My #1 Strategy For Getting Copywriting Clients
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I want to share with you my #1 method for getting copywriting clients. It’s a method a small number of “newbies” utilize and it could be a gamechanger for you.

Ready?

It’s going to live events.

Now I’m not talking about free events…or events where you can pay a $97 deposit and get your money back 4-5 weeks later. I’m talking about events where you have to pay at least $500 or so to attend.

Here’s why: events are where you get to “press the flesh” and meet people. Most people who go to events are serious about their niche or profession—to the point that they’re willing to invest money and time to grow.

And as a copywriter, these are the best people to do business with. This also applies to any other niche as well.

I’ve probably attended 15 events in my 3 years as a freelance copywriter. And I’ve probably made whatever money I spent on travel/hotel/food/registration at least 10x over and over again. Here are some examples:

  • One client I met at a conference hired me for a retainer that has brought in at least $120,000 worth of copywriting work during the past 2 years.
  • And a chance “run-in” at the elevator in the hotel lobby led to a $12,000 project for one of the largest direct mail publishers in the country.
  • Also, a referral from someone I met at a seminar last year led to a $17,400 copywriting gig I completed in a couple weeks.

I probably credit 90% of my income to meeting people at seminars. Here are several tips that’ll allow you to get the most out of live events.

–Go to events where registration is $500 or above. In general, the more expensive the seminar, the more qualified the prospects. I’m going to a weeklong event in June that cost $10,000, but I know I’ll get that investment back in social capital/clients/networking. I’m not saying free events are a waste of time, as I’ve met several solid clients at free events.

–Don’t go to events just to get work. It’s hard to explain: potential clients can almost smell the desperation when you attend just to get work. Just take it easy and make getting to know people and learning about your niche the #1 goal when going to an event.

–Sit in different areas of the seminar.  It gives you a chance to get to know more people.

–Make it all about the other person. Almost every copywriting gig has come from the other person inquiring what I do for a living. And when I tell them, they tell me, “Hey, I’m looking for a copywriter!” In other words, keep the focus on the other person. Some questions I like to ask is, “What do you do?” and “Is this your first (insert seminar)?” Keep it simple.

–Don’t get dismayed if the other person doesn’t mention that they have work. Remember, you are building relationships. One client I met at the GKIC SuperConference 2 years ago will more than likely hire me for a project in the next month or so. You never know when the work will come.

–Don’t be one of those people that shows up at the seminar to accost participants during breaks—without registering for the seminar yourself. Some people will show up at seminars and hang out in the lobby, outside the ballroom doors, etc. without registering themselves. This makes you look cheap. C’mon, at least buy a ticket to the event!

–Make sure the event attendees consist of your target audience. Most of the copy I write is for small business owners and entrepreneurs. So I make sure the events I attend contains this clientele.

–Don’t badger the “gurus.” They get hounded by everyone and their dog at seminars. Unless you happen to run into them at a networking event, stick with the people who are sitting in the audience. It depends on how accessible the “gurus” or speakers are at certain live events.

Another thing: you don’t have to be a copywriter to benefit from LIVE events. Getting to know people in your industry for networking, sharing resources, and even finding potential business partners happens with lightning speed when you attend live events.

If this was helpful to you, please leave a comment below:

Kevin

How To Forever BAN Yourself From Building Professional Relationships
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Boy, this really ticked me off!

Recently, a business colleague referred a guy to me for some copywriting work. I love referrals because when I talk with the potential new client, it’s an easy sale to close. Our mutual acquaintance has already primed the prospect by talking about my work and what a nice guy I am. 🙂

When I called this referral, I quickly discovered he had no intention of hiring me for copywriting – he had something much more sinister on his mind…

See, he had heard about me – how I used to work for Russell Brunson at DotComSecrets, how I write for GKIC and Dan Kennedy – and he determined that I must be “well connected” in the info and online marketing business – a business he wanted to “tap into”.

Now, normally when I speak with a potential client for the first time, I ask them all about them, their business, and what their copywriting needs for the project are…you know, I build trust and rapport (the foundation of any business relationship!)

But this guy didn’t even let me get that far because he began interrogating me on how he could get connected with Russell…did I have a direct phone number, what’s the secret to getting past the receptionist, would I talk to Russell for him…

…Seeing where this was headed, I politely declined to provide any information and wrapped up the conversation…no need to spend any more time with him.

A couple of weeks later, he was at a seminar where I was speaking. Once I finished, he approached me and, again, began asking me for “insider” information on Russell and GKIC. Though there were other people waiting to speak with me, he had no intention of letting this “face time” end. Professionally annoyed, I wished him well and moved on to the others who were patiently waiting their turn.

In contrast, a year or so ago, I happened to meet a guy in Starbucks. On several occasions, we had noticed each other working there in the middle of the day, whiich opened up a light conversation about “you must be a freelancer, too” and “what do you do?”

His name is Tyler and he is a marketing guru that focuses on graphics to promote products (not just your average graphic designer!)

Our first few conversations were very short and we shared just basic information. Our meetings in Starbucks were just “by chance” and it took several times of chatting for us to have enough information to determine we could help one another in our businesses and even provide referrals.

The more we talked, the more he shared his expert tips on how I could use graphics to promote my new product that was in development. I could tell he knew his stuff and, when the time came, I hired him to create the covers for “Effortless Sales Letters.”

I’ve also referred my own clients to him because I completely trust him and his work now.

So, what did Tyler do that the first guy didn’t?

To begin with, Tyler built rapport with me. He did not ask me for anything. He let our professional relationship gel over time, knowing that each time we met, a little more information would be revealed and confidence would build.

Then, Tyler gave me value. He gently shared his expert tips for my product without being pushy or even asking me to hire him to do the graphics work. I appreciated his insight and that got me thinking about hiring the work out rather than using canned, free artwork (which is what I might have done on my own since I’m not a graphics expert).

And finally, when Tyler did suggest I hire him, he didn’t ask for any “favors” in return. He didn’t come across as a “user” like the first guy did. By the time Tyler and I were ready to transact business, I knew, liked, and trusted him.

So much so that I’m now referring all of you to him! His name is Tyler Archer, he is a very talented designer, and you can find him here: Tyler Archer

Be sure and tell him I sent you!

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