One major and common challenge that freelancers always encounter is objections. Objections are inevitable, especially as a beginner. How you handle objections as a freelancer will determine your rate of success as a freelancer.
Most one-time freelancers or salespersons give up after one or two rejections. The fear of being rejected again made them change directions or remain in their comfort zones.
If a client rejects your services because of dissatisfaction from a previous job, don’t sulk. Handle it like a professional.
Possible Reasons for Client Dissatisfaction
- You failed to carry out your research properly.
- You didn’t ask enough questions about the client’s expectations
- Excitement got the best of you
- You weren’t paying attention.
Your first line of action should be to ask questions to know what part of your work wasn’t satisfactory. If you can, try to re-do the work and effect the corrections to gain their trust. Put your new proposal aside and fix the previous damage. You can also offer a refund for the inconvenience. Note that whatever percentage you are keeping to yourself will be for your time and energy put into the research and compilation. This helps to build trust and opens a door for more opportunities.
That’s one way to handle objections as a freelancer when it comes to existing clients.
What Are Sales Objections?
These are excuses a client gives as to why they don’t need your services. Some do it politely, and others, not so nice. The only way you can appropriately handle client objections as a freelancer is to be prepared for it before it happens.
See every objection as an opportunity for you to sell the services you render to your client properly. This is why you need to have an in-depth knowledge of the benefit of your services. This way, the client gets to know more about what you offer, and even when he/she doesn’t need it, they can always recommend you to someone who does.
How to Handle Objections as a Freelancer: 4 Common Scenarios
Most clients’ objections are tied to the following, and you can only make a successful sale when you handle them smartly.
Low budget client
Some clients are not willing to pay for pricy services when they can get them for cheaper rates elsewhere. Some of them might have the funds but aren’t willing to take the risk. All you need to do is to sell the value of your service to them.
Here’s how to handle objections from low-budget clients:
- Don’t be quick to jump out of the conversation
- Ask them questions to uncover the reason they don’t want to go beyond a specified price.
- Present testimonials on how a low-budget client like them ended up paying for your services. If you have any.
- If you don’t have testimonials, table what they stand to lose if they allow your offer to pass them by.
These approaches will work as long as you’re strategic with your process.
Wrong timing/Lack of urgency
These types of clients will need your services but not immediately. They are aware of the benefits but are either good at postponing. In other words, there’s no sense of urgency.
Here’s how to handle objections as a freelancer in this case:
When you hear this, try to find out if the timing is truly wrong or the client is being smart about turning down your offer.
Find out what time is best for you to come back. But before you leave these clients, give them something to ponder. Tell them how their competitors have stepped up their games by incorporating your services into their business. If possible, mention names and also freelancers that charge a fortune for lesser services. Also, make them understand your charges are changing because you always give clients something that is beyond their expectations. Finally, tell them to decide if they are okay with their present position or are ready to move a step further.
No right to purchase
Some clients may approach you on behalf of someone or their company. Clients who fall into this category cannot conclude on their own without first hearing from whoever is in charge.
Here’s how to handle these kinds of objections:
For this type of client, first, ask if they can connect you to the right channel. Before you go, pour out everything about your services to them so they can defend you before their superiors and give you easy access.
When services are not needed
These are always blunt and straightforward. They will tell you they do not need your services even when they do. It’s up to you to find out what’s holding them back. As a freelancer, you can get them to ask questions and be sure prospects are convinced with your answers.
Here’s how to handle objections in this situation:
Before you can offer your services to a client, you must be certain that they need you. Either from issues, you noticed in their businesses or something similar. This way when a client tells you they don’t need your services, you’ll be able to provide a thousand and one reasons why they need you. Point out your observations and give them tips on what to do but NOT how they can do it. This is especially useful for cold pitching situations.
Read also: Pros and cons of freelancing in Nigeria
In conclusion, the following are tips on how to prepare yourself for any objections:
- Make your research about the person or company you’re pitching or sending a proposal to.
- Rejection is redirection
- Remember not to take objections personally
- Don’t avoid a client because of a one-time rejection.
- Be patient
- You can say “no” when a client insists on a low budget. Also, walk away from clients who want to choke you.
- Always ask questions
- Be attentive
- Honesty and transparency are very important.
Read also: How to stay motivated as a freelancer
Enjoy your freelancing career.