Image by Terry Bain via Flickr

A few years ago, my sister’s house had a big problem with its foundation. A crack was forming right down the middle of their living room, which caused their tile floor to crack with it.

At first, their insurance company offered to replace their tile floor. But my sister insisted that the problem was more severe than it appeared. So she hired a specialist who confirmed that if the foundation wasn’t addressed, the problem would continue.

The specialist was right. They fixed the foundation and the problem was solved.

If you’re a freelancer or solo professional and your business has taken a beating in the last year or two, you may be in a similar situation. You certainly can work harder to make improvements in key areas of your business — things such as your marketing, work habits, pricing, and so forth.

But the impact of these changes will be short-lived if there’s a deeper problem you’re not addressing.

Intrigued by this idea, I recently set out to interview dozens of freelancers who had faced such a conundrum in the last few years. Their businesses had dried up. They could no longer command respectable fees for their work. And the marketing efforts that had once worked were no longer effective.

Yet they were still able to turn their businesses around.

When I studied what they did to get out of a bad situation, I realized that they creatively employed one of more of these 11 strategies:

Strategy #1: Follow the Flow

There’s nothing wrong with putting together a brilliant business plan. But in life and in business, we often have to improvise. We have to follow our instincts and see where they take us. I talked to a few freelancers that did just that and are now at the top of their field.

Strategy #2: Carve out a niche

Positioning yourself as an expert in a particular industry, skill, or type of project can help you stand out in a crowd of “me too” service providers. But you must be careful not to carve out too narrow a niche. Or to target markets that don’t really use freelancers.

Strategy #3: Diversify your clients and projects

Doing the opposite of niching can transform your business, too. Becoming a savvy generalist can keep your business humming along profitably, while others struggle. There can definitely be strength in diversity.

Strategy #4: Teach what you know

Teaching is a great why to expand your business and generate a good second income stream. Plus, it can also help you with strategy #6 below. I bet you have skills and talents others want to learn and would be willing to pay you for.

Strategy #5: Employ smarter marketing tactics

If marketing as usual isn’t working for you anymore, it’s time to do something daring and different. That means looking at what other successful freelancers are doing, getting out of your comfort zone and trying new approaches.

Strategy #6: Position yourself as the expert in your field.

In any market, the go-to experts tend to get the best clients and earn the highest fees. You don’t have to be the most well known, make an appearance on CNN or get quoted in The Wall Street Journal. You just have to be perceived as someone who knows the business better than many of your competitors.

Strategy #7: Turn a hobby into a business

If the freelance work you’re currently doing isn’t fun anymore, it might be time to make a big change. I talked to a few solo professionals who had created successful businesses out of their hobbies or interests. This is not for everyone, but it’s certainly a viable strategy if you have good business sense and can figure out a way to monetize one or more of your passions.

Strategy #8: Go to “hungrier” markets

Pick up your pail and shovel — and take your freelance talents to a new market, where your talents are valued more and the income potential is much higher. As I learned from some of the freelancers I interviewed, sometimes you have to go to markets that are willing to pay higher fees. Yes, they’re out there!

Strategy #9: Take a fresh approach to a traditional profession

Who says you have to provide and talk about your services in the same way everyone else in your profession or market does? Dare to do something unique and bold, and new clients may just stampede to your doorstep.

Strategy #10: Start a Side Business

Two businesses can be better than one. This is a very “do-able” strategy these days — and one that can significantly increase and stabilize your cash flow. In fact, for some of the freelancers I spoke with, their sideline ended up becoming their main (or at least a very important) income source.

Strategy #11: Reinvent yourself by taking a broader look at your skills

Quite often, your core skills can be applied in ways that can yield a better income, more stability and greater competitive advantage. The freelancers who used this strategy dug deep into their skills inventory, discovered what they REALLY did well, and figured out ways to apply those core skills to boost their income.

Intrigued? Need Ideas and Inspiration?

If you’re looking for smart and creative ideas (and good inspiration) to help turn your business around, I’ll be leading a teleclass this week that will expand on these 11 strategies. You’ll walk away with proven, tested, “people-have-really-done-this” strategies that can rapidly take your business from a slump to a sizzling success.

