As a freelancer, no matter what your niche whether you are a writer, graphic designer, or website designer, one key to your success is finding and keeping good clients who are steady and pay on time. Much of the time, this is a process of trial and error.
Finding the best clients can be tricky. You have to vet them for the ability to pay, how serious they are about the tasks they want you to perform, and how regularly they will need your services, or if this is a one-time need that is worth your time investment.
Besides word of mouth, which is often the best way to get referrals, there are several marketing methods that are the most effective I have found. Finding great clients made it possible for me to fire the worst ones, and make more money in the long run. Here is where the best came from, and how I used these tools to vet them.
My Own Website(s)
At first, I had one website of my own, and it focused on the books I have written. I then expanded it to include my work as a freelance writer and content strategist. However, it was not really designed to sell my services.
As a result, I searched for a new domain name and purchased one that matched the LLC I formed to handle my freelance income. With both websites essentially advertising my services, I was able to clarify what it did, and how customers could get in touch with me. There are some tips to follow though:
- Never state rates on your site. Bid by the job, not by the hour or any other rate a new client can hold you to.
- Have a contact form as well as your email address. Some clients prefer one over the other.
- Offer short, free consultations. Keep these to 15 minutes to half an hour, and learn to leave these with a specific project and timeline, or move on to another client. You should charge them for any future consultations.
Your website should not be something that costs you money and time, but one that makes you money. Have good blog content, compelling landing pages, and test ways to turn the curious into clients.
Twitter (X)
Of all the social media sites, the last place I expected to find new clients was the 140 character (at the time) micro-blogging site, but after I became involved in several writing and SEO type chats, and shared my articles and thoughts on writing and content strategy, I often got direct messages and requests for quotes and consultations.
This does not mean you should accept every one of these. You still need to vet these clients, but most of the time these are agencies or individuals who understand that you need to get paid, otherwise they would not reach out.
Still, view the account messaging you and their profile. Visit their website if they have one listed, and be suspicious if they don’t unless they are a brand-new company and are looking for new web content. Use Google, and find out as much about them as you can before you even answer the message.
I offer the same consultation I would to any other client, and that has resulted in a number of lucrative assignments.
LinkedIn ProFinder
LinkedIn is a great job search site, and a social media site that allows you to interact with influencers, but there is a side of it just for freelancers and companies looking for freelancers. It is called LinkedIn Profinder, and if you have not heard of it or tried it yet, you should.
The platform only offers local-ish assignments, within a certain distance of your home, but many of them are virtual anyway. The advantage is that if the client actually wants to meet you, at least that is possible without too much expense.
Some of my best one time and long term clients have come through this service, although you have to keep your LinkedIn membership at the business level, which does cost $59.99 a month. However, for the level of clients I have acquired, it is worth the expense.
Guest Posting
Guest posting on other sites is a great way to build backlinks for your own website and build your expertise on the web in your field. But if you include your contact information, it can also net you some real work.
Twice now I have acquired well paying, regular clients who found me through my guest posts on industry websites. Both contacted me referencing my articles. It’s important if you are going to guest post that you include:
- Your website.
- Your email for people to contact you
- Social media profiles
It also is important that you truly speak as an expert. Know what you are talking about, and share valuable information for free. The more of an expert you are perceived to be, the better clients you will get.
Active Marketing
Finally, you need to pay for ads. These can be on social media, including boosting posts and PPC ads, or they can be Google Ads as well, although these can be expensive. Not all of these ads are created equal, nor do they all bring equal results, but you may have to experiment with what works best for you.
- Boosting Facebook Posts: This seems to work really well to get traffic to posts on your site or guest posts that showcase your expertise. Facebook ads for your business page or website do not seem to work as well.
- Twitter Ads: These can be good if they are well designed, and have gotten me brand recognition as well as some actual leads.
- LinkedIn Ads: People are on LinkedIn looking for professionals or looking for work themselves. You can often generate real interest with these ads, and build brand recognition at the same time.
- Google Ads: These are effective if your timing is good. After the first of the year is great, when executives and others have New Year’s resolutions to do better with aspects of their business. Your ad could be just the thing they need to keep them.
Like any other business, you need to do active marketing, and that often means paying for advertising. Some of your best clients will come from this because they know you are serious about your business, just as serious as they are about theirs.
Finding the best clients is going to take work, but when you find ones that pay better and are more regular, you can get rid of older ones who don’t meet your needs any more. Use the tools you have at your disposal, and vet clients carefully for their ability to pay and potential longevity.
In the end, you’ll find and keep your best clients.
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