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The Complete Idiot's Guide to Elance by Karen Lacey

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Let Them Know You Listened

This is single-handedly the most critical element of the proposal process. The client doesn’t really care about all the wondrous accomplishments the contractor throws at you—they want to know if you can do their job and do it well. That’s it. Once the client understands this, then they’re more interested in what else you’ve done.

First and foremost you must make sure the client knows you listened to them in their job posting, that you understand what they need, and that you can do it for them. Three key things. If you don’t understand exactly what they need, that’s fine. Ask. This also shows you are listening and definitely works in your favor.

When you have shown the client these three things, you will stand above ...

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