Contractors looking for employment or new clients can boost the effectiveness of their tactics and ensure their success by making use of marketing methods that proved their effectiveness long ago, says Matt Craven from The CV & Interview Advisors, a PCG affiliate. In an article on the PCG website, Craven gives several tips on how to improve work-winning tactics for freelancers.
The first advice relates to case studies. Marketers love them because they present real-world examples of the benefits of a product or service. For contractors, a well-presented case study in a CV can give recruiters and future clients a concrete idea of their practical talents and skills.
Craven cites findings from LinkedIn suggesting that if a profile contains testimonials, the person behind it is three times more likely to be targeted by clients.
Another powerful tool is testimonials, otherwise known as recommendations, Craven says. They are a reliable method for presenting a company or a person’s achievements and success because feedback from previous clients creates confidence in potential customers. Craven cites findings from LinkedIn suggesting that if a profile contains testimonials, the person behind it is three times more likely to be targeted by clients.
The so-called Sales Wedge can also be beneficial to contractors, Craven goes on to add. An interview is similar to a sales negotiation process, with the latter requiring consecutive steps such as assessment of needs, crafting a solution and handling objections. Craven’s advice for freelancers is to prepare a similar step-by-step approach when communicating with a prospective customer or a recruiter. This enables contractors to present themselves as a solution for a company or a client’s needs or issues.