Just as important you’ll hear 20 examples from real freelancers who have deployed one or more of these ideas.

The teleclass is called “Extreme Makeover: 11 Proven Ways to Redeploy Your Freelance Talents.” And if you sign up by Thursday, you’ll get $10 off.

Either way, I’d like to hear from you…

How have you turned your business around? What creative strategies, methods or approaches have you implemented to get your income back on track?

Please share your thoughts and ideas below.

–

Ed Gandia is co-author of The Wealthy Freelancer: 12 Secrets to a Great Income and an Enviable Lifestyle (Penguin/Alpha). To grab 3 free chapters of his book and a complimentary copy of his Freelancer’s Income Expander Kit (containing 4 reports worth $126), visit www.TheWealthyFreelancer.com/bonus

If you’re a freelancer working online (and I hope you ARE leveraging the web to grow your business), it’s almost too easy to slap up a new offer without thoroughly considering how it brings value to the vendor-client relationship. If you’re in marketing or copywriting, you might even face situations where the client wants your help promoting an offer that feels a bit … thin.

Yet there’s a fine line between being thorough with new offerings and finding excuses reasons to keep sitting on a great idea. So I’ve created an easy-to-remember acronym that will help you decide whether or not your next offer is ready for the limelight.

It’s the “Flatla VALUE Test,” and it goes like this:

Verifiable – Just because you don’t have any paying customers doesn’t mean you can’t scrutinize your offer’s ability to deliver real, positive change for people. Can your ideal customer reasonably expect your product or service to produce the results you’re selling? Does your offer hold up in real world scenarios with real people who will behave irrationally? When in doubt, look at past offers and the results they produced (or didn’t produce) for customers; then extrapolate.

Actionable – If someone bought what you’re offering TODAY, could you deliver on your promise without having to cash in favors, spend a ton of extra money, or otherwise perform stupendous feats of heroism? This doesn’t mean you need to have the product or service completed before you sell it either. It’s often better to earn the money first and create the deliverable later. But if you DO get the sale, will you know exactly what you need to do with what resources in order to deliver? Or will you be confused and panic stricken?

Logical – Does your offer actually make sense? For example, when you go to write the sales copy, can you logically take your prospect from the pain to the desired outcome to the supporting benefits to product or service delivery to a final result? If your offer doesn’t align with the mechanics of how people make decisions to buy, your offer is either too pithy (missing details) or too thin (not enough value for the money), and people won’t believe in your claim.

yoU – (Okay, I cheated on the “u” here, but close enough!) Here’s where things can go sideways in a hurry for freelancers and other entrepreneurs working online. Every thing you offer—for sale or for free—must be an authentic reflection of YOUR worldview, your beliefs, and ultimately your humanity. When a value promise resonates deeply with the person making it, it’s more likely to also resonate with others. In other words, your story is probably someone else’s story. (Note: the number of people who will connect with your story in a BIG way is usually higher than you think.)

Engaging – People just want to feel better about something in their lives. I wish I could sound really smart here and make it more complicated than that, but it’s not. We may live much of our lives in this abstract, digital space online, but people still buy from people—not websites or sales pages or shopping carts. The decision to spend is an emotional one, almost every time in every situation for every kind of product or service. Winning offers shoot straight for the heart.

Certainly, there is more to know and understand around how to craft, market and sell your next great offer. The point of my VALUE Test is to make sure you’re being thorough enough to make the offer with conviction, but efficient enough to get the offer out of the dark (or off your hard drive) and into the limelight.

So, are you ready to make your next great offer?

Bio: Karri Flatla is a marketing strategist, copywriter and coach to online entrepreneurs seeking growth and action in their businesses. Known across the web for her take-no-prisoners style, Karri’s articles and advice have been featured at Search Engine Guide, Fuel Net, Problogger’s TwiTip, and Smart Company and Alberta Venture magazines. To learn more about crafting, marketing and selling your next great offer, visit Dare to Act! Marketing and register for Karri’s popular, pre-event training calls.

