10 Fomba mahomby indrindra amin'ny fampiroboroboana ny tenanao

Ok, ka tsy afaka miandry ianao hanomboka amin'ny asanao vaovao, fa andraso kely!

Mety ho vonona ho anao ny tsena, but you’re not yet ready for the market. If you want to capitalize on the opportunity, the way you present your services is of critical importance. They say you never get a second chance to make a first impression – so you have to make the first impression count.

Let’s say you decide to order some Christmas gifts from an online shop. It seems like a great way of saving time, so you look for a likely-sounding store in Yahoo! Gary’s Gift Grotto seems to fit the bill, so you click through.

Unfortunately, the site is so graphically intensive that it takes ages for the home page to load. When it eventually does, you discover that there is no ‘search’ facility to help you find the products you want. You try to browse through the listings, fa imbetsaka ianao no mahazo lesoka 'Pejy tsy hita'.

Inona izao no hataonao?

Haharitra ve ianao, fantaro ny fomba fametrahana baiko ary manantena fa hanateran'i Gary sy ny namany ara-potoana ny Krismasy? Tsia mazava ho azy. Tsindrio ny bokotra 'miverina' ianao ary hifindra amin'ny olon-kafa.

Ao ambadiky ny sehatra, mety ho orinasa tena mahomby ny Gary's Gift Grotto. Mety hanolotra vidiny ambany indrindra izy ireo, ny tahiry lehibe indrindra, ny fotoana fandefasana haingana indrindra sy ny serivisy mpanjifa tsara indrindra. Saingy zava-poana izany rehetra izany. Ny fahatsapana voalohany dia tsy nanapaka ny ranomandry, ary mpanjifa iray hafa manaikitra ny vovoka.

Ahoana àry no hanaovanao fahatsapana voalohany tsara? Ny valin’io fanontaniana io dia eo amin’ny fiomanana. Alohan'ny hanombohanao amin'ny fanentanana ara-barotra, mila mieritreritra ny fomba ho hitan'ny mpanjifa mety ho anao sy ny serivisinao ianao, ary ahoana no ahafahanao mamadika izany ho tombontsoa. Raha azonao atao ny mampita sarin'ny matihanina sy ny fahaiza-manao amin'ny fotoana voalohany amin'ny fifandraisana, antsasa-dalana ianao amin'ny fahazoana fifanarahana.

Miaraka amin'izany ao an-tsaina, andao hanomboka amin'ny iray amin'ireo fitaovana ara-barotra manan-danja indrindra anananao, ary fantaro.

Raha tena liana amin'ny fampiasana ny serivisinao ny mpanjifa iray, Ny zavatra voalohany asaina ataonao dia ny mandefa ny résumé anao. Ary ity no fotoana tsara indrindra hanalana ny kiraron'ny prospect ary hamela ny mpifaninana aminao hikorontana.

Tsy isalasalana fa efa manana résumé voaomana ianao, koa tiako ianao izao hahita dika mitovy ary handinika azy akaiky.

Azoko antoka fa afaka milaza aminao ny fandehany aho.

It probably offers a factual and orderly summary of every facet of your career to date, plus a list of your qualifications, hobbies, interests and aspirations. The structure is likely to be similar to this:

Is that about right? Great. This is what I want you to do…

Hold the pages with both hands at the top, the first finger and thumb of each hand gripping the paper at the center. Now pull your left hand towards your chest, while simultaneously pushing your right hand away. Continue this movement until you have ripped the pages completely in two. Crumple up the two parts and throw them in the trash…

Traditional résumés make great personal histories, but they’re no use for marketing. If you want to earn real money as a freelancer, you need a profile that really sells!

Imagine a McDonald’s radio ad that went something like this:

“McDonald’s Corporation has been in business since 1953 and now has over 200,000 restaurants worldwide. This fast-food chain is renowned for the consistent quality of its products and an enduring commitment to service.”

ankehitriny, would that make you want to rush out and buy a Big Mac?

tsy misy, it certainly wouldn’t, you’re more likely to hear something like this.

