All The Clients You Can Deal With
Ray Edwards
I often speak at seminars and conventions. One of the most common questions I am asked by copywriters is, "How can I find clients?" It's a question that plagues many copywriters.
It seems strange that copywriters and marketers, experts in their field, would have problems finding clients. Still, the biggest problem facing copywriters, both new and experienced, is lack of customers.
There is good news. You can find all the clients you can handle. It's easy. However, you may have to acquire new skills, skills that we usually don't use. Don't beat yourself up - I can help you gain these skills.
As copywriters, we are skilled in writing excellent copy that provides results. However, attracting clients requires more than just writing skills - you also need personal skills, selling skills, and business skills to attract clients.
The most important skill to develop is your sales skills. If you learn how to sell, you will attract more clients. Jeffrey Gitomer is the premier sales trainer in America. Through his website, www.Gitomer.com, you too can learn how to sell effectively, attracting more clients.
Here is a simple 5-Step System to help you attract more copy clients:
1. Invest in your website. Spend time creating the best copy for your site. After all, your copy is meant to sell YOU. A common mistake made by copywriters is to neglect the copy on their own website, while concentrating on copy for clients. YOU are your most important client! Make your copy the best that you can possibly write.
2. Choose a sales process that works. Do this as though you were doing it for your best client (which you are!). Develop a plan to bring clients closer to asking for a quote. You can choose from several different tools, all designed to get your client's attention. Your lead-generation page may include an autoresponder, a forced opt-in page, even (ethical!) opt-in bribes to gain attention and clients.
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 with your clients! Use your autoresponder to keep in contact and check that all is well. Don't ever forget to make your clients feel special!
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.
It doesn't matter if you are a web designer, copywriter, marketing consultant, or other service professional. The important thing is that you try these five steps. If you use them, your client list will grow, and you will have no problems finding clients.
For an inside look at the techniques of a top direct response copywriter, visit the site of http://rayedwards.com/ Copywriter Ray Edwards. There you'll find many marketing resources and http://rayedwards.com/ free copywriting advice. You can get a http://www.uberarticles.com/?id=27025&b=79 unique content version of this article.
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