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How To Follow-up Like A Pro To Build Your Freelancer Business

entrepreneurship Aug 06, 2021

It’s Freelancer Friday! Do you follow up with your existing customers consistently? Do you have a process to follow up with incoming leads? Or a follow-up process after you’ve sent a proposal for services? Whether you do or you don’t, today’s episode will cover the basics of how to set this up or improve upon an existing system that can make or break you as a freelancer. Having a solid strategy to communicate well with your customers and leads is important for every freelancer. It can be the deciding factor when you send a proposal, and it can tip the scales in your favor if you’re up against other freelancers for winning a contract.

In Today’s episode, you will learn:

  • The importance of following up with leads, existing customers, and customers you’ve sent proposals to
  • Methods of following up and staying in touch with your clients and leads
  • What to say or what information to send when you follow up
  • When to follow up and how to make sure you never forget
  • What to do when you do or don’t get a response after following up
  • Setting up a bulletproof system that creates repeat clients

Resources From Today's Show:

Try Kajabi FREE for 14 days! https://app.kajabi.com/r/sF7FazZp/t/ctcpvhel

VideoFizz for follow up videos: https://www.videofizz.com/celebrations/

Join my Facebook Community for more marketing, messaging, and copywriting strategies to grow your business, or up-level as a Freelancer, VA, OBM, or DOO with weekly training on adding these skills to your services https://www.facebook.com/groups/theschoolofcopyandmessagingcommunity


Full Audio Transcription of this Podcast Episode:

(00:00):

Hey freelancers. Welcome to freelancer Friday. In today's episode, we're talking about how to follow up like a pro in your freelancer business. Following up with your customers can make or break you in the freelancer space. So I'm wondering, do you follow up with your existing customers consistently? Do you have a process to follow up with your incoming leads or do you have a process to follow up with someone after you've sent a proposal for your services, whether you do or don't today's episode will cover the basics of how to set this up or improve upon an existing system that will make or break you as a freelancer with following up, you should have a solid strategy to communicate well with your customers and your leads? This can be a huge game-changer in your business, and it can be the deciding factor when you send a proposal and tip the scales in your favor when you're up against other freelancers for winning a contract.

(00:57):

So in today's episode, you're going to learn the importance of following up with leads, existing customers, and customers to who you've sent a proposal to some methods of following up and staying in touch with their clients and your leads. What to say with the information that you send for follow-up when to follow up and how to make sure that you never forget what to do when you don't get a response after following up and setting up a Bulletproof system that creates repeat clients for your business. All right, freelancers, you know, the drill, grab that laptop or pin it's copy time.

(01:38):

Hey there, freelancer, did you start your freelancing business, wanting more time and money? Freedom only to find yourself feeling stuck, doing everybody else's busywork, and now you feel like you need something to Uplevel and differentiate your online business while you're in the right place. This is The School of Copy and Messaging podcast. And today it's freelancer Friday, where we help you as a freelancer add copywriting and content marketing skills to your book of business, to up-level your freelancer services, to earn more money, and gain more freedom in your schedule. My name is Amber and I've been freelancing for almost 20 years as a marketing media relations and PR professional.

(02:28):

Hello, freelancer. Welcome to another episode of freelancer Friday. Hey, if you find value in these episodes, did you know that the best way that you can thank me is by screenshotting the episode and sharing it on your Instagram stories tag me so that I can thank you for doing that. I sure would appreciate it. If you find value in this show, if you would share it amongst all of your friends and all of your people after seeing the episode title today, I wonder if some of you were wondering whether or not you have a system to up with your clients. And I wonder if you think that it's necessary or not. Well, my answer is yes, it's very necessary. Honestly. I don't think very many people do this anymore. I'm not sure why, but maybe it's the economy being so good. And maybe everybody just has a ton of business and they don't think that they have to follow up.

(03:19):

I'm really not sure. Maybe it's just going out of style because all of our friends are on social media. All of our clients are on social media and following up seems to be a little bit old school. If you don't follow up with your customers. And there's a reason, send me a DM on Instagram and tell me why, because I truly would love to know. I have two pet peeves when it comes to business. The first one is someone not returning my phone call. And the second one is a business. Not following up with me after I've considered their services. Let's talk about why it's important to follow up. Now I am old school. I still believe that you should return people's phone calls. I just think that it's common courtesy, and I believe that you should follow up with your customers. I actually think that not following up with your customers tells them that you don't care if you get their business there.

