Network Intensely, Treat New People as Friends
I came across a list of Life Lessons written by Byron Wien at age 80. Wein was a very successful Vice Chairman of a global financial company.
I thought a few of his life lessons were highly relevant to freelancers and agency owners. Near the top of the list, he commented on networking. Here’s what he said:
“Network intensely. Luck plays a big role in life, and there’s no better way to increase your luck than by knowing as many people as possible. Nurture your network by sending articles, books, and emails to people to show you’re thinking about them. Write op-eds and thought pieces for major publications. Organize discussion groups to bring your thoughtful friends together.”
Networking Increases Your Luck, Grows Your Business
I believe in the power of luck. I’ve had many lucky introductions and lucky breaks that had nothing to do with my talent or skill.
Much of that “luck” depended on my network. I knew someone who knew someone who needed my services.
That’s how networking typically works. Your business might come directly from who you know, but more likely, it will come from someone they know. “A friend of a friend.”
That’s how you prepare for luck. Grow your network to include people who have their own networks.
Start Here to Grow Your Network
Think about your current network. Start with existing and past clients. How could you get them to think about you? Look at Wien’s advice. Send them articles, books, and emails that you think might be of interest.
Many times, they will thank you for your kindness. That can be your chance to open up discussions about further opportunities together.
Maybe you’re not ready to write op-eds for major publications, but how about being a guest on a podcast? If you haven’t been invited to be a guest on a podcast, why not reach out to suitable podcasts and ask?
Here’s an idea for where you can look for podcast guest opportunities. Let’s say you’re a writer focusing on the organic food sector. Rather than look for podcasts that appeal to writers, look for ones that address organic foods. People in that industry are more likely to become part of your network and, at some point, clients.
Keep your networking focus on potential clients or people whose networks could be your clients.
There are a lot of networking tips—what works, what doesn’t— in the blog post how to find clients as a new freelancer.
To Grow Your Network, Be a Friend From the Start
This advice might feel strange to you. Maybe too forward, too pushy, a little weird. But I think it works.
Get comfortable with taking the initiative and assuming the best. Here’s what Wien said:
“When you meet someone new, treat that person as a friend. Assume he or she is a winner and will become a positive force in your life. Most people wait for others to prove their value. Give them the benefit of the doubt from the start. Occasionally, you’ll be disappointed, but your network will broaden rapidly if you follow this path.”
Again, this worked for me. I treated clients like business friends from the first time I met them. I was rarely disappointed. I assumed that if we worked together, we’d be like a team, each doing our part to solve a problem. They do the client work, I do the creative work, and together, we’ll get the job done.
I avoided “us vs. them” antagonist relationships. I made sure my communications were clear and that clients could count on me.
I’m genuine in my desire to help, and I think it shows. It’s not just about the money.
I talked about making business friends to grow your client base here.
My #1 Freelancing Advice: Grow a Network That Feeds You
Here’s what happens when you have a strong network:
People know you and what you do, and are comfortable recommending you. Strangers contact you because “Linda said I should talk to you.”
When you attend industry events—and you should—people in your network who are there will be proud to introduce you to others in their network. That’s a recommendation, a testimonial for you. It gives you an easy opening with that new person.
When your network includes your clients, they’ll take you with them when they change jobs. I had many clients bring me into their new companies. I was already pre-qualified—no hoops to jump through to land a new client. The first meeting was a briefing meeting, not a pitch.
What Are You Doing Today to Grow Your Network?
Here are some starting points. Commit to doing any one of these today:
Reach out to 5 prospects
Connect with 5 old clients to see about more work
Connect with 5 other freelancers to work together
There are many more networking ideas in both of my books. Remember, network = net worth.
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 now available in Kindle ebook and paperback format 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: You Can Charge More
“I took a lot from your book around proposals. Show them everything that is involved in delivering a quality product, all the steps you take.
You can charge more and they will understand the value you put into it.”
Sean Hogue, Twitter
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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 and Threads, I’m @StroteBook. D.M.s on Twitter are always open. On LinkedIn, I’m Andy Strote. Ask away.