Courtesy ProgressOhio on Flickr

Next to BP, Wal-Mart is probably one of the most vilified corporations today.

The world’s largest retailer has been widely criticized for putting local merchants out of business, running suppliers to the ground and employing questionable labor practices.

Which is why I was shocked when I saw Gary Hirshberg, the founder and CEO of Stonyfield Farms—a producer of organic yogurt—in the documentary “Food, Inc.” talking about how he’s now selling his product to Wal-Mart.

What??!!

Why would a well-known environmental activist and leader in the organic movement agree to sell his product to what so many perceive to be the world’s most evil corporation?

I couldn’t believe it. But then he finally explained his reasoning. And I had to marvel at his genius.

Quite simply, Hirshberg sees Wal-Mart as a great vehicle to furthering organic farming. He explained that by selling to the world’s largest retailer, he’ll be able to move a TON more product. And for every cup of organic yogurt Wal-Mart sells, that’s one LESS cup of yogurt sold that was produced through traditional methods.

Essentially, Hirshberg is using Wal-Mart to help replace traditionally produced products with organic products made using sustainable agricultural practices.

Here’s a guy who’s committed to helping the environment and actually has the means to do this in a large scale. And in a very creative way.

Whether you agree with any of this or not (and whether you question his motives), there’s a lesson here for all freelancers, consultants and solopreneurs: There will be times when we have to use unpopular methods to reach an important business goal.

I’m not talking about being unethical or dishonest. I’m talking about using approaches we’d rather not use in order to develop a new skill or get some experience in an area we want to learn more about.

When you’re just launching your solo business, that may mean doing some work for almost nothing in order to create some samples or success stories. Or offering to do a project for a discounted rate in order to start building a track record in a new service area.

Or maybe even agreeing to take on a project for a good client when you’re booked solid…because you know it would probably go to a competitor otherwise (and you don’t want to take that chance).

It’s certainly true that many of us make these sacrifices for nothing. Had we stepped away from the situation and considered all the options we would have found a better way.

Maybe the client would have paid full price. Or waited four weeks for our schedule to clear up. But every once in a while there’s an opportunity we can’t pass up. The equivalent of the Wal-Mart thing.

And when it comes our way, we need to recognize it for what it is…and do what’s best for the long-term benefit of our business.

What do you think? What “unpopular” decisions have you made in the past that have paid off well in the long run?

—

Ed Gandia is co-author of The Wealthy Freelancer: 12 Secrets to a Great Income and an Enviable Lifestyle (Penguin/Alpha). To grab 3 free chapters of his book and a complimentary copy of his Freelancer’s Income Expander Kit (containing 4 reports worth $126), visit www.TheWealthyFreelancer.com/bonus

Well… that’s it people. I think it’s pretty much case closed now.

Economists, academics, thought leaders, bestselling authors… it seems just about everyone has weighed in on the topic of the new economy and the fact that self-employed professionals are taking center stage.

But this month, freelancing or “working independently” or being a “solopreneur” (no one has quite settled on the catch-all phrase to describe us yet) was officially ordained as the way of the future by the mainest of mainstream media…

It’s right there in black and white, on page 42 of the July issue of O Magazine…

“Stop looking for a staff position…” “…package yourself as an independent contractor for hire on a project by project basis.” – Suze Orman O Magazine, July 2010

O My!
Let’s just pause for a second and appreciate the gravity of this… here you have Suze Orman, perhaps the most recognized personal finance expert in America, in one of the nation’s leading magazines, telling millions of readers to eschew the traditional J-O-B and go solo.

Um. That’s HUGE.

You can read the full article online for the proper context, but basically Orman’s advice came in response to a reader (someone with a master’s in HR) who was frustrated with job hunting after 40 applications turned up crickets .

With her advice to look for project-based contract work, Orman adds her voice to the chorus of people like Seth Godin, Dan Pink and countless others who’ve been telling us for years (many years, in Pink’s case) that freelancing, or whatever you want to call it, is increasingly how we roll in North America now. (Seth Godin even refers to himself a freelancer, in this recent video interview.)