(04:12):

I said it, sorry, not sorry. If it offends someone. I know there are people out there who probably disagree with me, but I think that that's the message you're sending to your customers. When you don't follow up with them, it tells people that you really don't care if you get their business or not. Seriously, I interviewed an entrepreneur for a service that was incredibly expensive. Um, thousands of dollars I did what would be close to, uh, like a discovery call for them for like 30 minutes. And you guys, this entrepreneur didn't really have any questions for me. It was basically just like, Hey, this is the call to answer your questions. If you have any. So I had two questions going into the call. Um, the call ends up lasting about 15 minutes and I got those two questions answered pretty quickly. And I never heard from her again, no email, no phone call, no text message, no DM on Instagram, nada.

(05:07):

Guess what? I didn't do business with her. And I am actually still actively seeking to fill someone in that role to provide those services that I know we're going to cost me a great deal of money. I mean, thousands of dollars is a lot of money. And in my business, I just believe that if I am going to sign up for a service, that's going to cost that much money. I know why I need it. I'm halfway already sold. I know I need this service and I'm actually looking for someone to provide it, but the fact that she didn't follow up with me, um, I'm sure she's a wonderful person and I wish her well in her business. But the truth is that gives me a reflection of what it's going to be like to be a customer of hers. And in this service that I was trying to find somebody to do for it's a service where like there's gonna be a lot of follow-ups, there's going to be a lot of interaction.

(06:03):

And when I need to get ahold of this person, I need somebody who's going to be responsive to me, especially if I'm paying that much money. So her inability to follow up with me showed me a reflection of what it's going to be like to do business with her. And so I didn't, I didn't do business with her. And that person lost me as a customer. Now had that person followed up with me and at least said, Hey, just following up on our discovery call, do you have any additional questions and used some messaging that would remind me of the value that they would have provided? Quite honestly, I probably would already be a client of theirs and I wouldn't be spending more time searching for that service still. So it is so important. And I truly believe that the first impression that you give your customers is in your follow-up.

(06:55):

It's before they even become a customer. That's the number one reason that I believe as a freelancer, you need a solid system for following up. It's the first impression you give your clients of how you will treat them and what their customer service experience will be like when they work with you. It's truly a reflection of doing business with you and your brand. Now, when someone becomes a lead, in other words, um, you haven't even sent them a proposal. They've just expressed interest. That's who we're going to focus on first. And if you don't follow up with that person, you're showing them that you don't care. You don't care if you get their business. And when you do follow up with them, you're not only giving them an example of what it's like to do business with you. You're showing them that they are a priority, even if they're not a customer yet, that sets huge precedence in your business and gets you halfway to already getting the business.

(07:51):

Trust me. When I tell you, you want people to have a good first impression. And that first impression is usually what sticks with them the most. Did you follow up? Did you show that you cared about getting them as a client? And did you remind them about why using your services is going to solve a problem in their life? Now, when you send a proposal and you don't follow up, you're again saying, I don't care if I get your business. I don't care if you become a customer, if you reach out to them and see if they received the proposal, ask if they have questions, and schedule a time to go over it. That sets such a different precedence along with sending a good proposal as to whether or not you're going to get back that customer. And then when somebody actually becomes a customer and you don't follow up with them after you've done services for them, you are much less likely to get their referral business or have them repeat as a customer with you again in the future.

(08:48):

So it's imperative to show your existing customers as well, that you appreciate their business. And you want to have as a repeat client and you value any referrals that they would send your direction. Keep in mind you guys, when somebody sends you, you are a referral, they are not okay. Only validating your business, but they themselves are putting their name on the line. Because if you do a bad job for somebody, when you get a referral, that customer is going to call the person back, who referred you and say, gosh, this person didn't do a good job for me. And it makes that person look bad. So it's a big deal. When you get a referral from somebody to treat them well. Now you can imagine the impression it makes when you have a good process for following up with that person. When they see their friend the week later, who referred them to you, they're going to say, gosh, I'm so appreciative of that referral.

(09:42):

This person's already called me back. They've sent me a proposal and they're going to talk about how great of a customer experience it was to start working with you. And that stuff matters. So if you don't value your customer enough to follow up with them, they won't value you enough to do business with you. Let me say that again. If you don't value your customer enough to follow up, they won't value you enough to do business with you. Freelancer, you depend on your clients and their repeat business and their referrals. You can create a very good business, just working on referrals and repeat clients. Once you've gotten a solid foundation under you as a freelancer. So forget spending a ton of time on social media or having to run ads. If you get this part, right, this can support your business. If, and if you don't do it well, it can really, really hurt your business.

