As you go through the sales process with a client, you'll face an endless stream of questions about your background, experiences, and project approach.
The client is simply trying to decide whether or not to hand you the keys to the project. You'll handle most questions with ease, but seemingly innocent questions can trip you up if you wing it.
Try to hold back on answering some questions until you're sure you know what you're getting into. You will hear these, or related questions, on almost every sales call:
- How much will the project cost?
- What is your rate?
- Will you send us a proposal?
- How long will the project take to complete?
You will answer all these questions eventually. To avoid a potentially unprofitable project or an unhappy client, first get a complete picture of the situation. For example, you shouldn't crank out a proposal unless you believe there's a good chance of winning.
And, until you understand the client's real problem (not just the stated objectives), the complexity of the project, and something about the company's culture, it's tough to say how long it will take to complete a project.
Many clients will push you to answer these questions before you should, and you'll be tempted. It's up to you to make clients recognize that it's in their best interests to wait for informed answers. Plus, taking the time to do it right also protects your interests. If the client balks, you should rethink whether or not this is the right client for you.
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