If you’ve already got a client or two but are keen to sign your next client, this guide is for you. Over the past 10 years, I’ve booked more than 100 clients. And let me tell you, the process gets easier and easier the more clients you work with (duh).

This is all well and good if you’re a seasoned pro, but what if you’re not sure how to bridge the gap in your schedule?

Don’t worry, I’ve gotcha! This guide runs you through a step-by-step process you can use to secure your next freelance client (and the next, and the next). 

Step 1: Build your portfolio

Building a strong portfolio is essential for attracting potential clients. It’s your chance to show off your best work and demonstrate what you can do. 

Here’s how to effectively showcase your skills and create an impressive online presence.

Spotlight projects that highlight your skills

• Choose wisely. Pick 3 to 5 projects that truly represent your abilities. These should be pieces you’re proud of and that align with the type of work you want to do in the future. 
• Diversity matters. If possible, include a variety of projects to show your range. This could mean different types of work (like blog posts, websites, or marketing materials) or projects for different industries. 

Include case studies and testimonials

• Tell the story. For each project, write a brief case study that explains the problem you solved, your approach, and the results. This not only showcases your skills but also demonstrates your problem-solving abilities. For instance, if you helped a client increase their website traffic, mention the percentage increase and how you achieved it.
• Gather testimonials. Reach out to past clients and ask for feedback. A few positive words from satisfied clients can go a long way in building trust with potential new clients. You can include these testimonials in your portfolio or on your website. Make sure to ask for permission to use their names and any specific details they provide.

Step 2: Put yourself out there

I’m a BIG advocate of networking. It can introduce you to new clients and fellow freelancers, plus it adds a bit of humanity to an otherwise online profession. 

Here are some ways you can put yourself out there to land your next client. 

Reach out to former colleagues and clients

Start by reaching out to people you’ve worked with in the past. 

Send a friendly email or message to former colleagues and clients. Let them know what you’re up to and that you’re available for freelance writing projects. A simple message like, “Hi [Name], I hope you’re doing well! I wanted to let you know that I’m currently taking on freelance writing projects. If you know anyone who might need help, I’d appreciate any referrals!” can go a long way.

When you reconnect, don’t just ask for work. Offer to help them with their current projects or provide feedback on their content. This shows that you value the relationship and are willing to contribute, which can lead to future opportunities.

Attend industry events and conferences

Look for writing workshops, conferences, or networking events in your area. Websites like Meetup or Eventbrite can help you discover local gatherings. Attending these events is a great way to meet other writers and potential clients face-to-face.

When you attend an event, be proactive. Introduce yourself to others, ask questions, and engage in conversations. Bring business cards or a digital portfolio on your phone to share your work easily. Follow up with the people you meet afterward to keep the connection alive.

Join relevant groups on platforms like Facebook and LinkedIn

Search for groups that focus on freelance writing, content creation, or your specific niche (like travel writing, copywriting, etc.) on Facebook and LinkedIn. Joining these groups allows you to connect with fellow writers and potential clients.

Participate in discussions, ask questions, and share your insights. Don’t just promote your services—offer valuable advice and support to others. This builds your reputation and can lead to job opportunities as people start to recognize your expertise.

Share valuable content

Regularly post articles, tips, or insights related to writing on your social media profiles. This could be a blog post about writing techniques, a tip for overcoming writer’s block, or even a personal story about your freelance journey. Sharing your knowledge helps establish you as an authority in your field.

When you share content, use relevant hashtags to reach a broader audience. For example, hashtags like #FreelanceWriting, #ContentMarketing, or #WritingTips can help your posts get discovered by people interested in those topics.

Don’t forget to like, comment on, and share posts from other writers or industry leaders. Engaging with their content can help you build relationships and increase your visibility in the community.

Step 3: Create a customisable proposal or pitch

When you start networking and putting yourself out there, it helps to have a templated pitch or proposal to hand that you can customise and send off to any budding prospects. 

Here’s how to do this: 

Thoroughly research potential clients

Before you even think about writing your proposal, spend some time getting to know your potential client. Check out their website, social media profiles, and any recent news or press releases. This will give you a good idea of their brand voice, target audience, and current projects.

Try to identify any challenges or problems the client might be facing. Are they struggling to engage their audience on social media? Do they need help explaining complex topics in simple terms? Understanding these issues will help you position yourself as the solution.

Tailor your proposal to address specific challenges

Use what you’ve learned about the client to customise your proposal. Mention specific projects or goals they’ve talked about, and explain how your writing skills can help them achieve those goals.

If you’ve identified any pain points, address them directly. For example, “I noticed that your blog posts aren’t getting much engagement. I can help create content that resonates with your audience and encourages more interaction.”

Clearly articulate what sets you apart from competitors

Don’t just say you’re a “great writer.” Instead, focus on what makes you unique. Maybe you have experience in a particular industry, or you’re skilled at writing in a specific style. For instance, “As a former tech journalist, I can explain complex tech concepts in a way that’s easy for the average reader to understand.”

