Heard from my favorite client yesterday – they’re back to needing monthly newsletters again. Hooray for several reasons; the work is interesting, the people are great, and they pay on time without fail. Hooray, indeed!
Despite working under a post-migraine fog, yesterday brought an inquiry from one of the major companies in the area looking for some freelance help. Thanks to a friend working there for the recommendation! She’s tried twice now to get me in the door for freelance stuff, but this is the first time I’ve been contacted. Cool.
I’m not getting excited. I’ve been there enough times to know that work potentials have a tendency to dry up faster than an ice cube in the Sahara (for some reason, I’m into these little comparisons this week – humor me). Just two weeks ago, I was staring down the barrel of three, possibly four client projects that would’ve been due just before Labor Day. In reality, only one came through. The other two are MIA, and the article that’s due was able to be pushed back to accommodate.
My regular client is silent. Really silent. Where I usually have five projects a week, I’ve yet to get one this week. Can I blame the shortened work week? I will for now, anyway. Other contractors for this company are experiencing the same slowdown. It is temporary, but when you’re looking ahead to October invoices, the sting is brought home a bit sooner.
But the new work is beginning to trickle in. I’m hoping for a bit of a flood, as I have to recoup from a slow July/August. I’m hoping some of these potential clients actually sign on. That would help. However, it’s been my experience that out of every 10 potential clients, I see maybe two clients actually commit. That just means more marketing and networking for me to better my odds.
How often do you score the jobs that come knocking? Do you have a method for turning more opportunities into sales? Care to share?
You’re not alone. I had at least four new inquiries in my mailbox early this week. I quoted them all prices and have since only heard back from one, which looks like a done deal. So as of right now, I’m in the 20-25% range. I suppose I could snag a higher percentage if I lowered my rates, but that’s not going to happen.
But even if you did, Kathy, you know they’d want it for less.
I’m trying to devise a follow-up method that brings in at least one more of those ten inquiries. So far, I’m thinking just consistent communication and getting the client to express whatever reservations they may have is what’s needed.
Great game plan! As soon as the work that’s already on my plate dies down, I’m actually planning to follow up with those who never responded to my quotes.
I always follow up with those potential clients who go MIA after I give them a quote. I wait 3-5 days and follow up with a nonchalant, “I just wanted to make sure you received my last email with the quote in it…” If I never hear back, I know they wanted it done for much cheaper. If I do hear back, I at least get an answer as to why they’re still thinking about it.
I also hit up my regular clients when they’ve been silent, but I try to keep it light as well, asking how they’ve been doing, did they get a chance to take that holiday, etc. They always seem happy that I’m keeping in touch, and often it turns into another assignment faster than if I’d waited for them to contact me first.
I have a tendency to get really excited about new clients–usually the more excited I am, the more likely it is to dry up. So I’ve been trying to rein in my enthusiasm.
Follow-up is my tactic, and it’s gotten me a lot of business. Like Amanda, I’ll email after a week or so to check in on clients who disappear. I had one client disappear for months without a word after I sent them a quote–I assumed they didn’t like the price–and then get in touch with me later. They’ve since become one of my favorite regulars. You really never know what’s going on or why people don’t respond to your quotes–it may not be you–and it’s always worth it to keep in touch.
Lori, I assume you’re talking about our mutual regular client? Yes, I’m DYING. My invoice last month was about half what I’m used to. August sucked. I’m hoping for a better September. Right now I’m working on 2 book projects, one that’s been going on for-ev-er and another that’s super speedy, in and out, in 4 weeks. Which is fast if you ask me for a book that’s more than 130K words!
When things are quiet, I follow up with people to see how the last project finished up or if I can touch base in six weeks to see if they need me, that kind of thing. Which reminds me, I have someone I forgot to e-mail last week! Ack! Okay, off to do that right now before I forget.
kk 🙂