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Freelance Domination 2.0Build A Profitable Business With Your Skills

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Week 4: Client Acquisition Part II:

Finding Clients and Onboarding Them

Freelance Domination 2.0 3

7 Ways To Find Clients

Cold Traffic

4 The “Loss Lead” Approach

7 Advanced Referral Systems (Covered in a later week)

Leveraging Existing Relationships

5 The Marsupial Method

3 Warm Canvassing

6 Online Job Boards (Covered in a bonus module)

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Strategy #1: Cold Traffic

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Strategy #2: Leveraging existing relationships


Who’s In Your Immediate Personal Network?

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Y

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Coworkers

Colleagues and Classmates

Roommates and Neighbors

Friends

Family

Significant Others

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Why Leverage Existing Relationships?

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3

2

4

Build Confidence

Super High Closing Ratio

Test In Safety

“Prime The Pump”


How?

1. Start asking around…

2. “Would you pay for this?”

3. “Do you need this?”

4.“Do you know anybody who does?”

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The psychology behind it…

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Strategy #3: “Warm Canvassing”

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We’ve all seen businesses that were in DIRE need of our services…

• “Man…this restaurant’s web site SUCKS…I could build a much better one…”

• “This chiropractor’s advertisement is horrible. I could get them much more business.”

• “This office could really use an in-house personal trainer. They need me!”

• “This magazine would do so much better with higher-quality writing. They should let ME write some articles and see how many readers they get.”


4 Ways To Make Your Leads Beg For Your Services

🍂 📣

“Call their baby ugly”

Probing questions

Ridiculously high free value add

Incredible presentation

#FEAR

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VISION

yRECIPROCITY

EXPERTISE

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“Call their baby ugly”? WTF?

• Many small business owners have a primary “wheel house” and literally no idea what they are doing outside of that

• What’s worse…they don’t even KNOW what they don’t know

• It’s your job to “call their baby ugly”, then offer incredible value

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The psychology behind it…

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• It’s your job and duty to ethically create a sense of urgency/doom and gloom in a prospective client

• They need your services, and they should know all the things that could go wrong if they don’t hire you

• Your experience comes in to play here. What’s the worst that could happen? Paint the picture

• If they are already doing ok, how much better could they be doing WITH your services?

• Always tie it back to their primary metric — in most cases, this is money

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Why should you ask probing questions?

• Reinforces your knowledge/thought leadership

• Shows that you’ve already put careful consideration into their needs before even being hired (good predictor of your attention to detail)

• Gets them even more anxious about all the things they don’t know

• “Have you thought about how you’re going to [insert feature or service they don’t offer]?”

• “I’ve been looking at your website/product/service…why haven’t you [insert something they overlooked]?”

• “How do you know that [insert an assumption they are making]?”

• “What happens if X? Do you have a backup plan for Y?”

• “What specific strategies are you using to [insert goal they want to accomplish]? Do you have a roadmap in place?” (If “yes”, ask if they are happy with their progress. If “no”, ask why they don’t have a roadmap)

Examples

After creating some fear and tension, assuage them with a massive

demonstration of how valuable you are…

The “Value Add” Technique

• When approaching a client about why they need to work with you, it’s important to give them something useful/actionable whether or not they agree to a contract.

• Why? This gives you a chance to highlight your knowledge again, and solve the problems you brought up with the probing questions.

• It’s the ultimate weapon — the knockout punch.

• Website Analysis

• Preliminary Edits

• Free Consultation

• Walkthrough

• Report

Examples of The “Value Add” Technique

• In person

• Online

• Either way, make sure you find time walk through it with them — it’s much better than attaching a document

• Create a narrative (see examples in this section)

How To Deliver

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Strategy #4: The “Loss Lead” Approach

Would you lose $100 today to make $1,000 next month?

(I hope so…)

• Also known as “free work” — but with a twist

• Setting clear expectations from Day 1 that you normally don’t do this for free

• Contingent on phenomenal work — but is a nearly fool proof way to get a client

• Focuses on the lifetime value of a client, and the fact that once you’ve made their life easier, they won’t want to live without you (think about free samples)

• It works because people love to get things for free — especially expensive services they’d normally have to pay for

What is a “Loss Lead”

• Approach a prospective client with a “value add” proposal

• State the things that they are doing wrong, ask probing questions and pique their interest

• Then, offer to make all their problems go away — for free — on one condition…

• If you do extraordinary, they return the favor…

How it works…

• You could say “If I do extraordinary work and you’re extremely pleased, then I’d love to continue working with you at my normal rate.” (Discuss rates later)

• EVEN BETTER: “If I do extraordinary work and you’re extremely pleased, all I ask is that you refer me to 3 friends who have businesses that might also benefit from my services.”

• BOOM — 3 potential clients for the price of one. And 9 times out of 10, the original clients ends up hiring you as well for work down the road.

• Imagine if you did 5 “Loss Leads” and ended up with 15 prospective clients. Incredibly powerful.

• More on creating these systems later

Ask for something better than money…

Strategy #4: The Marsupial Method

(AKA “host/beneficiary”)

• The Marsupial Method is one of my “signature” strategies

• The concept is simple: Find a business who already has your ideal clientele, and offer to serve that business as an in-house/“white label” service

• I did this with test prep by finding private admissions counselors who already had affluent clients, but were sending their students to Kaplan/Princeton Review for test prep

• Original Marsupial Method explanation video also in this module

History of The Marsupial Method

• The ultimate win-win-win

• Other business owners get to add more services, they look better to their clients + they get money

• Existing clients often get cheaper rates on services that they absolutely need

• You get instant access to a stream of paying clients — that you can keep for LIFE.

• Allows you to kickstart a profitable business in 24 hours or less

Benefits

• Via email: Send a short pitch (template included in this lesson)

• Follow up with a brief value-added report that outlines what your services are, and how everything will fit together seamlessly (template also included)

• Benefit, benefit, benefit — it’s all about them

How to pull it off

Sample Marsupial Outreach

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Strategy #6: Online Job Boards

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Strategy #7: Advanced Referral Systems


Week 4 Action StepsFinish this work before we meet again next week!

01Set Up Your Onboard ProcessCreate a streamlined process to welcome people into your service

02Find Your First ClientUse one of the strategies today!

éWeek 2 Bonuses

Expert interviews !Join The Private Group

Get support and brainstorm with the Tribe

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