Video Summary
How to Find Clients as a Freelancer: Insights from the World's Top Marketing Consultant
Introduction
Embarking on a freelance career offers the promise of freedom, but success hinges on securing clients. Discover key insights from the world’s top marketing consultant on effectively attracting clients as a freelancer.
Mastering the Art of Freelancing: The Key to Success
- When you become a freelancer, the big promise is that you will be more free. You will no longer have bosses who control your days, and you will be able to organize your own time and your own life. It’s a great ambition, but to achieve it, you have to be sure to be able to find enough clients. Because it’s difficult to enjoy your freedom when you’re worried about whether you’re going to have enough work to be able to pay your bills at the end of the month. The problem is that we’re getting started as a freelancer because you have a certain skill. You are a good designer, programmer, or consultant, and in a perfect world, that’s enough. It would be a world where clients who need your services contact you directly, or the first book you open to Fnac contains all the answers to all the problems of your life, and where politicians would be elected on their skills. But the world is not perfect. It is full of humans who try to make the best possible decisions based on the information available. But not all the necessary information is available. And your ideal client is somewhere not far away. Maybe he is watching this video right now, or he is working in the office next to you. This customer has a problem, and you have the solution. But he doesn’t know that you exist. And even if he knew that you exist, he wouldn’t trust you. And even if he trusted you, he wouldn’t be writing you a big check for 10 years. And this is not because he is stupid or mean. Your client is like you; he tries to do his best, but he does not have all the information. He is afraid of making a big mistake. He wants to prove to his colleagues that he is competent and to his mother-in-law that he is not the loser she had always suspected. And that is why the worst mistake you can make as a freelancer is to be a pure technician. The technician is good at what he does, and he tells himself that that should be enough. And does not take into account the psychological needs of his client and does not work enough on his network, marketing systems, and sales techniques. The danger when you are a technician is that you are in competition with the whole world. Because if you do not know how to explain to your client why you are better for their needs, the only way for them to compare services is on price. Imagine a company that has the most delicious yogurt recipe in the world, but their yogurt is presented in an ugly white plastic pot, is not available in any supermarket, and production problems in the factory mean that it only makes 10 yogurts per week. This company is not going to make a lot of money. And that shows you that it’s not enough to have a good product. You also have to be able to put it in front of the right people. That’s why everyone, including freelancers, must learn at least three essential sales skills: networking, and customer communication within a project. These three skills have two things in common: firstly, it touches on human psychology, and secondly, we sometimes say to ourselves that they are innate and that you have to be a salesman is not an
Mastering the Pre-Eminence Strategy: A Key to Marketing Success
- To master marketing strategies, one must understand the concept of pre-eminence. Jay Abraham, a renowned marketing consultant, emphasizes the importance of becoming the trusted advisor for clients. This simple yet powerful idea forms the foundation of successful marketing philosophy. Abraham’s approach challenges individuals to prioritize empathy and understanding towards clients, even over their own needs. By developing a deep connection with clients, one can truly identify their problems, provide superior solutions, and build lasting relationships. Furthermore, Abraham extends the concept of clients beyond customers to include teams, suppliers, and colleagues. Embracing the pre-eminence strategy means recognizing the responsibility to bring value to everyone one interacts with. It involves going beyond short-term gains and prioritizing long-term stability and success.
Building Trust to Become a High-Value Freelancer
- One of the keys to becoming a successful and well-paid freelancer is to bring value to your clients. However, simply stating your value is not always enough to convince people. You have to find a way to prove your value even before you receive payment. This is where the strategy of contributing to free open-source projects comes into play. By showcasing your skills and expertise through these projects, you can demonstrate your value and build credibility. Building trust with your clients is essential. Trust is the foundation of a successful freelance career. It is what sets you apart from other freelancers with similar skills. Being seen as a trusted advisor by your clients is crucial. This means providing them with valuable insights, guidance, and solutions that align with their goals. Trust cannot be built overnight. It requires time, effort, and consistency. Once you have earned the trust of your clients, you become invaluable to them. They are more likely to listen to your advice, follow your recommendations, and invest in your services. Trust is the key to transforming yourself from a regular freelancer to a high-value, highly sought-after professional.
Mastering the Three Key Areas for Freelancers: Sales Process, Networking, and Customer Communication
- To bring value to your customers, you have to figure out how to get your foot in the door, find customers at the start, demonstrate your value, and become irreplaceable. Prémy Nancy Abraham’s strategy gives us the overall idea of what to do, but now we need to find different ways to put it into practice. Every freelancer must absolutely master three areas: sales process, networking, and customer communication during the project. Let’s focus on a concrete example by revisiting the popular ‘Sell me this pen’ scenario. The trick here is not to simply describe the pen but to understand why your interlocutor needs it. Many freelancers fall into the trap of showcasing their specialized skills without truly addressing the client’s needs. Just like a brilliant surgeon wouldn’t operate on you unless necessary, freelancers must connect their proposals to the objectives of their clients by understanding their motivations and goals.
Becoming a Trusted Advisor in Your Freelance Career
- Possibly, there is a hint of ego involved in a project, or perhaps there is an underlying fear within the client. To excel as a trusted advisor, one must possess a comprehensive understanding of the context. Convincingly presenting the information gathered about the client’s needs and psychology in your commercial proposal is crucial. A quote should not only outline the services and costs but also elucidate the significance of the project. By demonstrating a deep understanding of the issues at hand—something many competitors overlook—you set yourself apart. This differentiation allows you to command higher fees and attract superior clients, thanks to the autonomy you’ve earned as a trusted advisor.
Conclusion
Harness the power of strategic client acquisition techniques to thrive as a freelancer and achieve financial stability. Implement the expert advice shared by the world’s top marketing consultant and elevate your freelance career to new heights.