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Excerpt - Growing Your Freelance Business PDF
Excerpt - Growing Your Freelance Business PDF
Business
Learn how to position yourself and your business, qualify
clients, establish your rates, talk about money, and more!
03 39
Is Freelancing Are You Excited?
Right for You? If you turn down projects that don’t excite you,
you’re leaving work—and money—on
Discover whether you have the 10 skills the table.
you need to be a successful solopreneur. by Ilise Benun
by Ilise Benun
05 special collection
41
Fighting the Crowd
Making the Move G rowi ng Yo u r Educate your clients about the pitfalls of
Fre e lance
Take these 6 steps now to prepare for crowdsourcing. In the end, the good ones will
the day you’ll launch your full-fledged thank you.
freelance business.
Bu si ne ss
by Ilise Benun
by Ilise Benun
08 22 44
How to Really
Finding Your Focus Is ‘Freelancer’ a
You’ve heard the advice that you should Use LinkedIn
choose a specialty for your business.
Here’s why—and how—to do it.
Dirty Word? Sure, you’ve got a profile on this business net-
working site, but we bet you’re not really using
Learn when it’s OK to call yourself a freelancer
by Ilise Benun it to find clients and make connections. Here’s
and when it’s better to use a different term.
how to do it right.
by Ilise Benun
10
by Ilise Benun
5 Steps to Landing 26 47
the Right Clients The Art & Science Giving Greenlancing
Stop wasting time chasing the wrong
clients. Instead, impelement this 5-step
of Pricing a Go
We share tips, techniques and some helpful work-
qualifying process to usher the right You don’t have to switch to a vegan diet and
sheets you need to turn pricing from a guessing
ones into your open arms. solar power to make going green a part of your
game into a strategic tool to grow your business.
by Ilise Benun freelance business. One greenlancer explains
by Ilise Benun
how small changes can create a big environ-
16
mental impact over time.
34 by Tom N. Tumbusch
Managing Your
Clients
New Rules for
Freelancers
49
Do your clients boss you around? Learn
Your mom might have told you not to brag and not
Design Career
how to regain control of your customer
relationships.
to talk about money. But as a business owner, you
need to reconsider her advice.
Lifecycle
by Ilise Benun Designers in various stages of their careers
by Ilise Benun
share how they plan to take their careers to
19
the next level.
F R EELANCE
essentially have one main client who can fire you at and every interaction with a client or prospect as an
any moment. But when you’re a freelancer, you can opportunity to learn more about what they need and
have as many clients as you like, which reduces your how you can help them. But many designers con-
dependence on any one. sider themselves to be introverted or shy, which often
But freelancing isn’t for everyone, so it’s important impedes curiosity and the interaction that goes along
to see if it’s right for you before jumping in head first. with it. As a freelancer, the more curious you are,
Here is a checklist of 10 skills and personality traits the wider your network will be and the greater your
you need to run a healthy and successful freelancing potential for growth. That type of curiosity is worth
practice. A lot of these skills are interrelated and build developing.
2. Self-Discipline. For both new freelancers and vet- wait for: It will take time for your marketing efforts
erans, self-discipline can be a challenge. You have no to take hold, for prospects to respond and for people
boss to tell you what needs to be done. It’s up to you to to be ready to work with you (i.e., in their moment of
determine and then to do it. This goes for everything need). Because even if they love your work and want
from what time you get up in the morning to how you to work with you, timing is essential. You have to wait
plan your workflow to ensure you meet project dead- for the right time, which requires patience.
lines. You are accountable to your clients for the work 8. Flexibility. Freelancers are actually in the best
they’ve contracted you to do. But as a self-employed position to be flexible. You must be ready to adapt:
person, you’re especially accountable to yourself. So your services, your clients, your prices, how you pack-
self-discipline is critical when it comes to the tasks age your offerings. You must listen closely to hear what
that help your business grow but for which you aren’t the market needs, then turn on a dime and offer it,
paid. This strength must come from within, which even if it’s something you never thought you would
takes practice, particularly if you’re accustomed to provide. As the future moves more and more online,
having a boss. you, too, must move in that direction, whether that
3. Professionalism. A reputation for flakiness pre- means allying yourself with partners who have services
cedes most creatives. So you have to work against that to complement yours or learning the basics of Word-
preconception by being more buttoned up than you Press design so you can say yes when a prospect asks
may be on the weekends or than you feel like being. for it.
