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
I'm continuing here today with the second lesson in the "How to Find Clients" series.
This is the no-nonsense series of lessons that work in today's market to find clients you want to be working with on a consistent basis.
Today's lesson is solely targeted toward getting repeat clients.
With any project you have, no doubt you'll either be asked to do something the client wants that isn't in the scope or want to throw something in just because it is quick.
We all do it. We are humans after all. But we are also running a business. So when you do these one-off add-ons you should keep track of them and make your client aware of them too.
When you do one, whether you are doing hourly work or on retainer, add the task to the invoice. Along with that, add how much it would cost normally and then zero it out. Meaning make it no charge.
Even if it's something that takes 15 or 30-minutes to do, mark that down, describe the task in the line item and then put the $50, $100, or $200 down next to it.
When you do this, you are putting value into the project that may or may not be perceived by your client.
Ever have a client ask you "is there anything you can do better on price?" Especially when scoping out a project?
This is where all that added value comes into play. If you give $500 worth of zero line items in Project A, there's no way that a client will ask for a discount on project B.
Here is where you get the repeat work though.
By adding in all the zero line items into the work, you are keeping track of all the possibilities to add-on repeat work.
For example, say you are designing blog images for your client and they ask you to create a few Facebook images for those blog posts along the way. Say you have the bandwidth and did 2 of them.
You now have an opportunity to re-visit those blog posts and do a comparison on the images you did vs what they did otherwise. If the shares that had your images performed better, guess what?
There's your opportunity to pitch additional work.
Here's another example.
Say you are a developer and your client asked to add in an additional feature to their app that allows their users to log in via Facebook or Twitter.
You obviously know that those APIs change pretty regularly, right?
Well when they do, go back to your client when it does happen and sell them on the update.
The Zero-Line Item is your best friend when it comes to positioning yourself, but also leaving a built-in opportunity for yourself to them go ahead and get additional work later.
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
S09 E11 - Differentiation, Reputation, and Pivoting From the Top-Down with Peep Laja
S01 E11 - Kai Davis helping freelancers get more clients with outreach