All the Clients You Can Handle
Nearly all copywriters worry about finding clients. I often speak at seminars and conventions. Copywriters approach me all the time with the same question: "How can I get more clients?"
Finding clients is the #1 problem for copywriters, new and experienced. Given our skills at writing, it seems odd that copywriters and marketers would be challenged by a lack of clients. After all, we are the advertising experts!
The good news is that it is easy to get all the clients you can handle. I have learned, though, that acquiring clients takes an entirely different skill set than we usually operate in. So, if you're having a problem getting new clients, don't beat yourself up.
As copywriters, our skill is writing good copy that sells. It is a different thing altogether to have the personal, selling and business skills to attract clients.
The main skill required for acquiring clients is sales. I've found that an excellent resource for increasing your sales skills is Jeffrey Gitomer's website, www.Gitomer.com. Jeffrey is the premier sales trainer in America right now.
Here is a simple 5-Step System to help you attract more copy clients:
1. Develop your website. Your website is a powerful marketing tool which is meant to sell YOU. Put your best foot forward by using only your most powerful marketing messages on your site. Don't make the common mistake of writing powerful copy for clients while neglecting your own. Your website speaks for you - make sure it tells the whole story.
2. Use a sales process. There are several tools at your disposal: use a lead generation page - like a forced opt-in page, an autoresponder, opt-in (ethical, of course) bribes to get potential clients to sign up. There should be a plan that will lead the client to the point of asking for, in our case, a quote on copy writing services. Do the sales process as if you were doing it for a client.
3. Screen your clients carefully. I use several techniques to do this. One of the most effective is sticker shock. I post some of my actual rates on my site. A lot of clients gasp and don't return my calls when they see my prices. This isn't because I don't like them, or I don't want to work with people, it just weeds out those who should go somewhere else. I don't say this to be arrogant, but as your copywriting skills improve, you will be deluged with work. You will then need to either politely refuse jobs, or raise your rates accordingly, so you are doing fewer jobs for more qualified clients. This presumes, of course, that your work is good enough to give a good return on investment for your clients. (which will be the subject of a different article).
4. Follow-up marketing is important! Use it all the time, every time. Theoretically, your autoresponder should go on and on, into infinity.
5. Network and attend seminars. The best thing you can do for your business is to seek new faces and opportunities by networking and attending seminars. Last year, I spent about $50,000 on travel expenses to attend seminars. Of course, you don't need to spend this much! Search out a few key events, concentrating on those that will be packed with potential clients. Make it a priority to get there. In my opinion, Armand Morin's Big Seminar is one of the best places for copywriters to meet and greet new clients. More information can be found on his website at www.NewBigSeminar.com.
Whatever your profession - web designer, marketing consultant, copywriter - you need clients to succeed. This simple 5-step program will help you to attract more clients and ensure the health of your business.
Finding clients is the #1 problem for copywriters, new and experienced. Given our skills at writing, it seems odd that copywriters and marketers would be challenged by a lack of clients. After all, we are the advertising experts!
The good news is that it is easy to get all the clients you can handle. I have learned, though, that acquiring clients takes an entirely different skill set than we usually operate in. So, if you're having a problem getting new clients, don't beat yourself up.
As copywriters, our skill is writing good copy that sells. It is a different thing altogether to have the personal, selling and business skills to attract clients.
The main skill required for acquiring clients is sales. I've found that an excellent resource for increasing your sales skills is Jeffrey Gitomer's website, www.Gitomer.com. Jeffrey is the premier sales trainer in America right now.
Here is a simple 5-Step System to help you attract more copy clients:
1. Develop your website. Your website is a powerful marketing tool which is meant to sell YOU. Put your best foot forward by using only your most powerful marketing messages on your site. Don't make the common mistake of writing powerful copy for clients while neglecting your own. Your website speaks for you - make sure it tells the whole story.
2. Use a sales process. There are several tools at your disposal: use a lead generation page - like a forced opt-in page, an autoresponder, opt-in (ethical, of course) bribes to get potential clients to sign up. There should be a plan that will lead the client to the point of asking for, in our case, a quote on copy writing services. Do the sales process as if you were doing it for a client.
3. Screen your clients carefully. I use several techniques to do this. One of the most effective is sticker shock. I post some of my actual rates on my site. A lot of clients gasp and don't return my calls when they see my prices. This isn't because I don't like them, or I don't want to work with people, it just weeds out those who should go somewhere else. I don't say this to be arrogant, but as your copywriting skills improve, you will be deluged with work. You will then need to either politely refuse jobs, or raise your rates accordingly, so you are doing fewer jobs for more qualified clients. This presumes, of course, that your work is good enough to give a good return on investment for your clients. (which will be the subject of a different article).
4. Follow-up marketing is important! Use it all the time, every time. Theoretically, your autoresponder should go on and on, into infinity.
5. Network and attend seminars. The best thing you can do for your business is to seek new faces and opportunities by networking and attending seminars. Last year, I spent about $50,000 on travel expenses to attend seminars. Of course, you don't need to spend this much! Search out a few key events, concentrating on those that will be packed with potential clients. Make it a priority to get there. In my opinion, Armand Morin's Big Seminar is one of the best places for copywriters to meet and greet new clients. More information can be found on his website at www.NewBigSeminar.com.
Whatever your profession - web designer, marketing consultant, copywriter - you need clients to succeed. This simple 5-step program will help you to attract more clients and ensure the health of your business.
About the Author:
For tips, tricks, and tactics of a top direct response copywriter, visit the site of Copywriter Ray Edwards. There you'll find a daily podcast, video tutorials and copywriting advice.
posted by catlover @ 11:22 AM
0 Comments:
Post a Comment
Links to this post:
Create a Link
<< Home