Want an edge on the competition? Need to find prospects and clients to carry you through the lean times? Then do yourself a big favor and think “local.”
Sometimes freelance professionals focus so much on searching the world, via the Internet, that some prime markets for most freelance businesses are forgotten. Those markets are right in your own backyard. In times like this, it’s very wise to diversify–to have at least three different sources of income. One of my friends, a freelance writer, calls this “always having three legs on her stool so it doesn’t fall over”. For most freelancers this is just good common sense.
Here are some ideas to help you activate your “local” mindset:
1. Renew those old contacts
It’s so easy to let relationships slip away when you start a new venture. When you begin to cultivate local resources, start with your past business contacts. Even former bosses are likely sources of new projects. In addition, many of your new clients will come from referrals, but your old contacts need to be reminded that you can still provide solutions to their needs. In addition to telephone calls, just drop by to say hello and leave some of your marketing materials.
2. Market yourself to potential local clients/customers
Take full advantage of all available marketing strategies, including direct marketing through mail and email.
3. Dust off your cold-call skills
Allocate some time each week for making cold calls. This will eventually pay off, as you make your calls, then do aggressive follow-up. Just one or two calls converted to prospects, then to clients, can add substantially to your income base.
4. Check your local newspaper classifieds, new business articles and advertisements
Check with every new business that falls within your parameters for possible work. Even ads for full-time employees may be possibilities for freelance work.
5. Search the Internet for your city’s web site, local organizations, or local job posting sites
Yes, you can use the Internet to find local resources for freelance jobs.
Make thinking “local” an on-going part of your marketing plan and job search. You and those local business will benefit from this focus. But, remember while you’re cultivating these contacts, don’t neglect the other “legs of your stool.” It all has to fit together into one integrated effort.