The point of taking a call is to give expert advice to a Client. Your advice is valuable and you will be paid for it. However, the goal is for you to use this call as a springboard to a long term contract with the Client.
Here are some points to consider about your call:
Maintain a high level of energy on the call. You want the potential business to get that you are passionate and driven about your work and moderate to high energy is a must!
Be truthful and honest. If you can do something, say I can do it. If you can’t do something, say you can’t. If you can learn how to do something, say you can learn it, but above all, be honest with yourself and your capabilities.
Your goal is to have this phone call lead to side-work. Keep your goal in mind at all times. Try to keep the calls short and give the potential business a glimpse as to what you might be able to do for them and on what timeline your work could be done.
Don’t overpromise and under-deliver – Keep expectations inline with your abilities. Avoid setting expectations you cannot meet by being conservative in estimates and what is possible.
Relax and be yourself, but always be confident – you are here for a reason. You are an expert in your field. You are in a position to help this business achieve their goals. If you are a fit for them, let them know you are fully confident and able to give them the help they need.
Don’t be afraid to say no – not all side-workers and businesses are a fit. If you are not the right person for the job, let them know, and let them know quickly. No one wants to waste time. At the end of the day, there is another company that needs YOUR help and we are going to help you find that company, that business.