On today’s show I go over 33 ways you can find new clients. This is a replay of episode #43, which came out January 23, 2020, before we knew what was in store for us.
A couple of my recommendations refer to in-person conferences and in-person networking, which is not happening for most us right now during the pandemic. However, just imagine that I’m saying “virtual conference” every time because I’ve found virtual conferences these page 18 months to be great for networking, providing presentations to a wide audience, and education. So, consider what you can do with virtual conferences to gain new clients.
But before you embark on a project to find new clients, do a little prep work. First, consider what type of work you truly want more of. What do you love to do? What work pays well? Focus on that.
Next, raise your rates. Then, be crystal clear on what you want to say to those potential clients. Focus on how you can help them and what they want. Now, you’re ready to find new clients. Here are my tips (scroll down to the Resources section for a printable pdf of this list):
- Ask current clients for new work.
- Ask current or past clients for referrals.
- Go to industry conferences.
- Maximize your LinkedIn profile and add keywords.
- Send a ridiculous number of letters of introduction (LOIs).
- Follow up on past LOIs or with people you’ve met in real life.
- Add a new service.
- Apply to speak at conferences as an expert in your field.
- Reach out to your contacts who are at new jobs.
- Write a guest blog post in your industry.
- Ramp up your social media game.
- Go old school and mail out postcards to a select group.
- Join organizations and make sure to fill out your profile in the online directory.
- Apply to win awards in your field.
- Be active in Facebook groups and/or Twitter chats.
- Create a private Twitter list of potential clients.
- Launch or revive your blog.
- Create an email list.
- Create a newsletter.
- Create a freebie.
- Set up keyword searches on Twitter.
- Ask for testimonials from happy clients.
- Ask for LinkedIn recommendations.
- Try Facebook Live or Instagram Stories.
- Be a guest on a podcast.
- Revamp your website.
- Update your online portfolio.
- Consider partnerships.
- Answer job ads.
- Go to local events.
- Connect with a co-working space.
- Tell everyone you meet what you do.
- Fire a client.
Biz Bite: Stop reading and listening to things that make you angry.
The Bookshelf: “Daisy Jones & the Six” by Taylor Jenkins Reid
33 Ways to Find More Clients printable pdf
Episode #23 of Deliberate Freelancer: Five Questions to Evaluate and Diversify Your Services
Episode #18 of Deliberate Freelancer: How to Set Higher Rates
Episode 22 of Deliberate Freelancer: How to Create a Better Work-Life Balance, with Laura Poole
Episode #6 of Deliberate Freelancer: Make the Most of Conferences
Episode #24 of Deliberate Freelancer: Networking Tips, Especially as an Introvert
Episode #20 of Deliberate Freelancer: How to Use LinkedIn Better to Find Clients, with Phaedra Brotherton
Mais episódios de "Deliberate Freelancer"
#120: 7 Things I’m Thankful for in My Business
40:07On today’s episode, I’m leaning in to the theme of the Thanksgiving holiday here in the U.S. and sharing seven things I am thankful for in my business. Beyond just telling you about these things, I’m sharing why I’m thankful and asking questions to you that I hope will prompt you to think about how to improve your business life. Thinking about my business this way got me thinking about how I should be building a joyful business in all things that I do. So, as I go through my list, I hope it helps you think about things you are thankful for and perhaps want to change moving forward so you can build a more joyful business. #1. Complete freedom. When I decided to go freelance, I looked forward to being my own boss more than anything, but I didn’t fully grasp the complete freedom I would have as a freelancer. Work is still work. But, I have a lot of control over my business—who I work with, when I work, how I work, where I work and what I work on. I worry that some freelancers haven’t fully embraced this freedom or forget about it every now and then. I see way too many people working too many hours. Why are we freelancing if not for the freedom in it? You are in charge of your business, for the most part. Shouldn’t freedom be the goal in everything we do? Are you working with clients you want to work with? Are you working on projects you enjoy? If not, why not? If you are working with clients you don’t love or in an area that doesn’t fascinate you, maybe it’s time to at least start planning on how to find better clients or change your services or niche. Freedom! That’s what I’m really, truly thankful for. #2. My clients. I am at a place where I’m really happy with the mix of clients I have. It has always been my goal to work with kind people, fun people, people I respect and who respect me. That is really important to me. I have no time for people who are passive-aggressive, make snide remarks, throw me under the bus, demand unreasonable requests. Again, freedom. Why would I want to work with those people? Maybe kindness is important to you, but maybe there are other aspects of clients that are really important to you. What types of clients would you like to work with? What is it about your greatest clients that you really love? Now is also a good time to think about how to thank your clients. Do you send holiday cards or gifts to your best clients? I’ve done this from time to time, and though I usually do it at this time of year, I also love the idea of doing it at surprising times, like sending a thank-you gift after a big project or just randomly in mid-summer—Christmas in July! If you can find out a bit about your client, you