Let a bit of your personality shine through in your proposal. If you have a quirky writing style or a unique approach to projects, mention it. Clients aren’t just hiring your skills; they’re hiring you as a person.

Show off examples of past successes relevant to the client’s needs

Pick examples of your work that are most relevant to what the client needs. If they’re looking for someone to write blog posts about finance, don’t send them your portfolio of travel articles (unless they’re finance-related travel pieces, of course).

Don’t just list your achievements. Instead, tell a brief story about how your work made a difference. For example, “I wrote a series of blog posts for a tech startup that increased their website traffic by 50% in just three months.”

If you have any stats or data to back up your successes, include them. Numbers can be very persuasive. “My email newsletter copy helped increase open rates from 15% to 35% for my last client.”

Step 4: Don’t forget to follow up

Following up after submitting a proposal or pitch is a crucial step in the client acquisition process. It shows your enthusiasm and professionalism, and it can help keep you on the client’s radar. 

Here’s how to follow up effectively.

Establish a timeline for follow-ups after submitting proposals

After you submit your proposal, give the client some time to review it. A good rule of thumb is to wait about one week before following up. This gives them enough time to consider your proposal without feeling rushed.

If you know the client is busy or if they mentioned a specific timeline for decision-making, adjust your follow-up accordingly. For example, if they said they’d be making decisions in two weeks, wait until that time has passed before reaching out.

💡 Tip: To help you remember when to follow up, use tools like calendar reminders, task management apps (like Trello or Asana), or even a simple to-do list. Set a reminder for the day you plan to follow up, so you don’t forget.

Keep a spreadsheet or document where you log the proposals you’ve sent, including the date submitted and the follow-up date. This way, you can easily see what’s pending and avoid double-following up with clients.

Keep your follow-up message short and sweet

Your follow-up message should be short and to the point. Start with a friendly greeting, remind them of your proposal, and express your eagerness to hear back. For example, “Hi [Client’s Name], I hope you’re doing well! I wanted to follow up on the proposal I submitted last week regarding [Project Name].”

Step 5: It’s time to negotiate

This part can be a bit nerve-wracking, especially if you’re new to freelancing. But don’t worry! With a little preparation and the right mindset, you can navigate this process like a pro.

Before you even start talking numbers, make sure you know what other freelancers in your field are charging. Check out freelance job boards, ask fellow writers, or look at industry reports to get a sense of the going rates.

Based on your research and experience, decide on your rates. This could be per word, per hour, or per project. Have a minimum rate in mind – this is your “walk away” point.

Have different pricing tiers if possible. Maybe you charge one rate for blog posts, another for whitepapers, and another for editing. This gives you and the client some wiggle room during negotiations.

Be ready to discuss scope, deadlines, and payment terms

• Clarify the scope. Before you agree to anything, make sure you understand exactly what the client wants. How many revisions are included? What’s the word count? Will you need to do interviews or research? The more detailed you can be, the better.
• Set realistic deadlines. Don’t promise what you can’t deliver. If a client wants something unreasonably fast, be honest about what you can do. It’s better to under-promise and over-deliver than the other way around.
• Discuss payment terms. Will you be paid upon completion or in milestones? Do you require a deposit upfront? Make sure you’re clear on when and how you’ll be paid.

Tips for maintaining professionalism whilst negotiating

• Keep It positive. Frame the negotiation as a way to find a solution that works for both of you. Use phrases like “How can we make this work for both of us?” instead of making demands.
• Listen. Pay attention to what the client is saying. They might reveal budget constraints or other factors that can help you find a middle ground.
• Be solution-oriented. If there’s a sticking point, try to offer alternatives. For example, if they can’t meet your ideal rate, maybe you can reduce the scope of work or extend the deadline to make it work.
• Be willing to meet in the middle. On less crucial points, be open to compromise. If a client can’t meet your ideal rate but is offering steady, long-term work, it might be worth considering.
• Don’t be afraid to walk away. If a client is pushing for terms that don’t work for you, it’s okay to politely decline. Say something like, “I appreciate the opportunity, but I don’t think I can deliver the quality of work you deserve at that rate/timeline.”

Remember, negotiation isn’t about winning or losing. It’s about finding an arrangement that works for both you and the client. Stay calm, be professional, and don’t be afraid to advocate for yourself. 

What happens next? 

Once you’ve booked your next client, make sure you give them an excellent experience from start to finish. Use the templates and resources in Workflow Wizard to deliver a delightful onboarding experience and to build that all-important client-freelancer relationship. 

Now that you have these steps and tips, it’s time to put them into action! Start by defining your niche and building your portfolio. Reach out to your network and begin crafting those proposals. Remember, each step you take brings you closer to securing your next freelance client.

Believe in yourself and your abilities. Freelancing can be challenging, but with the right approach, you can succeed. Each proposal you submit and each connection you make is a step toward building a successful freelance career. Remember, every successful freelancer started where you are now—facing uncertainty but willing to take action.