(10:38):

So hopefully with the opening section here, I've convinced you to have a follow-up system. So let's talk about some of the ways are that you could accomplish this successfully. And we'll go over some of the methods of how you can follow up with your clients. So the first thing is so obvious, but I do believe that it needs to be talked about. That first thing is just ask for the business. I know it seems silly, but most business is truly lost because we don't ask for it. It really is. The first step in any follow-up system is that you need to ask people for their business, let your customers know that you want to work with them. The person who didn't follow up with me that I mentioned, I assume they forgot or don't care, or maybe I wasn't a good fit and they don't want to work with me.

(11:27):

Those are the assumptions that I'm left with because that person didn't follow up with me as a customer. So here are some methods that you can use to follow up with people. Now, some of these are, are very common and a few of them might be not so common. Um, the first is email, just emailing somebody and saying, Hey, did you get my proposal? Or, Hey, thanks for putting an inquiry in on my website. Just wanted to follow up and see how I can help you. So the first method is email. The second method is going a little bit old school, you guys, but it's to simply give someone a call and we're going to talk about this later in the episode. But in order to do this, you have to think ahead a little bit and whatever intake process you have for, for getting leads, make sure that you're getting their contact information so you can email them or you can call them when you can text them.

(12:22):

Um, you can Voxer them if they're inbox or you have an address to send a card to, you have to ask people what their contact information is. This is one of the reasons, one of the other reasons that most people don't follow up with their customers is they don't have their contact information, especially if they're just in the lead stage. And that's because you don't have a system set up to gather that information. So make sure wherever you are collecting leads, you have some kind of a process like on your website that people can put in their contact information when they become a lead, not just their name, but they can put in their email, they can put in a cell phone number. They can put their handle for social media or Vox or an address. You have to request that information. Now I know some of you are going, I could put that on my website, but nobody's going to fill it in.

(13:12):

Most people actually will. And you know what if they don't, who cares, right? You, you asked, you tried, some people will fill in the sections that they're comfortable with and not the other sections. They may give you, you know, their Instagram handle and their email, but maybe not their cell phone number. That's up to them. But guess what? You won't get it if you don't ask. So make sure you have a process to at least ask people for their contact information. And I actually think that you'll find most people who want to do business with you and who are seeking a problem or seeking a solution to a problem. We'll give you their contact information because they are hoping that you can help them. So email emails, the first way you can reach out to people calling somebody old school and just touching base with them, following up with them.

(14:03):

The third is social media. Instagram is my favorite because Facebook's a little clunky. If you're not friends with somebody and you try to send them a message. So, um, Instagram is really easy to send a direct message, especially a voicemail. You can do that on Instagram. So I prefer Instagram for that. The fourth way you can follow up with people is by text. Um, the fifth way is on Voxer, which is a kind of vetted walkie-talkie app for anybody who doesn't know what Voxer is. And then the last way is also a little bit old school, send a handwritten note, send them a card. Um, a lot of people don't do that anymore. And guess what? Because it's kind of going out of style when you do it, it really, really helps our customers like they're important. And you took the time to follow up with them with something like a handwritten note that is such a big deal to people.

(14:58):

So those are some of the ways that you can follow up email, a phone call, direct message on Instagram, a text, a message on Voxer, or send a card or a handwritten note like physically send one in the mail. You can also send them, uh, like an e-card, um, by email. Um, the last thing for those of you who have never done it, there's a lot of apps out there where you can actually send a video message. Um, you can do this on a couple of different platforms. My favorite is video fizz, where it actually text them a link. And when they click on the link, it pops up a message, a video message from you that you can record. And then they have a bunch of templates loaded in the system already as well. But that's another really great way that not a lot of people use and that's called video feeds.

(15:47):

So those are, what did I name? I think I named seven ways, um, seven different avenues that you can use to follow up with your customers. So keep in mind, in order to do that, you need to ask them for their contact information. The next thing to keep in mind is this is a big one. So if you're multitasking, come back and listen, um, ask people how they want to receive information. How do they prefer to hear from you? A lot of people don't ask this anymore and you guys people appreciate it when you reach out to them using the manner by which they prefer. So when you're collecting somebody's contact information, like if you have an intake form on your website and that's where the lead would go to put in their email and their phone number, et cetera, ask them on that form. What is your preferred method of communication?