can find more personalized gifts, but I have a few go-tos when I’m not sure what to get people. See the links in Resources below. #3. Great sources or subject matter experts. Because I’ve really honed in on my niche and I love my niche, I love the sources I get to interview. I’m almost always interested in what they have to say and often quite fascinated. #4. Interviewing. I’m very thankful that my job requires me to interview people. I can’t believe I get paid to talk to people and have the honor of telling their stories! I absolutely love the process of interviewing. I love the discovery process of when a source says something that leads me to ask a new question or go down a different path or ask them to expound or explain. I don’t think I’ll ever get tired of having fascinating conversations with medical professionals so I can then write great stories. I’m thankful every day that interviewing is a large part of my work. What do you absolutely love to do in your work? Do you get to do enough of it? How can you make changes in your business so you get to do more of that? #5. The ability to change my mind and to scale back. As an employee, projects or new ideas were often thrusted upon me, and I couldn’t just quit them whenever I wanted. But in my business, I can change my mind all the time! I didn’t fully appreciate this when I started out. I had this idea that I was going to offer these certain services and that was it. And while I stopped providing social media services early on, I still don’t think I realized at that time that my business could have multiple evolutions over the years. I can do whatever I want! At some point, I also realized I could scale back. It’s OK to be a “company of one,” as author Paul Jarvis calls it in his book. His book and podcast really validated the fact that I didn’t want to have employees or multiple subcontractors. I didn’t want to become an agency. It also helped me this past year as I thought it was time to create courses. I realized I really don’t want to create courses right now. Maybe in the future, but I’m not feeling that urge right now. I’m just not interested. And that’s OK! I can change my mind, scale back, stay at status quote, not push myself to grow and grow. I’m really thankful for that. I think it’s important for freelancers to realize we don’t have to work all the time and constantly add new services. #6. This entrepreneurial mindset. I never anticipated this when I went freelance, but I love that I’m constantly brainstorming, analyzing and thinking of new ideas for my business. I never imagined or thought of myself as an entrepreneur before I launched my own business. But I absolutely love the business side and entrepreneurial side of freelancing. I love considering where I want my business to go and how I’m going to make it happen. I love coming up with new ideas and trying them out. I’m thankful that I have such wide parameters that give me the freedom to go in almost any direction. I love being an entrepreneur. It sparks my creativity and keeps me energized. #7 My freelance community. Thank you to my podcast listeners. Thank you to my larger community of writers, editors and other freelancers. Perhaps I could still be a successful freelancer without my community, but it would be much harder and very, very lonely. My community is there when I have questions, need to vent with people who will understand or want to run ideas by them. I get to nerd out with other editors and share great moments in writing with other writers. When I became a freelancer, I didn’t fully grasp how important relationship-building and having my community would be. It has been important both to my work—people send me referrals and give me great advice—but it has also been important to my spirit and my mental health. So, I am very thankful for you. Biz Bite: Schedule breaks for 2022 The Bookshelf: “Never Saw Me Coming” by Vera Kurian Resources: Support Deliberate Freelancer at Buy Me a Coffee. Subscribe to the Deliberate Freelancer newsletter. American Society of Journalists and Authors (ASJA) fall membership drive. Use the code: 2021FALLDRIVE ASJA Membership FAQs Episode #98 of Deliberate Freelancer: Six-Figure Freelancing: The Benefits of Selling Strategy and Outcomes, with Austin Church Austin Church’s Fix Your Pricing Masterclass Fairytale Brownies Bookshop.org Sugarwish.com Company of One, the podcast “Company of One” by Paul Jarvis (book)
#119: Why and How to Pare Down Your Network
29:53On today’s show, I want to talk about simplicity and how to pare down your network. I talk a lot about building business relationships, which is a different way of considering how to build your network. Former podcast guest Anna Hetzel talked about this also, how to build community intentionally. By definition, a community will be smaller than a network. A network is often vast and you can’t make personal connections with everyone in your network. A community should be made up of people you actually know and who are invested in your success—and you are invested in theirs. There have been times in my freelance journey where that large network is overwhelming. I’ve done things related to that network that are exhausting or a waste of time. So, as my business became more successful, I saw what was helpful and were I wanted to invest. I started to intentionally set the rest of it aside. And every now and again, after I try new things and new groups and new resources, I have to remind myself again to pare back. Here are some examples of potential overwhelm where you might need to pare back: LinkedIn I purposely started using LinkedIn more and also more strategically this year. I know my client base is more likely to be on LinkedIn than Twitter, where I usually live. However, I was noticing that