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WINNING CLIENTS AS A
FREELANCER
An LSP perspective
presentation
Analyze
Communications
Selling techniques
What we look for
this
will…
presentation
Provide
Fresh perspective to analyze your
own technique
Tips to improve
this
will…
Draw a business plan with short, medium and long
term objectives and a timeline.
freelancer
a
is…
Production
Sales
Trainin...
SpeakLatam = regional language vendor
Serving LSPs & MLVs globally
Staff 5 PMs
1 VM
1 Production
1 Sales
Linguists 2 in ho...
Database
61 Translators (in 4 years) Recruited 3.3%
Experience 51% -3 yrs xp.
Areas of xpertise 85% 2 to 3 areas
Rates 40%...
Opportunities for all
Most people approached us
No fixed rate
What is
important
100% of first contact was via email
Who do you contact?
Do not spam,
TARGET
clients!
Size
Location
Areas
Language pair
Culture
Find a
criteria
If you are not standing out, you might
NOT be selling effectively
consider that you might not be targeting
the right clien...
Subject line: Cooperation between SpeakLatam and XXX
Have you done yourresearch?
Relevant Subject line
Polite
Well structured
Simple to browse
No language issues
Talking to ME!
Why did
I readit?
Not addressed
Generic subject line
Bcc’ed
No information
Most
DISCARDED!are
CV
s
Why?
You are the right person to define your profile,
don’t leave that task to me!
Your client wants to KNOW how thorough,
confident, smart and dedicated you are.
First impressions Matter!
Is this person a...
Dedication
• Talk to me!
• Poor structure
• Proofreading
NEVER leave your potential
client wondering if you are not
dedicated enough…
Engage on the first
contact
Why is this
engaging?
o Format
o Friendly
o Clear
o Name dropping
o DIFFERENT
Les escribo con la intención de que me tengan en cuenta para desempeñarme como traductora en
su empresa. Sería de gran agr...
You know who you are, what
you offer. Say it
CLEARLY.
Do not use the passive approach!
What happens next?
We will READ your CV!
Same principle applies!
o Clear info
o Relevant
o Easy to browse
o Well formatted
o Correct language
o CONSISTENT!
An example…
Basic but…
• Clear
• Well formatted
• Easy to read
A few ideas…
o Picture
o Education & work: Make it count
o Courses: just a few!
DO NOT ASSUME THE CV WILL NO BE SCRUTINIZE...
An example…
Is the information
relevant?
Being consistent…
“Studio expert” delivery
valueto something,
If you assigned
pursue it!
consistent!
Know yourself & be
They contacted you.
What now?
Second email from
linguist
Second email from
linguist
She stopped selling!
Your goal is to get past the VM.
Be engaging!
o Set yourself a path and goals
o Sell Proactively
o Define your profile
o Do your research
o Target the right clients
o B...
Thank you!
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Winning clients as a freelancer; an LSP perspective- Abrates 2016

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In the busy freelance world, how do you make yourself stand out from the pack and attract those clients you have always dreamed of having? Whether experienced or not, approaching and signing new clients is not easy. There is a plethora of advice available on how to get new clients, selling techniques, and client relationship management but there is not much information available on these topics from a vendor management perspective. So, how do we know what our potential client looks for?
This presentation will analyze freelance communications and selling techniques using real examples and will then share SpeakLatam’s perception in general and what we look for in candidates. This session will provide you with a fresh perspective to analyze your own selling techniques as well as helpful tips to improve how you market your services (and yourself) based on your goals.

