The ability to work through objections from potential clients is a useful skill. If a freelancer can convince clients that he or she will do a good job, they are often trusted with projects. Also, if you know how to work through objections, you can regularly raise prices for your services and work less and earn more.
When a client objects, you need to try to find out more about the reason for the objection, work through it, and try to close the deal. Here are a few techniques that can help with this.
Summarize the benefits. A summary of the benefits is an emphasis on the main advantages that distinguish you from other freelancers. For example, in a conversation, you can remind the client that you have already worked on similar projects and can complete the work a week earlier than required.
Ask open-ended questions. Avoid closed questions that can be answered with a simple “yes” or “no.” Instead, use questions that imply detailed answers. They will help you better understand the client and also show that you are truly interested in their project.
Be thankful. Sometimes potential clients are not very tactful in conversation. In this case, it can be difficult to thank a person for their time. However, hearing “thank you” can help the client relax and engage in a more open dialogue in the future.
Show relevant cases. It is important not to simply say: “I worked with these companies,” but to tell what tasks you performed. This way, the potential client will be able to relate your experience to their project.