a lot of the posts I was seeing were from people I didn’t remember ever connecting with. And when I would look at my list of connections, there was image after image of someone I didn’t remember. I might have met this person once at a social gathering or a conference, but if we’ve never really communicated since, why am I connected with them? I had over 900 connections on LinkedIn! I felt like they were cluttering my feed and preventing me from truly making connections. After two rounds of culling my list to people I actually know and actually communicate with now and again, I am down to about 400 connections. Since then, I have noticed a definite difference in my feed. The posts now relate to my business in some way, and I recognize the original posters. Online community groups This may mean Facebook groups, LinkedIn groups, Slack channels, tweet chats or private forums. I think a lot of us looked for new groups to join, or even started our own online communities, when the pandemic hit, so we could feel connected to other humans while in lockdown. But most of us aren’t in full lockdown anymore, and either way there are probably some groups you outgrew. It’s OK to join groups and leave them later. These don’t have to be a permanent fixture in your life. What online communities are you a part of? Where do you spend the most of your time? Two more questions: What groups are you in that you just don’t participate in? You can easily leave or delete those. Next: How do those groups make you feel? Are you overwhelmed? Do they create anxiety? Do they contribute to your imposter syndrome? If these groups are creating negative emotions, I highly recommend cutting back or eliminating them from your life. Ask yourself: What if you could only be a part of three online communities? What would they be? Rank what you love and stick with those. And delete the rest. Smaller, more intimate groups Maybe these are ongoing text chains or regular Zoom chats with small groups. These can be amazing for your business, your mental health, for getting support and having camaraderie. I’m not encouraging you to get rid of all these smaller communities, but it’s worth at least considering each one individually and asking yourself: What do you get out of them? Do they lift your spirits or do they overwhelm you? Also, please remember that you should never feel obligated to be a part of these communities. You can tell people, at any time, that you are feeling overwhelmed by your responsibilities and the amount of time available in each day and that you need to cut back on some things. A few more things to consider: Email newsletters Magazine and newspaper subscriptions. Membership organizations and committee involvement. Biz Bite: Put subscription deadlines on your calendar. The Bookshelf: “The Thursday Murder Club” by Richard Osman. Resources: Jennifer Duann Fultz's Hope You Get Rich course. Subscribe to the Deliberate Freelancer newsletter. Episode #113 of Deliberate Freelancer: How to Build Relationships, Not a Network, with Anna Hetzel Episode #91 of Deliberate Freelancer: All Things Pricing: Project Rates, Day Rates, Retainers and More, with Jennifer Duann Fultz Episode #112 of Deliberate Freelancer: How and When to Say No Amy Knightly tweet
#118: Crash Landing and Being Forced to Restart Your Business, with Danna Lorch
42:29Today’s guest is Danna Lorch from Brookline, Massachusetts. Danna has been a freelance writer for 11 years, mostly focusing on journalism. She has covered the visual arts, design, architecture, the trades and parenting. She has written for The New York Times, The Washington Post, Architectural Digest and many other publications. Before becoming a writer, she managed nonprofits in the Middle East and Africa. Then, she covered the emerging art scene in the United Arab Emirates for seven years before “crash landing” back in the U.S. for health reasons, with her husband and young son. Most recently, Danna pivoted to working for higher education clients and now does about 30% journalism, 70% higher ed. About four years ago, Danna’s husband became really sick and they had to quickly leave their home in Dubai, United Arab Emirates, to move to the U.S. so he could get the treatment he needed. (He is now stable but with some lingering health issues.) Soon after, Danna discovered she had an autoimmune disorder. All of this has led her to restart her freelance business five times. The current iteration, which she restarted after the pandemic affected her business, has been her most successful. In the past, she’s felt embarrassed to talk about the need to stop and start her freelance journey, especially with so many people sharing their successes on social media. But now, she’s very public about how her personal challenges have affected her business. After landing an essay in The New York Times after the pandemic hit in 2020, she aimed for several more prestigious bylines to build a strong portfolio. Then, she used that to pivot to higher education. She used the articles she’d written about design, art and architecture as a “bridge” to focus on higher ed clients that have strong niches in those areas. Danna shifted her mindset to thinking of herself as a business owner. She set values and goals for her business. Now she values finding recurring, reliable work and working with kind clients. She would like her work to be meaningful. And if it can’t be meaningful, it has to pay well. Danna’s imposter syndrome is often high. She’s had a lot of challenges and taken adventurous leaps and says “when you live your life like that, it’s pretty hard not to sometimes question yourself and feel incompetent.” Imposter syndrome as a freelancer pops up when people ask, “Oh, are you still writing?” as if it’s a hobby. Danna is also the mom