How to build relationships as a freelance writer
Most freelance writers get business because of referrals…but how do you find you get a referral engine going?
In this episode, we discuss why building relationships is so important as well as how to stand out and be memorable.
90% of our business comes through referrals. That’s people we know sending work our way.
But how does an aspiring freelance writer get on this level?
It’s all about networking; participating in online communities, connecting people who you think should know each other, and referring out work that isn’t a fit for you.
“Networking really means making friends with people.”
You don’t have to think of it as some sleazy, corporate thing. It’s just connecting with someone you know, who knows what type of stuff you do. You have to be who you are - wherever you are. Whether you’re at an event for freelancers or dinner with friends, let people know who you are and what you do, and you might be surprised at the doors that open.
Top tips for stress-free networking
It helps to pick a lane. Your goal should be to become the go-to person for your niche. When someone thinks of your niche, you want to be the face that pops up in their mind.
Find similar people in your community. Follow them. Talk to them. Find the super-connectors that have all these inquiries coming to them and be the one that helps take them off their plate. Networking is all about karma.
Making connections, befriending people, and offering referrals generates further business for you down the line. And usually pretty quickly! People are quick to reciprocate if you’re trying to be helpful. We suggest positioning yourself as a super-connector. The more people you know, the more helpful you can be in the community, and the more work will end up coming your way. It’s a win-win.
“You want to be the only expert of what you do in the room. So if you’re a Facebook ad copywriter and you join a community for Facebook ad managers, you’re in luck. You want to hang out where your prospective clients do.”
What’s worked for us is taking a service approach to other people. Give, give, give, and don’t ask for anything in return.
That kind of attitude will help you moving forward. The legendary Shep Gordon, Hollywood talent manager ,is a great example of someone who embodies this attitude. He once just offered to make breakfast for the Dalai Lama. He knew a chef, the Dalai Lama accepted, and now they serve on the board of the Tibet Fund together.
Don’t help people because you want things. Do it because it’s the right thing to do. Networking is about building relationships, not exploiting people.
Showing gratitude and standing out
When we were in college, hearing the words networking felt vague. But a great translation is just make friends and be nice to people. And be as helpful as you can.
Sure, you can be strategic about it. You might curate lists of people you want to interact with on Twitter, for example, but if someone asks you for help over email and you can answer quickly, then why not? You don’t have to offer them an hour of free coaching, but if you can help people, you should.
And if you pass on a high volume of referrals to someone then there’s nothing wrong with asking for a fee. It’s just realizing the value you’re offering and getting a piece of that. That makes it a business engagement rather than just acting as a funnel.
“On my intake form I have a tick box for clients that don’t have a content strategy - they go straight to a referral as they’re not ready for me yet. And this good juju comes back around to me later.”
Our final note: when it comes to relationship building, it’s great to acknowledge things. If someone helped you out:
Send them flowers
Write a thoughtful note
Or even give them some Jeni’s ice cream in the mail (Kaleigh’s favorite)
Gifting is much more effective than saying “thanks, bye!” via email. It builds the relationship and shows other people how much you value them. Your goal should be to be memorable. Everyone has flooded inboxes, so how can you stand out from that and be the person they think of when they need something done?
There are a lot of ways to do it - a (virtual?) coffee chat or consult. Even taking coaching with someone you want to connect to can be a great way to stick in their mind. Whatever it is, remember that relationships are all about taking a service-minded approach, and not just focusing on what’s in it for you.