“Try the new Triple Mega Mac, the biggest, juiciest burger you’ve ever tasted. Buy one today and get one free.”

Benefits, benefits and more benefits. This ad ‘sells the sizzle’, and shows you exactly what you get in return for your money – taste, quantity and value. Ny fampahalalana rehetra tsy maharesy lahatra ny mpanjifa hividy dia tapaka tsy misy indrafo. Tokony hahomby koa ny résumé anao.

Io no fitaovana fivarotana voalohany anao - ny fahafahanao lehibe hampita ny tombontsoa amin'ny fampiasana anao, fa tsy olon-kafa. Raha ny tena izy, tsy ampy ny résumé fotsiny. Mila fonosana famelabelarana mafy ianao.

Rehefa mampiasa fonosana famelabelarana ianao, lasa mora kokoa ny varotra.

Lasa ny andro handrotsahan'ny mpanjifa ny résumé anao, mangataha fanampim-panazavana avy eo dia misalasala ary misalasala bebe kokoa.

Rehefa mandefa fonosana amin'ny mailaka na amin'ny alàlan'ny paositra, manome ny fanantenana amin'ny fampahalalana rehetra ilaina handraisana fanapahan-kevitra. Matetika kokoa izany tsy, you will get a call in reply saying:

Great! When can you start?

Usually, they will include:

A one-page personal profile

An up-to-date client list

A selection of relevant testimonials

A few samples of related work

A personalized covering letter.

Each of these is clearly focused, providing concise information that demonstrates why you would be ideal for the project in hand. Together, they provide a complete sales pitch that hammers home a wealth of important benefits.

This is the replacement for your traditional résumé. Remember that your prospective client is not looking for a long-term employee, but for a short-term solution to an immediate requirement. If things go well, it may turn out to be a long-term relationship, but that’s all in the future. Right now, the client wants to know if you can deliver a specific service with a high standard of quality.

And that’s why a conventional résumé just doesn’t work. Take a look back at Joe’s résumé, and consider the obstacles it presents for the prospect.

A – Hidden benefits

Joe’s résumé gets off to a poor start. The client wants to know what Joe can do, but instead Joe forces him to read through all his personal details. Contact details are important, mazava ho azy, but here they are taking up prime selling space. The client won’t need contact information until he has read the document and decides to pursue things further.

Then we reach Joe’s career objective. Unfortunately, na izany aza, the client couldn’t care less what Joe wants to achieve. Izy ihany no liana amin'ny tanjony, ary ny fomba hanampianao azy hahatratra izany. Ny zavatra hafa dia fanelingelenana tsotra izao.

Manaraka izany dia tonga amin'ny fanabeazana. Ny fananana diplaoma mifandraika amin'izany dia tombony lehibe, fa ny fananana traikefa mety dia vao mainka manakiana. Noho izany ny fehintsoratra momba ny fanabeazana dia mampiadana ny fanantenana, ary mampitombo ny vintana izay tsy ho tonga hatramin'ny famakiana momba ny fahaiza-manao sy ny traikefa.

B - Tsy misy 'sizzle'

Avy eo dia tonga amin'ny fahaiza-manao sy traikefa, fetsy nafenina teo ambanin'ny lohateny hoe Tantaran'ny asa. Ity lohateny ity dia tsy manjavozavo fotsiny, dia mifantoka amin'i Joe indray, ary tsy amin'ny mpanjifa.

Lohahevitra toy ny Skills and Expertise no mety hahasarika azy kokoa. Fa raha manjavozavo ny lohateny, tsy misy dikany izany raha oharina amin'ny filazalazana asa.

Mandalo ny fiteny, and totally impersonal – not so much as an I to inject a little life and interest. What we have is simply an incredibly boring list of career steps.

C. Irrelevant information

Additional information? Who cares? Unless you can pick up on a point and show its relevance to the job in hand, you are simply wasting the prospects time, and increasing the chance of your résumé reaching the circular file.

