Many freelance jobs are one-off gigs. Usually it’s because the client doesn’t have a need for more writing, but plenty of times it’s because the writer didn’t make a memorable impression. In these cases the client turns to another writer to handle ongoing projects.
So how does one turn a gig into a regular client?
- Communicate – This isn’t to say you should bombard your client with emails, indeed the reason he hired you is so he doesn’t have to do the work himself. Do keep in touch periodically. Let him know every couple of days where you stand with your project and how much nearer you are to completion.
- Go beyond – Don’t just churn out a piece of fluff. Do your research, and by research I don’t necessarily mean Google. Visit the library, call businesses and expert sources. Offer up a few quotes. Believe me, it makes all the difference.
- Complete the task before your deadline – Sure, your client doesn’t mind if you turn in your assignment on the deadline date, but keep in mind that’s the last possible day he wants you to turn it in. By getting your work completed ahead of time you’ll not only make a favorable impression, but you’re also giving your client peace of mind. Many times even the deadline date is cutting it too close for comfort. The later you submit your piece, the more people you hold up.
- Don’t miss deadlines. Ever. –Your Aunt Milly is sick, your power is out, you spilled coffee on your keyboard…trust me, your client has heard it all before. Except for cases of extreme emergency, there’s no reason to miss deadlines. No one likes a flake.
- Be receptive to changes and suggestions – We writers are very territorial. We feel our work is perfect the way it is, and hate it when editors make changes. (Me too!) Get over it. If you want to be called back for more gigs, the last thing you want is to be seen as someone who is difficult and isn’t receptive to suggestions or changes. You sold your client the rights to your article, now sit back and let her do her job.
- Ask your client if there’s anything else you can do – After you turn in your assignment, ask your client if there’s anything else you can do for him. He might have another project on the back burner. Plus this shows him you’re really interested in working for him.
- Check back now and then – If you haven’t heard back from your client in a month or son, check back with her. Tell her you’re touching base and wanted to let her know you’re available if more writing projects arrive. You don’t have to ask her if she has anything for you, just remind her you’re available. By doing this you’re letting her know you want to work, and also keep you fresh in her mind in case something does arise.
- Use the “I thought of you” approach – I do this now and then and it works. If you come across an article or website that would be of interest of your client, send it to him. I usually just attach it with a “ I saw this and thought of you. Best regards” thing. Again, I don’t come out and ask for work, but the client remembers my name and will also see me as someone who stays current.
There’s a lot of competition among freelancers to land the regular gigs, no one knows this better than Yours Truly. If you want to impress your clients, you’re going to have to do more than type up a few paragraphs and send them in. You’re going to have to make a good impression, and that’s easier said than done.
What are your ways to turn a gig into something regular? Share in the comments.
Every once in awhile I’ll have a “sale” where all orders put in within the week (or month or whatever) are a certain percentage off. I email everyone I’ve worked with in the past. People can’t resist a sale, and it reminds them that they’re getting quality work from someone who aims to please.
Another great piece of work Deb! As some of my fellow freelancers may know, I recently spent about two weeks visiting family in rural Mexico. I came back to a backlog of work and some wicked Montezuma’s Revenge in the house. I missed deadlines and still haven’t caught up…. So your #4 is making me wince BIG TIME. I actually drove my kids to soccer camp today NAUSEOUS at the crappy work I’ve been doing this past week.
Some other things:
1) The most important thing you can do is provide a high quality piece of work. The bottom line is that if it doesn’t read well and isn’t impeccably done, game over.
2) Submit a reference list with each article. Clients like that you’re accountable and transparent and also that you share your sources. If you’re in the medical field as I am, this is vital.
3) When the contract is complete and you have been paid, send a brief email thanking the client and give your positive feedback for what made that client a great person to work with (we’ll hope it wasn’t a client from hell..hehe).
4) Have a fancy invoice. No, it’s not superficial and yes, it does give an incredibly strong and favorable impression. By fancy, I don’t mean cluttered and full of graphics. I mean a sharp, clean design that is easy-to-read but goes beyond your basic black and white, flat listed invoice. Break costs down in a way that your client can see how you derived the fees. There’s less ambiguity that way and less need for further emails/questions. I recently asked a client for a reference letter to apply for a MSc program and one comment was with regards to my invoicing. It confirmed that clients do take notice of your record keeping and invoicing procedures/design.
5) Be friendly. I mean, really, is it that hard to be pleasant? When you’re emailing, wish your client a lovely day or week. Think how nice it is when a client isn’t abrupt with you and offers up wishes for a good day. It feels good, no? Provide that same courtesy in return.
6) Reflect back edits and concerns. Always reflect back a client’s requests. You want to be sure you’re doing it right and by reflecting back what the client wants, you show them that you’re careful about your work and want to get it right. You also show an understanding for the client’s needs. Being understood is a good thing and you’ll show that you’re an excellent listener.
A year or so ago I’d contacted a regional magazine to see about working for them, but was told at the time that since I wasn’t local, they really couldn’t use me. I said my thank yous, and went on to other projects. I got in touch with the editor earlier this year, and I was given three assignments (my suggestions). The icing was that one of their sister pubs used one of my pieces and I was paid for that as well. I kept in touch with that editor, and she recently assigned a piece to me that she didn’t have time to do.
I just used Deb’s idea about saying, “I’m still here” for one of these editors, since I haven’t heard from her in some time.
And, I too, am wincing at the deadline one.. I do keep good deadlines, but there are times when things have come up (like lacerating my cornea with the corner of an envelope, and not being able to see for some time–does that count as a good enough excuse?
)
thanks as always, Ms. Ng!
Hey, thanks for #8! I’ve been wondering if doing something like that would be appropriate or just rude (since editors are often busy).
#4 makes me sigh, since I did miss one deadline once. In my defense, I was having gall bladder attacks and was unexpectedly bedridden for a week straight. I told the client in my apology that she was free to fire me as she found appropriate. She kept me. Speaking of her, I’d better check on her.
But thank you very much for this list! I’ve been wondering if my friendly behavior (inquiring after clients’ health, etc.) was unprofessional.
-Misti
Thanks for this great list.I’ve just started freelancing’seriously’,and this is something I’m going to pin up on my softboard.
I need work guys,help!
Good tips, Deb. Another thing I do is put together an e-newsletter with writing-related business tips. I send them out to each client individually (not a group email – too impersonal). More often than not, one client will call with something that needs to be done.
I’m surprised no one mentioned “Dig up some dirt you can use to blackmail them with”. Obviously writing isn’t as competitive as other fields.
Kidding!
I think the best way to make them a returning client is to say, upfront, “I like to be something akin to the family lawyer.” You tell them that’s how you do it, and they will either respond with “I like that” or “This is a one-time gig”.
I’m into bluntness. It works for me.
lol at Erik, honestly I am such a sweet person that people always call me back. KIDDING, no, you know what? I am still what I would consider relatively “new” at this, so I hadn’t thought this deeply into it. Now, what I’ve been doing lately is offering to meti with or drop in on some of my local clients (like meet at BN or starbucks) and they LOVE it. I found it cements the relationship. Like I said in a past post, it is more for lonliness sake, but really I think it makes them trust me…putting a name to a face and etc.