The Art of Assuming the Close: How to Convert More Clients as a Freelancer

As a freelancer, you know the importance of converting potential clients into paying customers. One powerful technique to achieve this is the “assume the close” strategy. This method involves speaking and interacting with potential clients as if they have already decided to hire you. By projecting confidence and certainty, you can significantly increase your conversion rates. Here’s how you can master the art of assuming the close to grow your freelance business.

1. Project Confidence

Confidence is contagious. When you believe in your abilities and project confidence in your communications, potential clients are more likely to trust you. Use assertive language and avoid phrases that suggest uncertainty. Instead of saying, “If you decide to hire me,” say, “When we start working together.” This subtle shift in language can make a significant difference.

2. Use Inclusive Language

Inclusive language helps create a sense of partnership. Use words like “we” and “us” to make potential clients feel like you are already part of their team. For example, instead of saying, “I can help you with your project,” say, “We can achieve great results together.” This approach fosters a collaborative atmosphere and reinforces the idea that you are already working together.

3. Highlight the Next Steps

When discussing a project with a potential client, outline the next steps clearly. This not only demonstrates your organizational skills but also subtly reinforces the assumption that they will be hiring you. For example, you could say, “Once we finalize the agreement, I’ll start by creating a detailed project plan and timeline. We can then schedule our first kickoff meeting.” This approach helps move the conversation from consideration to action.

4. Address Potential Concerns Proactively

By addressing potential concerns before they arise, you show that you understand the client’s needs and have already thought through the project details. For example, you might say, “I know timely communication is important for you. I always ensure to provide regular updates and am available for any questions or concerns throughout the project.” This reassures clients that you’ve already considered their priorities and are ready to meet their expectations.

5. Showcase Your Expertise

Demonstrating your expertise and experience is crucial. Share relevant examples of past work and explain how your skills align with the client’s needs. Use language that assumes the client is already interested in your services. For instance, say, “In similar projects I’ve worked on, we achieved a 20% increase in engagement. I’m excited to bring these results to your project as well.”

6. Create a Sense of Urgency

Encouraging clients to act quickly can be an effective way to assume the close. Highlight any time-sensitive aspects of your offer, such as limited availability or special rates. You could say, “I have a few openings in my schedule next month, and I’d love to get started on your project as soon as possible to ensure we meet your deadline.”

7. Follow Up with Purpose

Following up with potential clients is essential, but do so with purpose. Rather than a generic check-in, provide additional value or information. For example, you might send a follow-up email saying, “I wanted to share a recent case study that demonstrates how we can achieve your goals. Looking forward to discussing how we can get started on your project soon.”

8. Be Prepared to Handle Objections

Assuming the close doesn’t mean ignoring objections. Be prepared to handle any concerns or hesitations the client may have. Address these objections confidently and provide solutions that reinforce your ability to deliver. For instance, if a client is worried about budget constraints, you could say, “I understand budget is a concern. We can tailor the project scope to fit within your budget while still achieving your key objectives.”

Conclusion

Assuming the close is a powerful technique that can help you convert more clients as a freelancer. By projecting confidence, using inclusive language, and proactively addressing concerns, you can create a sense of partnership and trust with potential clients. Remember to highlight the next steps, showcase your expertise, and follow up with purpose. With these strategies, you’ll be well on your way to turning more leads into loyal clients and growing your freelance business.

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