Sales is knowing your value, growing your network, asking for help and building long-lasting relationships. This morning we had our sixth go at Freelance Mornings, gathering over 50 freelancers to discuss the art of sales at The Park Södra in Stockholm. With us in the panel we had Moa Bernhardsson from Trib, Petra Sundell from Upbeater.X and future of work entrepreneur Sebastian Martinez.
Some key take-aways from the discussion:
- Sales is a MUST for a freelancer – everything depends on getting gigs or clients. How to get there though, doesn’t have to be cold-calling.
- What is your value proposition? Remember that you are adding value to your client, you are not a cost. Be proud of the knowledge you can bring to the client.
- Don’t be ‘jante’. You are good at what you do. Get into that mindset!
- What channels to use depends on who you are. Sending emails, doing LinkedIn DM:s, setting a LinkedIn posting strategy, starting a newsletter, doing a webinar. When you know what to sell and what value you are bringing, it’s all about being consistent and getting your message out there.
- Not getting an answer? Follow up. People are busy. They need reminders. And if you are consistent, in a friendly manner, chances are bigger that you’ll land that meeting to explore collaborations further.
- ️Schedule three hours a week for selling / marketing. Focus on doing client outreach, reconnecting with old connections, or doing a LinkedIn post. Commit time each week.
- Package yourself! Let the company know what they get, what to expect, and what the cost is. A small first gig to get to know eac hother can grow to something bigger.
- Don’t just focus on new sales. Focus on selling more to the clients and connections you already have. How can you increase your scoop of work?
- Be a super hero! Try getting yourself into the mindset of being someone else when getting into a sales call or meeting. Think of it as role play. How would Wonder Woman have answered that question?
- Ask for help. Does anyone in your network have knowledge of the industry or client you are targeting? Can you get help opening doors? Checking your sales email? You don’t need to do this alone.
- ️Join a community or network or agency working for freelancers. Sell each other, or get help from agents to land gigs. Sales takes a lot of time. It could be well worth while to get help, through your closest network or through paying a coach or paying commission to an agency.
- Remember: sales happens between two people. Not between companies, products and services. Be human. Make connections. Have fun. Build relationships. And find a strategy that works for you!
THANK YOU to everyone for joining and sharing your thoughts, insights and questions with us this morning! And to The Park for hosting. A special thanks to Rasmus Solholm for this fun ride we are on together