Seeing advice like this in the pages of O, from a mega-high profile author like Orman will be a wake-up call for a lot of people. If you thought “going solo” was just a trend, watch what happens now, and in the next few years to come.

Who stands to profit from this? YOU!
If you’re reading this blog, odds are you’re already an indpendent professional, consultant, freelancer, solopreneur, whatever-you-call-yourself or you’re working toward that vision. So… if you’ve been hesitantly dipping your toe in the warm waters of freelancing, now is the time to take the plunge. FULLY. Get ahead of the wave, go all out, and build your solo business. NOW is the time.

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Pete Savage is co-author of The Wealthy Freelancer and doesn’t quite know how to answer, “Why were you reading Oprah Magazine, anyway?” so don’t ask.

Courtesy DeaPeaJay on Flickr

I also know many very talented freelancers who are struggling. Try as they might, they just can’t seem to build any momentum in their business. Clients seem elusive. Good projects, scarce.

So what’s going on?

Over the years, I’ve observed that the most successful freelancers – the ones that get the best clients, projects and fees – have the following five habits.

And the good news is, we all can acquire these habits. It just takes a little discipline. (Which, incidentally, is habit #5.)

Here’s what you need to do…

Habit #1. Be a reader

This is obvious. In just about every profession, the readers are the winners. I have yet to meet a truly successful person who doesn’t have a veracious appetite for information — even information outside their field. They read books, magazines, blogs, special reports, ezines, anything they can get their hands on.

If the sheer enjoyment of reading isn’t enough to motivate you, commit to a reading schedule. Perhaps three hours per week? Or a book a month? (Or a book a week!)

Habit #2. Learn your craft

Whatever you do — write, design, shoot, consult, illustrate — there’s a lot to master. You have to be committed to constantly improving your skills and knowledge.

Consider this. Most of the emails I get asking for a “how to” tip is from top freelancers! They’re constantly looking for any insight that will help them get even better.

How do YOU get even better? That’s easy. Study other marketing materials and promotions, read (see habit #1), talk to experts (see habit #3), take courses, attend seminars, get a coach. I do all of the above.

Habit #3. Build relationships

Don’t be a stranger. You need to build relationships – and keep those relationships going – with key prospects, clients, colleagues, leading experts, other freelancers, consultants, editors, publishers, and so forth.

These days, virtually all my new clients and other business opportunities have come as a result of the great relationships I have nurtured. It takes time, but it’s worth the effort. (It helps that there are a lot of nice people in this business.)

Habit #4. Market yourself shamelessly

This doesn’t mean you should be a loud-mouthed, overripe carnival barker for your services. (But that’s better, I suppose, than not marketing yourself at all!) However, you do need to be relentless in taking advantage of every opportunity to reach potential clients.

In my experience, most struggling freelancers don’t market themselves nearly enough. They send out a couple of dozen letters, or join the local Chamber of Commerce, and then expect results right away. When that doesn’t happen, they get frustrated and discouraged.

You need to do a LOT of things to attract the best clients. Articles, mailings, networking, the works.

Habit #5. Be disciplined

I haven’t met a top freelancer yet who isn’t a hard worker. Even those that brag about working only three or four hours per day are, at least, committed to that schedule.

As a self-employed professional, you won’t get very far if you’re not disciplined about completing projects, keeping your marketing going, and running the business.

If you’re not naturally disciplined, (and I’m certainly not), then I suggest picking regular work hours, say 8 to 4, and then sticking to it. Don’t put up with tardiness or slacking off. Be your own tough boss.

And here’s another habit that I’ve noticed among most top freelancers:

They don’t whine.

We all face challenges and setbacks from time to time. But the really successful people don’t complain too much. They just keep putting one foot in front of the other.

I’ve recently got to know a freelance copywriter who is deaf. Yet, despite this obstacle, she is upbeat, resourceful, a real expert in her niche and – not surprisingly – very successful.

Something to think about.

