How can you maintain a steady stream of clients as a freelancer?

Forget about previous roles, the titles etc while those were invaluable steps in growth they are practically dust from the perspective of now and current work. It all comes down to the value one delivers, deliver more value than what you are getting paid for.

We find that it is really important for individuals to use a four step process to differentiate themselves from their competitors. Step one: Values - Determine your values to better understand your innate way of thinking about the world we live in (e.g., values such as conservation, innovation, etc.) Step two: Interests - Now that you have determined your values, layer on top of this your interests (e.g., interests such as climate change, creating positive change, for-profit, etc.) Step three: Career - Laying careers on top mean that you can see your career trajectory as a function of your Values and Interests. Step four: Jobs - This is the easiest one as now you can describe your career as a function of your values and interests.

In the business game, here's the deal: it all starts with knowing your stuff. What makes you, well, you? What magic can you work for your crowd? Figuring out your niche isn't just about being good; it's about being exceptionally, unmistakably, you-good. And when you've got that down, your marketing is like a tailored suit – it fits just right, making it easy to turn peeps into lifelong fans. So, here's to being uniquely, brilliantly, you.

Take the case of Mark Manson, a freelance writer. He initially dabbled in various topics but later chose to focus on "life advice that doesn’t suck". His blog posts, like "The Subtle Art of Not Giving a F*ck," got massive traction because he offered something unique in the crowded self-help space. Eventually, this led to a book deal, and the book sold over 12 million copies worldwide. According to a report from Upwork, 59% of freelancers specialized in 2-3 skills, making them more marketable compared to generalists. This supports the passage's argument for defining a niche. Furthermore, a LinkedIn study showed that profiles with specific skill sets receive 13x more views than those with generalized skills.

Carving out a distinct niche is akin to establishing your stronghold in the vast freelancing realm. It involves identifying and specializing in a specific domain where your expertise can shine, attracting clients who seek specialised, high-quality work. A defined niche not only positions you as an expert but also streamlines your marketing efforts, directing them towards a targeted, relevant audience.

Building your network has been key to me in addition to doing the actual work in house for 12 years. I have been creating on LinkedIn for almost 4 years and marketing for 12. Now going off on my own every client of mine has came inbound because of the network I’ve built. It’s so true what they say, your network is your net worth. After providing value for 4 years it’s paying off as someone who’s off on his own now.

The quality of those relationships and networks is key. “People by from people that they know, like, trust and value” Around 80% of freelance work comes from referrals and personal connections. Being visible is great but when you offer bespoke consulting services finding clients is different than when you sell an online course. So I would recommend adapting your networking strategy and relationship building according to the type of service and clients you are trying to attract.

Let's look at Chris Do, founder of The Futur, an online education platform. He has an impressive online presence across social media platforms like YouTube, LinkedIn, and Instagram. Chris often shares valuable content on business strategy and design, engages with his audience, and has cultivated a network that feeds into his business. His YouTube channel has more than 1.3 million subscribers as of 2023, which serves not only as a lead generation tool but also a networking platform. A survey by the Freelancers Union indicated that 81% of freelancers refer work to their fellow freelancers, underscoring the importance of peer networking.

In my experience, what I found really challenging is transforming informal chats into work projects. It’s often time consuming spending to much time on contacts that never became clients. The difficulty is to understand who can be a paying client.

In the interconnected world of freelancing, networks serve as vital lifelines, connecting you to potential clients, collaborations, and opportunities. Building your network is about cultivating relationships, engaging in relevant platforms, forums, and events, and becoming a familiar, credible presence in your niche community. It's through these woven connections that referrals flow, and opportunities serendipitously arise.

Your website is more than just a digital card—it's the gateway to your freelance offerings. For instance, photographer Emily Roberts uses her site to weave visuals with her story, while developer Alex Kim efficiently breaks down his projects. A successful site should: Display Skill & Personality: Showcase work and define your unique edge. Prioritize UX: Ensure intuitive navigation, swift loading, and mobile compatibility. Boost SEO: Utilize relevant keywords, meta descriptions, and fresh content. In a digital age, a well-optimized site is the first step to making a lasting impression. Make it count.

Consider the real-world example of Neil Patel, an influential figure in digital marketing. He extensively uses SEO to rank his website high on Google searches. Neil Patel's website reportedly receives over 1.7 million visitors per month, according to SimilarWeb data as of 2022. His website is not just a portfolio; it's a sales machine that consistently generates leads, proving the effectiveness of website optimization. In SEO, "dwell time" (the time a visitor spends on your site) can influence search rankings. The longer someone stays, the more likely search engines consider the content relevant.

Create a professional website or portfolio that highlights your expertise in your niche. Use social media, such as LinkedIn and relevant industry forums, to showcase your knowledge and connect with potential clients. Stay up-to-date with industry trends, tools, and technologies. Continuously improving your skills and knowledge will make you a sought-after expert in your niche. Share valuable content related to your niche through blogs, articles, videos, or podcasts. This demonstrates your expertise and attracts clients searching for your specific skills.

Your website acts as your virtual storefront, often forming the first impression amongst potential clients. Ensuring it is not only aesthetically appealing but also optimized for search engines and user experience is pivotal. An optimized website that clearly showcases your skills, portfolio, and contact information becomes a silent, persistent marketer of your freelancing services.

Your website is the one delivering your vision and your approach, be concise, clear and make it an interactive one, provide enough real world examples of problems you have solved and how you are adding value to the ecosystem.

A standout example in the business world is HubSpot. They offer a variety of free tools and educational content like ebooks, templates, and webinars in exchange for visitor information. This strategy has been hugely successful for them. As of 2023, HubSpot had over 113,000 customers and their annual revenue crossed $883 million, in part because of their effective lead generation strategy. According to Demand Metric, 60% of consumers feel more positive about a company after consuming content from them. This statistic emphasizes the power of lead magnets in not only capturing leads but also enhancing brand image.