of a young child and says people don’t take “mom businesses” as seriously. She was also scared to share some of her personal challenges because she didn’t want to be seen as unreliable. Danna also talks about needing to set boundaries, which she didn’t do in business much before having a child. Now, she sets boundaries as a mom, as an observant Jew and as someone managing an autoimmune disease. She recommends a “tech Sabbath” for everyone! Biz Bite: Send Handwritten Thank You Notes Resources: Episode #45 of Deliberate Freelancer: You Need to Set Boundaries Episode #14 of Deliberate Freelancer: Freelancing with a Chronic Illness, with Christy Batta Episode #67 of Deliberate Freelancer: How to Fight Imposter Syndrome, with Kristen Hicks www.dannalorch.com Danna on LinkedIn Danna on Twitter Danna on Instagram Writers’ Co-op podcast SCORE.org and free business coaching Y Combinator Startup School
#117: My Time Tracking, Money and Client Audit for Q3
26:01It’s time for my third quarter roundup. Each quarter I review and analyze my time tracking, hours worked, money earned and client mix. My hours in Q3 were similar to Q2. I worked an average of 28 hours a week in Q2 and an average of 27 hours a week in Q3 when you take out my vacation. However, I made less money, so I have to analyze that a bit more. Nothing like time tracking to show you when you are not committing to being unplugged during a vacation. I really wanted to take a full week or two off from work when I visited my parents at the end of August. But, like so many times before, I had a few projects I had to finish or things I had to check in with. Sometimes it’s just easier to finish up a couple of projects when I’m at my parents’ house, rather than stress myself out by finishing them before my trip or waiting until after. So, while visiting my parents for 11 days, I worked for three of those days. During my last week there, I only worked for four hours. Then, when I returned home, I took off the entire Labor Day weekend. So, not too bad. One of my goals in the near future is to figure out a better system to manage and create my podcast on time. Time tracking showed me that I work, on average, four hours a week on my podcast. That was 18% of my time in the third quarter, larger than any one project. The next closest chunk was administrative work at 13%. As I said earlier, Q3 was my slowest and lowest-paying quarter, even though I was working more hours. But, a lot of those hours were volunteering to speak at conferences, networking and, again, my podcast. All unpaid. I am definitely rethinking what speaking gigs I accept. It’s ridiculous that most of the opportunities that come my way are unpaid. So, I have vowed to be more strategic about what I say yes to. Either pay me or put me directly in front of my ideal client base. In Q3, I didn’t do as much marketing or networking as I usually do. In fact, I spent 30 hours networking and marketing in Q2. That dropped to only 17 hours this past quarter. I definitely felt the buzz word of this past year: “languishing.” I’m sure a lot of you can relate. This is one of the reasons I researched and found a marketing strategist that I hired for a full VIP day. It was a great investment. It helped me regain some inspiration and excitement with my business, and I walked away with a personalized marketing strategy. I’ll talk more about what I learned and what I am implementing in future episodes. Back to money. So, May remains my highest-grossing month. August came in second highest, but that’s misleading because the month before, in July, I only earned $3900. So, I really have to combine those months and take the average of the two. This is where cash flow is critical. You can’t always count on projects and payments working out to your timeline. Projects get delayed; payments get delayed and lost. Building up a client base, and focusing on getting anchor clients, so that you can build up a savings and have a consistent cash flow is critical to running a successful freelance business. One of the things that is frustrating about my business in 2021 is the lack of consistency. People aren’t sure about their budgets or when they might be able to start a project; they’re taking baby steps into projects, not committing to big things or long term. This is happening everywhere during the pandemic as it’s hard to plan ahead, and I feel that in my business too. Besides implementing my marketing strategy and figuring out a better podcast system, I’m working on two other goals for this fourth quarter: doing better with my goal to only work half-days on Fridays and getting back on the healthy eating wagon. Biz Bite: Schedule an admin week The Bookshelf: “Once I Was You: A Memoir of Love and Hate in a Torn America” by María Hinojosa Resources: Subscribe to the Deliberate Freelancer newsletter. Episode #103 of Deliberate Freelancer: My Time Tracking and Client Analysis for Q2 Episode #94 of Deliberate Freelancer: My Time Tracking Audit for Q1—I Need a Better Schedule Episode #78 of Deliberate Freelancer: Building Your Community as a Newish Freelancer, with Alicia Chantal New York Times article: “There’s a Name for the Blah You’re Feeling: It’s Called Languishing”
REPLAY: #86: What I Wish for Your Freelance Business in 2021
