I needed a reliable moving company a couple of years ago. So I contacted two local movers that came highly recommended.
One of them sent me an impersonal estimate over email. The quote was reasonable, and they looked to be very reputable.
The other handled the inquiry a bit differently. They didn’t send quotes via email. Instead, they scheduled a time for one of their reps to do an on-site quotation.
The guy showed up on time. He was very courteous and got right to the chase. He asked me direct questions about what we were looking for, what we needed moved, what we wanted to move ourselves. That sort of thing.
Then he took five minutes to explain why they’re different from most moving companies … and why that matters. He kept this part of the conversation relevant and low-pressure. He didn’t spew out a canned sales pitch. Instead, he focused on what he knew I cared about (which he understood because he had asked me a few good questions earlier).
When he was done, he asked me if I had any questions or concerns. Then he promised to send me an estimate by the end of the next business day. And he made good on that promise.
Well … his quote turned out to be a bit higher than the other company’s. But guess which mover I went with?
As freelance writers, it’s easy to believe the story that clients hire us mainly for our writing chops. Or that it’s all about the price. Or that our website will do all the selling for us.
Yes, your website is incredibly important. It can help pre-sell your prospects to a certain extent.
But once they express interest and contact you, there’s nothing like getting that client on the phone to have some real dialogue.
Not email. Not IM. Not a private message via social media.
The phone.
These introductory calls don’t have to be long. Twenty or 30 minutes is plenty of time to better understand what the prospect needs and how you can help them.
Take the time to have that conversation. Because in a world where most other service providers strive for digital efficiency, the human touch is more important than ever.
Remember: They’re not buying your writing. They’re buying YOU.
