Winning a contract is like succeeding with a marriage proposal and saying “yes” in front of a civil registrar (except that in freelancing, polygamy is allowed because you have the right to sign with several people at the same time). It would not occur to you to propose to a complete stranger who caught your eye. However, you can make this mistake in the sale. Skipping steps can ruin your chances with your ideal customers.
In love as in business, you must first seduce before you conclude. After all, freelancers are still too many to want to sell their services from first contact. One of their blunders consists of sending their prices, the link to their website or their brochure in an email addressed to contacts who have never heard of them. All too often, the email ends with the famous phrase: “If you are interested, do not hesitate. »
Of course, no one is rushing to the door. And that’s normal. Salespeople talk about B2B and B2C sales, and we almost forget the essentials. Business is based on H2H (Human to Human) relationships: this is a human-to-human bond that is created and consolidated in phases and over time. To understand this process called the sales cycle, there is nothing like drawing inspiration from romantic encounters.
Human relationships are gently created
You have definitely already fallen in love with someone. It may even have turned into a serious relationship. If you remember correctly, you took the time to grow a simple interest in a quality connection. Overall, eight stages can be distinguished.
# 1. The presentation: talking to the other to start a dialogue.
# 2. Seduction: to show your intention and know if it is mutual.
# 3. Romance: Take the time to get to know each other and deepen the relationship before you commit seriously.
# 4. The marriage proposal (or any other commitment): to want to build something together in a future that includes shared values and goals.
# 5. Explore Doubts: Make sure you know if you are making the right choice.
# 6. Compromises: crucial to finding a dynamic and a balance that suits everyone.
# 7. Commitment: In other words, we take the plunge and say “yes” to a future together.
# 8. Link Maintenance: Nothing is ever acquired. To maintain a good relationship over time, you must continue to take care of each other. Otherwise we risk separation. Thus, even after gaining your partner’s trust, you must continue to invest energy in the previous stages, on a regular and cyclical basis. It’s a bit like loyalty to sales.
Get inspiration from the river for successful sales
Every relationship is different: In some cultures, marriage happens very quickly. For others, it may take years before moving on to the slightest commitment, because there is fear, or because one simply wants to make good choices. In the same way, each of your sales will be different. You could sign from the first exchange (like the famous “love at first sight”). Conversely, it may take many meetings, or even talk to multiple interlocutors, before validating this step!
The advantage of the parallel between sales and love life is that it is fun. Do not take rejections (which we can call rakes) too much to heart: they will happen even when you have the bottle and you are an elite seller.
By taking your business efforts as a game, you will be able to release the pressure. And, as in the construction of a pair, do not lose hope: a rejection does not mean you will never find your person. Your soulmate is somewhere in this wide world. If you do not stop looking, you will end up finding the right shoe for you!
Some profiles have no luck in love. They are toxic or desperate: no one wants them, or the relationship is not very balanced. Conversely, when you show yourself in your best light and become desirable, the possibilities are legion.
Also in business you need to have fun
You can tell me that love is not a market. It is a very French view, we are romantic. But one just has to look at our neighbors across the Atlantic to realize the opposite. The activity as a “love coach” (seduction coach) is very popular, and these experts agree to theorize the basis of a lasting and happy relationship.
The relationship is consensual: the two parties go into it because they completely agree to join the union.
The attraction is noticeable: you have to like yourself. Without chemistry, we do not get very far.
The couple wants to build a future together: There is a common project supported by common passions, common values or coordinated goals.
Both meet certain needs, but not all: otherwise we enter a dynamic of co-dependence.
The relationship is balanced: neither of them has more power or influence over the other. Dominant / dominated relationships rarely lead to mutual fulfillment.
Conversely, you will ruin your chances if you behave badly.
Lise Slimane is a trainer and entrepreneur specializing in freelance economics. She founded the training site “La Minute freelance”. This text is taken from his book “Everything to be freelance”, published by Caliopea, 400 pages, 39 euros.