Publicada em: Recrutamento e RH
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Winning clients as a freelancer; an LSP perspective- Abrates 2016

  1. 1. WINNING CLIENTS AS A FREELANCER An LSP perspective
  2. 2. presentation Analyze Communications Selling techniques What we look for this will…
  3. 3. presentation Provide Fresh perspective to analyze your own technique Tips to improve this will…
  4. 4. Draw a business plan with short, medium and long term objectives and a timeline. freelancer a is… Production Sales Training Admin Etc.
  5. 5. SpeakLatam = regional language vendor Serving LSPs & MLVs globally Staff 5 PMs 1 VM 1 Production 1 Sales Linguists 2 in house 2 full lancers 61 freelancers are Who we
  6. 6. Database 61 Translators (in 4 years) Recruited 3.3% Experience 51% -3 yrs xp. Areas of xpertise 85% 2 to 3 areas Rates 40% spread offreelancers
  7. 7. Opportunities for all Most people approached us No fixed rate What is important
  8. 8. 100% of first contact was via email Who do you contact?
  9. 9. Do not spam, TARGET clients!
  10. 10. Size Location Areas Language pair Culture Find a criteria
  11. 11. If you are not standing out, you might NOT be selling effectively consider that you might not be targeting the right clients! but also
  12. 12. Subject line: Cooperation between SpeakLatam and XXX Have you done yourresearch?
  13. 13. Relevant Subject line Polite Well structured Simple to browse No language issues Talking to ME! Why did I readit?
  14. 14. Not addressed Generic subject line Bcc’ed No information Most DISCARDED!are CV s Why?
  15. 15. You are the right person to define your profile, don’t leave that task to me!
  16. 16. Your client wants to KNOW how thorough, confident, smart and dedicated you are. First impressions Matter! Is this person a good fit? Issues • Lack of effort • Communication • Confidence?
  17. 17. Dedication • Talk to me! • Poor structure • Proofreading
  18. 18. NEVER leave your potential client wondering if you are not dedicated enough…
  19. 19. Engage on the first contact
  20. 20. Why is this engaging? o Format o Friendly o Clear o Name dropping o DIFFERENT
  21. 21. Les escribo con la intención de que me tengan en cuenta para desempeñarme como traductora en su empresa. Sería de gran agrado para mí poder formar parte de su grupo de trabajo. Me contacto con ustedes porque me interesa trabajar con SpeakLatam como traductora freelance. En archivo adjunto mando mi cv porque me interesa trabajar con ustedes y formar parte de su equipo. I am interesting texts about marketing, law, social science, economy, finance, mining, education, business, commerce, pharmaceutics, chemistry, energy, healthcare, tourism, general articles, etc. I am interested in working for your company to sell my services and acquire more experience in the translation/editing field. To whom it may concern, Please find attached my cv. Yours Faithfully I have worked for 1 year now and I’m eager to continue both learning and working. I’m currently working as a translator and I would like to work with new agencies to gain more experience. I’m a responsible professional who works hard to achieve the best results. I’m eager to learn and be sure you can count on me. Hola, buenas tardes. Soy Micaela estudiante de 5to año de Traductorado de Inglés- Les adjunto mi CV para que lo lean y me contacten. Me gustaría comenzar a trabajar haciendo traducción y tengo horario full time. Sería grato para mi tener la oportunidad de trabajar en su equipo de trabajo por lo cual espero recibir noticias suyas a la brevedad. Sin más, saludo a usted atte. In contrast…
  22. 22. You know who you are, what you offer. Say it CLEARLY. Do not use the passive approach!
  23. 23. What happens next? We will READ your CV!
  24. 24. Same principle applies! o Clear info o Relevant o Easy to browse o Well formatted o Correct language o CONSISTENT!
  25. 25. An example… Basic but… • Clear • Well formatted • Easy to read
  26. 26. A few ideas… o Picture o Education & work: Make it count o Courses: just a few! DO NOT ASSUME THE CV WILL NO BE SCRUTINIZED!
  27. 27. An example… Is the information relevant?
  28. 28. Being consistent…
  29. 29. “Studio expert” delivery
  30. 30. valueto something, If you assigned pursue it!
  31. 31. consistent! Know yourself & be
  32. 32. They contacted you. What now?
  33. 33. Second email from linguist
  34. 34. Second email from linguist She stopped selling!
  35. 35. Your goal is to get past the VM. Be engaging!
  36. 36. o Set yourself a path and goals o Sell Proactively o Define your profile o Do your research o Target the right clients o Be relevant o Polish your communication style o Structure the information o Engage o Be consistent and… NEVER STOP SELLING! summary
  37. 37. Thank you!

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