I used to roll my eyes when I’d hear a well-meaning college professor advise, “Getting a job is really just about the connections you make. You gotta’ know somebody.”
A serious student who tried hard to ensure a successful career based on academic success, I was offended that my resume might not matter to a future employer.
I can’t speak for every industry and profession, but I do know that when it comes to operating a successful freelance business, it really is all about who you know. Finding potential clients, winning them, and keeping them are simply not possible unless you have a well-established and healthy network of relationships.
A Freelancer’s Relationships Are The Lifeblood Of Future Work
Relationships give you:
- Future clients – Acquaintances, colleagues, friends, and relatives may very well become your next paying clients.
- Referrals – Those who know you and the quality of your work will confidently refer you to their network, bringing you new customers.
- Testimonials – Satisfied clients’ heartfelt recommendations serve as a stamp of approval for the potential customer who may be on the fence about hiring you or buying your product.
Make New Friends, But Keep The Old
Did you happen to sing the song, “Make New Friends,” as a Girl Scout? I did. And its advice is just as pertinent to business-building as it is to any other relationship in life.
Today’s social media tools make finding new friends incredibly easy—and sometimes overwhelming. Instead of going for quantity, focus on quality. Strong bonds with select leaders in your niche will have the most lasting impact on your business and your growth as a freelancer.
- Target key influencers within your key market. Concentrate on getting to know them, which is impossible by just casually glancing at their feeds. Interact with them and consume their products.
- Identify one or two online professionals with mentoring or training materials. Become a student of theirs. Learn the way they work a business and put their principles into practice.
- Once you’re “on their radar” and you’ve had some meaningful interactions, ask for a Q&A blog interview or audio interview. Promote the interview like crazy, and then make it available to them for their use afterwards—with no restrictions or conditions.
If your prospect list has grown cold, it’s time to speak up about your business in all the social situations you encounter daily.
- Call former bosses, colleagues, and co-workers. Let them know what you’re doing now and ask them to keep you in mind for any freelance projects.
- Talk to your friends and relatives. Remind the gals from Bunco night and Aunt Margaret exactly what you do. You don’t have to be pushy, just offer a simple, “Yea, I’d love to add a few more clients to my queue. Let me know if you know of anyone.” (I landed a client after talking with him at our church small group one Sunday night. I mentioned the type of work I did, and he had a need I could fill.)
- Locate a few local business owners within your niche and create a face-to-face group that meets on a regular basis. You can offer one another encouragement, new business ideas, and troubleshooting techniques. I’ve been a member of a group of Nashville women bloggers for about five years. We get together for coffee a few times a year and help one another with blogging questions. Between face-to-face meetings, we offer support through a Facebook group. Inevitably, members post job leads in the group a couple of times each month.
- Treat a mentor to lunch or coffee. Find someone in your area who is excelling in your niche. Offer to buy them a meal if they’ll answer your questions for one hour. Most people are flattered to be asked and will eagerly trade their expertise for a sandwich. Follow up with a thank you note and check in with them periodically as you grow your business.
My own freelance career started as the result of a relationship. I was working full-time as an editor at a publishing house when I became pregnant with my first child. Just before my third trimester of pregnancy, I quit my job to get ready for motherhood. On my last day of full-time work, my boss said to me, “Let us know when you’re ready to work again. We’ll have some freelance projects we’d love to hire you to do!”
That relationship with my former employer was begun more than ten years ago, and his company is still one of my regular clients. (In fact, I have an assignment due to them in two weeks!)
Devote time in your business to intentional relationship building, and you’ll reap the benefits for years to come.