(16:40):

How do you prefer that? I get in touch with you and they can check the boxes for all of the ways that they are okay with you getting in touch with them. That is such a big deal because if somebody prefers a phone call and you're, you know, sending them an Instagram DM, that could be part of the reason why your follow-up process is broken. And if somebody prefers an Instagram DM, but you're sending them a card in the mail, that's probably why they're not paying attention to you. So you have to ask people, how do you want me to communicate with you? What is the preferred way that I can contact you? And then here's the next big thing. When they tell you the preferred way, use it, use it, use it, use it. Um, I also have done intake forms before. Well, I will actually say, is there a manner by which you do not prefer that I contact you because some people are like, don't call me.

(17:34):

I don't want people to call me. I don't have time. I want you to text me or people who love Voxer. And they want me to call them over Voxer. And if I text them, they're not going to answer. And so you have to ask people and don't be afraid to do that because, in the long run, people appreciate it because it becomes part of your customer experience that is better for, for them, for your clients. So those are some of the methods by which you can follow up in a couple of just key points to keep in mind. Um, if you don't know how people prefer to communicate, then my rule of thumb is to use your top three, which are usually going to be your email, a text message, and then a physical piece of mail. If you have an address. So remember to capture their information when somebody inquires and remember to ask them what that preferred method of communication is.

(18:25):

Now, the next tip I will give you is to set up a calendar that reminds you to contact people. And we're going to talk a little bit about how to set this method up, but something that would remind you in your calendar, that once a week for four weeks, you set up a recurring appointment with yourself to contact these five people every week for the next four weeks. So set something up that will automatically remind you. And then one thing that all do the next day after I've talked to somebody is I will follow up the very next day for the first time and then set up a calendar reminder for once a week for four weeks after that came. If I don't hear from somebody, I stick them on my email list. That's usually what I do. And then I follow up once every six months with something like a video of his video or in the mail if I've got their address.

(19:16):

And we'll kind of talk a little bit more about all of this. So the main thing is to ask people for their business. And then these are the methods by which you can contact somebody to ask for their business. Now, what do you say? And what info do you send when you're following up with someone? Well, if you know the problem that they are trying to solve, you focus on that and the pain point that it causes them, how you solve it and how much better their life can be once you have solved it. So this is for somebody who maybe you've done a discovery call with, and you actually know the problem that they're having, you know, that their issue, you know, is that their website is not landing well, it's not converting well and they need new copy. Well, when you follow up, you're going to say specifically that you're contacting them to follow up about solving that problem.

(20:08):

So you would say, um, hi, Jane, I'm following up about improving the copy on your website so that it converts more of your customers and you can stop wasting your time with a website that doesn't work. I want to remind you about the proposal that I sent to you so that we can get that website working for you and it can grow your business. So you're actually telling them you're following up and telling them the problem that you discussed and how much better their life looks after you solve the problem. That's reminding your customer, the pain point that they had and why they need to solve it. So can you imagine if you just followed up and said, Hey, Jane, just calling to follow up on that proposal? See if you have any questions. Thanks. Call me back versus hygiene. I was calling to follow up on our conversation and just touch base with you to see when I can start working on your website so that we can improve the copy.

(21:04):

And it can actually start working to build your business and get you more customers. I don't want you to have to deal with a website anymore that doesn't work for you. And I look forward to fixing it so that I can take that off your plate and grow your business. Which one of those messages, if you will, that you leave, do you think they're going to pay attention to don't forget when you follow up to remind your customer of the problem that you actually solve, sometimes we follow up out of the, just mundane have to, right, but take it a step further. I mean, if you're going to follow up with the customer, take the time to do a good follow-up and remind them of the problem you're going to solve for them and how much better their life looks like after you solve it.

(21:47):

So that's a key thing to following up with someone when you already know the problem that you need to help them solve. So let's talk next about how do you follow up with someone when you don't know their problem, right? Maybe you've got a lead on your website. You try calling them, they haven't called you back. You don't know the problem yet that you're going to solve well in this case, it's a really good idea to use your company's controlling idea. Now, if you don't know what that is, go back and listen to the last, like three or four episodes of the podcast where we specifically went into, how do you explain your business when you, um, when you offer multiple services? So the idea of that is your controlling idea is what you explain and then all of your services and products underneath that are how you accomplish that big controlling idea.