This applies to every detail about how you run your 9. Strong Communication Skills. You can’t control
business, even what you wear. There’s nothing wrong how someone receives your “communications,” but You are
with working in your pajamas—as a freelancer, you’re you certainly can control what and how you commu-
free to do that. But getting dressed to do your work nicate, verbally or in writing. Whether in response to accountable
can have a psychological effect on you; it’s often more an unsatisfied or impatient client or because a vendor
conducive to being productive. has made a mistake, if you haven’t thought through to your clients
4. Organizational Skills. Success doesn’t spring natu- what you want to say, you may say the wrong thing or,
rally from chaos. With piles of paper on your desk at best, something unclear that can be easily miscon- for the work
and your inbox overflowing with e-mail, you won’t strued. This happens often via e-mail, which people
be able to find the things you need. The time you read quickly or simply skim. So it’s worth putting some they’ve con-
waste searching could be spent developing new client communication processes in place—even if it’s just
relationships. In fact, when you’re disorganized, you’ll you—about how to respond in common situations, tracted you to
miss opportunities without even knowing it. Order is especially the difficult ones when emotions are run-
essential and it’s a skill you can learn, but it requires ning high and there’s a lot at stake. do. But as a
discipline (see No. 2). 10. Commitment. If you’re a new freelancer, you may
5. Self-Awareness. Being self-employed is one of the not be ready to commit 100% to running a business, self-employed
best ways to learn about yourself; at least it can be, if but you must be committed to giving it a try, even as it
you’re curious (see No. 1). Your own business is a labo- changes and evolves. If you’re committed, you return person, you’re
ratory for your personal growth, and your clients are calls and e-mails in a timely manner, you meet dead-
an ongoing flow of people to experiment with. Every lines (or communicate clearly when you can’t) and you especially
day is different, and you get to see how you respond bill your clients right away. Clients and prospects can
in all sorts of situations, especially if you choose to tell if you’re not committed. accountable to
challenge yourself and try new things. You learn what If you focus on these 10 basic elements, you’ll put
types of people push your buttons and trigger your yourself on the right track. Over and above these, the yourself.
least productive behaviors. And when you’re a free- real secret to success (which is really no secret at all)
lancer, you can choose to either get better at dealing is perseverance. Built on commitment, invigorated by
with those responses or decide not to deal with those confidence and made possible by patience, persever-
people at all. ance will allow you to bypass everyone who isn’t com-
6. Self-Confidence. “I don’t have the confidence to mitted, confident or patient.
do that,” is a common (and accepted) excuse for not Your clients will take you seriously if they realize
doing something new, like presenting your pitch to a that you’re serious, that you’re not going away, that you
new prospect. But self-confidence isn’t a “thing” you care and that you’ll be there to help them. Persever-
either have or don’t have. And it isn’t a prerequisite for ance builds trust, an essential element of every suc-
action. In fact, it’s a byproduct of action, and it devel- cessful business. By doing good work and staying in
ops through practice—practice running a business touch, you send a message that says, “I’m reliable. I’m
every single day, doing the marketing, and negotiating consistent. You can depend on me.”
with and managing clients, vendors or subcontractors.
The only way to develop confidence is by doing, by Ilise Benun, founder of Marketing Mentor and
experimenting, by trying something out, and by making co-producer of the Creative Freelancer Conference
mistakes and learning from them. (www.creativefreelancerconference.com), works with
7. Patience. It’s a muscle, a weak one in many creative professionals who are serious about building
people, completely hidden in others, but well worth a healthy business. Follow Benun on Twitter
strengthening because, as the saying goes, “Good (@MMToolbox) or sign up for her Quick Tips at
things come to those who wait.” And there’s a lot to www.marketing-mentortips.com.
BY ILISE BENUN
F REELANC E
A L I S A B O N S I G N O R E P L E A S A N TO N , CA
www.clarifyingcomplexideas.com
2 Talks with inspiring, successful people. I had meetings
with people who gave me good advice and told me it
could be done. I believed them. They told me to have a
H E AT H E R PA R LATO LO S A N G E L E S www.parlatodesign.com vision, get help from others and don’t spend much money.
K R I ST I N M A I JA P E T E RS O N ST. PAU L , M N www.grandciel.com That made sense to me.
L I D I A VA R E S CO RA CO M A C H I CA G O www.lsvdesign.com
FREELANCE.indd 4 43
How_pages.indd 3/15/11
3/10/11 11:59
9:16 AM
BY ILISE BENUN
F REELANC E
7/9/12 11:54 AM
The secret to closing a deal with new
clients is ushering them through a step-
by-step qualifying process that weeds
out the tire-kickers. Follow this tried-
and-true formula to find the clients you
really want to work with. BY ILISE BENUN
ARTWORK BY BOB PECK www.wakemewhenimprofound.com
Ilise Benun is a national speaker, founder of Marketing Mentor and co-founder How will you measure the success of this project?
of the Creative Freelancer Conference (www.creativefreelancerconference.com).
She works closely with creative professionals who are serious about growing their What/who is the market for this project?
businesses. Her most recent business tools for creative professionals include “The
Proposal Bundle” (with 11 actual proposals to use as models) and “The Pricing Who is the main decision-maker on this project?
Bundle,” as well as seven traditional books (visit MyDesignShop.com). Sign up for
her free Quick Tips from Marketing Mentor at www.marketing-mentortips.com. What models are you using for this project?