38:54I’m replaying this January 2021 episode to hopefully motivate you, inspire you and encourage you to do some of these things if you haven’t already yet this year. The year is starting to wind down, incredibly enough, so let’s embrace these concepts and set up our businesses for success now. This episode might also be a good reminder of how to think like a business owner and how now to take time to improve your business. This episode goes through seven areas that I would love for you to improve upon, if you haven’t already. They are: 1. Embrace a business owner mindset This idea is what this podcast is based on. Think of yourself as a freelance business owner and all that that entails. Words matter, and the words you tell yourself and others can help to change your mindset. 2. Raise your rates The pandemic has been a hard year economically too, so raising rates for all clients might not be doable. But there are some clients who fared well, and it may be time to raise your rates. It’s certainly time to raise your rates for potential clients — they don’t know what your past rates were! Also, if you have a secret hourly rate — which helps you determine project rates and/or is the amount you aim to earn every hour you are working for clients — I encourage you to raise it by at least $25 an hour. And don't ask your client about raising your rates. Remember, you are a business owner and costs go up. So, you can send an email and say “I wanted to let you know that my rates are going up as of such and such a date. My new rate will be this.” 3. Don’t put all your eggs in one basket It’s important to have anchor clients, but when you commit too much time to an anchor client or become too comfortable with that gig and that income, it can hurt you if you lose that client. Ideally, I would consider not having one client that is more than 35% of your income. When I talk about don’t put all your eggs in one basket, I also mean your services. This can mean your services and/or your industry. Do you need to expand your niche to have niches that are similar? Can you use your skills to add more services for clients? 4. Don’t compare yourself to others Sometimes you do this without even thinking about it. You look at others in your field, even friends of yours who are freelancers, and see their amazing careers or their clients or the big achievements they’ve reached. I can fall prey to this just like anyone else. We have to stop comparing ourselves to others. You are a unique individual, and your business is unique. You have different strengths and weaknesses and values and responsibilities and desires. First, social media. What social media platforms are you on often and how do they make you feel? Are you happy when you scroll through Instagram and see what people are doing and read motivational quotes? Or does it make you feel lazy or like a failure or that you need to do more? Maybe it is time to get off Instagram! This goes for all social media platforms. Take a critical look at how your viewing and interaction with these platforms make you feel. Another suggestion: Start a gratitude practice. Perhaps you want to start a gratitude journal to write down one to three simple things that you are thankful for that day. I embrace the word “savor” and try to remember to savor all the little things throughout the day. Another way to express gratitude in your life is to acknowledge and thank other people. You can still do that as a freelancer. You can let your direct client know if a staff member is really helpful on something. Complimenting and acknowledging people is like volunteering; it makes you feel good to make other people feel good. One more way to stop comparing yourself to others is to be alert for the word “should.” Anytime you say you “should” be doing something, catch yourself or have your partner or a friend call you out on it. “Should” often comes with shame and guilt. It makes you feel bad and does little to improve any situation. So stop shoulding yourself. 5. Set boundaries Boundaries tell you and those around you what is acceptable, appropriate human behavior. They vary from person to person. Knowing what your boundaries are and setting them is critical to building healthy, respectful relationships in your life. So, please check out episode #45 of Deliberate Freelancer for tips on setting boundaries. 6. Get ahold of your finances For many of us, 2020 blew up our financial goals and plans. Now that the dust has settled a bit, if you haven’t already, I highly encourage you in this first quarter of 2021 to get ahold of your finances. This could be a variety of things — it will be different for everyone, If you need help with your finances, I highly recommend episode #28 of Deliberate Freelancer, with my guest Pam Capalad. Pam is a certified financial planner and a whiz when it comes to this stuff. 7. Take a vacation or staycation Plan time off now! Some freelancers tend to be bad in general about taking time off. My argument is always: If I’m going to take only 2-3 weeks of vacation a year or less, when I’m my own boss, than why am I my own boss? I shouldn’t treat myself worse than an employer would. Freelancing means freedom. If you don’t schedule vacations, staycations and days off, they often won’t happen. Even if you can’t really go anywhere because of the pandemic, you can play a staycation or other days off. I want all of you to get into a regular habit of planning and taking vacations — and DO NOT check email or do or check in on client work. That’s not a vacation. It can be done. Remember, you’re your own boss. You tell your clients you’re going to be away. Depending on how regular the work is you may have to work ahead to get stuff done or hire a subcontractor to fill in. Or, take advantage of slow work times. You can also create working vacations, like I do in Indiana for two weeks most summers. The freedom to work anywhere gives you the flexibility to go places and keep in touch without having to completely log off work. Biz Bite: After/then habits The Bookshelf: “Behold the Dreamers” by Imbolo Mbue Resources Episode #1 of Deliberate Freelancer: Change Your Mindset: You Own a Freelance Business Episode #39 of Deliberate Freelancer: Raise Your Rates—Without Emotion Episode #23 of Deliberate Freelancer: Five Questions to Evaluate and Diversify Your Services Episode #45 of Deliberate Freelancer: You Need to Set Boundaries Episode #28 of Deliberate Freelancer: Take Charge of Your Finances, with Pamela Capalad https://tinyhabits.com/design/
