How I Find New Freelance Clients Weekly — With Minimal Marketing
Carol Tice | 27 Comments

Relaxed businesswomanBy Sharmeen Akbani Gangat

Are you looking to land new freelance clients?

I was, too. A year ago, I moved to Houston from New York City because of my husband’s job. I decided to take my business online. And I thought it would be really hard.

But I was wrong.

Yes, the online world is more crowded than Times Squares on New Year’s Eve. Everybody is a marketer, an entrepreneur, a blogger. And a millionaire!

It was intimidating, but I realized there was a method to this madness.

The bigger players know their X-factor — and they make it relevant for their audiences. Clients come as a result of it.

So, if I were to succeed, I couldn’t just be a marketer or a writer. I had to be something more, something different — without being someone else.

Create custom X-factors

First, I figured out what was salable about me and my work. Then, I married it with what my prospects were looking for.

I highlight different aspects of my education and experience for each of my prospect groups.

For instance, for freelancers, I stress the fact that I have never worked a 9-5 job, yet I consistently land high-paying clients. This instantly creates a bond.

I create a bond with my arty clients when they learn I am also a certified filmmaker and a trained short-story writer.

I customize my positioning every time I send out a pitch or meet people professionally. Especially in networking settings.

Connect with prospects

As for reaching out to prospects, I go with what has worked for me in the past: cold calls and emails.

From the cold call to Enrique Yeves (Chief of TV Production at the United Nations in New York) to my cold email to radio legend Edie Hilliard, I owe a big chunk of my business success to cold calls and emails. I use these communication channels to share my X-factor with my prospects.

I’ve also thrown something new into the mix: social media. Although I enjoy the social media space, I don’t like to use the medium to broadcast information.

That feels empty … and vain.

Instead, I use it to support my cold email strategy: to find prospects.

Productive social media time

I spend 10 minutes every morning finding prospects on Twitter and LinkedIn and scheduling conversations and meetings with them in real life.

In a week, I schedule 3-5 meetings and conversations. This results in a constant surge of new clients.

Simple, right?

Well…if you notice, I don’t sweat over whether to use social media or email. Or whatever the new “in” thing is. No successful Internet marketer does. These marketing methods are simply tools for communication.

The thing that matters is the ability to understand and articulate the “difference” our business offers, confidently and clearly.

How do you find new clients? Tell us what’s working in the comments.

Sharmeen Akbani Gangat is the CEO of The Glocul Group. A Columbia graduate and filmmaker, Sharmeen has taught marketing at New York University and Hunter College.

Freelance writer tries to avoid the bad clients

27 comments on “How I Find New Freelance Clients Weekly — With Minimal Marketing

  1. Emma Sledge on

    Shareem,

    Great article! I am a fairly new freelancer and have been successful initially finding a few good clients, but of course I’d like more! I was hoping you might be willing to expand a bit on how you determine a good prospect. I’m sure this will be different for every writer, but what searches do you conduct and how do you determine who is worth reaching out to?

    Thanks in advance!

    • Carol Tice on

      I’m not sure Sharmeen is still around…but you could check out my How to Get Great Freelance Clients ebook up on the ebooks tab here on the blog, which goes into elaborate detail on resources and techniques for identifying, qualifying, and marketing to better-quality prospects.

  2. Roberto Lebron on

    You make this seem so easy! Can it be? I will start implementing your LinkedIn strategy right now (I’m at a hotel in Key Largo, waiting for a storm to pass). Thank you for sharing your knowledge and experience.

