Over the years, I have found that many small businesses are in need of freelance contractors. This holds true with many types of professionals including writers, designers, and internet marketers among others.

Before you pitch your services to a small business, regardless of your method (cold calling, in person, etc.) you should ask yourself these three questions.

1. Do I know enough about the industry to be dangerous? You do not need to know everything about the company and industry you are pitching, but you should have some “working knowledge” to ensure that you can carry on an intelligent conversation.

2. On the surface, what services would make most sense for this business? At the very least, you should have a basic idea of what you can do for the company. Chances are that you will be asked about your services sooner rather than later. Knowing what would work best for the company will allow you to provide suggestions and answer any questions, without hesitation.

3. What rate should I charge? This should be based more on your fee schedule and less on the company itself. No matter what, make sure you at least have a number in mind. This will make it easier to negotiate when the matter of price comes up – and it will come up at some point.

By asking yourself these three questions, you will have more confidence as you begin to get in touch with and pitch your services to small businesses.

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