The Freelancers Dilemma
I have a giant list of my clients contact info stored in a Google spreadsheet. This list is gold.
But gold isn’t worth shit unless someone is willing to buy it.
Also, my golden client list does jack squat and makes me zero dollars unless I ‘remind’ those clients that I exist and that they have a problem I’ve fixed before and can fix again.
But don’t me get wrong, you’ll always have those clients that call you automatically and will send you referrals while you sleep. Those are your dream clients right?
Those are your advocates.
They should be treated like VIPS on Air Force One.
“Answer those 4am calls, everybody.” -Andrew Dawson.
But for those other clients that never call you, a simple nudge, or chilled out reminder that you exist is all it takes for them to hire you again to fix the problems they have. This is how you increase your business.
The Systematic Approach.
- Build a system into your normal work routine
- It makes calling clients and booking new studio time easy
I like doing my funnel (sales) calls on Monday. I have a Google calendar setup to alert me every Monday to generate leads.
Whether it’s calling my existing client base or calling people that can help me find some new leads, it consistently gets done. I’m never guessing what I should be doing on Mondays.
How to increase demand
There are 3 ways you can increase your business.
1. Remind People of Their Needs
- Go to the market place and remind them that they have a problem you can fix.
- They need to buy your audio engineering service because it helps them in a unique way.
- Think about what you actually sell and how it will help them get or do what they want.
2. Satisfy Existing Needs
- You go to Upwork (formerly Elance) and the only other people on that site are people with problems and are willing to pay you to fix them.
- Other marketplaces with existing needs include Thumbtack (I landed some dream clients from here), SoundBetter, and Craigslist, just to name a few.
- Customers are looking for you to help them fix a need. Where are they asking for help at? Where do they hang out? …GO THERE.
3. Initiate a need
- You go and try to remind someone that they have a pain or a need that they weren’t aware about before.
- Telling someone that they have a need when they don’t think so themselves is the hardest way to increase your business.
- People will ignore you
- Think about when Apple launched the first iPhone. Even though it’s popular now, in the beginning people said they DIDN’T need an iPhone, wtf is an app, but Apple spent billions in clever marketing and advertising to convince people why they actually needed an iPhone. Eventually they believed they did. Now, spoiled little 7 year olds have them.
- This is why photographers pitching a new bride or a mother with a one month old and convincing them that they have a photography problem is easier than say, a mother with a 9 year old.
- Trying to initiate a need is the hardest way, although it is not impossible.
Most freelance audio engineers aren’t aware of this hierarchy. Most freelancers in any industry aren’t aware either.
Most freelancers are just waiting around for the phone to ring.
Or they’re SOOO eager for business, that they’re running around telling everybody to “pick me, pick me, pick me”, even though the person they’re pitching to doesn’t think they have a problem.
The is the dilemma most freelance audio engineers face. It’s this bad behavior of waiting around doing nothing.
Or worst, doing the wrong thing. Waiting for the phone to ring. That hotline bling. Waiting for superman. Wondering how they’re gonna pay off those plugins they charged on their Amex card. F’ You Waves! F’ You UAudio! …j/k I love them plugins.
But not you! You can do what the top performers do.
You’re a SMART producer. A producer of amazing work. You have the potential to do 10x better than what you are now.
You signed up for my email list to educate yourself and I hope my rambling makes sense to you and will nudge you to do something amazing.
So go try these 3 ways. Go increase your demand! Go earn more!
- How I Get Clients In My Door Without Being Too Salesy– The hassle free approach to booking your studio.
Thank you for reading. I hope you learned and enjoyed!
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P.P.S. I love reading and hearing what you have to say. Has this helped you in a specific way? What are you struggling with? Please leave a quick comment below.