D. Poor structure

Farany, we reach ‘Computer Skills’. But as this is the real meat of the issue, why hide this section at the end?

The References section doesn’t belong here, either. If you’ve got good references, these should be included in the pack, so that the prospect has all supporting information to hand. We’ll look at this point again under ‘How to get great testimonials’.

So now we’ve seen what’s wrong with a traditional résumé, let’s see if we can do something better. Let’s build a personal profile page that really sells your skills and expertise.

The basic principles of selling remain the same, regardless of whether you’re selling baked beans or consultancy skills.

So we can take the most successful sales techniques used to market products worldwide, and apply them to your profile. And the most popular and successful approach to writing copy that sells is:

AIDA … which stands for … Attention … Interest … Desire … Action

Fomba tsotra izany, nefa mbola tena mandaitra. Kendrenao ny hisarika ny sain'ny olona ho avy haingana, avy eo dia manentana ny fahalianana amin’ny fanehoana ny soa. Manome fampahalalana ampy ianao hamoronana faniriana ho an'ny serivisinao, dia ampirisiho izy ireo handray andraikitra amin'ny fifandraisana.

Raha ny momba ny mombamomba anao manokana, azonao atao ny mampiasa ny formula AIDA hamokatra rafitra tahaka izao:

Manorata fehintsoratra famintinana mahasoa izay misarika ny saina. Izany dia hanasongadina ny tanjakao fototra, ary mampiseho hoe nahoana ianao no safidy tonga lafatra amin'ny tetikasa mifandraika.

Mamorona fahalianana amin'ny alalan'ny fitanisana ny fahaizanao fototra sy ny fahaizanao amin'ny endrika biletà, mba ho hitan'ilay prospect avy hatrany izay atolotrao.

Asehoy ny halalin'ireo fahaiza-manao ireo amin'ny fampisehoana ny fivoarany nandritra ny asanao, mamorona faniriana hahalala bebe kokoa.

Amporisiho ny vinavina handray andraikitra haingana amin'ny fanomezana ny antsipirian'ny fifandraisana ilaina rehetra any amin'ny faran'ny mombamomba anao.

Heveriko fa hiantso azy aho, raha sanatria dia havaoziko ny angon-drakitra momba ny orinasa. Ka inona no nataontsika? TSARA, manana isika:

Nosoloana profil ilay teny hoe résumé, izay manolotra antontan-taratasy mahaliana kokoa

Nanohana izany tamin'ny lohateny kely, Freelance Programmer ary
Mpanolotsaina Database, mba ho hitan'ny vinavina tsara izay fahaiza-manao atolotra

Nanantitrantitra ny tombontsoa ho an'ny mpanjifa amin'ny famintinana (manaova asa tsara dia mijanona amin'ny fandaharam-potoana ny tetikasanao)

Nosoratana tamin'ny olona voalohany (afaka aho)

Ampiasaina mavitrika, fiteny tsara (afaho, Vonjeo, nahazo tombony, tolotra)

Nanohana ny filazana tamin'ny zava-misy (diplaoma, traikefa mifandraika)

Nanonona mpanjifa lehibe, mba hanome toky ny fanantenana

Naneho traikefa sahaza tamin'ny alalan'ny tetikasa vao haingana

Nifarana tamin'ny 'call to action' sy ny antsipirian'ny fifandraisana.

Ny lisitry ny mpanjifa matanjaka dia angamba iray amin'ireo fananana sarobidy indrindra azonao alaina mandritra ny asanao tsy miankina. Ny fifantenana mpanjifa marobe dia mampiseho fa manana traikefa be dia be ianao. Ary raha afaka manonona fikambanana hajaina tsara ao amin'ny lisitrao ianao, avy hatrany dia ho raisina ho matotra kokoa ianao amin'ny maha-freelance mety.

