The most common question the FreeU support desk receives is what is the best way to find great clients. At one point or another you may have struggled, or are struggling, to find clients. And often it’s the deciding factor for many service providers on whether they will continue or quit. In this class I unpack the four best ways to find great clients: referral marketing, networking, content marketing and strategic cold calling.

Podcast Outline:

0:00 - Opening thoughts

0:47 - Introduction to the topic of Finding Great Clients

3:02 - Four Ways to Find Great Clients:

  • 3:53 - #1: Referral Marketing

  • 3:56 - The power of a recommendation from someone you know, like and trust

  • 5:59 - Two types of referrals:
    • 6:07 - Indirect referrals
    • 6:47 - Direct referrals
  • 7:21 - Three quick steps to getting great client referrals
    • 8:57 - Current and past clients
    • 9:51 - Family and friends
    • 10:17 - Past employers and colleagues
    • 10:37 - Local connections
    • 11:36 - Other freelancers and virtual assistants that don’t do what you do
    • 7:25 - #1: Determine your ideal client referral
    • 8:41 - #2: Identify your best referral sources:
    • 12:14 - #3: Build your referral system

  • 12:34 - Example of a referral request

  • 13:57 - #2: Networking

  • 14:15 - The benefits of networking

  • 14:51 - Common networking fails to avoid:
    • 14:58 - Not being yourself
    • 15:46 - Not being prepared
    • 16:09 - Monopolizing the conversation
    • 16:37 - Being too focused on selling yourself
    • 16:54 - Not following up
    • 17:09 - Not being focused on the relationship
  • 18:00 - Three types of networking opportunities:
    • 18:10 - Events
    • 19:16 - Groups
    • 19:55 - Locations

  • 20:28 - Course recommendation

  • 20:58 - #3: Content Marketing

  • 21:01 - Definition of Content Marketing

  • 21:46 - The benefits of Content Marketing
  • 22:40 - The CCTC Formula
    • 22:46 - Content
    • 23:06 - Credibility
    • 23:22 - Traffic
    • 23:38 - Conversion
  • 24:02 - The challenge of Content Marketing
  • 24:27 - Five quick questions to help define a Content Marketing plan:
    • 24:33: Why do you want to create content?
    • 25:48: Who is your target audience?
    • 27:01: What content channels would fit you and your audience?
    • 28:36: How often will you create and distribute the content?
    • 29:32: How will you determine success?

  • 30:56 - #4: Strategic Cold Calling

  • 31:31 - Old vs. new definition of Cold Calling

  • 32:38 - Three steps to making contact with your ideal client:
    • 36:25 - Do they currently have an established social media presence?
    • 36:42 - Do they regularly publish valuable content?
    • 37:02 - Do they have active revenue streams?
    • 37:10 - Does their voice or persona resonate with you?
    • 37:50 - Do you see potential gaps that you may be able to fill with your services?
    • 32:56 - Profile your ideal client.
    • 33:57 - Source your ideal client.
    • 36:15 - Screen potential clients:

  • 38:22 - Important principle about marketing yourself

  • 38:40 - Summary of Four Ways to Find Great Clients

  • 39:19 - Final thoughts

Resources and tools discussed in this episode:

Yelp: https://www.yelp.com/

Eventbrite: https://www.eventbrite.com/

Google: https://www.google.com/

Meetup: https://www.meetup.com/

Rotary Clubs: https://www.rotary.org/en

BNI: https://www.bni.com/

eWomenNetwork: https://www.ewomennetwork.com/page/homepage

WeWork Coworking and Office Space: https://www.wework.com/

Work Nicer Coworking: https://www.worknicer.com/

Instagram: https://www.instagram.com/

  • IGTV: https://business.instagram.com/a/igtv

Twitter: https://twitter.com/

  • Twitter search: https://twitter.com/search-home?lang=en

Facebook: www.facebook.com/

  • Facebook Reviews: https://www.facebook.com/help/434605260012677

  • Facebook Live: https://live.fb.com/

  • Facebook Groups: https://www.facebook.com/groups/

LinkedIn: https://www.linkedin.com/reg/join

  • LinkedIn Recommendations: https://www.linkedin.com/help/linkedin/answer/90

  • LinkedIn search: https://www.linkedin.com/help/linkedin/answer/3544/searching-for-people-on-linkedin?lang=en

YouTube: https://www.youtube.com/

  • YouTube Live: https://www.youtube.com/live_dashboard

iTunes: https://www.apple.com/ca/itunes/

Google Analytics: https://analytics.google.com/analytics/web/

  • Google Goals: https://support.google.com/analytics/answer/1012040?hl=en

Freelance University courses:

  • Referral Marketing Success: https://my.freelanceu.com/courses/referral-marketing-success
  • Become a Networking Rock Star: https://my.freelanceu.com/courses/become-a-networking-rockstar

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