Okay, already many leads. Why don't you close them?

I have a task for you. Take all not-closed leads for the last 2 months and turn into a table of reasons.

• chose another team by UNKNOWN reason
• chose another team by KNOWN reason
• our rate is too high
• clients budget is too small
• rude client
• no availability
• not our skillset/not qualified
• I was too slow
• other

Which reason is the biggest?

If it's an UNKNOWN reason - I don't believe you.

1. Did you ask?
2. How did you ask? Always ask for a favor/help to understand the reason. People like to help with something that doesn't require a lot of efforts
3. Did you re-check the job post and whom did they hire?

If it's KNOWN reason

Work with every known reason. In case the same reason is repeating all the time - create another point in the list to track it.

If our rate is too high

1. Analyse the market. What is the average hourly rate? Does someone take projects at your rate? If not - maybe it's not the right niche/channel?
2. Do you target the right ICP? Re-check ICP, maybe you need to focus on another sub-channel or change job filters
3. Do you know how to sell a value? Why you rate is higher than others? This is a negotiation skill you need to grow.

Client's budget is too small

There are two things to re-check:

1. ICP, of course, why are you bidding on them?
2. Maybe, the reason is wrong. Let's imagine, the client wants Facebook. You estimate it for 200000$, but he has only 50k. Is it "small budget"? No. It's you who can adopt/negotiate/cut functionality for this budget. Then you need to re-check your negotiation part.

Not our skillset/not qualified

Time to re-check, how are you searching?

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Hugs,

Tamara