The Freelancer's New Client Primer

5. Present an Expert Persona

Write an article called "Does your business really need a Website?" This will establish you as an "instant expert" in the field.

4. Promote Your Successes

Let people know about your recent wins. If your latest Website was a rousing success, make copies and send them to prospects and clients in similar fields. Include a cover note that says, "Here's what I've done recently -- let me do the same for you!"

3. The Seven-Times Rule

People generally need to have had contact with you seven times before they trust you enough to deal with you.

2. Countering the Knock-Back

All of us have, at some point, been knocked back for a job. What do you do when this happens? Someone taught me ages ago to just ask why not every time you get knocked back for business.

Client: No we don't want you.
Designer: Why not?
Client: You're too expensive.
Designer: Okay, if my prices were the same as the competitions, would you use me then?
Client: No.
Designer: Why not?
Client: We don't think you can do the job.
Designer: If I show that we can do the job (via testimonials and demonstrations) would you use us then?
Client: No.
Designer: Why not?
Etc.

Always remember to demonstrate your product. Show the client how much money they will make or save by going with you. Then demonstrate by third party referrals (for added credibility) how happy the client will be with the project¡¦s results.

1. Be Smart About New Business

I was chatting to someone the other day via email who mentioned that many businesses already had Websites, so he counted those companies out of his potential client market.

This is a pretty common approach, but it's no way to get ahead. Look at it a bit differently from all the other businesses you're competing against. Look at it like this:

Your absolutely perfect target market is businesses that already have Websites.

Why? Because they already know they want one (after all, they have one). They know the benefits of having a Website. They have a budget for a Website. And they've already been sold on the reasons for having, maintaining, and optimising an online presence!

Good luck. I know this isn't by any means a comprehensive list, but I hope it provides some ideas!

If you liked this article, you'll love Brendon's The Web Design Business Kit. Don't miss out, download the sample chapters now.