Why share this? Because I think Mike Smith from Guerilla Freelancing is spot on.

Landing new clients is all about the words you use. Here, he discusses the importance of helping your client see you as an investment, not an expense.

It’s a subtle difference that can dramatically impact your success.

Here’s a bit of what Mike had to say:

“PROMOTING YOUR WORK AS AN EXPENSE IS WRONG

Business owners do not like bleeding out cash from their business, so if you’re stepping in front of a potential client and giving them a chance to spend cash, they’re not going to go for it. They already spend enough money on services that they don’t even want to pay for, but have to, in order for their business to stay afloat.

INVESTMENTS ARE BETTER BUSINESS DECISIONS

Showcasing your services as an actual investment in the clients company growth is how you should approach your marketing. For instance, let clients know that “My designs help you make you more money from your blog”, you’re not telling the potential client that they’re spending money with nothing in return. Instead, they’re being told that by hiring you, they’re going to make more money.”

You can read the entire post over at Guerrilla Freelancing.