Networking Tips for Freelancers

A few weeks ago, I bought a copy of “How to Get Your First Copywriting Client in 14 Days or Less” by Ryan Healy, to review it for TheSavvyFreelancer.com readers. I decided to interview Ryan first, because I’m sure you’d like to get practical, actionable client-getting advice right away. So the review will have to wait.

In the meantime, here are Ryan’s thoughts and specific advice on networking to find clients. Ryan has had the best success through face-to-face networking events. On the other hand, I have found networking online to be very effective as well. So this is definitely something you should try, if you aren’t doing it yet.

Let’s hear it from Ryan:

How can we attend a seminar to find clients and not feel icky about it (you know, because we have a “hidden agenda”)?

It’s important to understand that attending a seminar to find clients is not a “hidden agenda.”

If you are a copywriter, it’s obvious that you want copywriting clients. Same thing is true if you are a mortgage broker or real estate agent. You want clients. That’s not a secret.

When you attend a seminar, I suggest you do it with the intent of making connections through networking. If somebody becomes a client, great. And if not, that’s okay too.

If you attend the right kind of seminar — one where your target market gathers together — then it will be hard for you to not get at least one new client.

Obviously, you don’t want to force your service on somebody who’s not in the market. But if somebody is actively looking for a copywriter… and he or she finds you… then you have a match.

It’s not “icky” to provide a service that somebody is actively looking for. It’s the way we get business and help other people.

What do you suggest to somebody who can’t afford to attend, say, a $2000 conference or seminar?

Then I would suggest finding an inexpensive local seminar that you could attend. If you live anywhere close to a major city, then there are seminars and workshops happening all the time.

Just recently, Armand Morin advertised a new event in Las Vegas called “Brave the Wave.” This event was free, so the only costs involved were travel, hotel, and food. The total cost to attend would have been somewhere around $500.

That’s not a lot of money to invest when you consider that you could get new projects valued in the thousands of dollars.

If travel is totally out of the question, then there are other methods a person can use to get clients. Networking can be done in person, over the phone, and over the Internet.

What are your top 3 networking tips for freelancers?

Tip #1: Demonstrate your knowledge by being helpful and answering questions. Don’t thump your chest and tell everybody how great you are. (That pretty much guarantees you’re not going to get any new clients.)

Tip #2: Get connected with a network of people who boost your credibility as an ethical service provider. Avoid associating with people who have compromised reputations.

Tip #3: Get connected with a network of people who can refer potential clients your way. As an example, you might network with graphic designers so you can refer clients their way and they can refer clients your way: a symbiotic relationship.

What about people who are shy? How can they network effectively? Do they need to just “fake it till they make it”?

Shy people may actually have an advantage because they’ll be able to shut up and let the other person talk.

Here’s the only question you need to remember to network:

“So, what do you do?”

Then let the other person respond. Be interested in the other person and continue asking questions until the person decides to reciprocate. They will usually ask you the same exact question:

“Well, tell me what you do.”

And right then is your chance to share your copywriting services, how you help online business owners generate more sales online, or whatever the case may be.

You mentioned the need for a hook. Is the hook the same as your USP? What makes for a good hook?

The hook and USP are sometimes the same, but are more often slightly different.

The Unique Selling Proposition (or Unique Selling Position) is often some claim of superiority or uniqueness. For instance, Bill Cates calls himself “The Referral Coach.” This is his basic USP.

But his hook — what gets people to read his sales message — might be totally different. Right now, the headline on his web site is: “Giving Financial Professionals the Tools to Create an Abundance of Referrals.”

This is a reiteration of his USP, but it combines a promise aimed at his target audience: financial professionals.

Then, below this headline, there is an animated box that continues to draw prospects in by addressing their core problems and concerns about getting enough clients.

This is a very big topic, so I’m just summarizing here and using an example to illustrate. But generally a USP is more succinct while a hook can take many different forms and may or may not include the USP.

You recommend writing a sales letter to promote our services. How do you write copy for yourself? (I do but I always hate it!)

How do I do it? Very slowly and with much second-guessing.

Seriously. Writing copy for yourself is one of the hardest things you’ll ever do.

It’s better if you get a lot of client feedback because then you can write your letter based on the positive things they’ve said about you.

If you are new and don’t have clients yet — then you have to think about what you want to stand for. Your sales letter becomes a promise to your clients AND a promise to yourself! Now you have to follow through.

I strongly recommend that you write your sales letter, then spend a week or two away from it. Come back with fresh eyes and see if you still agree with everything you wrote.

With the handful of self-promotional letters I’ve written, I spent weeks sweating over every word.

At some point though you just have to say it’s good enough. Publish it, drive traffic to it, and see what happens. It’s always easier to adapt and improve once you have some results to base your decisions on.

Any other advice for freelancers?

Yes. The prize goes to the freelancer who’s committed to succeeding for the long haul. I’ve personally witnessed dozens (if not scores) of copywriters who came into the market and dropped out just as fast.

You really have to have some staying power so you can see your hard work pay off. Even when clients start coming in fast, it takes time to build your reputation — and build a real business that produces clients consistently.

Ryan Healy is “The Most-Referred Direct Response Copywriter on the Internet” and author of “How to Get Your First Copywriting Client in 14 Days or Less.” You can download his free 39-point copywriting checklist on his business growth blog.

PS: If you want to learn about networking in more depth, do check out Ryan’s special report, “How to Get Your First Copywriting Client in 14 Days or Less.”

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