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If you’ve been freelancing for a while but you’re making peanuts, and you just can’t seem to land that dream client you’ve been dying to get that’ll take your business to the next level, you could be holding yourself back.
There are five things you could be doing very wrong.
Are you doing any of these? (Let me know in the comments when you’re done reading)
What You’re Doing Wrong
1. You Post Your Rates
When clients can see your rates, that can signify to them the value you perceive yourself to have. And sometimes that number might be too high or too low, so they move on to someone they think will do the work for the right amount of money.
It’s always better to tell clients you’ll send them a personalized quote for your services. Never post your rates because while two articles might have the same amount of words, they likely didn’t take the same amount of time to research and construct. It all depends on the content and how much effort goes into it.
2. You Don’t Believe in Your Abilities
Another thing that might be stopping you from booking your dream client is that you don’t believe in yourself enough and your abilities and it’s showing.
Clients can smell this a mile away and they don’t like it – or worse, they may try to lowball you and take advantage of the fact that you know you don’t know your own worth.
Don’t let that happen.
Do whatever you need to do to gain confidence in your skills and abilities, even if that means gaining new ones to supplement what you already know.
Start reading uplifting books (or listening to them) to gain self-confidence or keep a journal of all of your “wins” so you can look back and feel confident in yourself and your abilities.
3. You Reek of Desperation
Whenever you do come into contact with a client, you seem too anxious to get the ball rolling and when clients sense this from you, they might get the idea that your work might not be up to par because if you’re so desperate to land them, you might not have other clients, which means you’re probably not as good as you’re saying.
Don’t give potential clients any reason to doubt you. Otherwise, you won’t be booking them anytime soon (or…like, ever).
Try to practice portraying confidence when you speak to people or even when you communicate in other ways. Soon, it’ll start to feel natural and you’ll be in a much better position to attract your dream clients.
4. Your Website Isn’t Professional
If you don’t have a professional-looking website, that’s a huge turn off to potential clients. They want to work with someone who’s got their stuff together. Someone who represents the kind of work they’re going to be getting.
That means creating a clean, easy-to-navigate website that talks about how you can help the customer.
Avoid going on and on about yourself and your accomplishments. The client doesn’t care as much about that as they care about what you can do for them.
Show them what results you’ve gotten in the past. Show them what you’ve done for other clients.
5. Your Copy Sucks
Since this post is aimed at all freelancers, not just writers, I’ll keep it general. If you’re not a writer, you need one. Simple as that.
Or…you need to work on your writing skills. Take a course, read a book, do whatever you need to do to make sure your copy is nothing less than exceptional.
If you’re a writer, your copy is a direct reflection of what you bring to the table. So if it sucks, you’re not going to be getting very many clients hiring you for your writing.
And a lot of writers struggle with this – selling themselves. But once you learn how, you’ll be a self-selling fool.
What You Can Do Right (And Book More Clients Than You Could Ever Possibly Serve)
Aside from fixing all of the above issues, there are other things you can do to ensure you’re booking more clients than you’d ever be able to serve. Check out the following five tips.
1. Create Blog Content That’s Written with Your Ideal Client in Mind
Creating fresh content on a consistent basis that your potential clients would find useful or entertaining can help bring in more leads that turn into clients.
Create blog content on a regular basis. I try to post on my blog twice a week (but that doesn’t always happen because of other obligations). Still, I try. And you should, too.
Because creating consistent content (and paying close attention to SEO) is important no matter what.
Consider an SEO tool to help you figure out keywords. I personally like Yoast SEO because the plug-in works perfectly with my WordPress so it’s easy to use when I’m writing blog posts.
Also, consider a headline analyzer like the one I use. It’s part of my MonsterInsights package and it helps me generate click-worthy headlines by giving me a score from 0 to 100. The closer to 100 you are, the better, but aim for at least something over 75 (which is recommended).
2. Create a Client Onboarding Process That Helps Retain Clients
An onboarding process ensures that clients have a great experience with you from start to finish. It also shows them that you’re professional enough to have one and that you truly care about what you’re doing.
So create an onboarding process that makes the client feel good about both you and your business, as well as confident that you can do more than just get the job done.
Consider a CRM to help you keep your client and prospect information organized and in one place. It also helps you determine where clients are in the buyer’s journey. Are they in the awareness stage? The consideration stage?
HubSpot has a great free CRM that can help you get started with creating a great onboarding process for your business.
3. Build a Social Media Presence
I say this often because it’s so important.
Building a social media presence is one of the most important things you can do in this day and age, especially if you’re marketing to Gen Z or Millennials. Because social media is where some of us live. Not all of us. But some.
So meet us where we’re at. Go where we go to hang out online.
Tik Tok, Instagram, Snapchat, wherever.
Post and post often and make sure what you post is engaging and useful. Don’t just try to make us laugh. Be real, be relatable, be fun (but don’t overdo it ’cause we’ll see right through that).
4. Follow Up with Potential Clients Who Never Followed Through with a Purchase
This is another thing a lot of us don’t seem to be doing. It might seem weird to call someone up and say, “Why didn’t you give me any money for this amazing product I made? Don’t you love it? Don’t you love me?” But in reality, that might not even be the case at all.
They might just be busy. I’m genuinely interested in an offer I’ve been getting messages about on LinkedIn from a small business owner trying to help me with a service I actually do need.
I just haven’t had the time to follow up with her. But she keeps sending me messages (not in an annoying way) asking me if we should set up a call and saying she won’t bother me if I’m really not interested.
So don’t be discouraged if you don’t get an immediate “yes.” Your prospects are just busy running their own little mini empires. So be patient and don’t be afraid to follow up with a quick, “Still alive there, buddy?” Okay, maybe not those exact words, but you get the point.
Just follow up with a quick, “I know we all get busy sometimes, so I’m just doing a quick follow up to make sure you’re still interested. And if so, can we set up a quick 15-minute call to discuss your options?”
Something like that can work like a charm. Quick, simple, and to the point. No one likes their time wasted, am I right?
5. Follow Up with Past Clients to See if They Need Any More Help
This one should be easy enough for even the most introverted of introverts (which is me). I have a running dialogue in my head most of the time, but I digress.
This is easy even for me and I really don’t like talking on the phone. But I have no issues picking up the phone or slamming my fingers down on some keys to scribble out the message, “Hey [client name]. It’s been a while, how are you? Listen, I’m just calling/emailing to see if you needed any more help on that [project you know is coming up/content they talked about creating in the past]. My schedule happened to open up a little bit so I’m free to help you out with that if you’d like.”
Then, sit back and wait for freelance work to practically fall into your lap. Okay, maybe not pour, but you should have no problem getting more work if you follow the above tips.
Booking Your Dream Clients with Ease
Now that you know the formula for booking your dream clients, you can start preparing well ahead of time for the experience. Create a transcendental one – one they’ll never forget. Or at the very least, one that’ll make them buy something. Still a win-win. I’m claiming it. Are you?
Ready to start booking your dream clients? Let me know in the comments. And feel free to share on social media because your business besties might just be in the same boat as you.