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.ht
ml 
