Blog Archives

The freelance sale: Just the right thing to say

If you spend as much time as I do on the internet learning the “perfect” sales script, you may be missing the point. Don’t let “perfect” inhibit you from getting busy and getting business. Here’s how I got it wrong.

Posted in cold calling for freelance and consulting, phoning for freelance and consulting work Tagged with: , , ,

Update on my freelance marketing campaign: how to create momentum (part II)

Phoning, like any other marketing for freelance assignments, requires large numbers. Slow and steady wins the race if, like the tortoise, you can hang in there long enough. But slow and steady postpones success, making it much harder to stay engaged.

Posted in cold calling for freelance and consulting, phoning for freelance and consulting work Tagged with: , , , ,

Freelancers and Consultants: What do you do better than anyone else?

Often-repeated wisdom is that when you are offering your freelance or consulting services, you tell your prospect what you do better than your competition. It takes some thought to express what you do better than anyone else in a way that isn’t ridiculous.

Posted in cold calling for freelance and consulting, Marketing Tagged with: , , ,

Freelance & consulting: Crappy advice on how to get prospects to answer your call

A sales expert recommends that when phoning to follow up on freelance or consulting proposals, you should block your phone number because they “have to” take the call if they don’t know who it is. I disagree. Here’s why.

Posted in cold calling for freelance and consulting Tagged with: , , , ,

Cold calling for freelance & consulting work is OK if…

People tell me they hate being bothered by cold calls and therefore they would never stoop so low as to phone someone themselves for freelance and consulting assignments. However, I’d guess that the vast majority of the calls they receive are quite unlike the calls I make and fall far short of my criteria for justifiable phoning.

Posted in cold calling for freelance and consulting, Feature Article Tagged with: , , , ,

Advice from George Clooney

When personally contacting prospects for freelance and consulting services, concentrate on helping them rather than whether they “like” you.

Posted in cold calling for freelance and consulting, Feature Article Tagged with: , ,

The new telephone party line

Cold calling can be emotionally exhausting. It feels like we are all alone facing a conversation that can be perceived as confrontational (though in practice, we are calling to offer assistance, not to engage in combat). I’ve found a successful way to manage this uncomfortable feeling of isolation, and I call it the new “party line.” It’s a state of mind in which we recognize that we are part of a community of callers with whom we can share our stories of rejection and problems.

Posted in Marketing Tagged with: , , ,

A different perspective on this whole “rejection” thing

I felt rejection big time when I was terminated from corporate jobs. I felt rejection when my resume fell into the black hole. So I started cold calling for freelance and consultant assignments to avoid rejection . . . and it’s worked.

Posted in Marketing Tagged with: , , ,

Two websites to help you say it right

Two websites teach how to say first and last names from diverse cultures. Either one alone is a tremendous help when phoning prospects from a print directory, but the combination of the two is even better.

Posted in Feature Article Tagged with: , , ,

What to do when your network is weak

It is extremely difficult to grow a strong network when you are employed full time. It’s even harder after you start a new job or receive your initial, demanding freelance or consulting assignments.

There are two solutions to this dilemma. The first is to be realistic. The second is to develop current prospecting techniques that do not require extensive past networking to be effective. That’s the great thing about telephoning. Done right–calling the people we can be most helpful to in a professional manner–gets the job done.

Posted in Marketing Tagged with: , , , ,