Business Development for Busy Freelancers

Sometimes as a freelancer, you may find that you get so wound up working on your trade that you forget about running your business. Hey, it happens. For example, sometimes I put off working on my accounting because I just don’t feel like looking at the numbers.

But you may be neglecting to work on another aspect of your enterprise—business development.

This is vital because it involves creating a pipeline of assignments so you don’t run dry. To me, this is the most valuable “trick” of staying well fed. This is the mark of a true business, in my opinion: not just doing what you’re good at but running it as a real business, which often involves tasks you may not like or be good at.

Below are some of the strategies I use to ensure that business keeps coming in.

Make time to market. Often the hardest thing about generating clients is making the time to work on it. Because it offers no immediate payoff, it’s easier to put paying work ahead. But trust me; it’s worth it to take even an hour out of the week to market yourself.

Do it even if you’re “full.” While deadlines and your trade are important, you’re going to need to build in time for lead generation and marketing. Even if you’re pretty established. It’s always better to feast than famine. When you take time to network and outreach on new opportunities, you open up doors. Doors that may lead you to better pay or a better working relationship. Or that last-minute contact you need when a work well taps dry.

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It's funny how many freelancers try hard to get clients. But on the opposite side of that topic is getting rid of clients. Truthfully, many freelancers don't think of that--but it can be a struggle to say no...to cut ties.

I like what Linda Formichelli has to say on her blog about giving clients the boot. Sometimes danging or toxic clients can really way you down professionally and emotionally. (I, too, recently wrote about dumping a client over at FreelanceSwitch.com.)

It's weird because in the beginning of my career I tried so hard to get work; now I'm trying to figure out what I want from my career. My standards--and my prices--have gotten higher.

There's nothing wrong with this.

And certainly nothing wrong with thinking about doing some client house-cleaning, either.

I'm just saying all this to shed light on a lesser-known topic affecting the self-employed/freelancers: It's okay to think about cutting a client loose. Even if you haven't been freelancing a long time, it's okay to say no.

Like so many things in this self-employed life--bad clients, crummy assignments, tense relations--it's okay to cut them off. Politely, of course.:)

Courtesy of www.moonstitches.typepad.com/moonstitches




From that very cool blog, IndieEntrepreneur:

How to Successfully Transition from Employee to Self-Employed: Class will discuss basic strategies to making the transition from employee to self employee. It will also provide key approaches to accelerate your transition, and give resources to help put your plan into action. Located in Birmingham, MI. Sept. 17, 2007.

Marketing Magic Workshop: Learn smart marketing strategies such as branding, networking, internet marketing, and public relations. Sponsored by Center for Women. Located in Charleston, SC. Sept. 18, 2007.

Lunch and Learn: Business from the Heart: Series which covers essentials of "marketing with heart" by going to the core of who you are and how you relate to people. Located in Portland, OR. Sept. 20, 2007.

I, too, will be teaching a class in NJ on similar topics in the spring. More details coming soon!

Claudine's Martha Stewart segment is now online! Click here to watch the video online.


I have to tell you--I feel like a proud mom watching CSE contributor Claudine make it bigtime. Again, congrats to her!!! xoxox

Do watch the clip.

Imagine how far your creative dreams can take you--look where they got her!

Business Development for Busy Freelancers
By Kristen Fischer

Sometimes as a freelancer, you may find that you get so wound up working on your trade that you forget about running your business. Hey, it happens. For example, sometimes I put off working on my accounting because I just don’t feel like looking at the numbers.

But you may be neglecting to work on another aspect of your enterprise—business development.

This is vital because it involves creating a pipeline of assignments so you don’t run dry. To me, this is the most valuable “trick” of staying well fed. This is the mark of a true business, in my opinion: not just doing what you’re good at but running it as a real business, which often involves tasks you may not like or be good at.

Below are some of the strategies I use to ensure that business keeps coming in.

• Make time to market. Often the hardest thing about generating clients is making the time to work on it. Because it offers no immediate payoff, it’s easier to put paying work ahead. But trust me; it’s worth it to take even an hour out of the week to market yourself.

• Do it even if you’re “full.” While deadlines and your trade are important, you’re going to need to build in time for lead generation and marketing. Even if you’re pretty established. It’s always better to feast than famine. When you take time to network and outreach on new opportunities, you open up doors. Doors that may lead you to better pay or a better working relationship. Or that last-minute contact you need when a work well taps dry.

• Copy and paste, baby. I secure most of my clients online. So having several form letters geared towards different industries or for different services to email out is a plus. For example, I have a degree in environmental studies that I like to “use” every now and then. So I have a letter that goes to environmental companies outlining what I can do for them. Obviously it’s a more technical field than writing for, say, a fashion magazine, so I need to be targeted in what I present. To save time, save your letters. Same goes if you use cold calling—the thing everyone hates but some people insist is the only way to find the bacon—make sure to have a script geared towards the client you are calling. Don’t’ rip your hair out creating new pitches all the time. Stick to what works and reuse it.

• Break out the collateral. Think you don’t need marketing materials to develop business? Wrong! I have a brochure that can be emailed, mailed or presented in person to clients. And because one of my specialties is writing for the Web, I’ve created a single one-page Microsoft Word document with links to websites I have written. In addition, my own website features a portfolio. I also have business cards for networking events and client meetings. You have to brand yourself and have the marketing materials behind yourself to lend credibility to your name. Remember, your image matters. So when a client receives a query (copy and pasted, of course) letter from me and asks to see some of my work, I’m ready with the click of an email to provide the back-up support that lands me the job. And bonus if the client passes a brochure or business card on to a colleague and I get more gigs from the relationship.

What? There’s more to business development? Absolutely! Next week we’ll talk about fostering client relationships once you’ve secured the deal. Stay tuned!

Claudine hellmuth, a collage artist in the book, will be on Martha tomorrow. So excited for her and proud of her! They preview her art below!


http://www.marthastewart.com/martha?rsc=ts_Homepage_Homepage&tabid=3


Congratulations, girl! You are an INSPIRATION!

Are Your Clients Hanging by a Thread?

I got to thinking this week about a client that has been hanging on by a thread. Dangling, if you will.

This client seems to dangle because, as one of my steady jobs, my hours have steadily decreased over the past six months. Still, they insist there will be more hours. They also admit they've changed some internal processes and don't need me to put in as many hours.

On many occasions, I have thought about dropping the client. Sometimes to beg for hours is a drag, and I can spend more time submitting an invoice than I do on actual work for them. Still, I've hung on--just like they have to me.

But what do you do when a client hangs on like that? Just the mere mental reminder that the client is on your roster can be stressful. Or you may not want to take on another project because they've promised you work, or you swear that this will be the week they give you that big project you've been waiting for.

You know, after a while you harden up a little (at least, I have). It doesn't make me a freelancer who doesn't care, it just makes me a little more business savvy.

Here are some tips for dangling clients:

Talk to the client. In my case, I explained that I needed a certain number of hours with them or I'd need to get another job. I explained that I still wanted to work for them. In my case, the dangler understood and wound up retaining me. Hours still suffer so now they know to ask if I'm busy with something else, as opposed to when I was more of a part-time employee and they just gave me assignments.

Don't burn bridges. I'm a big believer in this. Even though I thought about dropping this client, I realized that there was no reason to do so. If the gig is that much of a pain, you may not want to give an explanation for leaving, but do it politely.

Take it in stride. Okay, so my hours dropped with that client. I was smart enough to get another steady client that paid even better. Always have a pipeline of more work. Let's face it--departments get restructured, clients find new talent, things go awry. That's part of the game, and can be a huge blessing in disguise.

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