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What
every Freelancer should know about Bidding and Winning Projects.
"Insider's secrets"
PROUD TO BE A FREELANCER
"Oh, he is still jobless! Doesn't do
much apart from sitting at the computer and making what he
calls a 'career'! "If this is this how your mom describes
you, welcome to the WWF (It is World Wide Freelancers' club….What
were you thinking? An Article on 'Freelancers turning Wrestlers
for a living'….well…you won't have to turn to anywhere
else for a living after you are through reading this article!).
You must be a freelancer full time if these are the descriptions
you have to deal with frequently- 'bohemian', 'soloist', 'tactless',
and sometimes-outright 'jobless'! Either this or, you are
possibly complimented as being 'savvy' and 'prudent' since
you are earning some extra income from freelancing besides
going for a regular job. Or, you are the quick beginner who,
while still in college, is earning some good pocket money
from freelancing. Whether you freelance part-time or full-time,
I admire the courage each one of you've shown by standing
up for your convictions and claiming freedom, control and
flexibility in your jobs and lives by opting to be a freelancer!
Whichever category you are in, you identify
yourself as a 'freelancer' in the virtual market places meant
as a common platform for project managers and bidders ( Buyers
and sellers of services, in common parlance). Much battered
and even more degraded by the connotations that come tagged
with the word 'freelancer', we are a community in India which,
though growing in numbers, is largely considered 'contrarian'
or 'non-conformist' by a society which is yet to come out
of the 'office going 9 to 5' concept of 'having a job'. Come
what may; let's learn to be proud to be a freelancer for a
start.
[I so much wish we would collectively replace
'freelancer' with some fancy title, say 'Bucoper' (Business
Cost Optimization Enabler) or what about 'cost cop'! Well,
do suggest me if you've got a better idea! For now I'll stick
to using 'freelancer'.]
FREELANCING: COMING OF AGE
Freelancing is increasingly becoming a lifestyle
and a career of choice not just in India but worldwide, and
is being hailed as the model for work in 21st century, thanks
to the well designed business model of online marketplaces.
In the new e-economy environment, development of virtual networks
of organizations have enabled businesses to look for experts
at a global level for providing them with flexibility and
better services at competitive prices.
To be a winner, you need to be able to chalk out a viable
career and business out of your freelancing venture. Irrespective
of whether you are a freelancer to gain experience in your
field or you already have the expertise and you freelance
for other reasons, you stand a chance to not only make big
money here but also create a whole business for yourself.
A suggestion for the newcomers here: Visit
a few freelance marketplaces, familiarize yourself with the
freelancing environment, watch the business happening, get
comfortable with the whole idea and process, and analyze the
winning bidders' profile before you take the plunge. Studying
others from the valuable third person's perspective will give
you greater insight into what makes a winning bid. Now, let's
get started!
HOW TO WIN YOUR FIRST PROJECT AND MANY MORE PROJECTS THEREAFTER
Winning your first project can be quite a
daunting task, since you have no feedback and no past record
to show off. But as they say, where there is a will, there
is a way. So, let's find the way! Let me first reveal an insider's
secret. Here it goes: Project managers don't choose the best
freelancer over others (for there is no way they can test
your abilities to determine whether you are the best), rather
they eliminate the 'others' to be left with the 'chosen one'.
In other words, winning a bid is not as much a selection process
as an elimination process. So, it's easier in the sense that
you don't have to compete with others to prove you are better
than the rest. Instead, it all boils down to marketing and
selling yourself successfully. Yes, you've heard it right!
You win a project largely because you have a winning strategy
and you make all the right moves.
For successful marketing, identify your core
competencies, develop your unique niche buyer and then leverage
your strengths to your benefits in the best possible manner.
Once you are a few successful projects old, you'll have a
brilliant rating, feedback and a concrete body of work to
demonstrate. So, projects would come your way relatively easy.
Nevertheless, the techniques mentioned here can be utilized
as much by seasoned freelancers to increase their business
as by freshers to kick start theirs!
There are broadly 3 steps to selling yourself
successfully:
1. Kick for a start - Stand out to attract attention
2. Build up some steam - Enhance the interest
3. Raise a toast - Snap up the deal
We'll see how each step is achieved.
STEP 1: KICK FOR A START
In a virtual marketplace, there are provided
four channels for your first communication with a project
manager -Bidding your price, Project Completion Time, Bidding
Details, Private messaging. Each of the four channels is a
tool in your hands that you can wield to convert the project
manager into 'your' client. Let's find out how.
1) As a beginner you can't ask for the stars.
Nevertheless, you should not be available at throw away prices,
not even for the sake of competition. Like I said, all you
need to do is sell yourself but in a positive manner. Don't
get into the vicious circle of trying to top other bidders'
quotations. Remember, you need to sustain yourself and make
some profit too. Isn't that the whole point of a job? Estimate
your skills, abilities and expertise honestly and fix a decent
hourly rate for your services. Go ahead and do a survey of
the average pricing for the job, if required.
