What’s on the iPod: Rabbit by Ewert and the Two Dragons
What a good couple of days it’s been! I got a good deal done on my larger project, managed to clarify and get going again on a stalled one, and even took two hours in the morning to meet with my newest writing group. Also, I continued the marketing, this time focusing on people I’d contacted within the last four months.
Sure enough, just as I started up my marketing in earnest, I had clients come to me out of the blue with projects galore. I’m now looking at a bounty of things to finish off this month and a good head start for August and beyond. There will be no problem meeting my monthly earnings goal this month — the work is already in front of me that will make that happen.
So much for a slow summer.
I had a chance to talk with another writer yesterday who’d asked me if I had any leads for projects or clients that I could share with him. Good for him — that’s one of the best ways to get word out and find the work.
And I don’t mind when he asks because we’ve shared work and have collaborated on projects in the past. We have an established friendship and a shared specialty, so it makes sense. It’s also a great first step in diversifying your client base and getting more work.
This request of his came on the heels of my reading another post on a LinkedIn forum where the poster was asking where one finds clients. That’s always been a tough one for me to answer because they’re kind of everywhere. You just have to dig and know what shovel to use.
I’ve come upon what I think are some of the most common areas in which to find clients. Here are my top seven go-to areas:
Within your current network. Reach out to friends, colleagues, and anyone you’re in regular or semi-regular conversation with. You never know who’s looking for help.
With the magazine crowd. Go beyond those editors you usually work with — try one new editor every week. Study that new publication, put together your best idea, and give it a shot.
With former clients. Just because those clients don’t need any more work from you doesn’t mean they don’t talk to other clients who might need you. Get in touch. Plus, it reminds them you’re there should they do have a need again.
Within related client areas. Take that technology article you wrote for the insurance magazine and tweak it for the accounting or health care industry. What message exists within your current articles or client work that can be used to attract more business from other clients or magazines?
Within your social media circles. Yes, I have landed clients from both LinkedIn and Twitter. How? I asked. It’s okay to use social media once in a while to tout your services. Just let people know you’re available and taking on new clients.
With an introduction. Use that letter of introduction to target a company you’ve had your eye on, or to reach out to a company whose business relates to whatever specialty or area of expertise you may have. Make it a personal, cordial note that sounds like you’re talking to them, not at them.
With referrals. When you finish that job and make that client happy, ask them two things — first, for a written assessment of your work for your website and marketing materials, and second for a referral. “Do you know anyone who might be looking for a writer? If so, could you pass along my information?” Which of course you’re going to include, right?
Where do you find new writing clients? What’s your preferred method of gaining new clients or projects?
One thing to remember with LOIs: always follow up.
My newest client came from a LOI I sent about a year ago. They quickly replied, asking for additional clips and information. Then…crickets.
I followed up about six weeks later and they asked for my rates. More crickets.
I followed up a month or so later and they assured me they liked my work and my rates were within reason, and said they'd contact me when they had something to assign.
I sent a Happy New Year message just to stay on their radar and a month or two later I landed my first assignment. I'm currently working on my third, and was told more work was forthcoming.
There's another place I sent an LOI to a couple of weeks ago. A longtime friend of the family works there, and I know I'll be seeing her at an event this weekend…I'll smile, be my usual charming self (ahem), and not mention the LOI. I want her to remember she said she'd speak with her colleagues about adding me to their freelance pool.
Good for you, Paula! Yes, follow-up contact is essential. They sometimes forget. And yes, they do sometimes want to be reminded! We writers tend to think we're bothering people. Not so. We're conducting business.
Hey Lori, Just managing to check in with your blog now that I've cleared out my igoogle and figured out how to follow faves like you. I was JUST ABOUT to start looking for more clients/work/projects when a large project dropped out of the blue. Gotta love that! Now, if my kids would just enjoy their summer and let me work a little more :}
Allena, good seeing you! Wondered where you were. Happy to hear iGoogle didn't leave you too stranded.
I've had the same thing this week — I was starting to see daylight when a bunch of work came pouring in. I love it, but I'm hoping to diversify the portfolio a bit. Much of the work is from one or two clients. That always makes me nervous!
Oddly enough, I emailed you a possible project earlier today that would seem in line with your experience. Let me know if you didn't get it!