Everybody likes a steady stream of new clients. Why wouldn't they? It keeps quiet that little nagging voice in the back of your mind that whispers, "Your freelance career isn't sustainable. You'll have to go back to an office job one day. All your clients are going to leave you." That voice is so annoying.
Having regular new clients helps you sleep better at night. It's makes you feel like your services are valuable and sought after.
But remember: Even when you're earning a great income and customers are thrilled with your work, it's those new referrals that keep you growing, busy, and content.
As a little insurance policy, it’s a good idea to have your door open to new clients in three specific places…just in case. I see a lot of fellow freelancers not taking advantage of these areas in which they could be introducing themselves to new clients, so I wanted to take a moment to point them out (so you can be ahead of the curve.)
A Pinned Tweet
Want to get a great piece of content in front of your new Twitter followers? Make it a pinned tweet.
What’s a pinned tweet? Twitter allows you to pin a specific tweet to your profile page so it’s at the top of your feed when someone views your profile. This feature is 100% free and is prime real estate—it’s top-of-fold for anyone who comes to check you out.
On my Twitter account, I use a pinned tweet to send people to this website (since it's all shiny and new.)
Now, the secret to a great pinned tweet is that it earns new clients—it doesn't demand them to buy from you. It informs and invites the reader into your world slowly.
Think about it like this: If a pinned tweet said something like, “Hire me for your next project now” (and linked to a contact page), would you be apt to act on that? Probably not. Even if that person was the best in the business.
The reason: Until you get to know a person, you have no reason to trust them. When you discover someone on Twitter and click his or her profile, you’re often learning about that person for the very first time.
Instead, invite the reader into your world so that he or she can learn more about who you are, what you do, and why you’re so great before making a sales proposition. From there, your reader makes the decision to move forward if there’s interest.
This also means the leads that do contact you from this avenue are going to be better qualified and more likely to hire you or to buy from you.
Your Email Signature
Every time you send an email, there should be a call to action that invites the recipient to check out your best piece of content.
You can set it and forget it: If it’s in your automatically inserted email signature, you never have to think about including it. Easy.
Doing this is important because every time you reply to an email thread, the reader is reminded that you have this great piece of information they’re missing out on. Plus, often times, emails are forwarded to other recipients who need in on your conversation—so there’s a way for you to spread the good news about your content with others, too.
So what should you promote? This might be a TED talk you gave, a blog post that has done really well, an invite to join your amazing e-newsletter, etc. Tease it in a way that the reader has a reason to click the link.
For example: Have you seen my talk on X? Watch the video and learn my secret to X.
My pal Jill Salzman from The Founding Moms does this well in her email signature. Under her name, it reads:
P.S. Seen my new video? Mind watching it 492983 times? http://bit.ly/JillTips1
Just remember, this isn’t a place where you make a hard sell. You’re providing value and letting the reader decide on his or her own if they want to act.
Your LinkedIn Summary
External links to your website on your personal LinkedIn account don’t stand out. They just don’t.
They’re tucked away in in the contact section and experience section—but you wouldn’t even realize they were clickable links unless you rolled right over top of them with your mouse.
Including a link to your services page or that amazing piece of content you used in your email signature right in the summary section of your LinkedIn account lets your profile viewers know exactly where they need to go to find further information about working with you.
One caveat, though. Is that link going to be clickable? No. And that’s a bummer. But, I still see value here.
If you can put this highly relevant link front and center, the people who are really looking for that information will take the two extra steps to copy and paste the link and to get where they need to be.
Bonus: It’s also a lot cleaner than getting all kinds of wordy while you try to explain the details of what it is that you really do.
Provide Yourself More Opportunities
These are just three common places not often being taken advantage of—but I’m sure there are many, many more. I'd encourage you to put a compelling call to action in these places so that when people take the time to learn a little bit more about you, they're presented with the exact place you'd like them to go for more in-depth information.
Starting here, you’ll create more opportunities to showcase your value and eventually get more new clients. Which is good for your sanity. And sleep habits. And bank account.
It’s good news all around.