Most freelancers go from feast to famine. They work really hard to get new clients who keep them busy, so they stop prospecting. Eventually, the projects will finish, and the freelancer will have no clients left.
So, what do you actually have to do to get clients for an advertising agency?
You need to specialize not only in a market, but in a result. If you want to get clients and charge a lot of money, you have to be the expert. This means that you don’t ask your clients what they want, you tell them what they need based on the problems they’re describing.
Sell solutions, results, and outcomes. Not services. Your client doesn’t care how many backlinks you’re going to use or how many hours it’s going to take. After you give them the solution, maybe then they’ll want to hear about the method. Stop focusing on yourself and focus on solutions.
Use the case study method. Put together a case study of one of your past successes by laying out where a client was when you started working with them. Then, describe what results happened after you began helping them. What is that client’s life like now that you have provided a solution? You can then send this case study via email to other people in the market.
If you don’t have any results to use in a case study yet, you can use the springboard method. This is when you work for your first client for free, get them amazing results, and then ask for a case study, a testimonial, and referrals.
Prospecting needs to be an ongoing process. Commit a certain amount of time every day to it. That way, you’ll always have new clients in the pipeline, and you won’t have to work with clients you don’t want to.
To learn more about getting your first case study, visit https://www.christianmartin.org/podcast