Mazava ho azy, raha toa ianao ka miala amin'ny asa tsy miankina, tsy hanana mpanjifa maro hotanisaina ianao. Raha izany no izy, esory fotsiny ity ampahany amin'ny fonosana famelabelaranao ity amin'izao fotoana izao. Fa raha vao manana asa sasany eo ambanin'ny fehikibo ianao, mamorona lisitra ary ampiasao izany mba hahazoana tombony.

You don’t need to list them alphabetically. On the contrary, you’ll want to name your big guns first to make a strong impression as quickly as possible. If you have some impressive clients, a simple list may be all you need. But if you’re still building up, or your customers are individuals or small organizations, you can add further information, such as the kind of work undertaken for each company.

If there is one element that will convince your prospects faster than anything else, it’s a great set of testimonials. After all, it’s easy for you to make claims about yourself that are somewhat exaggerated. A potential client may be impressed by your résumé, but still unsure. But if you back up a strong résumé with rock-solid recommendations from existing clients, you’ve virtually closed the sale.

The trouble is, clients rarely send testimonials. If they think your work is great, you may get a ‘thank you’ call or two, but you are unlikely to get anything in writing. So how do you get a great testimonial? There’s only one way. Ask!

In many cases, a client will be happy to recommend your services. You just need to persuade them to put pen to paper – or finger to keyboard. The best way to do this is to send a letter, outlining your request, and including a self-addressed stamped envelope.

Wording the letter is a delicate matter, as you don’t want to put the client under undue pressure.

On the other hand, if you don’t ask, you don’t get – it’s as simple as that. You might write something like this:

Dear Jessica,

Thanks for asking me to help with your recent projects, and I trust they are all progressing well.

I am currently updating my résumé and portfolio, and would like to include recent testimonials from satisfied clients. If you are happy with the work I have completed for you to date, it would be very helpful if you would consider writing a short testimonial.

Whilst I understand that you are busy, I am sure you appreciate this will help potential clients reach a decision more easily. Your cooperation would be much appreciated, but if you would prefer not to respond for any reason, please just discard this email.

I hope to work with you on many more projects in the future, and look forward to hearing from you soon.

Best wishes,

Your Name

If the proof of the pudding is in the eating, the proof of your expertise is in your samples.

Building up a good portfolio is an essential element in developing your career and how to promote yourself effectively. As time goes on, you will undertake an ever-wider range of projects, allowing you to build up a diverse portfolio. So whatever a client is looking for, there’s a growing chance that you will be able to demonstrate relevant expertise.

Having experience of exactly the right kind of work can be surprisingly important on how you promote yourself. Clients have an unfortunate habit of pigeonholing people and skills. Someone looking for a freelancer to take photographs for an annual report, ohatra, mety mitaky mpaka sary manana portfolio mahavariana amin'ity sehatra ity. Na dia misy mpaka sary matihanina aza dia mety ho afaka manatanteraka ilay tetikasa mora foana, ireo izay tsy manana tatitra isan-taona haseho dia tsy azo raisina mihitsy.

Na dia mety hahakivy aza izany, izany dia mampiseho ny maha-zava-dehibe ny fitazonana santionany amin'ny asa rehetra ataonao. Raha mandray anjara amin'ny famokarana fitaovana vita pirinty ianao - gazety, BOKIKELY, dokam-barotra, sns. – Ataovy azo antoka ny hahazoana kopia rakitra ho an'ny rakitrao.

In many cases, tsy maintsy miala amin'ny lalanao ianao mba hahazoana azy ireo, fa zava-dehibe ny fikirizana amin'ny fomba hampiroboroboana ny tenanao amin'ny fomba mahomby. Raha ianao, dia ataovy hoe:, mpamorona anatiny na mpanao zaridaina, tsarovy ny maka sary ny tetikasa tsirairay, aleo aloha na aorian'izay.

Once you have a good portfolio, you can then select appropriate items to send to individual prospects, turning each pack you mail out into a personalized presentation.

