Unfortunately, I've experienced many hesitant clients before. They aren't knowledgable in how we go about our business and undertake their work, hence their reluctance to willingly part with cash and trust.
They do have a right to know what they're getting for their money - and since the possibility of rankings isn't a tangible commodity - they're always going to be sceptical and it is worth allocating some time to ease their concerns.
What I do is do some very top-level research, trying not to spend more than an hour or so to piece together a proposal. The top-level research shows, among other things, the advantages their competitors currently have over them as well as the scope for a better strategy to be in place. From there, I outline the processes I go through and explain to them why I do the things I do. I also include numerous case studies with my satisfied clients - this usually puts them at ease.
I'm quite lucky though, in that the freelance work I do is usually found through word of mouth - with the majority of my clients having some form of connection between themselves. They then recommend my work to each other :-)
Last edited by thegodfather; Nov 8th, 2012 at 06:28 AM.
"In 1969 I gave up women and alcohol - it was the worst 20 minutes of my life." - George Best