by Ed Gandia
One of the secrets to running a successful freelance business is to
occasionally borrow and apply great ideas and strategies from other
types of businesses to your own freelance practice.
For instance, over the last few years I've been working with
clients who market technology products and services to manufacturers.
One of the things I've learned is that manufacturers schedule their
production runs extremely well.
An idle production line can cost manufacturers thousands of dollars a
day in overhead and opportunity costs. So knowing how to fill that
unused capacity is critical. That's why they'll often spend
millions on planning and forecasting technology.
As freelancers, we may not be churning out widgets, but we face a
very similar dilemma. We're moving along at full capacity for a few
weeks. We complete a project or two and suddenly find ourselves with
time for more work. A smart and steady prospecting strategy can help
offset much of this ebb and flow. But it won't completely eliminate
it. So what do you do if you find yourself with idle time?
Simple. You proactively reach out to your clients and hot prospects
and present this as an opportunity.
Here's How This Works
Say you're a graphic designer and you know one of your clients will
soon be going through a major rebranding effort. If you know you're
about to have a few weeks of idle time or excess capacity, why not
discuss this availability to see if you can start working on some
preliminary tasks?
Or maybe you're a writer and you have a client who usually hires
you to write a white paper about once every quarter. You could mention
your upcoming availability and see if you can start work on the next
piece a few weeks sooner.
This strategy is also ideal when a client puts a project on hold at
the last minute. Say the project is still a "go," but it's now
been pushed back a few weeks. Rather than let that availability go to
waste, I will often contact another client about this unexpected
opening in my schedule and ask if I can help complete a project in the
queue.
Upcoming vacations can also present an opportunity to fill idle time.
A couple of years ago, I took two weeks off in July. Rather than wait
until early July to let my clients know, I contacted them all in early
May. I gave them plenty of notice and encouraged them to look at their
project queues to see if I could get started on something.
This resulted in three projects that kept me very busy until I left
for my vacation, which was great because work was a bit light at the
time. I avoided the stress of dealing with new project requests coming
in a few days before leaving town. And my clients benefited by getting
the work on time.
Now, there are five keys to making this strategy work well. Follow
them all and you'll keep your "factory" humming all year long.
1. Keep and Maintain a Project Schedule. Don't try to keep this
stuff in your head. Use a spreadsheet, white board or large desk
calendar -- whatever works best. You can't forecast accurately if
you don't have a clear view of what you're working on now and what
lies ahead.
2. Think "Value Add," Not "Help Me!" Don't beg for work.
And don't sound like you're on some sort of fishing expedition.
Position your request in a way that benefits the client. You're not
asking for a favor. You're bringing an opportunity to the table --
an opportunity for the client to get ahead on some work that will need
to be completed anyway.
3. Use a Soft Approach. Don't come across as pushy. Keep it low
key. In fact, spend some time practicing your delivery. Record what
you're going to say, and make sure that it sounds sincere and
well-intentioned.
4. Explain the Reason for Your Offer. Just as important, make sure to
explain the reason for your sudden availability. As long as they're
true, reasons such as the ones mentioned earlier (upcoming vacation, a
current project put on hold, etc.) are effective and keep you from
sounding like you're begging for work.
5. Don't Abuse It. Approaching a client once or twice a year with
such a request is about right. Any more frequently and you'll come
across as desperate and unprofessional.
Taking a more proactive approach to your workload is good business.
Plus, it will help even out your income and reduce the stress that
comes from having too much time on your hands...and not enough money
in the bank!"
I find it an awesome article and I encourage not just all freelancers, but also to every human being. You've got some extra time or vacation coming up? Don't idle by and waste such an opportunity! Now get out there and make some money!