The Five Stages of Working with Freelance Clients
Posted June 13, 2012 in Managing Clients
Did you know that your relationships with your long-term freelancing clients go through the same stages that other interpersonal relationships go through?
Of course, if you understand that there is a relationship behind each of your dealings with a client, this only makes sense.
As a freelancer, it’s important to understand each of these relationship stages so that you can avoid address the challenges that arise in each stage. Your client relationships are key to your success as a freelancer.
In this post, I identify each client relationship stage and explain how you can handle some of the challenges that arise.
Stage #1: Acquaintance and Definite Interest
The earliest stage of your client relationship begins when you meet them. As a prospect, they are not yet your client, but have shown a definite interest in working with you.
A definite interest means more than just a single, random interaction. Perhaps they are asking questions about your business such as trying to learn more about the type of work that you do. Perhaps they are communicating regularly with you through social media.
The challenge here is that you need to make a good enough impression on the client during the acquaintance stage so that the prospect moves to the next stage and actually becomes your client.
Make sure that your social media profiles and freelancing website are up to date so that you can make the right impression.
Stage #2: Engagement
The next stage of a freelancer/client relationship is the engagement. In this stage, the client actually engages you to work on a project with them.
During the engagement phase, the client is normally very excited about working with you. They may send you a request for a proposal, but as long as your response fits their budget and needs they will hire you.
The danger during this phase is to get so caught up in the client’s excitement about working with you that you fail to get a detailed agreement from them. Always get the terms of your agreement in writing. If appropriate, use a contract.
Stage #3: Honeymoon
You’ll know that you’re in the honeymoon stage with your client if they seem to be complimenting you all the time. During the honeymoon phase, the client may act as though you can do no wrong.
It’s during the honeymoon phase that you are most likely to get additional business from the client. The honeymoon phase is also the ideal time to ask your client for a testimonial.
One challenge in this phase is that you want to maintain the client’s good perception of you as long as possible. One way to do this is to overdeliver (exceed expectations) whenever it is practical.
Beware of moving into the next phase, though.
Stage #4: Taken for Granted
As a freelancer, you most likely to want to avoid this phase. As in an interpersonal relationship, being taken for granted as a freelancer can mean the beginning of the end.
As a freelancer, you’re taking the client for granted when you let the quality of your work to slip and just do enough to get by. Likewise, a client is taking a freelancer for granted when they regularly fail to provide adequate time or pay for a project.
Although this can be a negative phase, you can overcome the negativity by working harder on the freelancer/client relationship. By now, you probably understand the client’s business that you can make suggestions that really add value to the client’s business–so make those suggestions and try to move back into the honeymoon phase.
Stage #5: The Breakup
If you failed to rekindle the client’s excitement about working with you, you may find that your relationship with a client comes to an end. Like any breakup, a freelancer/client breakup can be hard.
Not only does breaking up with a client represent a reduction in income, you may also find yourself missing the client interactions. Sadly, many freelancers miss the warning signs that mean that a client is about to end the relationship, so the breakup may come suddenly.
As a professional, your goal should always be to leave a client relationship in as positive a manner as possible. If you’ve made mistakes on the client’s work, apologize and offer to correct the problems. Above all, do not become angry or lash out at your former client for ending the relationship.
You never know. They may want to work with you again one day.
Did I miss any of the stages of a freelancer/client relationship? What relationship struggles have you faced with your clients and how did you overcome them?
Share your answers in the comments.
Image by woodleywonderworks
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