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5 Ways to Keep Your Client Momentum Going

By Francesca

I’m sure you’re well aware of the ups and downs that the feast or famine cycle can bring. There are days when you’d be swimming in projects, but then they’d be followed by periods of staring at an empty inbox wondering where your next paycheck will come from.

Yep, it can get pretty bumpy. But the good news is, you’re more than capable of smoothening up the ride. Below are 5 action steps that you can take to bring in more consistency in the clients and projects that you get. 

1. Get to know your clients NOW, reap the benefits later

You know that cliché about reaping what you sow? Well, the same thing applies here. For you to reap regular and continuous projects in the future, you need to plant smart, competent seeds in the present.

How do you do this? For one thing, be an excellent service provider. Always be respectful, turn in top-notch work, and adhere to deadlines. In short, be an awesome freelancer. Make them like—no, love—you so that when a project comes up, you’ll be the person that they turn to.

If you’d like to keep the momentum going with particular clients, invest the time and energy to get to know them. Take note of any special needs or preferences that they may have. Ask questions about their business and long term goals. Find out what they have planned for the future and if you offer services that fit into those plans, be sure to mention them.

Making an effort to get to know clients increases your chances of landing future gigs with them. It’s a great way to turn one-time assignments into continuous projects. Since you’re already familiar with their company and what they want to do, it’ll make more sense for them to just re-hire you, instead of going with a complete stranger.

2. Thoughtfully check-in

Your relationship with your clients (at least those that you want to continuously work with) shouldn’t end just because a project is over. Make it a point to check in and follow up every now and then to see how they’re doing. This helps keep you top of mind and increases your chances of getting re-hired in the future.

Don’t want to just pop in out of the blue? Do a little research to see what they’re up to. Read their blog or browse their recent press releases for any material that you can talk about. For instance, if the company just won an award, send them an email congratulating them on the recognition.

Relevant articles also give you a great excuse to check in. If you come across an interesting blog post that you think your client would find useful, forward it to them together with a quick “Thought you might want to see this…” note.

3. Tell them that you’d like to work with them in the future

Never underestimate the power of “spelling it out” to your clients. If you enjoyed working with them, SAY SO. Clearly express how much you value their business. Tell them that you think you’re a good fit and that you’d like to work with them in the future.

You can also take this chance to remind them of the range of services that you offer. Were you hired to write their about page? Remind them that you write blog posts, press releases, video scripts, etc., and that you’d be more than happy to take on the responsibility if they ever decide to produce those types of content.

4. Continuous marketing

Being complacent with marketing almost always leads to dry spells. To avoid this, take the advice of Marie Forleo who recommends adapting the A.B.M (Always Be Marketing) mantra. “Even when business is booming they [successful entrepreneurs] are always marketing, they’re always learning and they’re always hungry for more business to fill the pipeline.”

Don’t let the fact that you have clients now stop you from continuously putting yourself out there to reel in more business. Always have something going on in the background by publishing regular blog posts, keeping your newsletter subscribers posted, and maintaining a solid presence on social media and the blogosphere.

5. Ask for referrals

Asking for referrals is an excellent way to get new business. Not only is it far cheaper than advertising and other forms of marketing, but it’s also much more effective. People are more likely to act on referrals because they usually come from peers that they know and trust.

That’s why it’s important that you actively seek out referrals from your best clients whenever you can. Don’t assume that they’ll automatically recommend you to their business friends if they like your services. While there are some clients who will do this, those people are exceptions to the “Ask and ye shall receive” rule of referrals.

Go back to the laws of physics

Physicists define momentum as “The impetus gained by a moving object.” If we apply that to client-hunting, we’ll see that we gain client momentum when we keep on moving, and we lose that momentum when we stop.

The next time you find yourself in a freelance writing dry spell, ask yourself if you have been nurturing your client relationships enough. You can also look into how much marketing you’ve done lately. Perhaps it’s time to try another strategy or maybe you need do more of a particular tactic. Either way, the key is to keep moving. Market the hell out of your business by trying new things, sticking to the methods that work, and doing them on a consistent basis.

Francesca Nicasio (formerly Francesca StaAna) is the founder of Credible Copywriting and specializes in writing blog posts, web content, and press releases for online businesses. She also helps aspiring freelance writers break into the business at Be a Freelance Writer.

Category: freelance writing

8 Comments on "5 Ways to Keep Your Client Momentum Going"

  1. Dide says:

    Insightful post, Francesca. Everything seems ‘okay’ until the drought comes in, and you keep on refreshing your browser to check if that client just dropped in their project from the blues. Time to get to work!

    • Francesca Nicasio says:

      “you keep on refreshing your browser to check if that client just dropped in their project from the blues.” –Yep, I know the feeling. That’s why it’s important to keep the momentum going. Thanks for the comment, Dide! 🙂

  2. Hey, this was a great article, keep up the good work!

    • Francesca Nicasio says:

      Thanks, Alvin!

  3. Guestblo says:

    Highly informative post there Francesca. I completely agree with you on the point that nurturing client relationships can only prove beneficial for the business in the long run. Additionally, if you want to establish yourself as near-invincible for your clients you need to nurture your own skills too!

    • Francesca Nicasio says:

      Great point! Constantly developing our skills is critical to keeping a great momentum in the business.

  4. Charles says:

    Good read there Francesca! Just this week, I wrote to some of my former clients and asked if they had any current/upcoming projects. Two responded positively and I expect to get started any time now 🙂

Onibalusi

Welcome! I'm Bamidele Onibalusi, a young writer and blogger. I believe writers are unique and highly talented individuals that should be given the respect they deserve. This blog offers practical advice to help you become truly in charge of your writing career.

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