Freelancing: Initial questions to land high-paying clients

Landing a high paying client is a huge asset. These are the clients that can truly keep your business afloat, and help you grow your freelancing career. It also means impressing a client who has high expectations.

At Moonlighting, we believe one of the best ways to land a high paying client is to nail the initial interview. You can do this by coming prepared. We asked 10 business leaders what questions they ask freelancers while considering hiring them. If you have great answers to these ten interview questions, you’ll be off to a great start.

1. What are your prices?

“If you haven’t done your research and established a competitive pricing system based on market rates for your industry, you have no business trying to woo elite clients. Instead, have your prices in hand along with all your payment options. This will give potential clients peace of mind knowing that you aren’t low balling them just to get a contract, or artificially inflating your prices.” – Ben Hortman, CEO of Bet Capital LLC.

1. Will you please follow up with an email the day after tomorrow?

“Answering this question is easy. Of course, you say yes. What’s more important is understanding the meaning behind the question. Essentially, you’ve been given your first task. Now is your chance to show that you can follow instructions and follow through. Send the email as promised.” – George Sink Jr., owner of Sink Law.

1. How can your work add value to our company?

“High-end clients already know that your services can provide them with substantial value or they wouldn’t even be speaking with you. Thus, the real purpose of the question is often just to hear how much self-confidence and conviction you have in being able to increase their online visibility, market share and revenue or how much time and money you can save them by solving their problems. Deliver that message with strength, conviction and clarity and you’ve got the interview nailed.” – Brendan Monahan, CEO of Raleigh SEO Company.

1. How will you handle things if we are unhappy with your work?

“The best approach here is to assure potential clients that you have procedures in place to ensure that things never get to this point. Let them know that you will check in regularly, that they are free to ask for status updates, and that you will send them project deliverables to review throughout the process. Emphasize that you are committed to catching any mistakes, miscommunications, or misunderstandings early. This way any issues are dealt with in their infancy.” – Ayxsa Moss, CEO of Executive Cleaning Services, LLC.

1. Are you okay with a non-disclosure agreement or other legally binding contract?

“You may be tempted to give an unqualified yes to this question. Instead, tell a potential client that you would need to review any legal documents before agreeing to sign them. Say something like, ‘I have signed NDAs in the past as well as other legally binding documents. However, I will have to review any contract before I can give a firm commitment to signing it.’” – John Foy, attorney at John Foy & Associates.

1. Can you show results you’ve gotten on similar projects?

“Ideally, you have earned testimonials, have put together case studies with data, or have a great portfolio to display. Telling a potential client about a successful project is okay. Showing what you’ve done for a client that is willing to give you a reference is even better.” – Ben Givon, CRO of BAFF Affiliate Network.

1. What are your policies for maintaining communication with your client?

“Flexibility is key. Some clients are only happy if you are in frequent contact with them. Others prefer less frequent updates, or to simply be contacted if anything notable has happened. Assure them that you are available for them on a very reasonable timeline, and are happy to adjust your communication schedule to match theirs within reason.” – Rich Newsome, attorney at Newsome Melton.

1. What does your work process look like?

“Basically, the client wants to know how your work style will integrate with other consultants and their employees. Let the client know that you’ve worked in many environments, and that you are flexible and respectful of office culture that has been established. Then, ask them what to expect in their work environment.” – Marc Yonker, owner of Winters & Yonker, P.A.

1. Do you have the capacity to handle our workload?

“The best approach here is to give the client accurate information about your equipment, infrastructure, storage and network capacity, etc. If you have money in your budget to make some upgrades, you can mention that as well. Do not make the mistake of misrepresenting this information, and hoping for the best. A client might reconsider you in the future once you’ve grown enough to meet their needs, but dishonesty will blow any chance you have.” – Eric Ritter, CEO of Digital Neighbor.

1. Why did you pursue freelancing?

“This is your chance to communicate your passion for both freelancing itself and for the industry that you work in. Let your client know that freelancing gives you the opportunity to work on interesting projects, and to work with exciting companies. Share why you are passionate about web design, freelance writing, law practice, accounting, or whatever it is that you do.” – Darren Miller, attorney at D. Miller & Associates, PLLC.

If you can answer these ten questions honestly and accurately, you are likely to impress potential clients. Remember that they are seeking assurance that working with you will be pleasant and most importantly beneficial to them.

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