(22:36):

Well, normally your controlling idea is going to be what most of your customers are struggling with and what your business actually does. What is your business exists to do? That's probably kind of a general thing that most of your customers are struggling with. And following up with that, with whatever that controlling idea is, and then saying to the customer, I look forward to learning more about your business and what specific needs I can help you with. So you're just using your controlling idea as kind of a hail Mary if you will, to say, I'm guessing, this is probably the problem you have. So an example of this would be if I didn't know exactly what the problem is, and somebody put in an inquiry on my website, but I haven't been able to reach them. I might call and say, hi, Jane, this is Amber from promo rate marketing services.

(23:27):

I was just following up to see how I can help your business with marketing and clarifying your message so that more of your customers pay attention to it. And we grow your business. If there's something specific beyond that, that you were looking for, when you contacted me, I would love to know what it is so that I can help you out. Give me a call back or schedule a call here on my calendar and give them the web address. I look forward to talking with you. So even if you don't know exactly what the issue is that they're calling you about, you can kind of guess and maybe leave some general thoughts in your follow-up and then say, I would love to know more specifically about what you're struggling with. So that's just some tips for people who you don't know, what problem they have that you need to solve.

(24:16):

Now, when you're clear about what you do most leads that you get are going to be contacting you for what exactly you're selling. So I feel pretty confident that if your own message for your marketing and your business is clear when people contact you, that's what they're going to be looking for. That's a product of you doing a really good job on your own marketing. Now let's talk about existing customers. If you have existing customers that you're following up with, be as specific as you can, about how you did help them and what success they had after working with you. So if I'm following up with an existing customer, I might call and say, Hey, Jane, this is Amber. I just wanted to touch base and see how it's going with your website. I want to make sure that you feel like your website is now converting more readers to customers, and that you're no longer having to spend time creating a message that isn't working.

(25:08):

I was really happy to help you with the website. I'm really excited to hear how your business grows and just wanted to touch base and make sure that that website is really doing a good job growing your business. And you're just reminding them of the thing that you did for them and how it saw success, right? We're reminding them that their website now is converting more readers to customers and it's growing their business. You're just reminding them of that. And then with an existing customer, I would also follow up by saying, I also provide lead magnet writing services, and I also do email marketing. And so if you ever find yourself needing help with that, now that we've got your website taking care of that might be a natural next step. Give me a call if you'd like to discuss that. So you can always kind of upsell in your follow-up for the next thing that you think your customer might need.

(25:58):

Like, don't miss the opportunity you guys to do that because your existing customers who are already happy with the work that you did, that's your best audience to either number one, recruit more work that they might need. So they'll become a repeat customer or number two, they have referrals for you. So always ask when you speak with your existing customers, if they know of another business that you should be calling, that needs your help, that's a great, great way to grow your business. So what do you do when you do, or you don't get a response from following up? Well, when you don't get a response, keep following up, give them a way to ask you not to. So what I'll typically do is I will follow up with somebody once a week for about four weeks, and then I'll put them on my email list.

(26:50):

And what I'll do is I will tell them, Hey, I'm sorry, we haven't been able to touch base. I put you on my email list so that you're receiving some marketing advice every week in your email. And if you don't want that, it's real easy to unsubscribe. But in the meantime, I also would love to know if you don't want me to contact you, you could just text me at this number and just let me know, not to follow up with you. Maybe you have found somebody else to help with your, your copywriting and your marketing. And that's cool. Just text me and let me know. And then I won't bug you anymore. Or you could say again if their preferred method of communication is Voxer, you could say, you know, send me back a boxer and let me know. And then I won't keep following up with, you know, here's the thing you guys, if they don't contact you to say, Hey, stop calling me or stop boxing me, then you have the green light to keep following up with them.

(27:45):

I had done that with many people where they just are busy. They're just busy. They don't have time. And so maybe right now they don't need marketing services or any copywriting services. And maybe they inquired because they had something on their mind and then they got busy and they're like, you know what? I'm just, I just can't deal with this right now. And they don't necessarily want me to stop following up. They just aren't ready for me yet. So what I do in that case is I follow up and I tell them if you don't want me to follow up anymore, totally fine. Here's where you can text me and let me know that. But if I don't get that text from them or that email or whatever it is, I keep following up. And that tells me that they still want my services. So what I will do is I will follow up with somebody once a week for about four weeks.

