a Value Proposition:
A value proposition explains why a client should work with you. Highlight what you do, who you do it for, and how it benefits them.
Practice Active Listening
Selling isn't about nonstop talking—it's about listening. Understanding what a client needs is key to offering a service they want to buy.
Ask Questions:
Ask questions to find out what challenges clients are facing.
Listen Carefully:
Really listen to what the client is saying. Don't just wait for your turn to speak—understand what they are looking for.
Mirror the Client's Language:
Use the same words or phrases they use to show you understand their needs. This builds trust.
Build Trust
Trust is a key element in sales. Clients need to feel confident that you are reliable and can deliver on your promises.
Be Honest:
Be upfront about your skills, experience, and what you can realistically deliver.
Show Your Work:
Use examples of previous projects or testimonials to build credibility. A portfolio or case studies can go a long way. Check out these tips on building a great portfolio website.
Be Consistent:
Consistency in communication, pricing, and deadlines helps create a trustworthy image.
Develop a Sales Routine
Having a routine for reaching out to clients can make sales less daunting.
Consistency is key.
Set Goals:
Set daily or weekly goals, like reaching out to five potential clients per week.
Use Templates:
Create email templates for scenarios like introducing yourself or following up.
Track Progress:
Keep a list of potential clients and note where they are in the sales process.
Learn to Handle Rejection
Rejection is part of sales, but it doesn't mean you're not good at what you do.
Every freelancer faces rejection.
Don't Take It Personally:
A "no" often means "not right now."
Ask for Feedback:
If a client turns you down, ask for feedback to improve your pitch.
Stay Positive:
Every rejection brings you closer to the right client. Sales is a numbers game—the more you reach out, the more likely you are to find the right fit.
Follow Up with Potential Clients
Many freelancers make the mistake of not following up. Just because a client doesn’t say yes immediately doesn’t mean they're not interested.
Send a Follow-Up Email:
If you haven't heard back, send a polite follow-up after a week.
Keep It Short:
Your follow-up should be friendly and brief.
Don't Be Pushy:
Respect the client's time and decision.
Closing the Sale
Closing a sale can feel intimidating, but it's about guiding the client to make a decision.
Make It Easy:
Provide a clear proposal outlining what you will do, how long it will take, and the cost.
Ask for the Sale:
A simple "Does this sound like a good fit?" can open the door to next steps.
Be Ready to Negotiate:
Sometimes clients will want to negotiate. Be prepared with options that work for both parties.
Final Thoughts
Sales may not be the most glamorous part of freelancing, but it is essential if you want to grow your business.
Think of sales not as a way to "convince" someone to work with you, but as a way to show them how you can solve their problems.
Every successful freelancer has had to learn to sell.
Don't be discouraged by rejection—see it as an opportunity to learn and grow. Keep practicing, keep reaching out, and keep refining your approach.
The more comfortable you get with sales, the more clients you'll bring in, and the more successful your freelance career will be.
If you’d like more help, join Freelance Fam for advice on sales and general freelancing tips too.
-Kyle :)