As freelancers, we’ve all been there at some point or another…
You’ve got no warm leads in the pipeline, and you don’t have time to nurture them to get the sale.
You need new projects, fast and with minimal effort.
So what’s a freelancer to do?
The problem:
You need more income, fast.
The benefit of solving it:
Warm leads to your business with minimal additional effort.
Why what you’ve tried has failed:
You always turn to your traditional marketing approaches and haven’t been proactive.
Here’s how to solve it:
Ask your current and previous clients for referrals.
But do it the right way…
Referrals offer warm leads with minimal additional effort.
When a satisfied client refers you to someone they know, it comes with an inherent trust and credibility.
Humans are social creatures.
If we know others have benefitted from a product or a service we’re more likely to try it ourselves.
Prospective clients are more likely to choose your services when they hear positive experiences from people they trust.
But first, before you even think about asking for a referral from a client, you need to be sure to check 3 boxes during the fulfillment stage of your current client engagement:
→ Underpromise and Overdeliver
A lot of freelancers take the opposite approach, getting the client most excited at the beginning of the project.
Don’t oversell yourself.
Set realistic expectations for your projects and then go the extra mile to exceed them.
Create excitement at the end by delivering exceptional results that leave a lasting positive impression that compels the client to share you and your work with others.
→ Be Ahead of Schedule
However long you think the project will take, double it.
That way you have some wiggle room if you come across any delays, and you can still complete projects “ahead of the deadline”.
Consistently being ahead of schedule boosts your credibility and reliability and delights clients.
→ Be a Joy to Work With
This is probably obvious, but being easy to work with and a joy to hear from will work in your favor when it comes to a client referring you to their friends and colleagues.
If you’re not a great conversationalist, build those muscles (read some books, talk to folks you encounter out in the world, and learn about things your clients are interested in).
If you’re an expert communicator already, continue to sharpen your skills.
Even with good rapport, it can feel awkward to ask for a referral.
Keep it simple by following these steps:
1. Ask with Good Timing
People are more inclined to help those who have helped them.
So, once you’ve provided value, your clients will be eager to return the favor by referring you to their network.
Ask near the end of the project when everyone’s excited about the outcome.
2. Write a Forwardable Email
They’re busy, so give them the words to use.
Create a well-crafted email that your clients can easily forward to potential prospects.
By doing this you can control the information that’s being shared and you can highlight your best results to showcase your expertise and superior communication skills.
3. Say Thank You
Always express gratitude when clients provide referrals.
A simple thank-you note is good manners and encourages them to refer you again in the future.
4. Send Regular Updates
Keep your clients informed about your latest projects and services by sharing updates with the context that you would love to work with them again or others in their network in this new capacity.
Client-to-client referrals are a powerful tool to attract new clients and grow your freelancing business.
And don’t forget, you’re helping your clients too by giving them an opportunity to be useful to their network.
By building strong client relationships, you tapping into the potential of referrals and unlock another world of opportunities with minimal additional effort on your part.
Best,
Jamie
Resources to help you escape the feast-or-famine freelance cycle:
→ Build a $10K+/month freelancing business with my proven 3-pillar system inside The Freelancing Program ($59/month).
→ Get the competitive edge with daily templates, frameworks, and freelance market intel from Workforce 3.0 ($4.99/month).
→ Hit your freelancing goals this year with a customized, step-by-step game plan that we’ll create during a focused 1:1 coaching session ($750) with me.
