Successful freelance copywriters figure out the best ways to land good clients.
This post discusses one strategy that will definitely boost your results. It’s written by Omaha-based healthcare freelance copywriter Matt Seidholz, and Matt originally shared it in the forums over at the Freelance Writers Den.
Boosting Freelance Copywriting Cold-Call Results
This is based on my experience trying to drum up business over the phone.
I’ve seen some folks despairing over their marketing efforts, and I wanted to share something that worked for me.
Believe me, I understand the despair.
At first, cold calling was miserable for me.
I spent hours downloading lists from InfoUSA, organizing them by time-zone, and plugging away on the phone.
It took months, but I eventually hit Peter Bowerman’s 1000-call threshold.
Results were…mixed, at best. A few scraps here and there. The most common response: “We’ll keep you on file.”
But in early March I started including one little word in my pitches, and the conversations changed. They became warmer. Friendlier. And more profitable.
That magic word is – “LOCAL.” As in,
“I’m a LOCAL freelance copywriter and I was just wondering…”
I was amazed at the difference that made. Prospects were suddenly saying:
“Oh I’d love to talk to you – when can you come in?”
“You know we do need help sometimes – swing on by and meet the team!”
“Call me up in two weeks. I know I’ll have some work for you then. We can get pizza.”
Three days ago, I called a local independent PR consultant, offering my help. Less than 24 hours later she handed me a $500 project.
Maybe people have some primal reaction to someone being “LOCAL.” It might make the clients feel that you’ll be more reliable, or at least more accountable. So they automatically trust you a little more.
That’s been my experience anyway.
So if any of you struggle with lukewarm responses from cold calling, here are
Three Cold-Calling Tips
1) Try your own backyard first. It’s something I wish I’d done from the get-go. You’ll get clients faster, for sure.
2) Experiment. Tweak your pitch until you find something repeatable and effective.
3) Persist. It took months of non-responses before I found a method that works. But the sheer volume of calls I made taught me a lot. Now that I know how to do it, cold-calling is – dare I say – kinda fun. You’ll get there, too. As long as you keep going.
Do you emphasize that you’re a local freelance writer when you prospect for local clients? What are your results? Tell us in the comments below.