————

Steve Slaunwhite is the author of the bestselling how-to manual, Pricing Your Writing Services.

Courtesy ЕленАндреа on Flickr

When you’ve got a steady flow of freelance work coming in the door, one of the biggest temptations is to take your foot off the gas pedal and stop marketing.

Don’t do it.

The challenge, of course, is that a full workload can consume your entire schedule – if you let it. No matter how busy you are, you always have a choice as to how you spend your time. So, here are three things you can do to keep the marketing tap turned on even when you’re slammed…

1.    Send thank you notes to clients and colleagues.

This is an easy one. Buy a pack of 50 thank you cards, and keep them on your desk. Every Friday, write five thank you cards to clients, colleagues, and others who have helped you in your business, or have the potential to do so.

This is one of the oldest techniques for keeping your name in front of clients and prospects, but very, VERY few freelancers actually do this. (Good news for you – you’ll stand out.)

2.    Set up Google Alerts and check them!

Assemble a list of keywords in Google Alerts that are relevant to clients in your industry.

With a constant supply of relevant, fresh industry news, you’ll have a list of topics you can pass along to clients, with a little note saying, “Saw this, thought you’d be interested in the part about…”

3.    Write articles.

“What?” You say. “I thought these were supposed to be quick tips?” Hang on a sec, I’m not saying you need to write War and Peace, just write one 500-word article on your area of expertise every month. Just one extra article per month.

Take the whole month to write it if you like. A 500-word article works out to writing less than 25 words per day only on Monday to Friday! (That’s the equivalent of just two tweets for you Twitter users.) Anyone can find the time to do that.

As a bonus, you can also use those articles (and the articles you find via Google Alerts) as fodder for your own blog posts, newsletter articles, tweets, or as part of a larger special report you might write as a lead generating “buzz piece.”

Whatever marketing efforts appeal to you, it’s important that you commit to setting aside a block of time to get this stuff done – on a regular basis.

During periods when you’re super-busy with project work, maybe your marketing time is reduced to just 25 minutes each day. That still adds up to over two hours per week. Do that consistently, and you’ll be marketing more than most freelancers.

I’ve just given you three ideas here, but there are plenty of other ways to market your business. Do you have any tips for quick marketing efforts to add to this list of three? Let us know what’s worked for you in the comments below.

–
Pete Savage is co-author of The Wealthy Freelancer: 12 Secrets to a Great Income and An Enviable Lifestyle. Now available at bookstores everywhere.

Image via Wikipedia

You land a new contract, launch a new service, or publish a new information piece. You want to let your target market know, so you issue a media release, which you post on your website and/or blog, and link to using Twitter, LinkedIn, Facebook, and other social media.

Then it happens…

A reporter calls, wanting to interview you.

How you reply to his or her questions will have an impact on your business because, based on what you say in the article, potential clients might call or visit your website.

That’s why you need to prepare for the interview.

To prepare, you should develop key messages—the points you want to make about your business—so you can weave them into your answers.

If a journalist were writing an article about my media training services, I would expect to be asked, “Where is your company located?” The short answer is, “Toronto, Ontario.” However, my key message answer is, “I’m based in Toronto, but I’ve conducted media training across Canada and in the U.S.A., in person, by phone, and even using Skype.”

I’ve answered the question but have also let readers outside Toronto know that I can work with them. That’s part of my key message.

Say the reporter asks what a typical media training session costs. I could quote a “typical” price; however, my prices change according to circumstance. A rush crisis management session involving senior executives costs more than a short session with a small business owner. So I might say, “There is a range of prices. A two-day media interview training session involving several executives would cost more than a two-hour session involving one business owner. Both sessions, however, would be customized to fit the client’s needs.”

Notice how I’ve given a range of sessions and audiences, and worked in the key term – “customized.” Most reporters would accept that; some might ask a follow-up question about price. I don’t control the questions; I control my answers, so I might reply, “The length of training, and the number of people attending, vary. So does the fee, which starts at $395 for a customized 2-hour phone session.”