  3. Luiza on

    Hi Sharmeen,
    Thank you for sharing your prospecting techniques with us. Would you be able to tell me how you use those 10 minutes of social media to contact new prospects? Do you know already who you are going to contact, or do you do some searching? If you search, what do you search for?
    I am in a new city, and don’t know much of the local market – which companies are out there that I could offer my services to. I try to use social media for that, but sometimes I get a bit lost with so much information…

    • Sharmeen Akbani Gangat on

      Luiza, I send connection requests first and follow it up with a thank you note (after they accept my request), asking if they would be interested in talking or meeting. I send out anywhere between 5-8 such messages every day. But, I don’t pitch anything in those messages. My messages and meetings are simply to know them, connect with them, and understand them. One more thing: I don’t just connect with prospects. Anybody who seems interesting but falls within the framework of what I do, I reach out to them. And surprising things happen. When you network without an agenda and less expectations, you get so much more out of it. Good luck with your business in the new city! It’s hard but not impossible.
      Sharmeen Akbani Gangat recently posted…Why You Shouldn’t Be An ExpertMy Profile

  4. Ashley Denefield on

    I love this article. It confirms my belief that simplicity is key. There is always a new post about a right and wrong way to garner success in our freelance endeavors, and although helpful the fact remains that before all the new apps and pretentiousness of social media, there was a phone, a person, a phone book, and sheer determination. Let’s get back to basics.
    Ashley Denefield recently posted…6 Smart Reasons Freelancers Should Keep A Day JobMy Profile

      • Amy on

        Great ideas Sharmeen. I’m always trying to make LinkedIn connections more meaningful and I love your no fuss approach and focus on communication through whatever means. It’s very refreshing versus a “cold calling is dead” approach. I also admire your confidence in cold calling big contacts.

        I work on connecting with people as humans first before talking business through social media and setting up a phone call as soon as possible.

        Thanks for sharing!
        Amy recently posted…How to Drive Results with a Content Writer BriefMy Profile

        • Sharmeen Akbani Gangat on

          Thanks, Amy! Honestly, I never pay attention to these “cold calling is dead” or guest blogging is dead” declarations. Says who? I go with what works. Fancy is not always fantastic! At Blogher2014, Arianna Huffington said something very interesting.
          “Everyday the world will grab you by hand and tell you what’s important. You should take your hand back to your heart and realize what’s important.”
          Sharmeen Akbani Gangat recently posted…Why You Shouldn’t Be An ExpertMy Profile

      • Patrick Icasas on

        I’m interested in hearing how you phrase the “can we talk” requests, Sharmeen! Is that how you word your cold calls and cold emails? I’ve never tried that tactic and am wondering how I should approach it.

          • Carol Tice on

            We had a great example today on our Den call about LinkedIn – one of our experts discovered his prospect had gone to a university that once had Dan Marino playing for them — he sent a reach-out that mentioned the team and ended up with a $10,000 copywriting contract. 😉

          • Sharmeen Akbani Gangat on

            How cool is that! Background research on prospects always pays huge dividends. The thing is that we don’t need hell of a complicated spiel to get people interested in our skills and services. We simply need to know what they want to know and who they know.

  5. Sylvia on

    There is so much food for thought in this guest post! Sharmeen, it is obvious that you are not only a gifted writer, but a talented marketer. You show no fear in cold calling the “big boys” and it pays off.

    You have taught me a better way to use social media. Rather than send out blind tweets with links to my blog posts, I should be prospecting for potential clients. Duh. Of course!
    Thank you for opening up my mind to new tactics!
    Sylvia recently posted…Attract More Customers to Your Blog and Increase SalesMy Profile

  6. John Soares on

    Sharmeen, I really how you differentiate yourself to prospective clients, and that you tailor your pitch to each prospect.

    It’s important for freelance writers to stand out from the herd by highlighting their strengths. In my specialty, I point out my 20 years of experience, my recommendations, and my ability to get complex projects done correctly and on time.
    John Soares recently posted…Why I Am a Freelance WriterMy Profile

  7. Pooja on

    Hi Sharmeen,

    I like how you demystify the madness. You’re right. When I was new to the online scene, I had the exact same experience — everyone’s a millionaire! Heck people were making money selling Irish dirt (yes, you can look it up) 😉

    Pure genius right? How would a new freelancer survive?

    But those strategies you share were definitely the saviors.

    I also loved how you don’t stick to one avenue — social media or email, whatever works. Brilliant attitude. Gets the work done in time.

    Pooja

Comments are closed.