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  • June 21, 2025

Vision or Lie?

May 4, 2009 by Karen Swim

Written by Karen D. Swim

Ron entered the building right on time for his appointment with Neal. The office was modern with a coolly detached vibe. After giving his name to the receptionist, he was directed down a long hallway to a spacious hallway with a large oak desk. After exchanging pleasantries, Neal and Ron got down to business.

Neal, told Ron that their company had moved to the state and would be renovating 60 homes per month. Ron liked Neal and the process he laid out. An hour later, Ron walked out with the specs on the first job, which he would start in two days. The economy had been challenging and Ron was afraid he would have to lay off a few of his guys. This contract could not have come at a better time.

Over the next few weeks the jobs came in starts and stops, not the steady flow of work Neal promised. Ron could not keep his crew on hold for days at a time so he opted to take other jobs. He went in to pick up his check for the last job with every intention to speak to Neal. He ran into the Project Manager, Andy in the parking lot. Andy shared that he was leaving the company and opened up to Ron about the promises that were never kept. It was then that Ron learned that Neal had presented a vision of where he wanted to the company to go and not the reality of where the company was today.

Like many business writers, I am often invited to take on jobs for companies promising lots of steady work. Inevitably, the company wants to leverage that promise for a lower rate. 

“Good business leaders create a vision, articulate the vision, passionately own the vision, and relentlessly drive it to completion.” – Jack Welch

There is a great deal of focus these days on having a big vision. We are told to put our faith in action by changing our mindset and language. I completely agree that we must fix our minds on what we want and rid ourselves of self-limiting beliefs BUT we must be careful when we recruit others to our vision.

When hiring employees or contractors, it is important to present the reality and allow each person to make their own choice. To present the vision without the reality is a lie. Contractors plan their accounts receivable based on billable hours, just as employees plan their budgets based on income. It is unfair to ask someone to set aside billable time when you cannot deliver on your promise. 

“I think there is something, more important than believing: Action! The world is full of dreamers, there aren’t enough who will move ahead and begin to take concrete steps to actualize their vision.”– W. Clement Stone

Many will believe in your vision and will be willing to take the risk with you. However, do not be offended by those who are unwilling to take the risk. Respect the right of everyone to make his or her own choice.  

Have you ever unintentionally misrepresented your business? Were there repercussions? Have you ever signed on for a vision that did not match reality? How did it make you feel?

Filed Under: Business and Career, Inspiration for Business Tagged With: business, business decisions, business vision, entrepreneurs, freelancing, Leadership

5 Things Freelancers Should Know About Sales

July 1, 2008 by Karen Swim

Written by Karen D. Swim, Photo:© Wolfgang Amri | Dreamstime.com

puppet master

For many non-sales professionals, the mention of salesperson is synonomous with manipulative money-grubber to be resisted at all costs. So, it comes as no surprise to me that small business owners and freelancers cringe at the thought of “selling” their services.

My background in sales management has proven valuable in my professional and personal life. As a business owner, it is an area in which I am extremely comfortable and I love demystifying the process for those new to selling.

  1. Sales is not manipulation. The object of the sales process is not to twist your prospect’s arm into buying something they neither want or need.  A sales person uncovers needs and finds solutions, making them more matchmaker than manipulator. Remember that you are building a relationship with a future client, and the sales process establishes a good foundation.
  2. It is a numbers game. It’s true selling is all about the numbers. You have to generate a certain amount of leads to get a certain number of prospects to make a certain number of presentations to get a certain number of new clients. The numbers may vary with industry and your level of expertise but the bottom line is you must work the numbers.
  3. Keep your pipeline full. You should always have a steady flow of leads, and sales in progress. A big mistake that new freelancers and business owners make is to neglect sales when things are busy.  You should spend time selling every business day. I try to set aside a minimum of one hour per day and one day per week I may spend 4-6 hours on sales activities.
  4. Two ears, one mouth. The old adage says that God gave us two ears and only one mouth for a reason. Sales is all about listening. People will tell you exactly what they want and need if you will listen. Ask questions, and take notes.  When they’ve discussed their needs, validate what they said by repeating it, taking note of any adjustments they make. You now have a blueprint of their problem and can give them a solution tailor made to their needs.
  5. Don’t fear objections. Objections are part of the sales process. List the most common objections and overcome them in your presentation before they are asked. Objections are not an end to the sales process but simply an opportunity to provide more information and dig deeper into your prospect’s needs. Answering objections effectively will strengthen your relationship with your potential client.

The sales process is not limited to business owners or freelancers. As an employee you may sell your ideas to your colleagues or boss.  Job seekers must sell their unique value in the market place. Everyone can benefit from understanding more about the sales process.

Are you comfortable with selling? What tips have worked for you? Share freely in the comments.

Filed Under: Inspiration for Business Tagged With: freelancing, sales

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