My last post was about 3 Things Every New Freelance Copywriter Should AVOID.
Well today, I want to share 3 things you should DO if you’re serious about growing your freelance copywriting business.
A good thing about working as a freelancer is that your business model is actually pretty simple.
I know it may not feel like it is when you’re starting out because everything is so new. But it really isn’t that complicated.
Think about it… you really only need to do two things well to succeed:
1) Get clients (sales).
2) Write good copy.
And for most copywriters #2 is not a problem. Getting new clients is usually the thing freelancers struggle with the most.
So here are 3 things you can do to make more sales:
1) Make List Building Your New Hobby: When I talk about “list building” I’m referring to the act of building a targeted list of prospects you can email.
For example, if you want to write copy for B2B software companies then you would build a list of marketing directors, marketing managers, VPs of marketing, CEOs, and business owners in that industry.
You’ll want to at least gather their name, email and phone number.
“Yeah, but where do you find these lists?”
That’s the catch… most the time these lists aren’t just lying around waiting for someone like you to snatch them up so you can prospect to them.
But if you have eyes to see and ears to hear you will start to see lists everywhere!
You’ll become like Neo in the Matrix and see that our world is actually nothing more than lists (ok, maybe that’s a stretch). But you do have to get creative. Start researching associations, LinkedIn groups, conference sponsors, etc.
2) Prospect Daily: You know all those posts you read about “habits of successful people?” Well for you, one of the most profitable daily habits you can develop is “prospecting.”
It may even be more profitable then waking up early (gasp!). I know, I may be branded a heretic by the self-help preachers for saying that but it’s true.
You’ll get more clients by sleeping in until 10 am and sending out 10–15 warm emails then if you wake up at 5 am and spend all day blogging, tweaking your website and going to networking groups.
3) Learn to Love Sales: A lot of freelancers hate selling. They prefer to hide behind a laptop and only come up for air when their eyes start to glaze over.
But you have to learn to love sales! If you think selling is evil you will not go far in this business. Read good selling books (I recommend Secrets to Closing the Sale by Zig Ziglar, Integrity Selling by Ron Willingham and The Success System that Never Fails by W. Clement Stone).
I also recommend you develop a “sales process” that you take prospects through when you get on a call with them. For example, here’s an outline of my process:
1) Source: How did you hear about me?
2) Need: What are you trying to accomplish?
3) Project: Is the project well defined?
4) Decision Process: When are they deciding? Who is deciding?
5) Timing: What’s the deadline?
6) Budget: Do they have a budget? Give them a ballpark.
7) Close: Ask for the business.
If you do those 3 things (list building, prospecting, and sales) well you will build a thriving freelance business.