#116: How to Create Case Studies to Land New Clients, with Emma Siemasko
34:20Today’s guest is Emma Siemasko, the founder of Stories By Us, a content marketing business. Emma, who lives in San Jose, California, also offers freelance writing coach and is co-host of the Freelance Writing Coach podcast. Emma has been a solopreneur for six years. She is an expert on writing case studies to promote our businesses. She created the DIY Case Study Kit and has created dozens of case studies and customer stories for tech companies and solopreneurs. Emma’s clients include Figma, Grammarly and Salesforce. A case study is “the story of a customer’s transformation because they used your product or services.” Case studies go beyond testimonials and LinkedIn recommendations. Case studies allow you to get more specific about what it was like to work with you, plus you can share results. Melanie thinks of case studies as being sprinkled around solopreneurs’ websites. But there are several ways you can use case studies. Case studies can be emailed as pdfs as part of your sales pitch or during onboarding. You can also pull out a quote from a case study and post it as a testimonial on your website. When choosing which clients to write case studies about, you may want to develop a case study for each one of the services you offer or each one of the niches/industries you cover. Your case study should tell a great story. This includes sharing your customer’s challenge, how you solved it and the results. The best case studies require getting a client’s permission and interviewing them about the relationship and project. Have a good set of questions written down. But if you feel uncomfortable or awkward doing that interview, you can outsource the interview part. Once you write the case study, send it to your client for review. Emma explains how to write a case study if you’re “only” writing an article or doing a straightforward project that doesn’t seem to lend itself to case studies at first—or you aren’t privy to metrics. Results don’t have to be metrics. Results can be how you made their job easier and what you were like to work with. Be creative in how you think about results. What was the value of working with you? Emma also talks about the nitty-gritty details: length, format, design. Biz Bite: Use minimal viable systems. The Bookshelf: “Paradise: One Town’s Struggle to Survive an American Wildfire” by Lizzie Johnson Resources: Emma’s Go-To Case Study Interview Questions Case study examples: The Core Centers How NFI Used WorkStep Retain to Improve Frontline Retention How Laura Got a 711% Return on Her Ad Spend How Kira Hug Helped Business By Design Drive Almost $500,000 in One Launch How Weebly Saved “a Million” Hours on Content Production and Achieved a 3X ROI Emma’s website, Stories By Us Emma on Twitter Emma on LinkedIn Freelance Writing Coach podcast Emma’s DIY Case Study Kit to purchase—use the Code PODCAST to get 20% off. Emma’s Case Study Email Templates to purchase
#115: Time Tracking Lessons from Deliberate Freelancer Listeners
21:16Today’s show is all about the benefits of time tracking. But it’s not about my experience today. Instead, five Deliberate Freelancer listeners sent in audio files about their time-tracking experiences and explained the various ways time tracking has helped their freelance business. Information is power. I believe if you know how you’re really spending your time—rather than making assumptions or incorrectly guessing—you can begin to figure out where you want to make changes and make better use of your time. I hope you find my guests’ tips helpful today. And thank you to these lovely guests and listeners for participating! Biz Bite: Download potential clients’ lead magnets. The Bookshelf: “What Could Be Saved” by Liese O’Halloran Schwarz Resources: Subscribe to the Deliberate Freelancer newsletter. Episode #10 of Deliberate Freelancer: Think Like a Marketer to Grow Your Business, with Megy Karydes Episode #91 of Deliberate Freelancer: All Things Pricing: Project Rates, Day Rates, Retainers and More, with Jennifer Duann Fultz Episode #59 of Deliberate Freelancer: Parenting while Freelancing (with or without a pandemic), with Amy Ragland
#114: Building a Successful Business with ADHD, with Courtney Chaal
43:09Today’s guest is Courtney Chaal. Courtney is an American now living in Vancouver in Canada. Courtney helps creatives, coaches and consultants stop being broke and start getting more clients by creating an irresistible service that they can eventually turn into a scalable offer. End goal? Freedom! Courtney is a copywriter turned business coach obsessed with making complex concepts (like business models and sales copy) simple and tangible to help regular people get big results. Over the past 10 years, her business has evolved from her writing custom proposals to now launching digital products and programs, including her high-ticket coaching program, called Yay for 100K. Courtney was diagnosed in July 2020 with ADHD (attention-deficit hyperactivity disorder). Before her diagnosis, she was struggling with managing her business: “I was dropping a lot of balls; I thought I was really organized and I just kept forgetting things. I was struggling with feeling like I should be more on top of things than I was.” Some ways ADHD manifested in Courtney was that her house was messy, she would forget things—one time, she bought two plane tickets to the same conference. When her mom first suggested she might have ADHD in 2020, Courtney first took a short online quiz, which