Every month we run through a series of questions to help you run your freelance business like a bigger business—“self-coaching” your way to better results and a better life. 

Hey!

Sales are what will make or break your freelance business, and if you’re like me, it doesn’t come naturally. 

I’ve had to get better at sales over time, and honestly, anybody can. 

That’s why this month, we’re going to be covering the top 4 sales skill that you can keep sharp to keep your cash flows healthy. 

# 1 Metrics

If you don’t measure, it doesn’t matter. 

This is especially true if you’re not the kind of person that loves hustling to get new business. 

At the most basic level, I track how much new business I sign up on a monthly basis (in a regular Google Sheet.)

I also swear by my CRM (Streak), but there are a bunch out there to help you keep track of leads, contacts, and how prospects are flowing through your sales funnel. 

What I find is that it’s good to use not just when you’re looking for new business, but to check in on when I’m doing my Income and Assessment twice a year to get a clear look at which clients are bringing in the most revenue and who’s at the bottom of the list. 

It’s also a great place to track individual client value and record the size of their projects and the revenue they bring in. You can also track the lead sources that have the best chance of converting to business. (That’s how I know LinkedIn is a strong source for me vs. say…website visitors.) 

If you want to talk out what you’re seeing in your metrics or how to get started, come by the Academy boards and let’s talk it out!

Megan