Here's my process for evaluating a potential customer:

Determine exactly what they want. This seems simple but is the most difficult part of the dance. Most of your customers have no clue what they're even trying to accomplish, let alone making it plain to you.

Once I determine what it is they want, (this often doesn't happen at all. As I've already stated, most of your clients won't know what they need or want), I make suggestions as to how to accomplish their goals. I explain my services and how they will benefit the client.

Once I know what they want I make an outline or proposal explaining what I can do for them. With this communication I also state my price and my delivery time (I've never missed a deadline).

Many potential clients pass on my offer opting for a less expensive writer. So it goes, you get what you pay for. I get about a third of them back when they want me to fix something the bargain basement writer did or didn't do or re-create the whole assignment... More often than not, hat's how it goes...

This might not apply to you as I've been writing for many years and have not the need or desire to take low paying assignments...

I started off via email and services like AIM... I still use Skype, but I usually use the phone.

I start the conversation by talking about the client... Where they are now, where they want to be.

If I think I can help (I turn down A LOT of clients) I show them what I've accomplished in the past, and I tell them exactly what I think I can do for their business.

By the end of the call, and before the issue of price even comes up, I've usually got a strong rapport built with the client.

I have my best clients on speed dial (and vice-versa)

Just remember, people do business with people they like. It's hard to tell who someone REALLY is via email, a forum, chatting, whatever. If you can't meet in person, the phone (or voice on Skype) is the next best thing.

I have so much experience dealing with clients that I should write a book on it... Maybe I will

Thanks,

-Scott

I agree Scott, I have turned down plenty of clients. The reason being it wasn't a match for my experience or I didn't believe in the product. The point is if you don't like the subject or the product you'll never do it justice (if it deserves it).

Of course, this makes for one hell of a lonely copywriter. The best thing to do is advertise your copy expertise so you gain the status in a certain subject. Kind of like Carlton did with golf and bodybuilding... two of his biggest subjects.

For me I get a query by email and I ask them to fill out
the questionnaire and then send them a quote/agreement
after reviewing their needs.

I tend to work better with people who I attract rather than
those I sell. In other words, most of my clients found me
by reading my articles, through a mutual friend and are
sold on my services BEFORE they contact me.

Even here on the WF, I NEVER got a client by responding
by PM or publicly to one of those "Looking for a copywriter"
posts. I tend to work better therefore by attraction than
by pursuing clients.

(My warrior clients contacted me outside the forum)

In fact, if a client expressed doubt about using my services
I immediately tell him/her to use someone else. It works
out better in the long run.

As you can see, I may NOT be your best model.

-Ray Edwards

Here's a basic overview of how I run them through my "sales funnel".

• They find my sales letter via PPC
• They fill out the form on my site
• An email gets sent to me with their project info
• I respond with a few questions to help me learn about their product or service
• After a couple emails back and forth I name my price
• They pay me

I don't really have a 'sales process' so much as coming to them as a helper. I help sell things, I don't market.

If you can get across that fact, then you don't need to 'sell' yourself.

This is my "cold calling" technique (aka cold e-mailing)... It's a little off-subject but it has to do with my sales process (I use this when things get dry).

1. Write someone who has bad copy on their website, and give them FREE tips
2. Gently tell them that you can fix their site
3. Tell them that even if they don't take you up on your offer for your services, that you hope they benefit from the tips (very important, so you don't look desperate and you appear to be genuinely interested in helping them out)
4. Tell them to write you back for more information if they're interested in learning more about bettering their site

Now, I also use this as my sales process. When someone calls me, I quickly review their site, their ad, their etc., and quickly point out some of its flaws, and how they effect conversions. I then tell them that I can correct those flaws, and produce a better site/ad/etc. If they're interested, then I set up a time with them to discuss in more detail (getting someone to commit to a time is 50% of getting their sale - they get used to taking action with you I find)

Hey Kevin

Yup it's too much.

I did something similar when I first started freelancing and it kills you -- too much time invested in people who haven't committed to you.

I remember one week I spent literally 4 straight days researching and preparing proposals only to have each prospect walk away for different reasons. Never again.

If you're dealing with referrals like you say, then you should be able to close them on that first phone call. Even cold prospects can usually be closed in one go.

You need to get a verbal commitment from them -- and preferably a check -- before you prepare a proposal.

Because proposals don't sell, YOU sell. If you haven't sold them on the phone, and gotten their commitment to move forward, then preparing a proposal is generally a waste of time.

Cheers
Kyle

Just this week I had someone contact me that wanted to "talk about my services." I decided to try an approach my web designer friend uses and told him we could do a free 20-min consult by phone or he could sign up for a marketing strategy session to talk longer. I was pleasantly surprised he decided to do the latter.

And of course, a lot of what we discuss in that session is going to help me qualify him as a copy client as well.

Tracy