The first time somebody asked me for advice about how to get started as a freelancer, I nearly fell over. I think my response was: “Why are you asking me?” I’ve never felt as if I’m doing it right. That might be Impostor Syndrome talking, but it might just be the fact that there is no "right" way of doing it.
The trouble is, you never really know how you’re doing. More than once I’ve talked myself into thinking that a client hates my work because they were silent when I sent it through on email, only to get a cheery thank-you and the offer of more work within days. More than once I’ve convinced myself that my freelancing career is over because there’s no work on the horizon, only to find myself snowed under a few weeks later.
So when a new freelancer asked me for advice about how to make contacts and get new clients, I told her that I’m muddling through just as much as she is. I was happy to offer some advice, but warned her that she should take it as coming from my own experience rather than as some set-in-stone failproof guide for all freelancers. This is what I told her.
I started freelancing because I was pushed into it by redundancy six years ago. I had experience as both a web copywriter/editor and a "proper" print journalist, and I wanted to find a job fast. So I literally went through the phone book (and the Google equivalent of the phone book) contacting every organisation I could think of that might give me a job I could do: local newspapers, magazines, publishing companies, etc. It gained me a couple of interviews, which didn't come to anything, and also gained me a couple of people saying "we might offer you freelance work" (which didn't come to anything either).
Anyway, when I went freelance I tried the same technique and it was surprisingly helpful. It's terrifying, phoning up strangers, but I made myself do it.
I advised:
- Use the phone rather than email, even if, like me, you hate using the phone. Potential clients only like email because they can ignore it more easily.
- Act like a salesperson, even if you don't feel like one and don't want to be one. You have to be your own salesperson. Be polite but persistent. If people say they need time to think, ask if you can call them back on such-and-such a date.
- Keep detailed records. It's easy to get depressed because one person was rude to you and think that you've done enough work for one day. Records show you only phoned two people and one of them was out, so hit the phones again!
- Think of it as a numbers game. You can't control the results, but you can control how many people you ring. So aim to contact 10 or 20 people a day; don't aim to get one "yes" because that's not something you can control.
- Have different CVs ready to go. For example, if your phone pitch is "I'm an expert on Sudan", have a "I'm an expert on Sudan"-themed version of your CV ready to fire off if they ask for it.
- But be aware that a lot of people only ask you to email your CV to get rid of you.
- Don't take anything personally.
Have I missed out something that worked really well for other freelancers when they were starting out? Almost certainly. So please feel free to mention it in the comments.