Story Time: Plant the garden
Before we dive into the tips, let me tell you a little story…
Two years ago, I went to Appalachian Trail Days in Damascus, Virginia with my bestie Monica where I also met one of our Pop Club Members, Sarah, in person for the first time (you’ve seen her on my camping trips on Insta, I’m sure)!
That day, I handed out 30 business cards to vendors (gear companies mostly) and took down the contact info for about 15 of those people. I followed up with everyone that I could five times each (once per quarter for a little over a year).
Two of those leads turned into clients in the year after that initial point of contact at Trail Days. Town Shirt Co. and Six Moon Designs.
The thing is, I never got feedback from Six Moons on their final deliverable, and I sincerely thought they didn't like working with me or something. Turns out they're just very busy because....
Apparently the CEO of Six Moons is on the board of another company that I had given a business card to at Trail Days. I’d followed up with them five times, but they replied they didn't have work for me every time.
Well, that CEO recommended me to this other company with exuberant enthusiasm (their words) and told them they "had to work with Rachel." Um, so I guess they liked me?!
I did a discovery call with this other company this week (I don’t want to name them until they sign their contract), and they ended up picking my most expensive and robust package (a monthly multiservice retainer at $2500 a month)!!
If you take anything from this story, I hope it's this:
When you’re networking you're planting seeds. Sometimes it takes years for those to bloom.But when they do, they often create a little network of roots among each other that will sustain your business.
You never know how someone else is feeling (especially clients and leads). You never know where your next opportunity is going to come from.
All you can do is plant seeds.
I hope this gives you some motivation to keep networking!! It's worth it! (and you’ll get other clients in less than 2 years…)
Custom Pricing Guide
Here's the custom pricing guide I sent them after our discovery call.
How did I get this client to pick my multiservice retainer?
With two strategic placements.
- I shared a case study from my portfolio of a similar company with similar goals before our discovery call.
- I included an “upsell” option in my pricing guide (and linked that case study again).
- They said they just wanted to start with email marketing because they didn’t think they had the budget for all of their needs.
- Rather than explaining to them that they could make it all happen with me, I sent them pricing for what they requested and I also included an extra page that featured my multiservice retainer. This shows them that they can afford to tackle everything they want to with me in an approachable way.
The quiet upsell gets them more often than pushing them in a discovery call. Plus, it looks so cute and professional!!
If you want to look this cute and professional, you can get this pricing template in The Freelance Resource Library. It's included for free with all of my 1:1 coaching options! Or, you can buy it individually if you don't want coaching.
October 2024 Update: I've now gotten 4 referrals from the clients who hired me initially after trail days. The garden is growing (and blooming)! Oh, and I've raised my rates since the original post!
Networking Tips for Freelancers
Freelance networking can be tough. But freelancing isn't about getting jobs. It's about signing clients. Your freelance success will depend on having a strong network. Here are
1. Go where your potential clients are.
Whether it’s in person or online, you’ve got to figure out where your clients are. For many niches, it’s LinkedIn. But others will find more success on social media like Instagram, Facebook, Threads, Reddit. Or you might find paying clients on forums, conventions, networking events, festivals – well, you get the idea right? You can find clients almost anywhere. But, you’ll find trends for you industry.
For example: Tech folks join LinkedIn. Most outdoorsy folks are on X and Instagram. Most local small businesses are on Facebook. Threads is home to tons of digital creatives and authors.
2. Attend industry events.
Again, it can be local events or online – find festivals, conferences, networking events, and coworking sessions that can help connect you with folks in your industry. You might also be able to learn something from the event if they offer workshops!
For me that’s Appalachian Trail Days. I also recently attended TOFU’s Freelance Fest and Freelance Business Community’s Freelance Business Month which were both amazing!
3. Have genuine conversations.
Networking is about making new connections. That means two people getting to know each other. So, treat everyone like the human you would want to be treated like – not just another linkedin profile.
Have real conversations as you build your professional network. Schedule coffee chats. Provide value. Get a little personal. Don’t be a robot if you want to create a strong network.
4. Get consistent and be persistent.
If you want to get clients, you need to be consistent and persistent. For me, that looks like networking every single work day – online or in-person. Clients come from follow ups. But if you’re not actively networking regularly, you won’t have anyone to follow up with.
I follow up with the people I network with once per quarter for 2 years before giving up on working with them (unless they tell me to leave them alone, of course). Persistence pays off, even if it takes time.
5. Leverage your existing connections.
Clients can become super fans and lead to new opportunities! You never know who will speak your name in a room full of opportunities. You have no idea who you might be impressing.
Sure, you can (and should) ask your current and previous clients for referrals. But, even more effectively, you should always do your very best work for your clients. Getting referrals without even having to ask just because you did a great job is way better than getting one from asking (in my humble opinion).
6. Show and tell.
You can tell your clients what you do and who you’ve done it for. But being able to show them a case study with stats, screenshots, and process help them truly get a feel for what you can do for them. Demonstrate your expertise and build trust as you go – even before you sign them as a client.
7. Upsell – strategically.
Include “upsell” options in your pricing guide. I typically offer 3 tiers of service and allow them to choose. That way, there’s something for every budget and I can adjust the deliverable based on my price (and what I think they need). I very rarely don’t close a client once they’ve seen my pricing guide. Why? Because my pricing guide is designed to give them enough options that’s work for their budget and goals without feeling totally overwhelmed.
Ready to start leveraging networking to get freelance clients?
I have so many options for you! Some free, some paid.
Free networking resources for freelancers:
The Get Clients Guidebook
Download my Get Clients Guidebook to learn how I use LinkedIn to get clients. It comes with templates and tutorials for every step of the getting clients process.
LinkedIn Challenge
Need accountability (and simple, step-by-step instructions)? My LinkedIn Challenge will have you spending 30 minutes per day for 5 days to get you into a routine that has you getting clients with ease.
There are 3 challenges, 1 challenge for 5 days once a month for three months.
- The first will get you ready to get clients on LinkedIn.
- The second will help you write an entire month of posts that attract your ideal in 5 days.
- The third will help you master your mindset so you stop wasting time on doom scrolling and comparing yourself.
Join a Community Event
MeltzerSeltzer offers free community events every month! We have virtual coworking sessions, online webinars, in-person meetups, and networking events to help you make freelance friends.
Paid Freelance Networking Resources:
LinkedIn Profile Critiques
Get an async critique of your LinkedIn profile from Rachel via Loom for just $25. Plus, you’ll get access to all of my paid LinkedIn Resources like The Get Clients on LinkedIn webinar replay, templates for networking on LinkedIn, and much more.
Pop Club
For just $33/month, you can be a part of a supportive microcommunity for freelancers with everything you need to start, scale, and thrive. You’ll get my Freelance Resource Library, a 20-min strategy call with me, access to our online community, 2 workshops every month, and 2 group coaching calls.
1:1 Coaching with Rachel Meltzer
Tired of vague advice? Get concrete strategies and immediate results with Personalized Coaching. I’ll meet you where you’re at.
Whether you just need one-time support or you want long-term help launching and scaling your freelance biz, I’ve an option for you!