What do clients want when they look to hire a Solopreneur consulting specialist? On a conscious level they know that a job must be done and that the time and/or expertise to do the job does not reside within the organization and so outside help must be brought in.
They know certain deliverables must be produced within a particular time frame and they know how much money can be spent to achieve the objectives. But what makes a client hire one Solopreneur over others who were interviewed? What is the secret sauce that can make you become The One?
Be creative, perceptive and adaptable
During the first meeting, Five-Star Solopreneurs accurately assess client needs. S/he asks the right questions to draw out and clarify objectives and priorities. The Five-Star Solopreneur will know whether and how his/her own skill set will match up with client needs and will be able to articulate that assessment in language that is readily understood. As a result, trust and confidence in the Five-Star Solopreneur’s abilities are quickly established and the foundation for rapport-building and a productive working relationship is set.
An experienced pro
If Step One is successful, the client will know that you, the Five-Star Solopreneur, have the ability to meet and very likely exceed expectations. There will be no doubt that you can get the job done and make the client look good to both superiors and subordinates. You make it known through your grasp of the client’s big picture needs that the ROI of your hire will be substantial.
The Five-Star Solopreneur commands premium prices and the client doesn’t quibble, because his/her reputation is about to be enhanced. If necessary, the client will advocate to secure additional funding for the project to cover the fee.
Contract negotiations also reveal the savvy of the Five-Star Solopreneur. The negotiations reveal to the prospective client that you know the value of your time and talent. If the first offer is accepted, or if the contract is signed for noticeably less than expected, it will be obvious that it is not a Five-Star Solopreneur at the table, but rather one who has done only low-budget projects. This perception will also be telegraphed by those who fail to discuss payment terms during the negotiations, or require a percentage of the project fee in advance, before work begins.
Operate like a business
The Five-Star Solopreneur is highly professional in all client interactions and all forms of business communication. You follow-up promptly, invoice at the appropriate times and write good proposals (that are really confirmations, because you’ve impressed the decision-maker and pretty much know you’ll win the contract).
You present yourself as an equal and a peer, but respect boundaries. You radiate confidence and success, but never smugness or arrogance. You create the impression that although times are tough, you have a viable client list because you have credibility and competence.
After you’ve been out on your own for a while and have identified the types of projects that you like and the types of clients that tend to hire you, carve out a specialty niche where you can excel. Resist the temptation to accept any and every project that comes your way (unless the cupboard is bare).
Finally, develop marketing materials, print and online, that reflect your Five-Star Solopreneur status. Develop also an effective elevator pitch, verbal packaging that communicates to business colleagues that you are a knowledgeable and successful professional.
Thanks for reading,
Article Source: https://EzineArticles.com/expert/Kim_L._Clark/647250