The Freelancer's Guide to Getting Clients in Today's Market: 8 Creative Strategies to Implement Now
Proven Strategies to Build Your Consulting Business
Has it been hard for your freelancing business to get new clients lately?
Are you a new freelancer looking for their very first client?
Perhaps you just need new ways to get the kinds of clients consultants drool over.
Don't worry – I got you.
At the start of the pandemic, one of my clients sold their business. Another closed theirs for good. Below are some creative ways for you to seal the deal with potential clients and get back on top of your game. (And if you need some extra help, check out Surviving (and Thriving) as a Freelancer When the Worst Happens.)
Getting consulting clients doesn't need to be tough – especially with the labor market as tight as it is. As social isolation restrictions ease and businesses reopen their doors, there has been a surge in demand for workers. There are 9.3 million job openings in the US, according to the latest numbers available (April 2021, U.S. Bureau of Labor Statistics).
You don’t need to be a rocket surgeon or a brain scientist to get all the clients you could ever want. You just need to know the right techniques and strategies. In this post, we'll talk about some of the most creative ways freelancers are getting new business—and how you can use them, too.
8 Ways to Find and Close Deals with New Clients
Tell folks you're open for business
Offer your freelancing services on social media. Clients post gigs all the time – either on their pages/profiles or in Facebook and LinkedIn groups. Join a few and test out the waters. Some groups are better than others, but you’ll quickly discover the best ones. Finally, post to your own social channels regularly, letting folks know you freelance. (Shameless plug: I post social media freelancing gigs in my free Facebook group.)Connect with local businesses
Hit the pavement( virtually if you want) to find local businesses that might need help keeping their doors open as they recover from COVID-19. Offer your services as an extra set of hands. Business owners that need freelancers might not know where to find them – after all, the past year and a half has been unprecedented. So, go to them. Plus, you have an advantage over other freelancers: you're local. Business owners like to do business with folks who are next door as they understand the local market better than a consultant halfway across the world.Cold email your dream clients
Keep it chilly by reaching out to brands that you'd like to do business with. Identify the companies on Google or LinkedIn and find the contact who would be the most likely to hire you. This can be the CMO, owner, or marketing manager depending on the size of the business. Send them a personalized email (no generic messages here!) and follow up 6 - 7 times. Put your freelancing skills to work by offering social media or marketing advice that can quickly help them get results. (I offer a 30-minute consultation call that includes a few tips and tricks based on a few minutes of research into the potential client.)Network to make some business friends
Network with other freelancers and businesses. Not only will this help you stay in the loop in the industry, but it also looks great when a potential client sees that you have connections in common. Try MeetUp, your local chamber of commerce, or just Google “networking events near me.” Always focus on making connections first – you can sell them later.Collaborate with agencies and other freelancers
Some freelancers do a lot of work on their own as generalists, but no one has the resources to do everything. Make connections with freelancers and agencies in your area who would be interested in collaborating on projects with you. Offer to “white label” your services – essentially taking overflow work under an agency’s name.Sign up for an online freelance marketplace
LinkedIn ProFinder is a free tool that has delivered good clients to me in the past. Here's how it works: Someone posts that they need a freelancer in a certain specialty. LinkedIn blasts out this information to freelancers local to the job poster. Then, only 5 consultants can bid on the project. You're not competing with the entire world and since consultants have to be local to the job poster, your prices will be similar to other ‘lancers. If you're desperate, check out sites like UpWork and Fiverr. I don't recommend them as they take a cut of your fee, and the clients there tend not to be the best. But when you need the cash, it’s certainly worth it to check them out.Ask for referrals from past clients or jobs
Referrals are a freelancer's best friend. First, reach out to family and friends and tell them you're freelancing. Don't try to sell unless you know they work for a company that could use your service. Once they secure an introduction from someone within the company, take over with more personal contact information about yourself or your portfolio, if applicable. Once you’ve exhausted your friends & family network, try colleagues, old coworkers, your favorite bosses, and past clients (if you have them).Become a nano-influencer
Though a long-term strategy, inbound marketing is one of the best ways to get the right potential clients coming to you – without reaching out to them. Post regularly on the social platform of your choice, offering entertaining, educational content that your dream clients would want to read. (Need ideas on what to post? Here is over a year's worth of social content, with strategy, training, and more: Check it out.)
Other Quick Tips
Follow up quickly
Don't let more than 24 hours pass between receiving an email and responding, unless it's the weekend. If you say you’ll email them a proposal tomorrow, make sure to email it tomorrow – clients will appreciate your punctuality. (And it helps you build a positive reputation.)Solve problems
Rather than waxing poetic on the services you offer, focus your attention on the results you can get a client. I’ve lost business in the past by confusing folks with the tactics I’ll use to get them more sales or leads. The average business owner wants the results and doesn’t care how you get them.Be careful with discounts
In a tight labor market like today's, freelancers have the edge over businesses when it comes to negotiating your rates. I don’t have a friends’ or family rate – they pay full price so they get my full attention. When I buy a service from a friend, I pay full price, too.Always use a contract
Never not use a contract… You should always have a contract in place. Not only does it offer you legal protections and clarify project goals, but it has a powerful psychological effect on you and your client – you’re both much more likely to honor your agreements.
Remember, now is the perfect time to get more clients. These tips will help you get there.