2) Then sit down and work out the estimated
time it is going to take you to finish the project.
3) When you have fixed an hourly rate for
your time and have estimated the time you would be required
to put in, you can figure out what's going to be your bid
for the project. Now, go ahead and place your bid. Later,
you may even offer some discount on the final price estimated
in this manner depending on the premium you put on winning
this particular project and still end up with a decent price
for your services. So, in short, learning to be a good business
manager is your first step.
4) If you find the details provided in the
project description insufficient to estimate your costs, then
make an indicative bid and mention the same in the bid details
that you communicate to the project manager. Don't be afraid
to request more information from the buyer, this would only
go to show that you are considering their project seriously
and sincerely.
5) While writing the bid details or a personal
message, preferably, address the prospective buyer by the
user name mentioned in the project.
6) Never dole out a pre-written script to
all the project managers you want to impress because firstly,
you will be easily caught on that one and secondly, even if
you don't get caught, the absence of a project specific context
in your message won't bode well on your chances to win the
project. As the old Chinese proverb goes, ' If the first words
fail, ten thousand will then not avail'. So, do study the
requirements of each project carefully, calculate your estimate
price for each separately and only then place your bid and
send bid details.
7) In your bidding details, you must make
all the right noises! Talk about deadlines, how you've estimated
your completion time, and that you intend to stay in constant
touch with the client and continuously update him on the project's
progress. Also, communicate to the prospective client your
rationale behind the pricing. Remember the KISS principle:
Keep It Short and Simple.
8) Later, if the possibility of a fall out
looms on the price issue, you may go ahead with a discount
offer, citing how you've arrived at this one time concession
because of the intricacies of their project that interest
you. The moral of the story is to be committed to providing
your best services at reasonable rates at the same time creating
an exclusive brand out of yourself and maintaining your exclusivity.
9) Find your niche. Do not cater to interests
in sweat-shop services, which many of us do and this is also
a reason for the demeaning connotations attached with freelancing.
In fact, speaking of the larger picture, it's the responsibility
of our entire freelancers' community not to allow such conditions
to develop in the first place by adhering to some basic ethical
practices at the individual level and not losing sight of
the bigger picture in our quest to compete.
10) Now, we come to the last but the most
powerful tool in your hands- the Personal Message you send
to the prospective client. You must use this opportunity to
convince the client that you are the one who can carry out
the assigned task with flying colors.
Introduce yourself, your skill set and your
background in relevance to the project. Do not write an essay.
Be very concise but clear and to the point. And again no scripts
here.... For your message to touch all the right chords, it
should revolve more around the project and less around you.
In other words, answer this question for yourself- You might
be really good in your area of expertise but why should this
particular project be awarded to you? Note that you would
frame an answer like "because this project needs expertise
'x' for on-time completion and skills 'y' to maintain high
quality and this is exactly what I can provide you with and
at reasonable costs too!" This should ideally be your
basic structure for the first correspondence with the buyer.
And keep all this as brief as possible since in all probability,
your project manager is already running short of time.
11) Always back up your claims about your
competencies with hard facts. Make available to the client
a sample of your work, a demonstration, any reference checks
you can provide or whatever proof you can give of your credibility.
And all this while, play by the rules or you'll be out of
the game!
The steps listed above, if followed in spirit,
achieve your first goal of attracting the client's attention.
STEP 2 AND STEP 3: BUILD UP SOME STEAM AND
RAISE THE TOAST
You've caught the project manager's attention
by displaying your sincere interest in their project and your
eligibility to handle it through your well-crafted bidding
details and a powerful introductory personal message. You've
come across as a promising candidate for the project by showcasing
your works and samples. So, you make the cut in the first
elimination round. What next?
You've got to get the client more interested
in you henceforth. In all probability, you'll be contacted
by the client through the message board at the end of stage
1. Even if you are not, don't get disheartened. Further the
communication from your side a couple of days after sending
the first personal message. Ideally, you should carry forward
what you started in your bid details message. Talk about constant
communication in case you are awarded the project and how
you plan to handle the different aspects of the project. Try
this exercise: Make a list of all the reasons why a particular
client should assign you his or her project. Think from the
clients' perspective and build your pitch based on these pointers.
Instead of listing all the nice adjectives in the dictionary
to describe yourself, just mention what you would do to demonstrate
those qualities. For instance, instead of saying that you
are hard working, organized and punctual, convey the same
by mentioning that you've planned, based on your estimate,
to dedicate 7 hrs each day for seven days to finish the project
well in time. Remember always to let your enthusiasm for the
project shine through in your messages!
Never sit idle when you don't have any project
in your hands...keep updating yourself with the latest trends,
demands and innovations in your field and stay involved in
activities pertinent to your job. For instance, freelance
writers can get busy with writing about issues that interest
them or rather about the topics that are relevant to a particular
project that interests them.
Maintain a fresh presence on the clients'
message board by updating them about your latest activities
relevant to their project. Post messages to make the client
feel you understand their needs. Stay pro-active. Once the
client warms up in their communication with you, you come
to know you've got them interested. People! The client is
interested in you! He or she needs a small last tug to close
bidding and award you the project!
