Reading your quote is the first step of a customer’s journey to accomplishing their project. To get hired, you’ll need to answer all your customer’s questions – even the ones they don’t know they have.
But don’t worry, you don’t need psychic powers to run a successful business – this post will give you that insightful edge. Here are nine questions most customers have when looking for the right professional:
Do you understand what I want?
Read their message with care and repeat what they’ve said. The customer will feel heard, like you get them. And by highlighting the desired outcome, you set yourself up as the person who can help.
I’d love to help write your resume so employers are jumping up and down to hire you!
Are you someone I’d want to work with?
Compatibility is a subtle thing. Be yourself so the customer can get a sense of who you are. As a bonus, you’ll stand out from your competitors as someone with personality. Someone pleasant to be around.
I’m excited to work with you on custom building a shelving unit for your closet! I can promise the level of detail you’re looking for, because I’m exactly the same way when it comes to my own home.
Build trust in a fledgling business relationship by demonstrating your similarities.
Do you have the qualifications necessary to complete the job?
If you’ve been completing similar projects for decades, highlight your experience. You don’t need to go overboard (since this information should already be on your profile), but do make it easy to recognize your skills in that first message.
As a graphics designer with over fifteen years of experience (and a long roster of happy clients!), I’m confident I can whip up a brochure that you’ll love.
What does the price include? Is it flexible?
Pros who are transparent about their price have the most luck landing jobs. A bride might balk at a $10,000 price tag on her wedding photography, but if she understands how much time and equipment go into those Pinterest-perfect photos, she’ll be more willing to pay.
My fee is $10,000, which includes engagement photography, travel time and post-production. It also includes two second shooters who are incredibly important for large weddings like yours (they make sure the lighting is just right and capture every detail and angle). But all those extras are worth it – your grandchildren will love your wedding photos as much as you do.
Take the time to explain your prices, what services they include, and why they’re valuable.
You want to make the next step crystal clear – and you want to make them eager to take that step.
Are you free to hop on the phone tomorrow for a quick chat? We can discuss the menu you’d like for your party and I can tell you more about my famous quiche lorraine!
Clients are often overwhelmed by the magnitude of their projects. Give them a clear next step and a time frame.
When can we start?
If you can start right away, let them know. But if your schedule is packed, be clear about your availability.
I’m in the middle of two tile jobs right now, but I could start on your bathroom within the next two weeks. In the mean time, did you have something specific in mind or would you like me to send you some photos of tile that you might like?
How much work is this going to take on my end?
You know what you need and want from your customers – let them know what to expect so they’re prepared.
I know how daunting wardrobe culling can be. But all you’ll need to do is sit in the bedroom with some tea and answer a few easy questions as I go through your clothes. We’ll have your closet zen and streamlined in no time!
If you don’t need much, reassure them on how easy it will be. If you do need something from them before you can get started, let them know what you need and when. People like specific instructions to follow, so be clear.
How long will my project take?
If they’ve given you enough information to know exactly how much time it will take, be sure to let them know. But if they haven’t told you the size of their home or how much cleaning it needs, give them a range.
It usually takes me two hours to clean a one-bedroom apartment. If you’d like a more specific estimate, let me know how big your home is and what sort of cleaning you’d like (floor-to-ceiling sparkling or just a basic vacuum and dusting).
Keep expectations realistic. When in doubt, over-estimate so customers are surprised and happy when it takes less time.
Do I like your work?
Highlight any experience specific to what the customer is looking for.
I love the idea of adding more color to your work wardrobe! Here’s a link to a Pinterest board I created for a client who wanted something similar – take a look and see if it resonates.
Make it easy for them to see exactly how you can make their life better. Give them the information and then it’s up to fate. Just remember, your ideal client will love what you do.