How to Close More Deals on Unicorn Factory

Here’s the thing about freelancing: it’s not just about doing great work; it’s about getting people to pay you for it.

Over the last few years of running Unicorn Factory, I’ve seen every type of freelancer come through the platform. Some are raking in high six figures annually, consistently turning leads into loyal, paying clients. Others? They’re struggling, stuck in a cycle of getting leads but never quite sealing the deal.

Both groups are getting opportunities, but the difference between them is stark. What sets the successful apart is a simple yet crucial factor: they’ve mastered the art of closing. They’ve got a process, a set of best practices that they follow religiously, and it pays off in spades.

So, what does it take to move from just getting leads to actually converting them into clients? It starts with the basics. Before you even think about pitching or strategy sessions, you need to make sure your profile—the first impression you make—is doing the heavy lifting.

Let’s start with optimizing your profile to ensure you’re making that critical first impression count.

Step 1: Optimize Your Profile

Your profile is the storefront of your freelancing business. It’s where clients first decide whether they want to work with you or move on to someone else. If you’re serious about closing more deals, you need to get your profile in top shape. Here’s how:

1. Use a Professional Photo: First impressions matter, especially online. Your profile photo is often the first thing a potential client notices. A clear, professional headshot sets the tone and shows you mean business. This isn’t the place for a casual selfie or a vacation shot—make it polished and professional.
2. Craft a Targeted Bio: Your bio isn’t about you—it’s about how you can help your clients. Skip the fluff about your hobbies or personal life. Instead, focus on what you do, how you do it, and why a client should care. Your bio should clearly communicate the value you bring to the table, making it easy for clients to see how you can solve their problems.
3. Showcase Relevant Case Studies: Clients want proof that you can deliver results. If you’ve done work for other clients, this is your chance to shine. Highlight case studies that demonstrate your skills and the outcomes you’ve achieved. No client work yet? No problem. Use personal projects to show you can take an idea from concept to completion. The goal is to build trust and credibility.
4. Align Your Skills and Services: Don’t overwhelm clients with a laundry list of skills. Instead, focus on what you do best and what aligns with the services you offer. It’s tempting to list everything you’re capable of, but too many skills can dilute your message and confuse potential clients. Be strategic—highlight the skills that directly relate to the type of work you want to attract.

When your profile is optimized, it becomes a powerful tool that works for you, not against you. It’s the foundation that everything else is built on. Once you’ve nailed this, you’re ready to move on to handling inquiries and turning those leads into paying clients. Let’s dive into that next.

Step 2: Handling Inquiries – Turning Leads into Clients

Now that your profile is in top shape, it’s time to focus on what happens next—handling inquiries. This is where the real magic happens. How you respond to leads will determine whether they turn into paying clients or just another missed opportunity. Here’s how to maximize your chances of closing the deal:

1. Move the Conversation to a Call ASAP: One of the biggest mistakes freelancers make is trying to sell their services over email. Don’t do it. Emails can easily be ignored, and you miss the chance to address objections or build a connection. Instead, aim to get on a call as quickly as possible. If their phone number is included in the inquiry, use it. A call allows you to have a real conversation, uncover their needs, and position yourself as the solution.
2. Set Up a Strategy Session: The initial call isn’t about making the sale right then and there. It’s about setting the stage for a deeper conversation. Use the first call to schedule a 30-35 minute strategy session. This is where you’ll dive into the details of their project and show that you’re serious about helping them succeed. Position it as a value-packed session where you can explore their needs in detail and figure out how you can help.
3. Break Down the Strategy Session
   • Step 1: Clarify Their Current Situation: Start the session by asking them to explain why they reached out or posted a job. What’s the problem they’re trying to solve? What have they tried before? Let them talk about their challenges and goals in their own words. This not only gives you valuable insights but also makes them feel heard and understood.
   • Step 2: Define Success: Next, help them define what success looks like. Ask questions like, “If this project goes perfectly, what will that look like for your business?” or “What’s the ultimate outcome you’re hoping for?” This helps you align your services with their expectations and shows that you’re focused on delivering results.
   • Step 3: Present Your Solution: Now it’s your turn to talk—but keep it concise. Recap their situation and desired outcome, then explain how you can help them achieve it. Don’t overwhelm them with details. Instead, give a high-level overview of your approach and how it’s tailored to their needs. The goal here is to spark their interest and encourage them to ask questions, which will guide the rest of the conversation.
4. Present the Offer: Once you’ve walked them through your approach, it’s time to present your offer. Be clear and upfront about how you work and what your services cost. Have this planned out before the call so you’re ready to confidently lay out the next steps. Ask if they’d like to move forward, and then pause. Give them space to respond, and be prepared to handle any objections or concerns they might have.

