How to Find Clients as a New Freelancer
Are you a new freelancer looking for clients? Or maybe you’re thinking of going freelance but have no idea how you’ll get clients. Let’s figure that out together.
This is the first in a series of posts, Your Transition from Full-Time to Freelance.
In future posts, we’ll look at:
The challenge of inconsistent income
How to manage client relationships
How to manage your time to stay profitable
Self-motivation—you’re the boss of you
Managing your finances
Setting rates that work for you and your clients
Ideas for maintaining work-life balance
Legal considerations
Don’t Think You’ll Be a Full-Time Freelancer? The World Thinks Otherwise
Many people in creative businesses are still hanging on to the idea of full-time jobs. Easy 9 – 5, paid vacations, annual raises, all of that.
Not to rain on your parade, but the world seems to have different plans for you.
Do a quick search on “the future of work is freelancing”. You’ll get pages of results from mainstream media, pundits, recruiters, and prognosticators.
Famously, Reid Hoffman, all-around smart-guy futurist, co-founder of PayPal and LinkedIn, billionaire early investor in Facebook and numerous AI companies, predicted that by 2034, 9 – 5 jobs will be a thing of the past.
So, let’s get ahead of the curve. Let’s figure out how to find clients as a new freelancer.
Best Chances for Successful Creative Freelancing—A Strong Portfolio
Theoretically, anyone can start freelancing as a writer, designer, photographer, or filmmaker.
But if you’re going out there on your own, you need proof of expertise. That means a portfolio to show what you’ve done and can do for potential clients.
This will be based on previous work you’ve done while employed at an agency or company.
What if you don’t have that experience? Here’s everything you need to know about how to build a strong portfolio, no matter your background, even if you don’t have communications industry experience.
Get a Website to Show Off Your Portfolio
Building websites is faster, easier, and cheaper than ever. There’s no excuse not to have one for your portfolio.
It can be as simple as one long page that shows off your portfolio and includes an introduction to your services and contact information.
Many site-building tools are drag-and-drop and require no programming knowledge. Just search “no code website builder” for names and reviews. Or if you can do a bit of coding or have friends who can help, you’ll have endless options.
You want a website so that you can respond quickly to any inquiry by sending a URL.
You’ll Find Your First Freelance Clients in Your Network
How strong is your network? Beyond friends and family, who do you know? Who have you worked with? Who were your colleagues or clients in your past life?
Here’s how networks actually work: it’s not the people you know who will likely give you work. It’s the people they know. “Friends of friends.”
But the critical point is that you must let your network know you’re freelancing. This may be awkward at first. It might come off as if you’re trying to sell them on your services when they don’t have any use for them. It all makes sense once you understand that informing your network means they can refer you.
Your pitch is, “This is what I do. This is who I do it for. If you know anyone like that, let them know I can help.”
You must remember that your acquaintances all have networks, people you don’t know.
One day, you’ll get a message something like this: “Hi, I got your name from (your mutual friend) who said you build websites. Can we talk about that? I need a new site.”
Don’t Be Shy, Talk It Up With Your Network
I can already hear some of you say, “But I’m an introvert. I can’t do that. It sounds too salesy.”
My first instinct is to say, “You have to do this, or you’ll fail at freelancing. It’s how everyone starts.”
But to make it easier, think of it this way. When you meet people in your network, they’ll want to know what you’ve been up to. “Hey, how are you doing? What’s new?”
In the past, when you had no news, you might have said, “Oh nothing, just the usual.”
But this isn’t “just the usual”. You’ve got an exciting story to tell. You’re breaking out into a new world. People will want to know. They’ll be interested to hear about it. Work up the courage to start the conversation.
Write an “elevator pitch” for yourself. Starting on page 129 of my book, How to Become a Successful Creative Freelancer, you’ll find detailed instructions for writing an elevator pitch, how to use it, and how to adapt it for your online presence.
Network Strategically With Industry Events and Professional Groups
Caveat: I’d forget about any event advertised as a “networking event”. Most are a waste of time. Also, I wouldn’t focus on marketing events either. It’s fun to meet colleagues and others in your business, but the attendees are less likely to be potential clients.
Where should you focus? Find events that align with the type of clients you want to work with.
