How to Find and Secure Clients as a Freelancer
Sales is a painful necessity as a freelancer to obtain new clients. I use this system when I want to gain new clients to remove myself from the emotional roller coaster that is actively pursuing clients. Before you dive into this particular client acquisition system, I recommend doing two different methods first. The very first place to find clients is in your own personal network. If you haven’t already, reach out to people you know who may have connections you can utilize. The second thing to do is post some content on your channels (whatever you use- a website, social media, etc.) that showcases your expertise in your industry. This can help you gain clients passively as they discover your content, but also sets you up for success when you reach out to potential clients and they go check out your stuff. Once you have taken these two steps, you’re ready to dive in to actively pursuing potential clients.
Step 1: Set a Goal for Signing Freelance Clients
Set a clearly defined goal. And no, your goal cannot be just to “get more clients. We want to be exact with how many clients you want to gain to get you to the next level. We do this because it can be easy to get one new client signed and then let our efforts drop off, even though one new client isn’t enough to get us where we want to go. If your goal is to get one client so you can side hustle while still working full time, then write down that your goal is to get one client at xxx dollars. If your goal is to get enough clients to take your side hustle full time, then your goal should be the number of new clients or dollar amount of new client packages to allow you to remove your full-time income from the picture.
Write down your goal.
Step 2: Make a System for Potential Client Outreach
The system you will use to reach out to clients will help you stay the course and play the numbers game. When you reach out to potential clients, you will have to reach out to a lot of people in order to get some clients signed. Having a system will keep you gaining traction even when you get discouraged.
Your system should include the location/s you are going to look for clients, how many new connections you will create in a timeframe, and what the next steps will be when someone responds to your outreach. This might look like:
“I will reach out to one potential new client every day.” or “I will reach connect with 15 new people to introduce myself every week.”
The system I use is something I like to call “The 3 Yes’s System.”
Your first to-do item in this system is to find where you want to do your outreach. This could be anyplace online or in-person where your potential clients are hanging out or spending time. Next you’re going to reach out to them with a personal message or conversation introducing yourself and your services.
Now it’s time to wait for the first Yes. If you get a response of interest to your introduction, you will then invite them to hop on a call to continue the conversation. This is the second Yes. Your goal on this call is to ask questions of the potential client to get them talking about pain points they have experienced and things they have tried in the past that haven’t worked. Try not to talk about yourself or your services on the call unless the client asks. This call is all about discovering their problems and who you can help them.
If you are confident in your pricing and feel comfortable fielding questions about your services and cost live, then you can go ahead and talk about your packages that could serve them. If you have any anxiety or nervousness about presenting your pricing, then opt not to talk about it on the call and instead send a proposal their way after the call. This is the third Yes we’re looking for. Your proposal should include what’s included in your service, the timeframe for the services, the cost, and when payment is due. If you get your third Yes to the proposal, congratulations! You have a new client!!
Get your Three Yes’s:
Yes, they’re interested.
Yes, they want to learn more.
Yes, they want to book you.
Step 3: Work the System Until You Hit Your Goal
This is the hardest part. It can be easy to get discouraged and stop using your system if you aren’t getting any Yes’s. But remember, this is a numbers game. The more people you reach out to, the higher likelihood you will get a Yes! Keep chipping away at it whether it’s one new connection every day or 20. If you need to try different places to reach out to clients, mix it up and choose a new platform to search for leads on, but don’t give up. This step is where so many people stop and lose the potential for their new business. Sometimes all it takes is one new client to completely transform your life.
The best places I‘ve found to search for clients to reach out to are places where they are already spending money. For example, I offer marketing services in my freelance business. So I search for potential clients that are running ads on TV, on the radio, in magazines, or even online. Because I see that they already are doing their own marketing, I know these clients have a budget for the services I offer. If I can show them that using my marketing services will make their marketing more efficient or more impactful, then this is a great place to start the conversation.
The same is true for freelancers that work with individuals instead of businesses. Look for places where potential clients are already spending money such as a community event, a shop that is in the same niche as your service, or a trade expo or fair. Position yourself in these places because your client is already in a “buying” mindset, so they are more likely to be receptive to your offers.
If you would like to run an ad or set up a table at an event but can’t afford it right now, a great hack for this is to look at the other businesses who are running ads or at the event and see what circles they are spending time in online. These are the same places you should be engaging as well to find clients in this niche.
Here are my favorite places to look for potential clients online:
Facebook and Instagram business pages
Facebook groups or NextDoor
LinkedIn
Craigslist or your local classifieds
Online niche-specific marketplaces (think Wedding Wire for the wedding industry)
Industry-specific forums or even Reddit
Community groups like MOPS, a bible study, Chamber of Commerce, or business organization - these are great places to network.
Ready to get your next freelance client?
You can find support, resources, and guidance in our Facebook group Purposeful Scaling Freelancers as well! This is a free community of people committed to starting or growing their freelance business to support their ideal lifestyle, bring them purpose, and provide an income.
