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For most freelancers and independent consultants, just focusing on the fundamentals is the best sales advice I share with my clients. Sales doesn’t need to be complicated, and so I post short, actionable sales tips on my blog. Here’s the latest:

http://brendanmcadams.net/2020/08/compressing-time-to-improve-sales-success/


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    This is amazing Brendan - enjoyed reading the post!

    We follow a similar philosophy at Flexiple as well. @suvansh will have tons of context to add but on a high level, we often end up needing time to make freelancer recommendations.

    The time to actually share a profile after we have spoken to the client can be a couple of days in some cases (since it includes internal processes like cv preparation, screening etc.). So rather than have complete silence during the entire period, we send in concrete updates on what the list of recommendations looks like at that point in time.

    A tweaked version of what you have mentioned in the post -

    If necessary, send an early version of whatever deliverable you’re working on stamped with DRAFT all over it, or with highlighted questions soliciting client feedback, drawing from your sales toolkit of prepared resources.

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      Exactly right approach. DRAFT us one of the best words a consultant or salesperson can use. It invites feedback. It gives the customer permission to disagree or add detail. And to get something for them to read right away, when it’s fresh in their mind promptly after the meeting/conversation keeps things moving AND shows that you’re responsive.

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        Ah, perfect. We didn’t think of these advantages upfront but have come to realise that all of this is indeed true. I believe we will have at least one example for each of the points you have mentioned in terms of benefits of this approach.

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          So much of sales/consulting/freelancing is fundamentals.

          And this is one of them - “So rather than have complete silence during the entire period, we send in concrete updates on what the list of recommendations looks like at that point in time.”

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            Thanks Brendan, this was pretty helpful. I think these are basics but that can get missed if not codified as a process in an organisation.

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