Let’s say you’ve worked in the natural foods / organic foods business and want to find more clients in that niche. Look for a conference or event with that focus. Here, you’ll meet producers, manufacturers, distributors, and other vendors who work in the industry.
You’ll be one of the few creators attending the event. Ideally, you’ll have a portfolio of relevant work on your website to quickly show to anyone on your mobile or tablet.
Collaborate with Other Freelancers
This is another efficient form of networking. Partner with other freelancers to open up new client opportunities. For instance, a freelance writer might collaborate with a graphic designer on a project.
Take it one step further and create a tight group of writers, designers, and developers to work on projects together. Many clients will love it. It’s easier for the client when the talent is organized and can manage themselves.
I call that a virtual agency. I wrote about how to build a virtual agency to take on bigger better projects here.
Build a Presence on Social Media, Especially LinkedIn
You can go one of two ways: if you already have a substantial social media following, start introducing your freelance services. Cut down on other types of posts. Find other freelancers and potential clients to follow and support.
If you have a small following or one dedicated to other interests (sports, politics, shit-posting), I’d start fresh channels dedicated to your freelancing.
Although you can also post other aspects of your life here, I’d focus on your business. Look at the most successful freelancers on social. Their accounts are tightly focused on their work.
Post examples from your portfolio, testimonials, your availability in the coming months, etc.
Also, use LinkedIn to find new business. Here’s a step-by-step tutorial on how to find freelance work on LinkedIn.
How to Get Clients for Photography
Many photographers are getting clients from Instagram, Pinterest, and YouTube. Essentially, use them like an extended portfolio.
These platforms work best if you post regularly with consistently themed groups of photos. Potential clients are looking for depth in your areas of specialty.
Should You Write a Welcome Letter to New Clients?
Let’s say you completed a project for a new client. They’re happy, you’re happy. Now what?
Here’s where a welcome letter might help.
What goes into a welcome letter? First, a thank you for the recently completed job.
Then, perhaps some observations about other ways you could help the client. Usually, during a project, you learn more about the client. That may trigger thoughts about other things you could do to help them.
It’s a way of introducing services you offer besides those you just provided.
Finish by saying how much you enjoyed working together and would look forward to further projects.
Should You Work on Upwork, Freelancer, or Fiverr?
This is a personal decision. Many people shun these platforms, saying they’re a race to the bottom. Others have figured out how to be successful there and make a good living.
The key argument for them is that they can be starting points to find clients, especially when you’re building your portfolio. However, be mindful of the platforms’ fees and ensure that the work aligns with your goals.
Also, before trying them, read a few articles about optimizing your profile and what it takes to succeed. There’s a lot of good information about making these platforms work for you.
Personally, it wouldn’t be my choice but check for yourself.
Need more ideas? Here’s a checklist for going full-time freelance.
New Book For Freelancers
I’ve just published How to Become a Successful Creative Freelancer. It’s the essential business guide for freelance writers, designers, developers, filmmakers, and photographers.
Whether you’re just starting as a freelancer or have years of experience, you’ll learn a lot from this book.
It’s broken down into easy-to-understand chapters with strategies and tips you can use today. Not just “what to do”, but also “how to do it”.
It’s available now in Kindle ebook and paperback on Amazon.
Want to Grow An Agency? The Agency Book is For You
If you’re looking for tips on how to build and grow your agency, you’ll want to read How to Start a Successful Creative Agency.
Available at Amazon (Paper & Kindle), Kobo (ebook), Apple Books (ebook), and Gumroad (PDF).
The book is packed with useful information to help creatives start and grow their business.
Testimonial: Continuous Stream Of Best Practice Advice
“I love @StroteBook’s continuous stream of best practice advice for #freelancers. Especially his comments on long-running clients: one of my clients sends my Mum flowers on her birthday.”
Steve the TechWriter OG, Twitter
Want a Free Taste First?
Sure! Sign up in the footer below for a free PDF of Chapter 14 of the Agency book, Working With Clients.
This chapter covers essential areas such as Clients vs. Projects, Corporate Clients vs. Small Business Clients, How to Create an Opportunity Document, Benefits of Finding a Niche… and much more.
Questions? On Twitter, I’m @StroteBook. D.M.s are always open. On LinkedIn, I’m Andy Strote. Ask away.