Once you’ve met some potential clients, you need to close the deal.

If you’re like I was when I started, you probably have a pretty loose process. For the first several months, my process looked like this:

  1. Discuss needs with the client
  2. Try to get a rough sense of budget
  3. Guess the highest price point you think they’ll buy
  4. Prep a proposal or statement of work
  5. Hope for the best

I closed about 70% of the clients I pitched this way, so it felt reasonably good.

Then I ran the numbers. Losing 30% of clients—and guessing on the price point—was incredibly expensive! I was leaving tens of thousands of dollars on the table every year.

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Once you’ve picked a freelance niche, you need to land your first client.

If you’re like I was when I started, you’re probably pretty nervous. This whole sales thing can be really intimidating!

And you probably have tons of questions: “Where do I look for clients? How do I assess opportunities? How do I close the deal?”

This article will cover the first part of the sales process and walk you step-by-step through some simple methods for finding your first prospective clients.

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The Best-Kept Secret for Generating Freelance Leads

Today we’re going to talk about the best-kept secret for generating freelance leads.

No, I’m not talking about going to networking events and working the room—though that can work if you’re good at it. Instead, I’m talking about finding a group of freelancers to share clients with you.

This simple tactic is extremely powerful. And the best part is, you don’t need any clients of your own to start.

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This simple method got me 46 client intros last year.

The #1 question I hear from new freelancers is this: How do I find clients?

This makes complete sense. You didn’t start freelancing because you love sales. You started freelancing so you can work for yourself, practice your craft, and get paid to do it.

But unless you’re incredibly lucky, chances are there won’t be a line of clients beating down your door to write you five-figure checks when you first start out.

You have to find them. But landing your first client doesn’t have to be a Herculean task. While most freelancers take a variety of different approaches to finding work, there’s one tried-and-true method I see freelancers using again and again.

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To start freelancing, the very first thing you need to do is choose a niche.

But if you’re like I was when I started, you probably have questions: “What’s a freelance niche? Why do I need one? Can’t I just wing it?”

This article answers those questions and explains why choosing a freelance niche is the most important decision of your freelancing business.

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You’ve probably heard that you should consider pitching a retainer agreement to your clients.

But how do retainers work? Are they actually a good fit for your business? And if so, how do you sell them to clients?

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