And I can help you only till here. (I've
got to keep some secrets to myself...!) Now the ball is in
your court and, it's entirely your savoir-faire and business
sense, or the lack of it, which can make or break the deal
for you.
Establish a comfort level and let your sincerity show in your
conversations, focus on creating a mutual good-will relationship
with the client. You would know you're at this stage when
the client starts stating detailed specifications regarding
the project. Address the concerns of your client with reassuring
words and discuss how you plan to go about the project, in
case you are awarded the project. Always hope and work for
the best but be prepared for the worst.
DOs AND DON'Ts
1. Do not breach the terms and conditions of
your service provider by disclosing your contact details,
unless you find pleasure in self-sabotage.
2. Do not make hollow claims about your achievements and records.
3. Do not use your language of chat rooms on the Private Message
board with the client. Your project manager won't add you
as a friend.
4. Set up a business account online if not already provided
to you as a member by your service provider.
5. Don't come across as being pompous. But you've got to sell
yourself, so do that subtly and in a pleasant manner.
6. Don't oversell! Do not commit yourself to something you
doubt you'll be able to deliver because that's going to show
in your feedback and rating by the client and mar your reputation.
7. Take small but steady steps and focus on creating healthy
professional relationships with your clients because networking
plays a major role in business growth.
8. Never ever badmouth other bidders. Mind and manage your
own business.
9. Enhance your credibility and reputation by aiming to provide
top quality service.
10. Don't end up with grammatical errors, spelling mistakes
and typos in your message. As a precaution, always spell check
and proofread your messages before pressing the 'send' button.
11. Avoid assuming a Mr. or Ms. for the client if you don't
know for sure. Just addressing as 'Dear User name" would
do.
12. Study the client's profile carefully, dig out hidden information
about him/her and use it to personalize your first message.
You'll be able to warm up quicker and better.
13. Focus on using your service provider's rating and feedback
system to forward your ambitions. Your ratings and feedback
will stay there for the whole world to watch and marvel at.
You can generate a tremendous amount of work inflow by providing
your best services once you bag a project because your service
quality is going to show in your profile!
14. Never bite the hand that feeds you, Do not to send across
or obtain contact details.
INTERNET MARKETING TIPS FOR INCREASING YOUR BUSINESS
1. Build your own website and use it to showcase and market
your skills, achievements and services.
2. Start building a contact directory for networking.
3. Put your business information in your e-mail signature.
4. Set up and maintain a blog to journal your achievements
as and when they occur
5. You can consider creating a weekly or monthly newsletter
about your services and circulate it amongst your contacts,
former clients and potential clients.
HOW TO HANDLE A DIFFICULT CLIENT
Project managers, like potatoes, come in
all shapes and sizes! But they definitely mean more to you
than potatoes. So, take good care of their requirements and
put a premium on their satisfaction level. Having said that,
sometimes clients can be quite temperamental or unreasonable
with their demands. (Thankfully, my Boss is a great guy! Phew!
) At all such instances, maintain your composure because only
a calm head can make wise decisions. Now, communicate your
discomfiture in a clear but professional manner. If you are
able to put things in perspective for your client, your communication
has been successful. Now it's his or her calling where to
take things from there. Don't play the scapegoat. Don't compromise
on your core values. In principle, that's the whole point
of being a freelancer, isn't it?
HOW TO KEEP YOUR CLIENTS ASKING FOR MORE:
HINT- THEY'LL ASK MORE OF YOUR SERVICE
Be an exemplary service provider to your
clients. Give it your best shot. Impersonate professionalism.
Keep your promises. Maintain steady communication with your
client regarding the progress of your project. Don't be afraid
to make suggestions or ask questions. Provide value-added
services in your own unique way. Pamper them and spoil them:
Make your clients feel cared for and attended to. Keep in
mind the Do's and Don'ts. Customize your services for each
client's needs. What you build now for a reputation is going
to have a long-term impact on your future as a freelancer.
Strive towards cultivating healthy and lasting business relationships
with your clients. Deliver projects in time. One can never
over-emphasize the significance of continual learning and
regularly upgrading your skill-set. And last but not the least,
irrespective of the number of strategies listed here to win
a project, there's no substitute to your hard work and diligence.
THE FINAL WORD
Remember that you are your own one man company
and freelancing is your business. Approach it, manage it and
run it with the same élan and poise with which you
would run a conglomerate! You've got to get serious if you
want serious results! Bring absolute professionalism and ethical
practices to the fore. Think big. Even have a mission statement
for that matter! Most importantly, follow a well chalked out
strategy with your short and long-term goals in mind. Create
a solid ground to establish your own brand and then see how
your dreams take off on a flight to fulfillment!
A NEW BEGINNING
Ps: This aricle is the property of
e-guru.in and cannot be republished anywhere else.
"Authored by Nadine Gibraltar for e-guru.in"
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