What I’m listening to: Harvest Moon by Neil Young
Luckily, last week was the conference, so most of my current clients were attending and not needing anything. I certainly checked emails and answered a few calls, but to be able to do that from the mall or a restaurant was a blessing.
This week, I dive in to more projects and more marketing. Time to kick up the marketing push. That marketing will consist of letters of introduction (LOIs), social media contact, and some follow-up with previous contact from both existing clients and potential clients. April’s earnings totals may not be fantastic, but I’m working to make sure May’s totals are. So far, there will probably be $3K in invoices on current projects, so it’s a start at least. The goal is to shove that number higher.
To do that, I increase the odds. Here’s the one marketing strategy I use that boosts my income every time. I start with this:
I increase the number of contacts I make.
Not exactly rocket science, is it?
Nor does it need to be. Increasing your freelance writing income is going to take some work, but it doesn’t have to be any more complicated than reaching out to more people. It’s like in hockey — the more often you shoot at the goal, the more likely it is that you’ll score.
If you contact more potential clients, you will increase the number of clients who buy from you.
That doesn’t mean you send the same letter or email to everyone and just switch out the salutation. Here’s where the work comes in: you should write a personalized note each time.
Even that shouldn’t take up your entire day. If it does, you’re overdoing it. Go back and read my post, Winning Over Clients, on how to research a prospective client in under five minutes.
The work doesn’t stop there. Well, it does, but you still have a little bit of tidying up to do once you get your marketing message out (however you choose to do that). You now have to take a look at what’s working. It’s the law of averages:
The marketing message and format that nets the most response is the one I use most often.
Again, not rocket science. However, you’d be surprised how many freelance writers fail to look at what they’re sending and what is garnering the most response. Still, don’t be afraid to mix it up on occasion: it’s a good idea to try new things, and something else could work better for you. Just don’t be schizophrenic in your marketing or both you and your prospects will get lost.
Here’s the last piece of this marketing strategy. In fact, this is the easiest piece, and often it’s the most overlooked and underused bit:
Following up with each message increases even more the positive response rate.
So, in order to boost your writing income, do these three things:
- Increase the number of contacts you make
- Review regularly which message and method works best, then stick with it most often
- Follow up on every contact you make