After being in the freelance game for many, many years, I can tell you that current clients can be a huge missed opportunity if you’re not tapping into them as a resource.
Time and time again I’ve been able to increase my income and portfolio with work that’s been referred to me by present clients. No cold-pitching or on-boarding new clients required. Here’s how:
Learn New Skills That Are In Demand
Trends are constantly changing. The services that your clients need today can change tomorrow. You need to keep up with what their needs are at this present time.
My good friend is a great example of this. She’s a graphic designer. The client work she usually does includes ebooks, media kits, and social media graphics. However, video is huge right now.
She took a stab at creating an introductory graphic video montage for one of her clients. It turned out great. She can now add graphic video creation to her list of services which is client work that’s in demand. Think of new skills that you can learn related to your core service. Ask your current clients if they need the new service.
Continue to Pitch Current Clients
Clients may have you doing one project for them and forget entirely that you can do another. Keep pitching to your clients additional services that you already have.
Virtual assistants have a huge opportunity here. If you’re doing Facebook work for a client, pitch management of other social media accounts. If you handle article writing for a client, pitch email marketing. Does your client keep talking about being bogged down by their emails? Speak up! Ask to add email management to your retainer.
Remind your clients of all of the work you do. Their needs may expand and they may not realize that you’re just the right person to take care of the need. If you already do great work, they’ll be happy to offer you more work instead of having to find a new contractor.
Ask for More of the Same Work
So, we’ve covered learning new skills and tacking on new services to what you already do for your clients. But it can get even easier than this. You can ask for more of the same work you’re already doing.
I can’t tell you how many times business friends and coaches in the past would tell me to ask for more writing assignments from clients. I wanted to pull my hair out because it seemed too obvious. Wouldn’t a client ask for more help if they needed it? The answer’s no. That’s not always the case. You have to let them know you’re available.
Over the last few weeks, I set my sights on an income goal and am unavailable for any other outcome but to meet that income goal. Taking on more client work from current clients is a key tactic I’m using.
Start with your current and past clients when you need to increase your client roster. On multiple occasions, I’ve had old clients come back into the picture to increase my income.
Keep a positive working relationship with your clients because you never know what opportunities can come from them in the future. It’s not just about the project or money you’re making now. These relationships can lead to more money in the future.