The cover letter may be the last item you think about, but it will most likely be the first one ny fomba hampiroboroboana ny tenanao that your prospect reads. So you need to ensure that is well written and professional in approach. As in your profile, you need to emphasize the benefits, sell your skills and suggest a call to action.

Make sure the letter is personally addressed to the individual concerned – and triple check that you’ve spelt the name correctly. Names are very personal, and misspelling them is a sure fire way to kill a working relationship before it has even started.

If you have had contact with the prospect, either in person on the phone, try and make reference to something you discussed. This will help to establish that the letter is a personal response, not a standard reply.

A typical letter in response to a telephone inquiry might run as follows:

Dear John,

Thanks your enquiry regarding database consultancy services. As we discussed on the phone, I have considerable experience in this field, and would be free to work on your project from Monday the 15th.

I have undertaken similar work for hi-tech clients in the last two years, including a major project for Hewlett-Packard. The project sounds interesting and challenging, and would allow me to use my formal qualifications and practical experience to good advantage. I am committed to delivering excellent work, often to tight deadlines, and would welcome the opportunity to contribute to your success.

I hope the attached documents will provide all the information you need. But if you would like further information, please let me know. You can call me on 415 123 1234, or send an email to [email protected].

I look forward to hearing from you soon. Best wishes,

Your Name

So now you have all the materials for your presentation pack – profile, client list, testimonials and samples, plus a separate covering letter. If you’re going to send the package by mail, or deliver it personally to a prospect in a meeting, it’s worth investing in good-quality binding.

Again, first impressions count. A bundle of loose papers shoved into a folder won’t impress anyone. A wire-bound presentation with quality report covers shows a professional approach.

Nowadays, na izany aza, most business communication happens by email. This is a big advantage, as it means you can get your presentation pack to a prospect within minutes of your first contact. There’s a definite advantage to striking while the iron is hot – so make the most of it.

The simplest and most convenient way ny fomba hampiroboroboana ny tenanao and send your presentation pack is to use the covering letter as your email message, and add the other elements as attachments. But using attachments raises a couple of issues.

Firstly, if you have a number of samples to send, you could end up sending a long list of attachments which could be rather daunting for the prospect. You can resolve this by combining your profile, client list and testimonials into a single file, and keeping your samples to a sensible number. Santionany telo dia tokony ho ampy ho an'ny ankamaroan'ny toe-javatra.

Faharoa, misy ny olana momba ny haben'ny rakitra. Raha mandefa rakitra sary ianao, famelabelarana na antontan-taratasy Acrobat, Mety ho olana ho an'izay ho mpanjifanao ny fampidinana azy ireo. Andramo mifantina antontan-taratasy kely kokoa, na mampitandrina mialoha ny ho avy. -tsy izany, azonao atao ny mametraka azy ireo amin'ny Internet, mba hahafahany mijery an-tserasera nefa tsy misintona.

Fahatelo, ary indrindra indrindra, misy ny resaka virus. Ny fandefasana attachments dia fomba mora handefasana virus tsy nahy, ary maro ny olona no mitandrina tsara amin'ny fanokafana attachement.

Mazava ho azy, tokony hametraka ny rindrankajy fitiliana otrikaretina farany amin'ny solosainao ianao, mba hampihenana ny mety hisian'ny aretina sy ny fampitana azy. Tsy fomba tsara hamoronana orinasa ny fandoroana kapila mafy prospects.

Marketing your skills over the web is something we will address in more detail a little later. But as we are talking about presentation, we need to cover the subject briefly here.

After all, creating your own website is the most effective way to showcase your skills. All the elements of your presentation pack can be included on your website, with as many samples as you feel are required. Photos, graphics, presentations and even programs can be uploaded for prospects to browse at their leisure.

Here again, you need to be sure of making a good impression. If customers find your site through a search engine or directory, ohatra, it will be their first point of contact. If you don’t achieve the right impact, they will hit the back button and try elsewhere.

OK. So you’ve created your presentation pack, you’ve launched your website, and now you’re ready to do business. Now let’s go out and make money.