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4 Simple Rules for Getting More Repeat Business & Referrals
by Steve Slaunwhite
What is the surest way to earn six figures as a freelance copywriter? That's easy. Get more repeat business and referrals. That means your current clients are constantly assigning you work – as well as recommending you to others.
The benefits are enormous. Repeat business and referrals means you can spend more time on billable work, and less time on prospecting. You can complete assignments faster, too, because you're already familiar with your client's products and markets.
So how do you become a "referable" copywriter; someone that clients hire repeatedly and tell colleagues about? You'll be surprised how simple it is.
1. Be on time.
Most copywriters are horrible at meeting deadlines. And not just for assignments. They also miss phone meetings, are late for appointments, and get tardy in other areas, too. So you can actually gain a competitive advantage just by being on time!
Never miss deadlines. Show up for meetings as scheduled – especially phone meetings. Demonstrate your reliability continuously, and clients will rely on YOU to handle more writing jobs.
2. Do what you say.
Did you tell the client that you'll send a quote by 3:00 p.m. today? Were you asked to email a recommendation for a designer? Did you say your copy will clearly explain water-lubricating properties of the new value? Whatever you say you'll do, DO IT.
Lots of freelancers make promises, but don't keep them. To the client, this is frustrating. Be the opposite. Be the copywriter who always follows through. Clients will reward your diligence with more business.
3. Finish what you start.
This may seem obvious. Of course you're going to finish the job. Otherwise, you won't get paid!
But I recently got a call from a potential client whose copywriter quit partway through a major project. "She just stopped returning my calls," the angry marketing manager said. Apparently, the job was more complex than the writer anticipated, so she bailed.
Always finish what you start, no matter how tough the going gets.
4. Say "Please" and "Thank you"
This is especially important when dealing with clients via email. For some reason, what sounds polite during a phone or face-to-face conversation can seem terse or even rude in an email. The solution? Be EXTRA polite.
This rule isn't always easy to follow. What do you say when a client calls with fifteen things she doesn't like about your copy? You say: "Thank you for the feedback." Then get to work on the revisions.
There you have it. Simple rules. But, trust me, they work.
Do I follow these rules zealously? To be honest, no. I could do much better. And my goal this year is to do just that.
** The above article is based on the work of Dan Sullivan of
www.StrategicCoach.com
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