Winning more work is what every company wants. They want to stop wasting time on proposals that don’t put money in the bank.
Unfortunately, far too many freelancers and agencies enter talks with a prospect from the wrong angle. They default to saying yes, and only bother with anything getting close to a no when pressed hard.
Your prospects can see this. They hear yes from everyone about every idea, and they know you’re saying yes to win work. That’s not what awesome clients want. They want someone who will tell them the boundaries of their project inside the budget they have.
This post is going to look at the way you should be using no to show your expertise and win more work. Some prospects will drop out part way through the process, but they were unlikely to be awesome clients anyway, so you just saved yourself time writing a proposal that would have been declined.
When you use no to set boundaries with prospects about how to work with you, and what you can do for them, they’ll respect you for the professional you are.
This is part of a series of posts highlighting talks from WooConf. Watch the video or keep scrolling to read the points below.