Again, notice how I weave in aspects of my key messages. If you don’t think about your answers first, you might say, “I’d prefer not to talk about it.” Or you might quote a ridiculously high (or low) fee. Either way, you miss an opportunity to work in aspects of your key messages.

There are no guarantees that what you say will make it into the story, unless you are interviewed live on air; however, if you don’t convey your key messages, you won’t get your story out.

To prepare for interviews, think about the most pertinent information you want to convey. Write out potential questions and your answers. Keep your answers short and focused—about 20 to 45 seconds per answer. Supplement answers with anecdotes about your products, services, or customers that help demonstrate what you want to say. If possible, get permission to “drop the name” of an established customer that has benefited by working with you.

As you answer questions, judiciously repeat key messages for emphasis, but make sure you also answer the questions so you don’t sound like you are in “spin” mode—like a politician during an election campaign (or at any time, for that matter).

This might sound simple to do; however, unless you prepare, you might forget to convey information you want to express, you might convey the wrong information, or you might convey information that circumstances dictate should be held back until you are authorized to release it.

On the other hand, if you are prepared, you will be able to articulately reply to the interview questions, and that can have a positive impact on your freelance business.

–

Paul Lima is a Toronto-based freelance writer, business writing instructor and media interview trainer. Visit him online at www.paullima.com or request a free “How to Prepare for Interviews” report by emailing writer@paullima.com.

Guest Post: Dianna Huff, a veteran Web Marketing Expert, helps consultants and freelancers maximize their online marketing efforts with marketing assets they already own – and without spending a lot of money. To learn more about her Web marketing coaching services, and to download her free Twitter report, visit www.the-profitable-consultant.com. You can also follow her on Twitter @WebMktgCoach

Recently a consultant called to inquire about driving traffic to his Website, which consisted of three pages of poorly written copy.

“If you want real ROI,” I said, “you need more content that’s optimized – for starters. You also need to market your site through various methods.”

His response? “Are you kidding me? I pay $1.50 a month for this site. I don’t want to pay more.”

(Yes, you read that right – One dollar and fifty cents.)

Penny-wise, pound-foolish mistake #1: Using a rock-bottom “all-in-one” Web development / hosting service.

Sure, this business owner got a Website on the cheap from his Web host (he admitted he paid a nominal fee for three pages), but in this case, low-cost also equals NO BUSINESS.

Unfortunately, I see this mistake all too often.

Penny-wise, pound-foolish mistake #2: Not reading the fine print.

Another time a fairly successful real estate company called about developing all new content for their site. It sounded like a great gig – they were hip to blogging and social media and were raring to go.

That is, until they hit a major roadblock. When they called their Web host, they learned they didn’t own their site or the URL nor would the company allow them to make changes to the Website template.

Dentists, lawyers, real estate companies and other service professionals often fall prey to Web marketing companies that provide a range of low-cost Web marketing services, including Website templates, domain registration, hosting and even canned content.

Service professionals and consultants find these services attractive: they can easily customize the canned content and they get everything they need in one place.

The problem, however, is that the service professional doesn’t read the contract’s fine print and finds out months or years later that he or she doesn’t own the site, the content or even the URL.

In order to “break free,” he or she has to start over from scratch – which ends up costing more than if the consultant had simply gone the “from scratch” route in the beginning.

Penny-wise, pound-foolish mistake #3: Not budgeting for professional Web design.

A few months ago a consultant called about his Website that had been designed by his wife’s sister using FrontPage.

The site reflected poorly on the consultant and he acknowledged that fact, yet when he saw the proposal for a new design and content, he never called back (and the site, designed in 2001, still hasn’t changed).

Granted, you’re a consultant or freelancer and paying $750 or more to have a professional designer set up your site can punch a big hole in your pocketbook.

However, not having a professionally designed site can end up costing you big money in the long run as prospective clients bypass your site for your more slick competitors.

The Internet is now a fact of marketing . . . and to be successful online, you must ensure that you own your site and the content, that a reputable company hosts it without strings attached, and that you have your site professionally designed.

In my next article I’ll give you tips for developing a professional Website site that’s easy on the budget and brings in paying customers.