A lead magnet acts as a potent attractor, drawing in potential clients with the promise of value. This could be an e-book, a webinar, or a free consultation - anything that provides tangible value and showcases your expertise, while simultaneously capturing client information for future communications and nurturing.

You have to find people interested in your subject, who are also the targets you are trying to reach. Information is one of the most valuable things today. So people really like to have expert opinions, or brief about a subject. This is something you can use to indentify; share your information for a specific subject in exchange for contact details. You can prepare a newsletter, and tell the people that you can share it free with the interested parties, they can just email you. So you will receive details of interesterd parties.

What if you created a lead magnet but didn't offer it behind an optin page and instead created content and an audience + showed up daily to provide value. That plus having conversations to sell your services...

?? Crafting a captivating lead magnet is essential for drawing potential clients closer. Think of Jessica, a writer, gifting a free eBook ?? on "Content Strategies," or Tom, a designer, sharing a nifty Instagram template ??. Here's why it shines: ? Demonstrate Value: Offer insights/tools that highlight your prowess. ?? Gather Leads: A solid lead magnet grows your contact list. ?? Build Trust: Clients get a taste of your caliber before committing. Promote your magnet across platforms like your website ?? or social media ??, making your expertise both accessible and enticing!??

The company Zappos is an excellent example when it comes to customer service and following up. Their customer-centric approach has led to high retention rates and strong word-of-mouth referrals. For instance, Zappos will sometimes surprise their best customers by upgrading them to VIP accounts or "fast shipping" without the customer having to request it. This strategy has made them a standout player in the e-commerce world with a retention rate of around 75%. The probability of selling to an existing customer is 60-70%, while the probability of selling to a new prospect is just 5-20%, according to Marketing Metrics.

In the freelance journey, consistency in follow-ups and unwavering commitment in follow-throughs becomes paramount. It’s about maintaining a persistent communication line with potential clients, gently nudging them through the decision-making journey, and once onboarded, ensuring a steadfast adherence to promises, timelines, and quality, thereby fostering trust and reliability.

Follow up should be always with select and most relevant potential leads and it can really work well if you are first delivering some updates, case studies, content and then following up to seek any assistance you can provide or offer free call sessions to discuss updates.

Following up and following through are essential actions in ensuring client retention and growth. Reaching out post-initial contact, whether to reiterate an offer, address queries, or share more details, keeps you top-of-mind. Equally crucial is delivering on commitments, meeting set timelines, and going beyond client expectations. These practices not only enhance deal closures and client retention but also boost referrals, solidifying your reputation as a trustworthy and reliable professional.

Remember, satisfied clients often become your best promoters through referrals. Keep conversations alive and commitments solid! ???? ?? Follow Up & Follow Through: The keys to client retention. ?? Follow Up: After initial contact, don’t let silence prevail. A timely nudge can reignite a conversation, reminding potential clients of your value and addressing their concerns. ? Follow Through: Once you've committed, ensure you meet (or exceed!) expectations. Delivering consistently builds trust. By mastering these, you not only seal deals but also build lasting relationships.

Feedback is crucial when you are starting out as a freelancer. Often you are working alone, and outside perspective isn't always easy to find. Being able to view feedback as a growth opportunity instead of a critic of you and your work is a skill you need to master. Ask for feedback on the following in the first 12 months of being a freelancer: - Client management processes - Time management - Your brand - Your strategic thinking (this is key when you're freelancing, you need to be able to slot into a businesses key strategic focuses quickly) - Your fees

Inviting feedback not only provides invaluable insights for continuous improvement but also, when positive, offers potent testimonials that can enhance your credibility. Explicitly asking for and generously showcasing client feedback and testimonials on your platforms serves as social proof, assuring potential clients of your capabilities and reliability.

Com a permiss?o da repeti??o, pois já me manifestei a respeito na provoca??o de Defini??o do Nicho, ouvir o que seu cliente quer e precisa é decisivo. Estou convencido que os profissionais que tem a capacidade de executar esse algoritimo (entender o que o cliente realmente quer e precisa) e perseveram, vencem. Simples assim. Com rela??o a testemunhos. A bibliografia é clara, nada é mais forte na humanidade e por consequência na propaganda, do que o testemunho.

All of the above articles are great. One thing I would add is to incentivize others to find you new customers. One way of doing this is via free sharing agreements with other “free lancers”. If people are going to get some kind of financial reward for channeling new business / customers to you they are very motivated to do so. It can really accelerate your business

An often-underappreciated aspect of freelancing is client retention. Ensuring a stellar client experience, consistently delivering value, and maintaining an ongoing relationship even post-project, ensures you remain top-of-mind for future projects and referrals. It’s about nurturing a continuous relationship, where your value extends beyond individual projects, embedding you as a reliable, go-to expert in your domain. In essence, maintaining a steady stream of clients in freelancing intertwines a multitude of facets - defining your niche, network building, website optimization, lead generation, consistent communication, showcasing credibility through feedback, and prioritising client retention.

"Be so good that they can't ignore you." - Steve Martin In the end, if you've identified your niche and everyone can see how you are delivering results within that niche, people will reach out when they need you.

Honestly - freelancing is not very scalable! That was why we as old consultants started building a SaaS platform for our services - as that is highly scalable. Especially with a PLG market strategy and self-servive onboarding ;)

Depending on context and if financial conditions are permitting. By defining mutually acceptable success criteria, offering success based compensation, and consistently delivering high quality, you will (usually) build trust and credibility leading to a steady stream of client referrals. Continuous learning and diversification of your current skills will help to explore adjacent possibles of your expertise (and might result in additional serendipity).