This question came by way of a Twitter DM but they didn’t want me say their name.
But they followed up this question with some more context.
but I'm nervous to get a "no" from them now (or getting ignored) and never have an opportunity with them again.
The First Impression is Not The Last
I had these same thoughts especially when I first started freelancing.
I always thought that the first impression was the last.
I want to tell you that it’s not!
In fact, I landed 2 very large clients after having spoken to them previously about other projects.
Big companies are very focused on what their plans and goals are. If you don’t fit into the mix at first glance, that’s ok. They may recognize your talents and keep you in mind when it’s a better fit.
In episode 79, I shared with you how to attract larger clients.
The key is to know the problem that you are solving for them.
If you continue to do that for other larger companies, then even if they pass on you the first time, you’ll continue to build up a nice portfolio of other large client case studies and that’s positions you more of someone who can help them.
This question comes with a sense of imposter syndrome. This is where you get in your own way. You are inside your head and that is what is limiting you.
How to Pitch and Follow Up with Large Clients
How you pitch them is all about confidence. If you pitch with this self-doubt, it’ll show.
If you follow up too fast, it’ll show a bit of desperation, maybe even sabotage yourself too.
Big companies are made up of people, just like small companies.
You need to be speaking with the decision maker, they have their own lives outside of work, and they want what’s best for them and the company.
Keep your pitch simple, effect, and level-headed.
When the pitch is over, follow up as if you would with any other prospect.
Continue on with business as usual.
If the pitch dies on the vine and you don’t hear back, then move on.
Put them into a past lead followup sequence that keeps you front of mind.
In this sequence
- showcase some wins you’ve had with other clients
- talk about the industry as a whole
- add value by sending links that are relevant to the conversations you’ve had with them
- if you are headed to events where they are, let them know
This sequence will help you in building a long lasting relationship with that company, show your expertise, and that you are a professional and not just someone who’s popped up looking to get their logo on your website.
Then when that opportunity presents itself for that company to hire outside, you’ll be front of mind and first in line.
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