Large numbers set in Pompadour by LO ST T Y P E CO - O P www.losttype.com How does this project fit into your big picture?
HOWdesign.com/HOW-September-2012
F REELANC E
You run your own freelance business so you can make Two skills can help you retain control of your work,
a living doing something you love with people who your schedule and your sanity: No. 1, choosing the
won’t make your life miserable. Right? right clients and No. 2, managing their expectations.
Even if that’s not your current reality, it could You need both of those capabilities, because if you
be—if you decide to be the boss. That means taking choose the wrong clients, all your excellent client-
charge of the way you run your business, rather than management skills will have little effect. And if you
letting your clients boss you around. manage the right clients poorly, you’ll create avoidable
Isn’t the customer always right? To an extent. problems for yourself and for them.
Here are a few things that I’ve found helpful when approach- Keep them in the loop. Constant communication is
ing a tough subject with anyone, including a client: a key to managing expectations. You can’t read your
clients’ minds and they can’t read yours. That’s why
RESPECT keeping clients in the loop is worth the extra effort
Regardless of how awkward or hurt you feel, a little respect for and attention. Sometimes all it takes is a quick phone
others can go a long way. You blow your top and nobody wins. call or an e-mail update. Rienzo sends a lot of mes-
Be mad at the situation, yes, but not at the person. This takes sages saying, “Your bio is 75% ready. I’m putting on the
humility, but everyone wins when people are humble. finishing touches and will send it over for your review
on Friday. ”
CLARITY Parlato also sends little reminders or check-ins
Being clear about how you feel and defining the desired out- about a project’s progress, especially if a problem crops
come will help you keep some of the emotion out of it. Being up, as often happens. “I contact them as soon as I
passionate is fine, but if your emotions get the best of you, know I might have to reschedule something,” she says.
that’s when the false accusations start to fly. If the situation “That way, even if a milestone isn’t on the exact date
warrants, you may also want to put together a list of things to we’d planned, they know I care about their work and
cover or solve in order to keep the conversation on target. In won’t leave them with any surprises.”
some situations, this list can be e-mailed in advance to prepare Being the boss with your clients isn’t about being
everyone for some elephant herding. a bully or getting your own way. “To me, it boils down
to being a professional,” Mysse says. “Take control and
COURAGE lead others to greater prosperity and understanding. A
It takes courage, but approach the situation with the end in bully sticks around and tries to force his way, no mat-
mind. How much energy and time is wasted avoiding awkward ter how bad the fit. Be a professional and know when
conversations? The truth is that some things just won’t go things don’t fit. A pro knows when he’s a bad match
away on their own. You can wish all you want, but at some and when to bow out.”
point that conversation needs to happen. The sooner you dive
in, the sooner it will be over, no matter the outcome. Ilise Benun, founder of Marketing Mentor and
co-producer of the Creative Freelancer Conference
(www.creativefreelancerconference.com), works with
creative freelancers who are serious about building
healthy businesses. Sign up for her Quick Tips at
www.marketing-mentortips.com.
can achieve,” she says. “I make sure clients know that
the final piece alone won’t double their sales. Discuss- LU K E M YS S E O RA N G E , CA www.lukemysse.com
ing this also helps me know if a client’s expectations H E AT H E R PA R LATO LO S A N G E L E S www.parlatodesign.com
are putting too much pressure on the outcome of this K R I ST I N M A I JA P E T E RS O N ST. PAU L , M N www.grandciel.com
one project.” D E I D R E R I E N ZO TA P PA N , N Y www.connectwithcopy.com
Copywriter Deidre Rienzo, of Connect with Copy
in Tappan, NY, also makes a point of determining
the client’s goals at the outset. “If they start out with
expectations that aren’t realistic, or that I’m not capa- WEB EXTRA
Establishing rules and policies for your business—in writ-
ble of meeting, then these expectations will be nearly ing—will help you maintain control in your client relationships.
impossible to manage,” she says. “So I start by talk- Download a sample policy document:
ing frankly about their goals. I want to make sure HOWdesign.com/businesspolicies
I’m equipped to give them what they want. If clients
expect magic, I don’t work with them (unless I can
make magic for them).”
F REELANC E
distinguish the viable prospects from the deadbeats “We learned to talk more and write less, and to agree
before you agree to write anything. And that means on cost verbally before we put it in writing.”
you have to find out what the prospect’s budget is.
But that’s a problem, because either you’re afraid TALK ABOUT MONEY EARLY
to ask, or you ask and the response you get is use- Broaching the subject of money as early in the process
less. Either way, you’re back to square one. That’s the as possible puts you in the driver’s seat. It positions
moment to do something different. you as the professional you are, planting the seeds for
Discovering a prospect’s budget isn’t that compli- the client to trust they’re in good hands. It also allows
cated; it just requires some creativity and persistence. you to weed out inappropriate candidates. Your goal in
A S H L E I G H H A N S B E RG E R M Y RT L E B E A C H , S C
www.mottoagency.com