Do you get jealous when other freelancers book great clients?
I get it. You feel like you are fighting for scraps while taking on crappy one off projects with difficult clients. You over deliver on low paying gigs to make sure you don’t get a bad review. If you have freelanced for any time you know struggling to keep your head above water sucks.
Here’s the thing, you don’t have to. Really, you don’t. You can attract and book great clients as a freelancer without years of experience or a massive network. Here’s how.
Double Your Bookings In Under 60 Days-Here’s How
The Freelancer Crash Course To Attracting and Booking Premium Clients
Attracting and booking premium clients as a freelancer isn’t hard. What is difficult is knowing the simple cues that send the right signals to clients. I am going to share three cues you can use to start attracting and booking premium clients.
Cue 1:Showing Up In The Right Place With The Right Message
Most ‘common sense‘ advice is bad advice. Example, you ever try to find a date at a bar? It’s a horrible idea. Bar’s are loud, people are already in groups, and nobody likes being approached by a stranger in a dark place when alcohol is involved.
Despite this the myth persists. The same is true for finding freelancer clients. The biggest freelancer mistake I see is going to the same places every other freelancer goes for work and sounding and looking exactly like everyone else.
How is a client supposed to find you if you sound, look, and offer the exact same services and message as the hundred other freelancers around you? They won’t! When you sound the same, look the same, and line up in the same line everyone else does you end up becoming a ‘white noise commodity‘ client’s peel off one at a time as needed.
So what should you do? Simple.
Go where freelancers don’t think to go to find work. This sounds hard or time consuming. It isn’t. It can be as simple as logging into Upwork and looking for jobs in your field under different categories.
When I started as a freelancer I booked a lot of copywriting gigs in the ‘Marketing Strategy’ section of Upwork. Clients perceive their needs outside of our labels. Letting Upwork, Freelancer or any other job board corral you into one service means you are losing work.
Here is another example to finding great clients by going where they are. Join Facebook groups for businesses that use your service.
Example:I recently helped a SMM freelancer get an ongoing booking by having them join ten FB groups where SMM was needed by business owners who were members. Using the strategy of pre-eminence she was able to make herself stand out by being helpful. In under a month she had her first client. This client led to multiple referrals to other members of the group.
Cue 2:Stop Treating Proposals As Transactional
Nothing screams ‘amateur’ more than trying to book a gig through a proposal. Rarely is a client ready to book you off a proposal. Most clients see proposals as a chance to start a conversation about their project.
Premium clients respond to conversational strategies. You need to find your voice and include the natural tone of your writing into the proposal. For me that means doing the following:
*Sharing anecdotes from similar projects
*Using their name or referencing something in their project or state you relate to
*Mention something that happened in their area you saw in Google news
Armchair enthusiasts would scare you away from using these methods. Ignore them. Making yourself seem human in the client’s eyes will make you stand out from the three dozen proposals the client reads.
Example:I just got a client to respond to a proposal because I saw they lived in a town I regularly go climbing in. I mentioned that I visited their town twice a year to climb and loved a sandwich place on the outside of town.
The client responded right away that they climbed to and I booked the gig shortly thereafter.
Does this work all the time? No. Nothing always works. The secret to attracting premium clients lies in using every conversation starter you can at every level. The more reasons you give a client to start a conversation with you the greater the chance of them reaching out and following up.
Cue 3:Be Prepared To Pitch Larger Projects At Premium Prices
Most great clients are lost by bids that are too low or don’t completely service their needs. A premium client wants results. They don’t care that you cost 200% more than the next freelancer. Premium clients want results they can apply instantly in the shortest time possible.
Freelancers lose clients when they bid conservatively under the false belief that giving the client a good price is a great way to incentivize the client to start working with you. BMW’s and Rolexes don’t run clearance sales because they don’t need to, neither do you.
Promoting a philosophy of underbidding and over-delivering turns client’s off. That’s what amateurs do. Professionals charge what they are worth. Not only that professionals usually include a second bid that is much larger than what is requested.
Little Known Freelancer Fact:Pay attention. I originally was going to keep this private to my upcoming trainings. I decided to share it here because i’m a sucker. Listen, this is the easiest way I know to make a $1K contract into a month long $6K contract. I’ve done it on multiple occasions, it works.
Here’s what to do:
Send two price proposals. The first includes a price for everything the client asks for. The second includes a price usually 2X, 3X, 5X the first proposal and includes everything the client needs.
Clients either know everything that is needed but think they need to find multiple freelancers to finish the project. In these cases you show that you have the skills they need. This creates what I call ‘Profound Social Proof’. But using your experience you anticipated their needs.
If a client doesn’t know they need this they are thankful you made them aware. Not every client in this situation is prepared to hire a larger job out but you can either add a few pieces from the second proposals to increase the contract size or stay top of mind with a client when it comes time for the next part of the project.
Book Your Schedule Full
Attracting and booking premium clients is only part of the equation. The big secret to creating lasting freedom is learning the secrets to booking your schedule full. I’m doing a webinar late October, early November to share the strategies I use to book my schedule full months in advance.
Sign Up will be mentioned through email. If you haven’t already joined my list be sure to do so. Spots will be limited. Attendance will be free during the live presentation but replay will cost $97.
Stay tuned and be ready!