All the Clients You Can Handle
I often speak at seminars and conventions. One of the most common questions I am asked by copywriters is, “How can I find clients?” It’s a question that plagues many copywriters.
This seems ironic that a copywriter and marketer should have a problem getting clients. Yet, it is the #1 problem for both new and experienced copywriters.
There is good news. You can find all the clients you can handle. It’s easy. However, you may have to acquire new skills, skills that we usually don’t use. Don’t beat yourself up – I can help you gain these skills.
As copywriters, our skill is writing good copy that sells. It is a different thing altogether to have the personal, selling and business skills to attract clients.
The main skill you will need to attract clients is sales. If you are a skilled salesperson, you will find all the clients you can handle. Jeffrey Gitomer’s website, www.Gitomer.com, is an excellent resource. As the premier sales trainer in America, Jeffrey can provide you with great information.
Now, here is a 5 Step System For Getting Copy Clients:
1. Invest in your website. Spend time creating the best copy for your site. After all, your copy is meant to sell YOU. A common mistake made by copywriters is to neglect the copy on their own website, while concentrating on copy for clients. YOU are your most important client! Make your copy the best that you can possibly write.
2. Choose a sales process that works. Do this as though you were doing it for your best client (which you are!). Develop a plan to bring clients closer to asking for a quote. You can choose from several different tools, all designed to get your client’s attention. Your lead-generation page may include an autoresponder, a forced opt-in page, even (ethical!) opt-in bribes to gain attention and clients.
3. Screen your clients. There are several ways to do this. One of the fastest and most effective is sticker shock. By posting my rates on my site, I weed out clients who should go somewhere else. Don’t get me wrong – I like people, and I enjoy working with them. But not everyone can afford my rates. It is a fact that as your copywriting skills improve, you will be flooded with more jobs. If you get more work than you can handle, you have two choices – you can either politely refuse jobs (because of a lack of time), or you can raise your rates accordingly (to reflect your increased skills). Of course, this assumes that your work offers a great rate of return for your clients, which will be the subject of a different article.
4. Follow up with your clients! Use your autoresponder to keep in contact and check that all is well. Don’t ever forget to make your clients feel special!
5. Attend seminars and network. Attending seminars and networking (and doing so in a professional manner) is the best thing that you can do for your business. I created a product that was 10 hours of audio teaching how to do this very thing. (And I’m not trying to sell this product here; in fact, it’s not even available for sale, at all.) Last year, I spent about $50,000 on travel to seminars. You don’t need to spend this much, but find a few key events that you know will be full of potential clients and make it a priority to get there. One of those that is helpful to a lot of people is Armand Morin’s Big Seminar. Here’s the link www.NewBigSeminar.com. It’s a great place for copywriters to network and find new clients.
Whatever your profession – web designer, marketing consultant, copywriter – you need clients to succeed. This simple 5-step program will help you to attract more clients and ensure the health of your business.
Filed under: Marketing