found she had a high correlation with ADHD. One she was formally diagnosed, she said, “I never felt so validated in my entire life. … I thought I had 100 different small problems and what this showed me was that every single thing I was struggling with in my life was one thing.” Melanie shares that her husband also has ADHD and was only diagnosed a few years ago in his 40s. Courtney believes the name of ADHD is misleading because people with ADHD don’t often have a lack of attention; they have a lack of control over where their attention goes. In fact, people with ADHD often hyper-focus on something they are interested in at the moment, forgetting many other responsibilities. Courtney also doesn’t like the word “disorder.” Her ADHD is just a neutral quality of how her brain functions, with both pros and cons. As Courtney explains, an ADHD brain is wired for interest over importance. Until something becomes an emergency, it’s not important for ADHDers to deal with. Courtney long knew there were certain things she wasn’t good at in her business—following through, organization—but her diagnosis allowed her to let go of trying to be good at those things. It gave her permission to hire a full-time operations manager. ADHD has both negatives and positives. Courtney sees her ADHD as her superpower. If she didn’t have ADHD, she would also be giving up her creativity, her out-of-the-box thinking, her problem-solving, her big picture thinking skills, her humor and being quick on her feet. No one person gets to have all the good qualities and none of the challenges. Instead of developing “coping” strategies, Courtney lets go of other people’s strategies. For example, she tries not to buy the planners at the beginning of the year because she knows that she won’t use a planner. Outsourcing has helped her tremendously with areas of friction. She outsources her laundry, orders groceries online, hires a cleaning person and uses meal prep services. You can also find smaller, simpler strategies to help in areas of friction for you. For example, whenever Courtney prepares to leave the house, she always says the mantra “wallet, keys, phone,” so she can be sure not to forget one of those things. She also recently had keyless entry installed on her apartment. She also hates hanging up coats on hangars, so she makes sure to have hooks instead, which she’ll use, and that they’re in the right place. Biz Bite: Do a brain dump: When you fall into an overwhelming “pit of despair,” stop and write down everything swirling in your brain that you have to get done. Resources: CourtneyChaal.com Courtney on Instagram Courtney on Twitter Courtney’s Rebel Productivity Facebook group A Guide to ADHD ADDitude magazine
#113: How to Build Relationships, Not a Network, with Anna Hetzel
39:15Today’s guest is Anna Hetzel, from Columbus, Ohio. Anna is the owner and founder of Strange Birds, a business they started five years ago in which they convert copywriting and strategy for websites and community design and strategy. Anna works with service providers and entrepreneurs who are trying to expand their reach and figure out how to talk to their ideal clients and build more scalable offers through paid online communities. Hear the fun story about how Anna named their business Strange Birds. A lot of freelance advice is about how to grow your network. But Anna approached it differently. From day one, they approached it based on relationships: “I didn’t give two hoots about how many people I was connected to. What mattered to me was did I have good relationships I was connected to.” The value of that relationship building showed up when the pandemic hit. Instead of having just a lot of names of people Anna had met, they had real relationships. Melanie talks about how she hates the traditional cocktail hour networking event where she doesn’t know anyone. Anna offers a tip: Anna’s goal at those events is to make one friend—not one contact, but one friend. That helped them filter out the noise and overwhelm. At networking events, we may feel pressured to meet 12 new people and begin to develop opportunities. But opportunities take time. Focus on making one new friend instead. There’s a difference between a network and a community: “It’s the difference between a list of contacts versus a group of people that are mutually invested in each other’s success.” Your social media following or your email list is a network. They are not a community; they are your audience. It can be hard to make friends as an adult! Find what you’re good at—like writing or photography—and read related social media posts and comment thoughtfully. Give your energy in that space. As for virtual events, it’s OK to decline those and set boundaries. Do what makes you feel comfortable. That includes not turning on your video during Zoom calls. Anna uses the five love languages to build relationships in their business too. The love languages are words of affirmation, quality time, acts of service, gift giving and physical touch. Anna modifies the “physical touch” love language for the business world to think of it as “human to human.” Add a human touch, such as by sending gifs of people or a video of you reacting to an email. Biz Bite: Before tomorrow, write out what an amazing day means to you (both in work and life) and build your business ferociously around those guidelines. Resources: Sign up for Anna’s email list at StrangeBirds.land and receive a quick guide to match your unique skills and simple-to-implement scalable ways to move away from transactional contacts and into real relationships. Anna on Instagram Episode #112 of Deliberate Freelancer: How and When to Say No “Hoatzin: the Strangest Bird in the Amazon?” Loom (send quick video messages) What Are the Five Love Languages?
