Your freelance strategy is an ongoing process, but when we zoom out, you’ll generally be following a basic structure—returning to it to adapt as your business grows and changes.
- Employment extraction: Figure out the experience, knowledge and value you can pull from employment (Resource: Employment Value Extraction Workbook)
- Niche selection: Choose a niche/industry/market (the US Standard Industrial Classification can be helpful) (Resource: Niche Resources Page)
- Skillset identification: Decide on a skill that will be valuable for your market (surveys and conversations are helpful here (Resource: Skillset list)
- Value statement: State the value you offer your clients (Resource: Intro to Value)
- Prospecting: Start looking for companies and individuals who might be interested in your services and who need the value you offer. Track them in a CRM. (Resource: Prospecting: The Freelance Habit You Didn’t Know You Needed)
- Introductions: Introduce yourself to potential decision-makers in your market without a sales pitch…very effective on LinkedIn and at conferences and events. Keep it short and casual and lead with specific value and results.
- Marketing/touches: Provide value and establish trust through social media, email, thought leadership (It takes anywhere from 8-15 touches to make your average sale) (Resource: Marketing Hub)
- Pitch: After introductions, introduce sales and services to begin the sales phase of your relationship. (Resource: Sales Resources)
- Refine: Regularly review these processes to adapt to market changes, establish effective systems, grow your business, create effective branding, and adjust for your lifestyle needs. (Resource: Strategy Notebook)
*This isn’t a required order and many freelancers find it beneficial to take a different path. This list is intended to help you reorient yourself during times of confusion or a lack of clarity.