Image courtesy of kolix on Flickr

One of the reasons my co-authors and I included a chapter on pricing in our book was that we were seeing too many talented freelancers losing too many ideal projects due to simple mistakes in the pricing process.

For example, a few months ago, I received a call from Mike W. (not his real name) asking for my advice. “Steve, could you help me? I have received a request for a quotation from a travel company here in town. They want a price on writing a new brochure.”

“Glad to help, Mike,” I said. “But isn’t it five o’clock in your time zone right now? What time did you say you’ll get back to them?”

“Ah,” Mike began, sounding sheepish. “Well, the request came in last week. I’m just getting around to quoting them now.”

Good luck, I remember thinking. Unfortunately, the chances of Mike getting the job were very slim. At this point, the client had probably assumed he was not interested in doing the work and had likely found another writer.

The opportunity was gone.

When should you send a price quotation after you’ve received a request to do so from a potential client?

I strongly suggest you prepare and send the quotation the SAME DAY. You want to take advantage of the momentum and the client’s desire to get the job done.

But what if you’re crazy busy with other projects and can’t get the quotation done that day?

I recommend you do it anyway.

Get that quotation to the client the same day — even if it’s already late in the afternoon — even if the client says it’s okay to send it to him tomorrow — even if your computer crashes and you have to write the darn thing out by hand — send the client your quote the same day. Your chances of getting the job go up dramatically when you do.

Of course, sending the quotation is only half the battle. You still have to land the project.

Assuming the client doesn’t contact you right away, how long should you wait before you pick up the phone to follow-up on the quotation you sent? The next day? Later in the week? Never?

My answer may surprise you.

You should follow up on a quotation the same day as well.

That’s right. You want to take full advantage of the momentum. Your potential new client is already in motion to hire a freelance professional; otherwise he wouldn’t have discussed the project with you in the first place. So make sure you keep the ball rolling – rolling toward the client saying yes to your quotation.

When quoting and following-up, timing is everything. The next day is usually a day too late.

Image courtesy: Damon Duncan on Flickr

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Steve Slaunwhite is the co-founder of TheWealthyFreelancer.com and co-author of The Wealthy Freelancer: 12 Secrets to a Great Income and an Enviable Lifestyle.

What do you do when you need to bring new business in the door? Do you get overwhelmed by a sense of inertia? Or do you psyche yourself out at the enormity of the task? While it’s true that you often have to exert considerable effort to get new clients, there is a way to make this big job a little easier.

Leverage.

Leverage is what allows you to pull a stubborn shrub out of your garden, or jack up the back of a car all by yourself. It’s the notion of using something to your advantage, to make hard work easier.

Along those lines, here are a few points of leverage you should consider if you need to get back on track and bring new business in the door:

1. Leverage by industry
Have you done work for several clients in a specific industry or market segment? Other companies in that industry might be impressed by the work you’ve done. Identify a list of companies and start there.

2. Leverage by project type
Maybe you’ve done a lot of work writing press releases? Or helping a company develop their visual brand identity. Why not make this the focus of your outreach to potential new prospects.

3. Leverage by client characteristics
What are some common characteristics among your past and current clients? Are there lots of small businesses? Lots of professional service providers? Lots of international distributors? How can you articulate a story that highlights your repeat experience in a way that would resonate with a similar type of client?

4. Leverage by who-you-know
Do your clients or colleagues have lots of connections? Have you ever asked them to refer new business your way? Why not make a list of the types of companies (or specific names of companies) that you’d like to approach for business, and ask people in your network if they know people in these companies. A warm introduction might be right under your nose.

If you’re at a loss as to where to look for new business, start looking at your own business and try to find points of leverage to make a seemingly daunting task easier.

And if you’ve had success with this, how did you do it? Did you use a point of leverage from the list above? Or did you find leverage in some other unique and creative way?

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Pete Savage is co-author of The Wealthy Freelancer: 12 Secrets to a Great Income and An Enviable Lifestyle. Now available at bookstores everywhere.

Image courtesy Martin Whitmore on Flickr