I hope this whole series of how to find new clients,
even if you're starting out, is helpful to you.
And now, after you've gone through these few steps
of preparing and understanding who the client is
and what kind of work you can do for them
or what kind of work they've already done,
now it's the time to set up and write an
email, or give them that first call.
Now what are you gonna say in this
first email or the first call?
Now, most people would send them an email
or give them a call and say: Hey, I've checked out
your business, I would like to do some freelance work
for you, these are my rates, I can do you a special deal,
give you 10% off on it and create a video for you.
What do you think they're gonna say?
So they're gonna go, I don't know who you are,
I don't know why you're calling me, and I don't
have any budget or time to spend on this.
So thank you very much, click.
And that's where it's disheartening for most people,
because you get rejected in that first instance.
And a lot of people go down this track
and they start approaching clients and get started,
and some of them really put in a lot of hard work.
And I'm not saying that they're not hardworking people,
they're putting in a lot of hard work,
they're pounding the pavement, as they call it,
approaching clients, and they're getting
a lot of No's from everyone else.
So here's a little trick.
It's not really a trick,
it's a better approach on how to go ahead
and contact those clients for the first time.
So, they don't really know who you are,
and you are also trying to figure out who they are,
what are their likes, what are their dislikes,
what's the interest, what will
be beneficial for the business?
So here's what you say to them in that first email or call.
Introduce yourself, say Hey, I'm Sheldon Rodriguez,
and I was having a look at your business online.
I see that, if you use the example of the restaurant,
I see that you have this really cool Japanese-Asian
fusion cuisine restaurant, and I was looking
at your menu, and I think you guys are doing a great job.
I know you've been in the city, in Toronto,
for such a long time, and I was wondering
if I could come out and shoot a video piece
content for you for absolutely free.
There's the kicker.
Immediately now, you've got their attention.
They're going, absolutely free?
Why?
So they, in their mind, are gonna start thinking
about, Okay, he's used the magic word free,
which is great for me, because he wants to do
some creative video for me, which
could potentially be a good promotional tool
for me, I could use it for marketing.
But what does he want?
What's the catch?
And that's where you reveal, say: I'm just
starting out, or, I've been doing this business,
and this could work for someone who's also
been doing it for a while, and say: I've been
doing this business for a while, or I'm just starting
out, and I want to add some more work in this genre
or this niche into my portfolio.
So in return of you allowing me to shoot a video
about you and your business, I can then
publish that as part of my portfolio.
Is that something that would work for you?
Now this step is really really important
because you have now taken away a few objections
that they would have had if you were pitching them
work where they would have to pay you something.
So one of the most common objections that clients have
when you approach them as a freelancer saying
I want to do some work for you
is, I don't have the budget.
That's the biggest thing and the biggest rejection.
And once they say that, they stop hearing
everything that you have to say.
Now, most businesses know that they need to
be doing some sort of marketing
or video promotion online so that they can reach
more customers, reach their potential clients.
But they're so busy involved in running their business,
and most of them are sometimes really stressed,
especially if they're just starting out,
or if they're going through a hard time in their business,
that they're not thinking about the promotional
or the marketing side of things.
So it's not the first thing on their agenda.
And if it is, then that's a great client to work with.
But if it is not the first thing on their agenda,
then you don't want to try to convince them that
that's the right thing to do and that they
should put money on it, because they're
already stressed out about running their business.
But once you take that off the table and say,
Hey, I want to create a piece of content for you
that you could use to promote your business,
you could potentially submit that to blogs
that talk about restaurants in your city,
or you could submit that and reach more people
through your social media, and I can post
that video for you on my own channel,
which will reach more people because I live
in this area and I'm connected to those
people in my area, and I could also
post it on my own social media.
They're getting free promotion for the business.
And who in their right mind wouldn't want free publicity?
If you are the good intentions, trying to promote
their business, and in return you're saying
that I can use that as part of my portfolio,
it's a win-win situation for both sides.
So once you've taken this kind of approach
where you say: I want to create some content for you
for free that you could use to promote your business,
most businesses, at least 90% of them, are open
to you coming and having a chat with them.
And now, on the other end, if you think
about the psychology of the client sitting
on the other end, he's thinking: Wow, this guy
just contacted me out of the blue,
but he's not asking me for anything in return.
All he wants is this content piece for his
portfolio, but he's giving me so much!
And that is something that really really makes
clients feel really good about this
approach, because you are approaching
this whole thing with value first.
And people like it when you provide them value first
and without wanting anything in return.
Now, don't get me wrong, it doesn't mean that you're
just doing this for free out of charity.
You've mentioned, you have to give them a reason
why you want to do it, and the reason is
that you want this as an example for your
portfolio or for your client-list.
And out of that, they go: Okay, I'm giving him
something in return, so it's not charity,
but he's also giving me so much right upfront,
and I feel like I want to work with this person.
Now most people would respond in this way,
and most people go, yeah, that's cool, I would
like to sit down with you and let's, yeah, have a chat
about the ideas and maybe we could come up with something.
But now you must be thinking well it's great
to do all of this free work, but how
am I gonna ever make money off of this?
I still need to create a living out of this
if I want to do this part-time or full-time or whatever.
And the secret here is, again,
coming back to the value first approach.
I mean, if you give your clients value first,
and at the same time you go ahead and go down the track
and create some great content for them,
which is where your skills of videography
and video editing come into play,
and once you've done that and you've submitted
that to them and they see the final finished product,
and they seem to like it, and then you work with them
to do some iterations or make some changes
based on what they say to you, you, along this process
have now built up a trust and rapport with them.
And that is very important when gaining or trying
to get new clients, whether it's video clients
or clients for any other type of business where
you're offering a service in return.
Once you have gained that trust and rapport with them,
they are now open to working with you and listening
to more ideas that you have that you can offer them
that can help them grow their own business.
I hope this whole series of how to find new clients,
even if you're starting out, is helpful to you.
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