3 Secrets to Finding Long Term Clients
Do you want to earn more money?
I’m positive that your answer to the question is yes. And as we talked about on Monday, one of the best way to increase your hourly rate and number of billable hours is to work with clients who will give you steady work, often called anchor clients. The majority of my work comes from four or five clients and I have been working with each of these clients for over a year. But finding clients who will give you high paying steady work can be challenging.
Here are three tips on how to find long-term clients:
Specialize in deliverables that lend itself to ongoing work
If you build your business mainly on writing website copy or brochures, then you will find that many of your clients are one-off projects. These type of assignments are often one-time projects and don’t necessarily lead to more work with that client. However, by focusing on gaining experience in blogging, ghostwriting, and newsletters, you are more likely to gain long-term clients. While case studies and whitepapers are often assigned as a single project, they are also often part of a collection of deliverables and are also a good specialty for ongoing work with the same company. When pitching to companies and applying to jobs, focus on companies that are looking for projects that are more likely to result in ongoing work.
Consider custom and trade publications
Magazine editors have to publish something every month so they are always looking for interesting content and good writers to provide that content. Many brands publish custom publications, such as hospitals wants to educate the community on health issues or retail magazines like Costco Connection. There is a seemingly endless supply of custom publications. I also write for some trade publications in my niches as well and find them an excellent source of high paying and low PITA assignments. While trade publications are not technically content marketing writing, I find them a good complement to content marketing writing because the clips help you build your expertise in your niches. That makes you more marketable to brands in the industry.
Pitch ideas for new projects to clients
Let’s say that a client hires you for a whitepaper. The client loves your work, but says that they don’t have any more projects for you. Use your knowledge of the brand as well as the client’s product and mission to brainstorm ideas for new content marketing deliverables that would help increase potential customers’ trust in the brand. If many potential customers read a trade magazine, pitch the client for you to ghost write a regular column in the magazine. Suggest a blog to a company that currently doesn’t have one. Maybe you can come up with an idea for another whitepaper or even a series of case studies. When pitching to your client, be sure to explain how the deliverable will benefit the brand and the anticipated return on their investment.
How do you find long-term clients?
Thanks for the great tips Jennifer and for being willing to share you knowledge!
Of course! I’m glad you liked this one. I am so glad you are enjoying reading my posts!
Great ideas, Jennifer! In particular, it’s so helpful to know about the opportunities with the custom content and trade publications. Thanks!
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