10 Simple Steps to Landing More Gigs
We know all about the rewards of working as a freelancer. Flexible schedules, a variety of projects, little or even no commuting. But this lifestyle doesn’t come easy.
Finding success as a freelancer requires a steady stream of paying gigs. Obtaining new business through referrals is great, but referrals alone won’t keep your schedule packed with paying jobs, especially when you’re just starting out.
Online classifieds such as Craigslist and the FreelanceSwitch job board are great places to generate new business leads. In this economy, the competition for work is fierce. To stay ahead, you must combine two key elements in your approach:
- Quantity: The more jobs you respond to, the more potential leads you create.
- Quality: Present yourself well and stand out from the crowd.
Here are some tools and tips to help you land more freelance gigs:
1. Keep a Polished Resume & Portfolio
Make sure your resume is up to date and in tip-top shape. Create a PDF version to attach to your email cover letters (more on this below). If you have a website (which you should), make sure it’s updated and presentable. Show off your attention to detail by creating a well-designed and professional web presence.
2. Write Effective Emails
Take the time to craft a well written and concise email cover letter to use as your response to online job postings. It should include a short pitch about you (similar to your “elevator pitch“), along with a link to your website or online portfolio.
Try out various approaches and phrasings. See which emails generate the most responses. Once you have perfected your email cover letter, use it as a template for future emails. That brings us to the next tip.
3. Use Gmail’s “Canned Responses” Feature
If you use the Gmail, turn on the “Canned Responses” feature. In Gmail, go to Settings > Labs > Canned Responses, and click “Enable”. “Canned Responses” allow you to save the body of an email as a template so you can quickly insert your message in future emails. If you don’t use Gmail, you can simply save your email in a text file for easy cut and paste.
Do not send the same generic email response to job postings. The job poster will sense this immediately and trash it. Here’s what to do next:
4. Personalize and Tailor Your Message for Each Job
Read each job post in its entirety to gain as much information as you can. Extract as much information about the job and employer as you can. Then use this information to enhance your email cover letter. Modify or add to your email template with a note about why you are a perfect fit for their specific need.
For example, if the job post is for a t-shirt retailer in need of a website, you might mention that you specialize in e-commerce web development. You could also provide a few links to online stores you built for other clients.
But don’t stop there.
5. The Importance of Email Subject Lines
A single post in a popular job board can generate hundreds of responses in just a matter of days or even hours! It’s easy for your email to get lost in the mix. It might not even get opened. Stand out from the crowd by crafting a subject line that’s relevant and speaks to their specific need.
If the job calls for a copywriter who can work on-site in New York City, you might use the subject line: New York-based Copywriter.
If it’s a blogger seeking a web designer to create a custom WordPress theme, you could try the subject line: Web Designer (WordPress Expert!).
6. Maximize Your Job Search With RSS
Many online job boards offer RSS Feeds for job search results. This can be a powerful tool in your job hunting arsenal. Search for a keyword that applies to you, such as “composer”, “HTML”, or “designer”. Then add the RSS feed for that search to your feed reader of choice. Mine is Google Reader.
With Google Reader, you can view multiple feeds at once by grouping them in a folder. Doing so allows you to search several job boards simultaneously. This is the best way to stay on top of the most recent job postings from across the Internet, giving you a head start against the competition.
7. Extend Your Reach Beyond Local Jobs
Lots of freelancers have the ability to work remotely via email and over the web. So why limit your job search to your local city? Expand your reach by going after jobs in other markets, even internationally.
RSS feeds are very useful here, especially for Craigslist job hunting. On Craigslist, you can’t search across multiple cities in a single search. But you can combine Craigslist search feeds using your RSS reader. Choose 10 major cities and visit the Craigslist sub-site for each city. Search the “Gigs” or “Jobs” section for your keyword or field. Then grab the RSS feed for each of the 10 city searches. Group these 10 feeds in a folder in Google Reader. Now you can view Craigslist job postings from all 10 cities at once!
Here’s a look at my nation-wide Craigslist job search:
8. Persistent, but Respectful Follow-up Emails
Once you are in a dialogue with your potential client, you want to keep the discussion alive in hopes of closing the deal. If they don’t respond to you in a few days or a week, send a short follow-up email as a reminder that you’re available to address any questions or concerns they might have. New clients often need a little extra motivation to get them to pull the trigger. Hopefully your extra effort will result in their business.
If you still don’t hear back from them, don’t sweat it. Move on. Do not send additional emails. Do not add them to your newsletter without their permission. This will only annoy them and ensure that they won’t consider you for future projects. It’s also a waste of your valuable time.
9. Don’t Stop Hunting For Your Next Gig
The key to remaining busy for the long-term is to continuously be on the hunt for your next gig. That means keeping up your job search efforts even when your current plate of work is full.
Don’t put off your job search just because you’re swamped this month. If you do, you could quickly find yourself in a slow period. Avoid this by always keeping new business leads active and moving forward.
Remember, it often takes a few weeks (if not months) to close on a lead. You need to balance your time between working on actual projects, and pursuing new business.
