Assuming; the way freelancing to success
12. Feb, 2010 
2 Comments
Jill Konrath in her book and on her website Selling to Big Companies has a segment where she talks about the importance of assumptions in the sales process. She rebukes conventional wisdom that to ‘assume is to make an ass out of u and me’. Instead she says that without assuming, it’s hard to get your foot in the door.
A month or two ago posted on some forums that I was looking for people with experience in CMSMS development. This morning, I received the best introduction letter I have ever read.
The letter has a bit of an introduction, and then quickly makes some assumptions.
The letter assumes I’m looking for a long term partnership, and then talks about why he’s perfect for a long term partnership.
The letter assumes I’m the perfect fit for his services, and then talks about how our services can work together
The letter assumes I’m looking for a certain level of quality, and then talks about his experience and his previous work.
By assuming these things, the letter does two things.
1. It pre-qualifies me as a buyer. If I’m not looking for those things, I’m not going to waste his time replying.
2. It is extremely presuasive if I am looking for those things. If I was looking for a long term partnership with someone who has skills that compliment mine perfectly that maintains a certain quality of work, I’ve just found someone who is absolutely perfect!
As freelancers, we can’t work with everyone. We only want to work on jobs that suit us, with clients that suit us. Taking the time to target and qualify prospects is part of what we have to do.
When we assume and miss, we miss by a further amount – after all, we’re laser targeting our approach. If you assume someone is looking for a long term relationship, and they’re looking for a short term relationship, you look dumb. I’m guessing that’s the point of the ‘to assume is to make an ass out of u and me’ saying.
But when you assume and hit, the hit is harder, and makes you stand out from competitors.
Do you think it’s worth it to assume?
Related posts:
About the author
Interesting concept. It seems that just the mere confidence in ‘assumption’ can be what is winning over people. This was a great read, and definitely something to ponder over. I will definitely consider it when writing my next cover letter or email.
Thanks Crystal, I’m glad you found it useful.