Ever wonder why some freelancers are constantly landing better, more lucrative work…while others constantly struggle to pay the bills?
Too often, this discrepancy has little to do with where they live, their line of work, track record of results, or how long they’ve been freelancing (although all of those factors are, indeed, important).
Frankly, it’s about how easy they are to work with.
How can you become the go-to guy or gal for more clients? Here are 4 tips I’ve gathered from studying the behavior of successful freelancers:
#1: Act professionally at all Times. Clients expect a certain level of professionalism from the people and businesses they work with. They expect clear and professional communications from their vendors and freelancers. They expect to be kept abreast of their progress on a project. They want to deal with people who are pleasant, both in person and on the phone. And they want to work with folks who have a cheerful can-do attitude.
#2: Do What You Say You’ll Do. Similarly, clients want to work with freelancers who don’t require babysitting and constant handholding. As a freelancer, this means meeting all your deadlines…and ALWAYS doing what you say you’ll do. Of course, this also means you’ll have to set the right expectations on every project. But once you make a commitment, you must keep it. Plain and simple.
#3: Be Flexible. The project plan will not always be perfect. You might be a bit delayed because someone in the client’s office is unreachable. A certain phase might get pushed back. Or the scope might change considerably after the project has begun.
Those things happen. That’s why you need to be very clear in your contract about how you’ll handle such contingencies. However, the difference between average and top-earning freelancers is that the true professional will take all factors into consideration and always come up with a creative win-win situation rather than complain and threaten.
#4: Take an Active Interest in Clients’ Businesses. I love my clients. And because of that, I take an active and sincere interest in their businesses. I want to learn more about what they do and why they’re better than their competitors. I also enjoy getting to know their people, history, culture, goals and strategic plans.
Just recently, I was talking casually with a client about some of the big accounts he and his company were trying to land in 2009. As I listened to him, I realized that I personally knew someone who was an 18-year executive in one of those target companies.
So, I called up my friend and set up a conference call. In that call, my friend was able to provide my client with invaluable insight into the target company (including the names of some key decision makers). Needless to say, my client was very appreciative of this gesture. They recognized that I had gone above and beyond for them.
Yes, working on your skills, certifications and other such factors is important. But, I truly believe that what clients really want is to hire competent freelancers who are easy to work with.
If you’re unsure how your clients would rate you in this department, start working on becoming the consummate professional. You’ll soon notice a big difference in the quality of clients you attract…and in your pocketbook!
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Ed Gandia is the co-editor of The Wealthy Freelancer and publisher of the biweekly newsletter, The Profitable Freelancer. To get a free copy of his audio recording, “10 Smart Ways to Grow Your Freelance Income in a Recession,” visit www.TheProfitableFreelancer.com.
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Ed, I agree completely. No matter how virtual our world becomes, people still form the basis for the engine that makes it all run.
As we sit cloistered in our home offices, typing a mile a minute and trying to keep uo with twenty-two different social media websites, clients’ demands, our own office needs, and the occasional hour of sleep punctuated by peanut butter and jelly sandwiches eaten laptop-side, it is easy to forget good, ol’ fashioned customer service. We’ve become accustomed to salespeople who don’t care, and vendors who don’t deliver. The most successful freelancers are the ones who have the skill to deliver a top-notch product while also truly caring about the customer in a way that goes beyond collecting a paycheck.
If a good friend had a need and you could fill that need, you would do it without blinking an eyelash. Why not “hook up” your customers in the same way? Clip an article and send it by snail mail with a brief note. Email a newsworthy story relevant to your client. Be the go-between in a worthwhile introduction. Talk your clients up by name on social media sites. Recommend your clients as experts in their fields. These are the actions that elevate you in your client’s mind from “freelancer” to “colleague”. The rest is easy.