Getting clients has been and continues to be a major cause of worry for many freelancers. This is especially true when trying to land your very first client.
There are many platforms that you can use to reach out to clients. Social media (Facebook, Twitter, Instagram, LinkedIn…), cold emailing, and/or cold calling…
Any means of communication is an avenue to land your first client. But, for this piece, I’d focus on the social platform, LinkedIn.
LinkedIn is a social network for the business community. The goal of the platform is for professionals to network with the people they know and trust.
Your profile must be well set up in other not to lose leads when they check your profile.
Now the steps to getting clients via LinkedIn groups:
1. Pick a Specific Niche
A man who chases two hares will catch none – (African Proverb)
It might seem counterintuitive to narrow down to two or three niches. But go check the greats, this is how they built their expertise and brand.
In selecting a niche, ask yourself: “What do I find interesting?” Once you have your answer, go after it.
You should pursue your passion because you likely already have some knowledge in that area. It would also be “easier” for you to carry out in-depth research in that field since it is something you already find interesting.
2. Join Niche Groups
Let’s assume you’re interested in self-development and business niches. The next step is to then join groups around these niches. A quick search on LinkedIn will bring out groups with those keywords.
Some groups you can join as a freelancer regardless of your niche are:
- Advertising Copywriting
- Advertising Freelance
- Advertising & Marketing Industry Professionals
Once you’re in, go to members. This will display all the members of the group who are your prospects.
3. Qualify your Prospects
It is important to note everyone in the group will need your services. There are many people on the group who are not active on LinkedIn. Going ahead to pitch these groups of people is an utter waste of time no matter your offerings and approach.
What you want to do is approach individuals who are active and need your offerings so you have a chance of getting a response.
In qualifying leads, you’d want to focus on CEOs, Marketing VPs, Digital Marketers, and Growth Leads. These individuals are more likely going to be the decision-makers so you don’t have to pitch twice.
You also want to look out for recent activity on the profile. This a way to know if the user is active or dormant.
Once you’ve weeded out the dormant profiles and non-decision makers, you’d then go-ahead to study the career history of each ripe prospects.
4. Reach out to Ripe Prospects
You then, reach out to the prospects who qualify your selection criteria.
After studying each ripe prospect’s career history, send each an invite and add a note. Adding a note is a double-edged sword. It simultaneously serves as your elevator pitch an invitation to connect.
“What do I send in this personalized note?” you might ask.
A note admiring their work/career growth or a specific project they worked on you find intriguing. Then suggest you have a question and you’d like to connect.
Hello Mr. John,
I saw you on the ___ group that you and I are you are a part of and I proceeded to check your profile.
I find ___ amazing about you from your profile.
I have a question I’d love to ask.
I’d love to talk with you.
Once the prospect accepts your invite and/or replies to your small note, the next thing is they’re curious about what your question is…
This is not the time to pitch your services or ask if he needs your services as a freelancer.
6. Deep Dive
Your second message is where you ask a few questions around their business (sales). The bottom line is getting them to admit they can do better in sales.
Every business wants to make more money so tap into that.
7. Pitch Value not Services
Your next step is then to offer a solution and how you are the right person to bring this value to his organization.
Note, you’re not pitching writing, you’re pitching the value/results you will bring to their business. Match the value you’re offering to their organizational values and goal of increasing revenue.
Have your track record, experience, and testimonials ready if you need to provide evidence.
If you do not have the experience you must have a strong portfolio.
No talk about prices yet, just the results you will bring.
8. Schedule a video call/Close
Video is an awesome way to create credibility. Attaching a face and voice to your name is a good way to build trust and credibility.
This is where you investigate more about the particular challenges they are facing. You then offer a service or set of services to achieve the result required for their business.
If you are struggling to get clients or you want to land better quality clients follow this guide.
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