#112: How and When to Say No
33:18I am really good at saying no. Today, I’m going to walk you through nine common scenarios freelance business owners experience and tell you how I say no to these questions and situations. Even if the language I use doesn’t resonate with you, I hope it will get you thinking, encourage you to say no more often and help you figure out how to say no in your own words. “No” is a complete sentence. You’ve heard that, right? But in business there usually needs to be a bit more finesse than that. And there are a lot of different ways to say no depending on the situation. Whenever you are considering anything—whenever you are trying to decide whether to do something, always keep in mind: You are a business owner. You are in charge of your business, your life and your career. YOU choose who you work with, just as much as they are choosing you. YOU choose what you are worth. YOU set the parameters. Everything can be negotiated. You are a business owner. Words to stop using: Just Unfortunately I’m sorry (except in rare cases, like when you actually make a mistake). Don’t qualify your answer. Don’t apologize for how you run your business. And stop over-explaining things when you say no. Scenario #1: You don’t want to do the project. My answer: Thanks for reaching out, but this project is not the right fit for me. Scenario #2: You don’t have time. My answers (here’s where it might be OK to say “I’m sorry” if that makes you feel better): I’m sorry, I am fully booked for the next month. I’m sorry, I am fully booked for the three weeks. Is there any flexibility with the deadline? Scenario #3: You are asked to sign an onerous contract (non-compete, insurance requirement, indemnity clause). My answers (first, try to negotiate): Can we strike the indemnity clause from the contract? Indemnity clauses put all legal risk on my solo business and I cannot sign contracts with them. or, offer to replace the clause: I cannot sign a contract with an indemnity clause. Indemnity clauses put all legal risk on my solo business. I will guarantee my work, though. Can we replace the indemnity clause with the following guarantee: The writer guarantees that the articles she writes will not contain material that is consciously libelous or defamatory, to the best of her ability. If I’m asked to sign a non-compete, the answer is always no. That’s non-negotiable as a freelancer, so I’ll say: As a freelance business owner with multiple clients, I cannot sign a non-compete. The end. They can take that or leave it. The same goes for insurance (for me, personally). Scenario #4: The pay is too low. My answer: This is much lower than what I charge. I charge XX per XX. Is that within your budget? If they say no, or if they can’t negotiate to an acceptable rate, I usually respond with something like: I’m unable to do the project at this rate. Thanks for thinking of me and I wish you luck. Scenario #5: Vague requests or “can we get on the phone?” or “what are your rates?” My answer: Could you email me a bit more about what you’re looking for and what your budget is so I can determine if I might be a good fit? Scenario #6. Can you lower your price? My answer: No. In an email, I might say: No, I can’t lower my price. Scenario #7: The client asks for something beyond the scope of work. My answer: I’m happy to to do this work. However, the original proposal included XYZ and was based on a maximum of XXX words/pages/parameters, which is what I provided. I can do this extra work at an additional rate of $XXX/hour. I would estimate approximately 2-3 more hours would be needed. Scenario #8: Can I pick your brain? My answer—I may not answer an email at all if I don’t know them. You don’t have to respond to people. It’s not the law. I will also point people to relevant podcast episodes instead—you can do that with a blog or other articles too. Or I say: I’d be happy to talk with you. My consulting fee is XX per hour. or I offer a 30-minute coaching call for XX dollars. Scenario #9: Someone asks you to volunteer or speak at an event and you cannot. My answer: I’m sorry, I don’t have the capacity to add anything else to my plate right now. or I would love to, but I’m completely booked right now and can’t commit to any more volunteering opportunities. or What is the payment for speaking? (or What is the compensation?) or I don’t do unpaid speaking. Do you have a budget in mind? Biz Bite: Save a script of how to say no. The Bookshelf: “The Nothing Man” and ALL the books by Irish crime writer Catherine Ryan Howard Resources: Subscribe to the Deliberate Freelancer newsletter. Episode #45 of Deliberate Freelancer: You Need to Set Boundaries Episode #102 of Deliberate Freelancer: Freelancer Survival Skills + a Pep Talk about Boundaries, with Sarah Townsend Episode #91 of Deliberate Freelancer: All Things Pricing: Project Rates, Day Rates, Retainers and More, with Jennifer Duann Fultz