One thing I’ve noticed with a lot of new freelancers is that they don’t quite know how to close a deal effectively. They know how to apply for a job, but anyone can do that. They can get an interview, but a lot of people do that. There’s only one person who will get the position, though.

You can’t play nice when you’re fighting for the same job. If you do, the other freelancer will get it. You get one shot to catch the interest of the buyer in the application phase, and you get one shot to seal the deal when you talk to the buyer. It’s not good to be put off while they interview the other applicants.

So, how can you make the buyer want to hire you on the spot? It’s a complicated science that takes time to learn. First off, you need to know more about the job you’re applying for. As Bill said in his post about the questions to ask, you need to know about the buyer and their requirements. I’d say to go a step further and know more about them than they expect you to. Learning to multi-task will earn you more jobs. While in the interview, ask for a URL to their website. While discussing the job with them, look up some information from their site and integrate it into the conversation. It shows that you will take the time necessary to learn about their needs and do a good job.

The second thing you need to do is practice making all of your words fit into how you are the right choice for the buyer. When I say that, I don’t mean to pat yourself on the back and talk about how great you are. No one wants to deal with that. It’s like the old saying in fiction writing: show instead of tell. You could tell the buyer how you’re great, or you can show them that you’re perfect for the job by being knowledgeable in your area, showing an impressive portfolio, and staying on task the whole conversation. Don’t degrade into side-topics or discuss future jobs you may have with the buyer unless he or she brings it up first. Don’t discuss things that aren’t directly related to the project at hand unless they lead you in that direction. Stay professional, stay to the point, and keep the conversation moving.

Keep the conversation moving? That means to respond quickly and give the buyer something to respond to. If they ask you how your previous relationships with buyers have been, don’t say “good.” That isn’t very descriptive, and it will lead to the conversation stopping for a while. Instead, give them a couple short anecdotes about buyers you’ve worked with. Use names if at all possible. You don’t want the conversation to go on forever, but you want to keep the buyer engaged during the interview. One way to recover from a lag in the conversation is to ask questions. Have a list of questions prepared for just this occasion.

By asking questions, you’re also taking control. If you can steer the conversation with questions, you can avoid the trouble areas and focus on the aspects that make you shine. Don’t bombard the buyer with question after question, but try to show that you’re interested enough to know more about their company and the project.

Another huge mistake is to act disinterested. If you’re not interested in the project, then why did you apply? Buyers have a lot of people they can offer the job to, and if you want it, you better show that you want it. Having skill is necessary, but having a lot of heart and a can-do attitude will take you far as well. From the buyer’s point of view, they could hire someone who is extremely skilled but doesn’t like the project or they can get someone who is less skilled and really wants the project. Chances are, the less skilled person will get it because they will do their best to make the buyer happy. If you’re highly skilled and have the heart, you’ll slay the competition.

So, the next time you interview with a buyer for a job, remember that you’ve got one shot to get the job before they move on to the next provider. Don’t let them even want to continue doing interviews–push for the hire. All it takes is to show them that you’re competent, you will do your best on the job, and that you’re able to adapt to their needs.

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