(28:33):

Then I'll put them on my drip list. And then I will put a reminder in my calendar to follow up with them personally, every six months. And yes, I keep doing that until they tell me not to. And that follow-up every six months might be a phone call, or it might be a video message or Instagram voicemail, just something that kind of puts more personal, like a personal touch versus just an email. Um, and then I will keep doing that until they tell me not to, or until, you know, they get back to me. Now, let's say you got a response from somebody and you, you know, you had the first call, you sent them a proposal, then what do you do? Well, I follow up the same day that I send the proposal follow-up the very same day, at least with an email to just check and re remind them of the problem you're solving with them.

(29:24):

And that you had sent the proposal. Then I follow up three times after that, usually the following week, and then like the beginning of that following week. And then the end of that next week after I followed up with them, three times, I put them a cycle of once a week for four weeks, and then I put them into my every six months pile. So when somebody has gotten a proposal, I follow up the same day, then the beginning of the next week, the end of the next week. And then I kind of put that into once a week for four weeks. Then on that six-month cycle, that's just how I do it. You guys might find a different way that works better for your business. This is just to give you some ideas of ways to follow up with your customers. Now let's talk about setting up a Bulletproof system that can help you create repeat clients.

(30:15):

I told you guys at the beginning of the episode, this is a really great way to just get repeat clients. Once you have gotten some clients established, you can have a very lucrative business with just getting their repeat business and their referrals. So the first thing is follow up with a thank you when the job is complete, that they hired you for this is going out of style too. And you guys, I don't just mean a text, right? Like, I mean a written note card. Maybe you send them a gift card. That's $5 at Starbucks. Um, if you don't want to do a written note, at least do like an email, thank you, card, or something. Um, and then a video message. A thank you for doing business with me on video fizz is also a nice touch, uh, and then consider giving them a reason to come back to you for more business.

(31:04):

Now, a lot of times what you can do here is offer them a discount service for being a repeat customer. Two ways you can do this. The first is just a typical discount. Maybe you give 5% off. Um, for the next time they come and do business with you. If they come back within, you know, 60 days, or you could also do a discount on a specific service, if let's give an example here, if somebody comes to you and you did, um, the homepage of their website, you did the copy for their homepage. And then as a thank you, you could send them a little note and you could send them a discount code that says, when you're ready for your services page or your about me page, you get $50 off or you get 10% off your next invoice, something like that, that kind of leads them into the next service.

(31:56):

That makes sense for them that way. You're kind of already setting up the business that they're going to give you next. That's a really great way to do that. The next thing to keep in mind is part of your Bulletproof system to create, repeat clients is to ask for a referral, but don't just ask for it, tell them where to send the referral and remind them of the situations to refer you in. Let me kind of explain this. So have somewhere where they can send a referral, they can memorize, like text me to Amber Glus marketing, or go to Amberglus.com. Like you want them to remember exactly where to send their customers. So in my case, I tell people to send them to my website, tell them to go to Amberglus.com because I know if they go there, it's got the contact me page. It's got my lead magnet to download.

(32:50):

And it's also got my services page where it outlines the services that I do. There's a contact page. They can contact me directly. I want people to go to my website. So I tell people to go to Amberglus.com, make sure wherever it is that you want your customers to refer you to that you tell them how if you prefer that people call you tell them to give you phone number, but you have to tell people where to send that referral business. And then the next key is to remind people what kind of a situation to refer you in? So an example of this is if I tell a customer, if I say, Hey, Jane, I really appreciate referrals. And I want to work with more entrepreneurs like yourself. So keep me in mind if you know of anybody who wants to do business with me, okay.

(33:35):

That's an example, one example. Two is, Hey Jane, I really appreciated doing business with you and I want more clients just like yourself. So if you know of any other entrepreneurs who need a clear brand message that can grow their business and copywriting that sells their services really well, I would appreciate it. If you would send them my way, send them to my [email protected] Can you see the difference in those two pitches as a freelancer? It's your job to remind people the solutions that you provide to their problems. And if you remind them enough to where they not only remember it to do business with you, they're going to remember it when they refer you. So what's going to happen is the next person that Jane here comes along, that needs a clear brand message and needs help with their copywriting. They're gonna think of me, cause I told them to think of me in that situation.

