You’ve established your freelance copywriting business. It’s time to develop some good habits. Here’s the best habit: remember your clients, and stay in touch with them.
I work with freelancers every day, and I can count the number of writers do this on the fingers of one hand… and yet, it’s the easiest way to increase your income.
Winning new clients costs money
All business people know that acquiring customers costs money. That’s true even if you’re not spending money, but are spending time.
Consider this scenario. You’re charging $150 an hour for your services, and you spend eight hours a month on marketing your business. Every month, you acquire ten new clients. You’ve “spent” $1200 on marketing that month. (Your hourly rate times eight.) Your Customer Acquisition Cost (CAC) is $120.
You’ve spent that time/ money, so your aim needs to be to get as much value from each customer as possible. That’s good business, and it builds your relationships.
Let’s look at how you can mine the gold in your client list.
1. Get clients onto a retainer: it’s good for them, and for you
You’ve created a mailing for a customer. You’ve been paid in full. Now what? On to the next client’s project? NO!
Savvy freelance copywriters look at each of their projects, and think about how often the client needs that type of copy. Ask your client how often he sends out mailings. He might send out mailings once a week, once a month, or once a quarter.
Suggest to the client that he puts you on retainer. A retainer’s a fee that’s paid in advance for your services. Most retainers are paid monthly.
Some of your client projects will be one-offs. A client needs some point of sale material, and that’s all he needs. Many client projects however happen periodically. Offer your services on retainer.
If you have ten clients paying you retainer fees each month, that’s steady income, and guaranteed work.
2. “Will you have fries with that?” Upsell your clients
Savvy freelance copywriters also think about complementary copy when they’re working on a project. If you’ve just created a mailing, offer to do a follow up mailing, or a couple of webpages for the project.
Upsell when you quote. Let’s say that you’re compiling a quote on writing copy for an online catalogue. Your upsell might be weekly press releases promoting your client’s new products. Or blog posts promoting products. Use your imagination. Get creative. Think about your client, and his audience.
Write “upsell!” on a sticky note and stick it onto your monitor. Never create a quote for a project without offering an upsell. It’s an easy way to increase your income.
3. Ask your clients for referrals (be the writer in a thousand who does this)
You’ve completed a project for a client. Give him a call a week later, and once the pleasantries are over, tell the client you’re building your client list. Ask for the contact details of three people who might use your services.
Most of your clients will be only too happy to refer you — but you need to ask.
4. Send out regular mailings: you’ll be thrilled at the results
If you want to get the most gold from your client list, send out regular mailings. Keep each mailing short, and send it out once a month, like clockwork. Creating a mailing doesn’t take long, and you’ll always get work out of it.
Wondering what to talk about?
You could mention:
- Client work you’ve done in the past month;
- A new service you’re offering;
- A service you want to promote that month;
- Business news — this can be anything that’s of interest to your clients.
You can create a mailing and send it via email out in an hour or less. Do it.
It’s the easiest way I know of to generate new projects. One student copywriter sent out his first mailing, and got three new projects out of it. The fees for those projects totaled over $9,000 — not bad for 600 words which took 40 minutes to write.
Every new client can be money in your bank account
Companies talk about the “lifetime value” of a customer. Start thinking of each client as on-going income for you.
If you’re developing a new copywriting business, take these tips to heart. They are, quite literally, money in the bank.
Copywriting Mastery 2016: Build a Six-figure Copywriting Business
Copywriting is highly lucrative. Word for word, you’ll make more money as a copywriter than you will with other kinds of writing.
Could YOU become a copywriter? I’ve often said that if you can write an email message which gets a response, you can write copy. Yes, YOU.
We’ve updated Copywriting Mastery for 2016. It remains the most powerfully effective, and easiest, copywriting course ever.
Of course, you receive personal guidance from me. Join us. 🙂
How to profit from your writing: online store.
Latest posts by Angela Booth (see all)
- Serial Fiction: 3 Easy Tips To Help You Start Your Serial Today - June 11, 2019
- Info Products: 3 Easy Tips To Help You Create And Sell Them - June 6, 2019
- Beginning Writer: 2 Strategies To Remove ALL Your Roadblocks - June 4, 2019