Selling and making sure you get paid

This is the longest chapter in the book, but then it deals with two of the most important aspects that often worry freelancers most: (a) how to sell to potential clients and (b) having sold to a client, making sure that they get paid.

Some people love to sell. They like the buzz of winning work, closing deals and that psychological ‘ka-ching’ at the thought of money. Others dislike selling intensely. They feel it is somehow grubby or distasteful. This latter response is common among people in professional services. You rarely find lawyers or management consultants talking about selling with pleasure. With freelancers, selling is a very personal process, as you are selling yourself. You are the product ...

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