(34:30):

That is the biggest difference and whether or not you get referral business is when you start planting the seed in the mind of your customer as to who, and when they need to refer someone to you, that alone will grow your freelancer business exponentially. Next thing, um, put your existing customers on a specific drip list and remind them how it felt when you solved their problem. Check in with them and actually ask how it's going. This is probably one of the biggest mistakes that I see freelancers making is they don't follow up with their existing customers to just check in, see how things are going, remind them of the problem you solved and ask what else they need. So when you follow up with an existing customer, let's say, Jane here, I've done her copywriting on her website. She's got a clear brand message. She was happy with my services.

(35:27):

Well, I'm gonna follow up. Maybe I'm gonna follow up in three months and I'm gonna say, Jane, I just wanted to call and see, how is that website going? I'm betting it more customers for your business. How is that affecting your bottom line? I'm so happy that I got to be a part of growing your revenue. I just wanted to check in and see if there's anything else I can do for you. Hey, did you know that I also do email marketing? Now that we've got your website working email marketing might be a really great next step for you. Is that something you'd be interested in? So you're checking in with your existing customers, reminding them of the success that they had after working with you, and then giving them the next step that they might need to take to be a repeat customer, right?

(36:12):

Give them the next logical step to work with you and give them a reason to be a repeat customer. The next thing is be a resource of information and a helpful person to your customer. So being a resource, if they, if you check in with somebody and they're like, oh, you know, yeah, that's going really well. But gosh, now I need somebody to design my website, have a list of people you can refer them to. It may not be work that you do for them, but giving referrals to stuff that your customers need help with really sets you apart and really, really makes a big impression on your customers. All right. The last thing is, ask for feedback when the job is done, if they suggest something that you implement, actually tell them that you implemented it and how much you appreciated it. So let's say you have a customer who said, yeah, you know, the experience was really great working with you.

(37:06):

The only, the only thing I would say is, um, that program you use to send your proposals. And I had a really hard time, you know, figuring out how to use it. Okay, great. That's great feedback. First of all, thank them for the feedback. Now, second of all, if you change that platform and you implement their suggestions, you know what I'm going to do, I'm actually going to call them and say, thank you so much for the feedback I wanted to let you know that I fixed this. I'm looking forward to having you try it so you can tell me if you find that it's easier to use people, appreciate number one that you asked for their feedback, but number two, that you actually use it. So if it is something you implement in your business, tell them that you implemented it because they will really appreciate that.

(37:51):

And it will also set you apart in your business. Okay? Whew. That was a lot, friends. I hope you had a pen handy today or come back, um, download the episodes. You can come back and listen to it. Later. We went through a lot of tactical stuff today to talk about how in the world, can you build your business as a freelancer, uh, like a pro by having a system that you can easily follow up with your leads, with the proposals that you send with existing customers and how you can get repeat business with that and increase the amount of referrals that you get as well. Wow-wee that was a lot. Um, last thing that I want to mention to you guys, if you haven't downloaded my guide, that tells you exactly what sections you need to have in your website to make your website successful and make it work for you.

(38:45):

Please go get that free guide. It gives you each section that you need to include. And it also gives you prompts for what copy to put in each section so that your website converts readers to actual customers. You got to have your website working for you folks. It is one of your greatest business assets as a freelancer. So if you don't have that free guide downloaded yet, go do that at amberglus.com/website. Before we go today, I also want to thank our sponsor today of the show, which is Kajabi. You can get 14 days for free with Kajabi. And the link for that is in the show notes. If you've been thinking about trying Kajabi, this is your time to do it. Kajabi is the one in stop one and done shop for all of your online business needs. It can manage your website, your CRM system, your email marketing platform. And if you have courses, you can host them on Kajabi as well. It does it all my friends go grab your 14 day free trial. The link is in the show notes. Okay. Friends, thanks for being here today. And I'm so grateful that you joined me. I hope that you found some value in this, and if you did, would you please take a screenshot of it and share it up on your Instagram stories? I sure would appreciate it. Thanks for being here for freelancer Friday friends, I will see it next squeak.

(40:07):

Thanks for listening today, friends, and spending a piece of your day with me to get more information on my copywriting and content marketing and messaging services. Go to Amberglus.com. You can also learn more on Instagram with me @AmberGlus. Until next time, go share your unique message with the world.

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