10. Professionalism, Honesty, and Confidence
Professionalism – Communicate clearly. Return every email and phone call promptly. Compose emails with proper spelling and grammar. Always offer a positive and constructive attitude.
Honesty – Don’t make promises you can’t keep. Display your expertise where applicable. If you don’t know the answer to a question, don’t make something up. Assure them you will look into it and get back to them. Then do it. Be yourself, and earn their trust.
Confidence – Speak clearly and definitively when conversing with potential clients. Draw on your past experience, and address each of their questions with straightforward and informative answers. Show them that you have what it takes to meet all of their needs. Then exceed their expectations.
Brian Casel is a freelance web designer and music composer. He writes at Serve The Song, a blog about songwriting, music production, and online promotion. Follow him on Twitter @CasJam.
384,125
Whether you want to learn while you work out or to make that commute useful, Freelance Radio is the place to hear all the tips, tricks and news of freelancing.
Freelance Radio
With over 100 weekly comic strips and counting, Freelance Freedom is an institution around here. Check out of all NC's brilliant work in the archives.
Freelance Freedom Archives
Interested in contributing to FreelanceSwitch? Write for the foremost freelance community and help share knowledge for the benefit of all!
Become a Guest Writer
Tip number 9 is probably the most important aspect of my freelancing business and something that helped me improve my cash flow over the last few months. However, one has to balance things and not get greedy, otherwise he can end up with more than he can chew.
All valuable tips, Brian! Thanks for sharing!
You guys must be psychic, or close to it. I was just having a conversation about this with one of my designer friends. Then again, I’m sure everyone is having this conversation nowadays. Thanks for the great tips.
Whoa, I had no idea about canned responses! This will be super helpful from now on! Thanks!
What a great post! Thanks for all the insight. I think one of the most important things to do falls under tip #9. It’s always a good idea to continue lookin for jobs even when you fell like you have enough to do. I like to dedicate a little time each day to finding new jobs just as if I had none.
Like Adrian said, though, its a fine balance. Thanks for the tips.
I typically spend no more than an hour each morning sending out responses to job postings on several listings that are more solid than craigslist (you really have to know how to sift through the crap on there). If you can send out around 10 emails a week, you’re bound to get a few responses, possible projects. Also, depending on the listing, I send emails to potential clients even looking for full time people since sometimes they can use someone to fill in the gaps. Another way I’ve been able to harvest a few clients is by emailing people if I see something wrong with their site. If you structure your email just so (ie – “I noticed this page has a PHP error on it, I’m a PHP developer and it could be …. ) you don’t come across as soliciting work but are able to passively show your skillset.
If you’re dying for work, be a hero. Sometimes lending a few hours of help or consultation to someone in need can pay big dividends. Choose wisely and avoid being roped into anything long term or anything that you may end up causing more hassle than it’s worth.
Last thing I would add is to have a sense of humor and be relaxed. Don’t go into project hunting like you’re interviewing for a job but more that you’re almost interviewing them. Ask a lot of questions, show them how your experience can relate to their current problem(s). I’ve always found that clients really like working with people that aim to produce more than aim to please. If your goal is to aim to please, don’t forget that administrative tasks take time as well, and you can easily end up with as many administrative billable hours as production billable hours. Five hours a week answering emails and being nice is… five hours a week @ $75 = $375.
Good luck!
@Adrian – Indeed. It’s super important to keep the hunt going, even during busy periods. Many new freelancers (including myself) make that mistake when just starting out, and it leads to major dips in income.
To add to that point – It’s also important to find a reliable fellow freelancer to contract projects out to when you can’t handle the workload yourself.
Great article.
Thanks for the “canned responses” gmail tip. Haven’t seen that before. Should be useful
I think “Be Good At What You Do” could be #11 (or #1, since it’s that vital). It’s possible to get a ways with all surface and no substance, but it’s much easier to have new clients constantly coming to you because of positive word-of-mouth than to have to spend time going to find them yourself.
Great list and very worthwhile advice.
I think there’s an argument that many freelancers actually pursue #7 too much. Particularly when we’re talking about work that isn’t location specific – web and graphic design, copywriting, etc.
That’s all well and good, and it’s an advantage that we can try to win work on that basis all over the world. But I think more often people actually overlook the benefits of focusing on the local market. Many clients still want to work with people they can contact and meet with easily, and may feel more comfortable if they are working with a local freelancer. And it’s very easy to underestimate how much work is available locally, even if you don’t live in a particularly large city. A town with a couple of hundred thousand people will have numerous small businesses, a chamber of commerce, churches and social groups, all places where you can effectively win work. It’s as important to decide whether you’re maximising your local market as it is to start seeking for opportunities on a wider basis.
Great information!
I totally agree with number 9. You can never stop looking for work; you never know when you may have a slowdown and need more work to come in.
I didn’t know about the gmail canned responses. That is something I will make sure to take advantage of.
Great List of points….
I also use RSS reader to be updated with latest job postings….
I agree with what you say about being relaxed. This has really help me when dealing with clients and looking for work.
