Need more clients and project opportunities for your freelance business? This article is for you!
I can’t believe I haven’t written a version of this content before. I have a whole module about this in my freelance course, and I covered it in detail during a session in my community, More Creative Academy. I even offer that session for free to people who want to get a feel for what our community lessons are like.
Here’s every possible thing I ever did that actually yielded a business opportunity (a new project, client, or partnership of some sort). But before we dive into the tactics, let’s review effectiveness.
If we break “sales efforts” into three categories, we’d likely refer to them as hot, warm, and cold. The distinction between these categories is based on the level of trust a potential client has with you. The higher the trust, the “hotter” the potential client, and the more effective the sales tactic will be. On the other hand, the lower the trust, the “colder” the sales effort.
My Rule: Start with the hottest sales efforts first, as they’ll yield the best return on your time and energy. When you run out of people in your hot pool, move to warm sales efforts, and when you exhaust those, start doing cold efforts. Cold efforts require the most time investment for the lowest yield. Some of these are good for ongoing nurturing, but don’t expect to find opportunities fast.
Without further ado, here are some ideas to help you find business opportunities:
Hot Sales Efforts
- Ask recent clients, “Is there anything else we can do for you now?”
- Ask recent clients, “Do you have any upcoming needs in the next few months?”
- Research recent clients and recommend something that could help improve their business.
- Research your clients’ competitors, find something the competition is doing that your client isn’t, and recommend it.
- Review your services and recent client engagements, and offer your clients a service they’re not currently using.
- Take a recent or current client out to lunch or coffee. Build the relationship and discuss the needs of their business. Identify ways you can help.
Warm Sales Efforts
- Make a list of every business relationship you can think of. Identify people you haven’t communicated with recently and reconnect via email, text, or in person: “Sorry it’s been so long. I’d love to work with you again…”
- Ask recent clients for referrals: “Do you know anyone who might benefit from our services?”
- Ask close contacts for referrals: “We offer ______ services for ______ clients to get ______ results. Do you know anyone? If you hear of any opportunities…”
- Look up people on your business relationship list on LinkedIn. Identify those in roles that may have work opportunities for you and reach out: “I saw you’re a CD at _____ company. If you ever need help with…”
- Send a relevant case study to recent, past, or potential clients: “We did ____ service for ____ client, which produced ____ results. We’d love to do the same for you.”
- Go to lunch or coffee with a potential client.
- Send a memorable, non-throwaway gift to a client. (Nobody needs a mousepad with your logo on it. Get more creative than that. Haha.)
- Send a gift basket to a recent, past, or potential client.
- Send an impactful book to a recent, past, or potential client: “I just read this and thought of you…”
- Email a relevant article to a recent, past, or potential client: “I just read this and thought of you…”
- Ask a recent client for a testimonial on LinkedIn or via email. Two approaches: write one for them first and ask, or take something from an email they sent and ask if you can use it as a testimonial.
Cold Sales Efforts
- Attend a face-to-face networking event.
- Reach out to agencies bigger than your business: “I’d love to be on your freelancer/outsource partner list. I can help with…”
- Post your marketing statement on social media: “We offer ______ services for ______ clients to get ______ results. We’re expanding our client list. If you hear of any opportunities…”
- Participate in an online community for your target client and engage with their content/posts (e.g., Ontario Startup Support Group).
- Create a free audit (brand, website, social media) of a client’s business and share it with them.
- Post a valuable article on your blog or social media for your target client.
- Post valuable content for your target client on Instagram, YouTube, LinkedIn, X, Dribbble, Behance, Threads etc.
- Create a lead magnet, email funnel, and run paid ads to drive traffic to it.
- Send a weekly newsletter with valuable content for your target client to your email list.
- Run traditional advertising (print ads, billboards, etc.) for your target client.
- Submit for industry awards to gain publicity and high-quality links to your website.
- Run a retargeting ad campaign for your business website.
- Attend a business event or trade show and meet potential clients.
- Buy booth space at a trade show and market your business.
- Submit bids for projects on freelancer websites (Upwork, Fiverr, Government Websites etc.).
- Identify potential clients and “Cold Call” their business. Ask for marketing director or creative director.
- Hire a “Lead Gen” specialist/VA on Upwork/Fiverr or “Lead Gen” agency to do cold outreach.
