11 Lessons on How to find clients
- 11 Lessons on How to Find Clients
- Finding Clients Lesson #1: Targeted Referrals
- Finding Clients Lesson #2: Zero-line Item
- Finding Clients Lesson #3: The Client Sandwich
- Finding Clients Lesson #4: The Sneak Peek
- Finding Clients Lesson #5: Buy a cup of coffee
- Finding Clients Lesson #6: Get on a show
- Finding Clients Lesson #7: Your Up Level Skills
- Finding Clients Lesson #8: Brag About Your Clients
- Finding Clients Lesson #9: Are you priced right?
- Finding Clients Lesson #10: Who do you hang with?
- Finding Clients Lesson #11: Group Coaching for Leads
If you are like most service business owners I know, then referrals is where you get most of your work from. Yet you can't figure out how to make those more predictable.
Today I'm going to share with you a process that I've developed and used based on business practices that have been in the wild for decades, if not longer.
Whether you are just starting out or been in business for a little while, you have a network.
A network of trusted colleagues, friends, family, and individuals who you look to for advice.
You also have a network online if you are on Facebook, Twitter, LinkedIn, Snapchat, Instagram, YouTube, etc.
Why is it that you hear time and time again, to attend chamber of commerce meetings or local business events? It's because it's networking. Though in those meetings it's often hard to really get what you do and who your serve out there in an effective way. Most people are there to hand their own business cards out.
But those networking events have worked for a long time helping local businesses connect and find new business.
By taking that concept and turning it into something you can do for the 21st century, I present you with targeted referrals.
I want you to reach out to your network. Reach out to folks who do similar work as you, who are your trusted colleagues and friends.
Also, reach out to those people who you look up to as well.
Create a list of people.
Don't confuse this. This is a relationship building exercise.
Once you have the list, grab 5-10 people from that list.
What I encourage you to do is to reach out to them asking them about their weekend. Ask how their latest project went. Congratulate them on a job well done that you noticed them doing online.
This can either be done via phone, text message, even your social media platform of choice.
Create engagement with no expectation of anything else.
When they respond, continue that conversation and see where it takes you both. There will a natural point of the conversation where they will ask you what you are up to.
This is where you want to share exactly what you are doing.
Share with them a couple of sentences about a successful project or client problem you solved this week that you are excited about.
Don't bore them, keep it short. Then follow up with your positioning statement of who you help and the problem that you solve for them.
So this could sound like "This week I was able to help a client of mine land 10 new customers under their new pricing, which was double the number and twice the price than what they had last week. I love helping online business build better relationships with their customers through email marketing."
Again, expect nothing from this conversation. You are building the relationship, but more importantly, you are creating a circle of trust, a tribe if you will, of folks who truly understand who you help and the problem that you solve for them.
On the flipside, you should also be mindful of what they are doing, being curious about what they do and problems they solve for their customers.
Building a relationship that will continue to grow, but also when they encounter someone with a problem that you solve, they will think of you.
I've done a form of this for building my email list as well as with trusted colleagues and folks I look up to so that I stay top of mind when they encounter people who can become a client of mine.
It doesn't take long to do, but it's something that if you do it regularly, and keep track of your connections, you'll build a nice consistent flow of referrals into your business.
Marketing for Freelancers
More episodes in this topic:
Social Media Marketing, is it worth it to do?
What social media platforms to spend time on?
How to get clients when I have no portfolio?
How to get the messaging right to attract customers?
Have advice for soliciting podcasters to be a guest?
Should I focus on SEO or Paid Ads to gain new clients?
Do you get any leads from your content? And what traffic acquisition methods have worked best?
When creating a new freelance service what’s the best way to send cold emails?
What is my second most successful lead generation tactic?
Why is an email list important for a freelancer?
What is the best way to attract larger clients?
How do you market your business to local clients other than attending networking meetings?
How do I pitch some big companies in my niche?
Imagine I was going to bring you $100k in revenue
How does a freelance web designer build a client profile when preparing their marketing plans?
How do you price your services on your site?
How important is branding?
What are some useful tools that you use?
What makes a great case study?
How do you turn the things I do into benefits?
How do you decide what to start blogging with if you’ve never blogged before?
How often should I write a blog post?
Should I put pricing on my website?
How to overcome objections people have about you?
What is the best lead generation strategy?
What is your cold outreach strategy?
How would you get into the corporate business as an independent professional?
What is the difference between warm and cold outreach?
How to answer objections and get clients to say “yes”?
How to grow with word-of-mouth marketing?
How to ask?
All my work has been word of mouth, how do I find work on my own?
How do you handle a good fit for you that doesn’t really fit for your marketing message?
What do you say when a lead comes to you from a bad experience with another freelancer?
What to say when a potential client says you are too expensive?
How do I find the time to create content for my business and what do I write about?
Is this going to get me clients fast?
What is the #1 business trend for 2019?
How to sell on Twitter?
How do you make it simple for a lead to sign?
Why did I move my business from Drip to ConvertKit
How do you sell strategy?
11 Lessons on How to Find Clients
Finding Clients Lesson #1: Targeted Referrals
Finding Clients Lesson #2: Zero Line Item
Finding Clients Lesson #3: The Client Sandwich
Finding Clients Lesson #4: The Sneak Peek
Finding Clients Lesson #5: Buy a cup of coffee
Finding Clients Lesson #6: Get Yourself On A Podcast
Finding Clients Lesson #7: Your Up Level Skills
Finding Clients Lesson #8: Brag about your clients
Finding Clients Lesson #9: Are you priced right?
Finding Clients Lesson #10: Who do you hang with?
Finding Clients Lesson #11: Group Coaching for Leads
Is Instagram a better vehicle for visibility? Sales?
Best of Season 3 - Get out of the comfort zone
Best of Season 3 - Building Relationships
S06 E12 - Undercharging, Targeting the Wrong Audience, and What You Should Do About It with Alex McClafferty
S03 Bonus - Tom McFarlin on Blogging, Balancing Work and Family, and Building a Business that Lasts
S08 E11 – SEO, Content Marketing, and Skyscraper Strategies with Alex Panagis
S06 E11 - Creating Results and Building Relationships Through Your Pricing with Mor Cohen