Overcoming the “No Experience” Objection

One of the biggest hurdles new freelancers face is the “no experience” objection from potential clients. While this can be challenging, it’s not insurmountable. Here are strategies to help you overcome this objection and start building your portfolio.

Understanding the Objection

Clients often prefer experienced freelancers because they equate experience with reliability and quality. However, everyone starts somewhere, and even without direct freelance experience, you can still present yourself as a capable professional.

Strategies to Overcome the Objection

1. Leverage Transferable Skills

• Identify Relevant Skills: Highlight skills from past jobs, volunteer work, or education that are relevant to the freelancing project.
• Draw Parallels: Explain how your past experiences, even if not directly related, have prepared you to succeed in freelancing.

2. Build a Portfolio with Personal Projects

• Create Sample Work: Develop mock projects that demonstrate your skills, such as designing a website for a fictional company or writing articles on your area of expertise.
• Contribute to Open Source: If you’re a developer, contributing to open-source projects can build your portfolio and demonstrate your skills.

3. Offer Introductory Rates or Free Trials

• Introductory Pricing: Offer your services at a reduced rate for your first few clients in exchange for testimonials and portfolio pieces.
• Free Trial: Consider offering a small free trial, such as the first blog post or initial design concepts, to prove your value without a full commitment.

4. Focus on Results

• Emphasize Potential Outcomes: Instead of focusing on what you haven’t done, focus on what you can achieve. Highlight the benefits and results the client can expect from working with you.
• Use Data: If applicable, use data or metrics from past work (e.g., "Increased engagement by 30% in my previous role") to back up your potential.

5. Showcase Your Enthusiasm and Willingness to Learn

• Highlight Your Passion: Clients appreciate enthusiasm and a willingness to go the extra mile. Show that you’re eager to learn and dedicated to delivering high-quality work.
• Continuous Learning: Mention any courses, certifications, or self-study efforts that show your commitment to improving your skills.

Tips for Addressing the Objection in Proposals

• Acknowledge It: Don’t ignore the lack of experience. Briefly acknowledge it and then immediately pivot to the strengths and unique qualities you bring.
• Provide Reassurance: Offer to start with a smaller project or milestone to build trust without a full commitment upfront.
• Include References: Even if you don’t have freelance clients, references from previous employers, professors, or colleagues can vouch for your work ethic and skills.

Common Mistakes to Avoid

• Being Defensive: Instead of defending your lack of experience, use it as an opportunity to highlight your eagerness and fresh perspective.
• Undervaluing Yourself: Offering rates that are too low can devalue your work. Instead, focus on building value through your approach and potential results.
• Failing to Prepare: Anticipate this objection and have your strategies ready to address it confidently in conversations with clients.

Conclusion

Overcoming the “no experience” objection is about reframing your skills, showcasing your potential, and demonstrating your commitment to delivering great work. By proactively addressing this concern and highlighting your unique strengths, you can win over clients and start building your freelancing portfolio.

Action Step: Create two or three sample projects this week to add to your portfolio. Use them to demonstrate your skills and build confidence in your proposals.