Get New Clients Through Referrals

Early freelancers often struggle with building a steady stream of new clients. By shifting your mindset from being a salesperson to a solution provider, you can effectively leverage your existing network to generate warm introductions. We'll explore the process of framing yourself as a solution provider, asking for introductions, and following up with gratitude, setting the foundation for a strong inbound strategy.

Sales can often feel uncomfortable because it centers around asking for money. However, if you reframe your approach to focus on solving problems, the discomfort can dissipate. By understanding and addressing someone’s problems, you position yourself as a valuable solution provider rather than just a salesperson.

To help with this shift, reframe how you talk about yourself. Consider the following examples:

• Instead of saying, “I sell blog post services,” say, “I help brands reach new audiences through their blog.” This shifts the focus from the service to the solution.

• “I sell graphic design services” becomes “I help companies enhance their brand image through innovative graphic design.”

• “I offer social media management” becomes “I help businesses grow their online presence and engagement through strategic social media management.”

By positioning yourself as a solution provider, you not only make the sales process more comfortable for yourself but also more appealing to potential clients. They see you as someone who can help them achieve their goals rather than someone who is just trying to sell a service.

Exercise: Think of three customers you would love to work with. In one column, write down the problems they are experiencing. In the next column, write down the solutions you can offer. This exercise will help you articulate your value proposition clearly.

When asking for warm introductions, position yourself as a solution provider. This makes it easier for others to see the value in referring to you and helps them gain social capital by solving someone else’s problem, thereby increasing the likelihood of receiving referrals.

Frame your ask in a way that highlights the solution you provide.

Here's how you might ask for a warm intro on Twitter:

“If you know anyone who needs content, I’m happy to help them out.”

Or by email:

Hi [Person],

How are you doing? Last time we spoke, [something indicating your relationship]. I saw you were connected to [person], who I think I could help with their [problem] needs. Are you able to make an introduction to [person]?

If it’s easier, you can use the copy-paste message below. [Copy-paste message]

Best, [Your name]

To put this into practice, identify target customers and write out your ask. Send it to three people.

Showing gratitude, regardless of the outcome, is crucial for maintaining good relationships and encouraging future referrals. It keeps you top of mind and reinforces a positive image. Always update the person who made the introduction on the outcome, whether you are working with the client or not. You can also save example thank you notes for both scenarios and keep them handy for quick use.

If working with the client:

Hi [Person who made intro],

Thank you so much for introducing me to [Client]. We had a great conversation, and I’m excited to be working with them on their [project].

Best,

[Your name]

If not working with the client:

Hi [Person who made intro],

Thank you for introducing me to [Client]. Although we won’t be working together this time, I appreciate you thinking of me.

Best,

[Your name]

Building a robust referral network is an ongoing process. Continuously refining your approach and maintaining your network will ensure a steady stream of new clients. Revisit your referral generation tactics regularly to keep growing your network.

You can also create a simple CRM system to track introductions and see who your biggest lead sources are. Tools like Notion, Airtable, or Google Sheets can be used for this purpose.

To ensure that people accurately understand what you do, it’s crucial to define the language that describes your solutions effectively. Misunderstandings can lead to missed opportunities and incorrect referrals.

Be clear and concise, and avoid complex and jargon-heavy descriptions. Use the same language across all platforms to maintain a consistent message. Consistent and clear language ensures that people can easily understand and remember what you do. This makes it more likely that they will refer you to others accurately and effectively.

| | || - | ---------- || Hard to remember| “I write blogs, edit, and do content strategy for clients across different verticals.” || Easy to remember| “I’m a freelance writer and editor.”|

Exercise: Reflect on how you want people to describe you. Write out the words that you want people to use when describing what you do. Use these words consistently in your branding, marketing, and email templates.

Once you have identified the language you want people to use, it’s essential to ensure consistency across all your online and offline touchpoints. This includes social media profiles, your website, LinkedIn, email signatures, and marketing materials.

Consistency in branding and messaging ensures that anyone who looks you up will get a clear and unified picture of what you do, making it easier for them to refer you accurately.

Examples

• Twitter bio: “Freelance writer and editor helping brands reach new audiences.”
• LinkedIn header: “Freelance writer and editor | Helping brands communicate effectively through compelling content.”
• Website "About" section: “I help brands reach new audiences and communicate effectively through high-quality blog posts and editorial content.”
• Email Signature: “Stefan Palios | Freelance writer and editor | Helping brands reach new audiences.”

Exercise: Write out consistent language for your various channels. Implement these across all your touchpoints.

Sales can often feel uncomfortable because it centers around asking for money. However, if you reframe your approach to focus on solving problems, the discomfort can dissipate. By understanding and addressing someone’s problems, you position yourself as a valuable solution provider rather than just a salesperson.

To help with this shift, reframe how you talk about yourself. Consider the following examples:

• Instead of saying, “I sell blog post services,” say, “I help brands reach new audiences through their blog.” This shifts the focus from the service to the solution.

• “I sell graphic design services” becomes “I help companies enhance their brand image through innovative graphic design.”

• “I offer social media management” becomes “I help businesses grow their online presence and engagement through strategic social media management.”

By positioning yourself as a solution provider, you not only make the sales process more comfortable for yourself but also more appealing to potential clients. They see you as someone who can help them achieve their goals rather than someone who is just trying to sell a service.

Exercise: Think of three customers you would love to work with. In one column, write down the problems they are experiencing. In the next column, write down the solutions you can offer. This exercise will help you articulate your value proposition clearly.