freelancing blog

by: Shelley Wake

I’ve spoken to hundreds of editors, employers, and project
managers about how they choose a freelancer for a job. Whether
they were reviewing job applications or considering project
bids, they all had one thing in common. As every one of them
started to look at the applications, they had their skeptic’s
hat on.

How a Project Manager Thinks

Here are a few quotes from project managers and employers to
show you exactly how they think.

1. Jaime, Editor - “The First Elimination”

My process of judging proposals is one of elimination. The
first step is about a general impression. If it’s vague and
unconvincing - eliminate. If it’s fluffed up but with no
substance - eliminate. If it has real details and seems
credibale - keep. Many times this process only leaves one
person. That’s how easy it is to get a job - be credible and
convincing.

2. Jacob, Project Manager - “I only believe what I see for
myself.”

I read every proposal while questioning what I’m being told.
Some people make things up. Most people exaggerate. Many people
think they’re better than they really are. I’ve been working
with contractors for a long time and I’ve found that the only
way you can judge a person is by what they do.

3. Randy, Project Owner - “Don’t Tell Me, Show Me”

Don’t try and impress me with ramblings. Lots of positive words
strung together does nothing for me. You know, “I am keen,
reliable, prompt, easygoing, articulate, generous, kind,
competitive, athletic…” I have no reason to believe you’re
any of those things. If you want me to pick you for the
project, you have to do more than just tell me. You have to
prove it to me.

How to Beat the Skeptic

It’s not about what you say, it’s about how you say it. Three
small changes will make all the difference to your credibility
and will get you more work more often.

1. Use Real Evidence

It’s always better to sell yourself with a real example.

Not so good - “I am reliable.”

Much better - “You will never be left wondering how the project
is going because I will provide timely updates to keep you
informed.”

2. Use Your Results

Telling project managers about your past results is also a good
way to sell yourself.

Not so good - “I write effective web site copy.”

Much better - “With my new and improved content, my last client
increased their sales by 120% in the first month.”

The second statement clearly communicates the quality and
effectiveness of the work. And at the same time, it’s likely to
excite the project manager into thinking that the same result
could occur for them.

3. Be Specific

If you can use facts and figures to make your point, do so.

Not so good - “Most of my business is repeat, showing that my
clients are happy with the service I provide.”

Much better - “96% of new clients have returned to use my
services again.”

Not so good - “I have completed various similar projects.”

Much better - “I have completed 19 similar projects in the last
year.”

Make these three simple changes to your bids and job
applications and you’ll win more clients, jobs, and projects.

About The Author
Shelley Wake is the editor of Winning
Freelance Work, What Clients Want, and Where’s My Whale: The
Complete Guide to Catching Killer Clients. Visit the
Writingstuff.com bookstore to find out all about them. Link:
http://www.writingstuff.com/books1.html

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