Phoning, like any other marketing for freelance assignments, requires large numbers. Slow and steady wins the race if, like the tortoise, you can hang in there long enough. But slow and steady postpones success, making it much harder to stay engaged.
Today it’s rare for a writer to get a rejection. An actual rejection, whether by email or the rarer postal letter, is so unusual as to be taken for encouragement. Wow, someone cared enough to reject me actively!
In landing freelance and consulting clients, giving them positive feedback is more compelling than negative. There are nice ways to give bad news that inspire prospects instead of depressing them or even angering them. People want to work with people they have a positive relationship with.
Direct referrals from first-degree contacts are the most common tactic for landing new business according to the 2015 Solo PR Pro Compensation Survey Insights Report.
Despite good intentions, many corporate employees are unable to develop a strong network of personal relationships, even if they expect to quit their job (or be terminated) in favor of freelancing and consulting. The reasons isn’t laziness–it’s because regular jobs are structured to prevent networking.
When you get an inbound request from someone you sense is a bad prospect for your freelance or consulting services, answer quickly and move on to something else.
Three pieces of wisdom about freelance and consulting clients. First, people do business with people they like. However, people also do business with people they hate if necessary.
Bly recommends that we consistently do twice as much marketing as we require to stay busy. That way when the prospect says we are too expensive, we calmly state that the price is the number previously given. If the prospect wants us, he must claim our time quickly before the opening in our schedule is given to another project. And obviously, if the price is too high, he should work with someone else.
There is a God of Marketing, and He resides in heaven above us, right on top of the electronic-data-storage cloud. With the help of adMinistering angels, He runs the marketing universe under universal laws that never screw us up.
The brutal truth about stating your USP is that it must promise a financial return if the product or service costs a substantial amount. Profitable USP statements have a make-money component. If there is no hint of money coming in, the USP will fail.