Mastering this process is key to converting more leads into clients. But what if you’ve followed all the steps, and the client still goes silent? In the next section, I’ll share strategies for following up and ensuring those leads don’t slip through the cracks.

Step 3: Following Up on Unresponsive Leads

Even with the best processes in place, not every lead will immediately turn into a paying client. Some may go silent after an initial conversation, and that’s where your follow-up game comes in. The key is to stay persistent without being pushy. Here’s how to handle unresponsive leads effectively:

1. Follow Up After 3 Days: If a lead doesn’t respond after your initial conversation or strategy session, send a follow-up email after three days. Keep it short and to the point. Remind them of the conversation, reiterate your interest in helping them, and ask if they have any additional questions or concerns. The goal is to gently nudge them back into the conversation.‍
   • Example:“Hi [Client Name],
     I just wanted to follow up on our recent conversation about [project or topic]. I’m really excited about the possibility of working together and wanted to check if you had any more questions or thoughts on the next steps. Let me know how I can help!
     Best,
     [Your Name]”‍
2. Follow Up Again After 7 Days: If there’s still no response after your initial follow-up, wait another four days (making it a total of seven days since the last contact) and send another message. This time, offer to address any concerns they might have or to provide more information if needed. Also, subtly indicate that you’re closing the loop on your end unless they’re ready to move forward.‍
   • Example:“Hi [Client Name],
     I wanted to circle back and see if you’re still interested in moving forward with [project or service]. I understand things can get busy, so if there’s anything holding you back or if you need more information, I’m happy to help. If this project isn’t a priority right now, no worries—I’m here whenever you’re ready.
     Best,
     [Your Name]”‍
3. Inform Unicorn Factory After 10 Days: If you’ve followed up twice and still haven’t heard back, it’s time to let Unicorn Factory know. Reach out to us, and we’ll investigate the situation. If it turns out that the client was simply unresponsive or not serious, we’ll re-credit you for the introduction, so you’re not left hanging. This policy helps protect your time and ensures you’re only paying for genuine leads.‍
4. Stay Persistent but Respectful: Persistence is key in sales, but it’s important to balance that with respect for the client’s time and decision-making process. If they’re not ready to move forward, that’s okay—don’t burn bridges. A polite and professional follow-up leaves the door open for future opportunities, even if this one doesn’t work out.

Effective follow-up can often be the difference between a lost lead and a closed deal. But remember, not every lead will convert, and that’s okay. The key is to stay proactive, keep refining your process, and always be ready for the next opportunity.

TL;DR:

Closing deals is an essential skill for any freelancer. It’s not just about doing great work—it’s about getting clients to recognize the value you bring and committing to working with you. Whether you’re just starting out or looking to improve your conversion rates, mastering the steps I’ve outlined will set you on the right path.

1. Optimize Your Profile: First impressions matter. A well-crafted profile with a professional photo, a targeted bio, relevant case studies, and aligned skills will do a lot of the heavy lifting for you. It’s your chance to make a strong, positive impact from the get-go.
2. Handle Inquiries Like a Pro: The moment a lead reaches out, the clock starts ticking. Moving quickly to set up a call, positioning yourself as a helpful expert during the strategy session, and confidently presenting your offer are all crucial steps in turning a lead into a paying client.
3. Follow Up Effectively: Not every lead will convert right away, and that’s where your follow-up process comes into play. Stay persistent, follow up at the right intervals, and ensure you’re keeping the conversation alive without being overbearing. And if a lead goes completely cold, know when to move on and recoup your credits.

At the end of the day, freelancing on Unicorn Factory—or anywhere else—is about more than just showcasing your skills. It’s about building relationships, understanding client needs, and positioning yourself as the best person to solve their problems. Sales might not be every freelancer’s favorite part of the job, but it’s a critical one. And the better you get at it, the more deals you’ll close, and the more successful your freelancing business will become.

So, take these strategies, implement them in your own process, and start turning more of those leads into paying clients. Your future self will thank you.