Here are six ways I make them feel that:
1. I don’t give them the Swingers treatment.
Remember the bit in that movie about waiting three days to call someone you’re interested in?
That’s terrible advice.
Potential clients want to feel wanted so I don’t mess around with trying to seem so important, busy, or “cool” that I drag my heels in replying to them.
Being excited to work with someone doesn’t make you look desperate – it makes you look like a good fit.
2. I help them BEFORE they hire me.
You know what happens when you give a potential client a bit of free advice about their situation before they pay you?
It makes them want more.
3. I tell them how excited I am to work with them.
Enthusiasm is contagious and the more someone feels like you’re excited about the work (and not just the money), the more likely they are to hire you.
4. I show them how I’m like them.
Pointing out what you have in common with a potential client makes them feel comfortable, seen, and understood.
And EVERYONE wants to feel understood.
So if I have anything in common with a potential client, I’ll reference it.
Maybe I’ve been in their situation, maybe we’re both Dads, maybe we grew up in a similar place, maybe we love the same music.
The more connected someone feels to you, the more likely they are to hire you.
5. I tell them the potential I see for them and their work.
No matter how confident a potential client may be, some part of them wonders if what they’re pursuing is even possible.
By telling them I see the same potential they see it reassures them they’re not wasting their time AND that I “get it.”
That’s a bigger deal than it seems.
6. I don’t lie about any of the things I mentioned above.
I don’t say things I don’t mean and don’t tell people what they want to hear just to get them to hire me.
In that way the above approaches serve a double function:
They make potential clients feel wanted AND they help me determine if that client is actually a good fit for me.
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