As a freelancer, one of the best feelings after securing a client is getting a retainer. Because with retainers, you enjoy the security a 9–5 worker gets and the freedom a from being a freelancer.
Retainers mean steady income for your freelancing business. But how do you get these retainers? How do you get clients to keep coming to trust you enough to do further business with you?
Keep reading because that’s what this article talks about.
Since I started freelancing, I’ve been able to secure several retainers. Some have lasted three months, six months+, etc. But in all of them, there’s one strategy I’ve used, which is very useful in making clients consider you for longterm positions.
What is this strategy? Upselling.
In my newsletter last week, I talked about this, and I got lots of replies and decided to share it for you guys here(who have not yet subscribed for my newsletter)
What is Upselling?
It’s a sales strategy that involves getting the buyer to purchase more of your services.
Different companies do it. But the most popular of them all is Apple. Those guys have the Airpods, Apple Watch, Wireless Charger, etc., so you can enjoy the full experience.
They make you buy additional products from them, selling you convenience and put more money in their pocket. If that’s not upselling, then I don’t know.
I also remember citing another example where you go to Dominos to get pizza, and after you receive your order, they ask you if you want a bottle of coke or something on the side to enjoy the pizza better. Even if you didn’t want to buy those things in the first place, when you realize that something like that is available, you’d be tempted to get one, because why wouldn’t you?
Let’s relate this to your freelancing career. I’m going to talk from the Content writing and Copywriting perspective.
If any client comes to me, I try to understand the client’s business. I’d check their online presence to see what their business is about. This way, I’d be able to find out where my other skills are useful.
You should have many skills in your pocket that support your craft. I’m not saying you should go deep, but at least have the basic knowledge.
As a writer, clients can come to you for blog posts, product descriptions, sales letters, white papers, ad copies, social media captions, etc.
If you understand a client’s business correctly, you can suggest to offer them other ways to help. For instance, let’s say you were told to write SEO content; you can offer to use tools like canva.com to create infographics to make it more informative. Then you can proceed to say you can help them repurpose the same blogpost you did for them for their social media.
Sell the client on the benefit and wait. The worst they can say is no, but they’re usually happy that they won’t have to go out looking for people to do the work for them when they can just meet you.
With this initiative, you’re sure to make more money and keep clients in the long-run. But there are some things you should keep in mind which I have learned from experience.
- Don’t be too pushy; if they’re not interested, there’s no need to remind them over and over.
- Stick to skills within your industry. Don’t be a copywriter and start learning how to write code because you want extra skills. Learn something close to your industry like basic graphics design, web design with WordPress themes, and social media management.
- Make sure you actually know how to do it because you won’t want to ruin your reputation.
Managing clients is better than going out to get new ones. So you have to keep the clients you have closeby. This way, you won’t have to keep stressing yourself.
Thank you for reading