So before you actually pitch to a client, you really need to make sure that you've had a good conversation 1
with them and that you really understand their business and their needs and whether you can actually 2
fulfill these needs and whether their needs are actually realistic 3
So, first of all, try and talk to the client and try to, you know, portray yourself or establish 4
yourself as somebody that is based on value. 5
You want to make sure that you're pitching to the right kind of business and you know, you want to 6
have this conversation before you actually start to pitch when you're having this conversation. 7
It's really important to establish credibility and to really come forward as somebody that is confident 8
in what they can do and that can deliver the job. 9
You know, it's not too crucial to talk about, you know, the details of the finer things. 10
It's more about the you know, the the global perspective and how your perspective can change something 11
for this company. 12
You want to make sure that you really highlight the benefits of working based on value. 13
Some of these benefits are that there's no hidden cost for your client. 14
There will be loads of commitment from your partner because you want the project to succeed. 15
You will have less admin work because you will have to, you know, track less things like maybe if 16
you're charging by the hour, you have to charge the hours that you've worked. 17
You need to invoice quite a lot of times. 18
You need to do a lot of things that, you know, require a lot of admin work. 19
So if you do this based on value, you can reduce a lot of this admin work. 20
You want to make sure that they know that you need to build a trusting partnership that will last for 21
a very long time. 22
And the client won't be penalized by your mistakes. 23
You know, if you make any mistakes, the client won't be penalized by this because your only objective 24
is for the client to have the most amount of value for this project. 25
So, you know, this is something that is incredibly important and also make sure that your conversations 26
are based on value and not on time spent on a project. 27
Now, you can obviously highlight certain goalposts or certain milestones that you might have for the 28
project, but you want to make sure that the conversation has shifted away from, you know, timing. 29
You want to make sure that you are personalizing your conversation and that you're actually answering 30
to their questions and that you're actually focusing on your on their business and not in, you know, 31
general terms. 32
You want to make sure that you ask the right kind of questions to the business owner and you want to 33
make sure that the conversation is flowing around, you know, speaking about their needs and what it 34
means for them to be successful, make sure that you sell your strengths and that you really analyze 35
your strengths beforehand. 36
This is part of your brand. 37
This is part of who you are. 38
This is part of what you sell. 39
So you want to make sure that you're actually talking about this kind of stuff and that you are really 40
selling these strengths at all times. 41
Don't beg the client any time. 42
You know, don't show that you you know, these might this might be the only client that you have, 43
you know, try to keep your cool, try to keep calm and, you know, try to portray yourself as someone 44
that has a lot of clients, that has a lot of expertise and a lot of confidence and try not to negotiate 45
any kind of pricing in the first meeting. 46
You need to analyze what it is that you need to do. 47
You know, you might be able to give a bracket and it's quite good to give a bracket in this first meeting. 48
You can say this going to cost you from, I believe, from 10000 to 20000 dollars. 49
And then they can have an idea in their head. 50
And this can also help you, you know, sift through people that might not be completely you know, 51
the company will be completely realistic about the project. 52
They might not understand the value of what you can add. 53
They might not understand, you know, how much you are going to be charging. 54
So if you do throw some kind of figure, make sure that it's like a ballpark figure between certain 55
brackets and that you are quite high on the figure. 56
So this way, the you know, the client can start to, you know, put in their mind that the project 57
is going to cost them a certain amount of value. 58
So once you do this, you know, it's going to be easier for you to, you know, price appropriately 59
is going to be easier for you to analyze whether it's worth doing this project. 60
And the client can actually tell you, actually, I don't really think I have the right money to invest 61
in this project. 62
And you can then kind of start to filter through clients that are worth it and clients that are not 63
worth it.