I have found that if you are relaxed and confident (without being arrogant), in your ability and in yourself, clients pick up on this and feel a lot more convinced that you can provide the service they need… and then once you blow them away with the work you’ve completed for them, this is only reassurance that ‘they’ made the right decision hiring you.
Nice post and tips, I like the Gmail canned message one I never used that feature before and it definitely seems like a time saver.
Personally I’ve had moderate success with job boards like Craigslist and canned responses. It’s sort of difficult to respond to so many of the job postings because they offer so little project information and still expect an accurate quote. Many of my canned responses express interest and ask a few basic further questions. This may end up pushing away some potential clients, but those that do respond make it much easier to plan a useful proposal.
I was surprised to see Craigslist recommended here. I’ve gotten the impression that most job postings there are fake — that is, they’re actually ads for work-at-home schemes, efforts to build lists for get-rich-quick SPAM, and so forth. How do you track down the genuine opportunities there without spending unprofitable amounts of time?
I thought it was a really interesting read. Great points all around. I too agree that there are benefits to realizing the vast amount of potential local clients. There is an inherent trust factor that seperates your services from your competition if you happen to be local to the project poster. However, I do feel that as
web freelance industry continues to develop it there is a growing sense of online trust that enables international business relationships and almost abstractly and gradually becomes the norm. As positive feedback from fullfilled outsourced projects spreads through the grape vines of community and business people.
as others have mentioned the tip about gmail is very useful and appreciated! Thanks for always posting great tidbits for freelancers!
I use gmail everyday but was not aware with “canned responses” feature of gmail. This will be very helpful…Thanks for point out this and other useful tips in your article
I like #6. I just recently started doing this and had some success with it.
@Zac Dunn – I’d say the answer is to have a killer portfolio (tip #1). Get the “discussion” started after they’re impressed with your work and contact you in response to their ad.
@Robin Cannon – Indeed. Focusing on local clients is just as important as other regions (if not more). Going back to RSS folders in Google Reader– I have one folder for NYC based job feeds (that’s where I live), and another folder for all Global job feeds.
I have also gone to local coffee shops and grabbed contacts off of posted fliers (music lessons, small local businesses, etc.), then offered my web services for their small business. This has generated some leads, but little actual business.
@Mike H – Great tips! I like the idea of “being a hero” and offering to fix/improve problematic websites I come across while surfing. Definitely gonna try that.
Excellent advice as usual. It’s easy to get complacent when you’ve got plenty of work on, but you really have to keep on top of the promotion to get more as you never know when it’s going to stop… it’s good to be organised about it, and these are great tips.
Also, never forget the importance of networking!
Great advice and well written article. Don’t ever stop looking for new clients and jobs! Spreading the word about your freelancing skills is essential. No matter how busy you are, it’s always good to network with new people and potential clients.
Thanks for this, very useful. Here’s a question to you guys including the guys who commented.
If you get international clients, how are they paying you? Paypal? Direct deposit into your account? Paypal doesn work for me – can.t withdraw funds.
Your advice most appreciated.
I should probably start using canned response in my gmail. Thanks guys!
Freelanceswitch is an inspiration to everyody!
Great article, the “canned responses” and RSS feeds tips are great – I can’t wait to put them into action.
@Johnny Freelance – The one job I did for an international client was done through direct deposit. I wish it had been through Paypal after multiple delays due to communication problems between banks and having to pay conversion fees after waiting months for payment. I would suggest looking into setting up an active Paypal account to ensure you get paid your full amount on time.
Very interesting article!
maybe we could also add to #1 having an easy web name to remember / to find in search engines…
+ an easy to update website (note to self).
Otherwise I also find forums sometimes useful to find new jobs (in non-freelance related sites).
Great articles and great site. I’ve been suddenly thrust into a freelance lifestyle and this is very helpful. Any thoughts on actually beating the streets and knocking on business doors for business. (I’m thinking smaller businesses like restaurants and specialty shops etc)
thanks
Communication is definitely important. Writing great emails is what gets clients hooked, and I think prompt response time factors largely into that idea. Often the timing of your email can impress a client and add to your customer service points.
Nice collection of tips. Very nice ideas that I’m going to have to keep in mind.
Great tips! Need to get the portfolio and web site up to date (cobblers kids). Yikes!
One thing I would add is to name your attachments in a very specific way ie. john-smith-web-dev-resume.pdf, john-smith-samples.pdf… you get the idea. Not only does your email need to be easy-to-scan, so should your attachments.
Very useful info here. I use canned responses all the time, but I must admit that when I’m swamped, I typically don’t look for additional work. I think it’s a mixture of not wanting any more work at that point in time, and not having the time to bid on new jobs.
Another tip that I would add is to have a good invoicing software that takes care of billing clients for you, so you have time to focus on other aspects of your business.
Wow, that’s amazing! I absolutely had no clue you could group your rss feeds together on Google Reader. I’m definitely going to make use of that in the future. It’s also nice to know that gmail has the “canned responses” feature. This may also come in handy.
Great post!
Christina