Imagine you come to a salon to get a haircut. You see two available professionals – someone with a “trainee” badge and and a regular employee. Now unless you want to get a heavily discounted, but possibly awkward, haircut, you’d likely choose a “pro” right?
When it comes to freelancing, most clients would prefer to deal with pros, not a beginner. In fact, if you want to draw in a better class of clients, earn higher rates, and spend less time negotiating, you should be positioning yourself as an expert.
1. A distinct niche
If you look at the fastest growing freelancing specialtiesbetween 2015 and 2016, you’ll notice that they are nearly all very specialized. For example, user experience design tops the list, but web design doesn’t even make an appearance. Rather than software or app developer making the list, you see several very specific types of development skills.
2. A great website
You wouldn’t be eager to eat lunch in a restaurant where the tables and chairs were in disrepair, and the menus were impossible to read. The fact that the chef was amazing would likely make no difference. You’d also walk right past a clothing store where the merchandise was simply thrown about. Your website is your storefront. Make sure it is attractive and easy to navigate.
If you are not well-versed in web design, consider investing in the services of a professional. Don’t be frugal about that as having your own website can help you earn up to 65% more per hour.
3. A powerful online presence
Creating a great website is only the beginning. To ensure that clients find you, and that you can begin building relationships with potential customers, you’ll have to get active on social media. This means building a professional presence that allows you to establish yourself as a thought leader in your field. Here are a few things you can do:
- Start a blog sharing tips and insights related to your industry.
- Use Twitter to find relevant conversations and share your thoughts.
- Find questions on Quora that are related to your field and give well thought out answers.
- Ask satisfied clients to give testimonials that you can share on your website and social media.
- Build relationships with industry influencers. Comment on their posts and share their content.
- Join Facebook and other social media groups related to your field.
- Write articles for online publications that are relevant to your audience.
4. Lifelong learning
Never stop picking up new skills and earning those important certifications. This is how you stay on top of changing customer demands and requirements. Fortunately, continuing your education is easier now than ever. First, you have online degree programs in disciplines like business and management that will help you grasp the basics of running a successful business.
If you prefer to design your own learning program or take very industry specific courses you have options as well. For example Hubspot offers excellent certification programs for marketing professionals. You can also check out Coursera for a wide array of courses offered from some of the best colleges and universities in the world. Don’t forget Khan Academy and Skillshare. Both offer several excellent course pathways and hands-on trainings. Whatever your niche may be, you’ll also find excellent books, blogs and podcasts to learn from.
In addition to building up your skill set, earning various certifications serves another purpose. By establishing expertise in areas that are relevant to your field, you also establish trust. If you complete a certification, ask the course provider if they offer trust badges. If they do, place them on your website for added credibility.
5. Smooth onboarding process
Onboarding is making sure that your clients have the best experience possible when they begin working with you. To make this happen, you’ll want to recognize any potential points of friction and ensure things work smoothly. One place to begin is paperwork. Carefully select solutions for contracts, invoicing and payment processing. There are many template based tools available to you.
Another very important part of onboarding is client education. Take time to let your clients know how you work and how you’ll be delivering your services to them. Remember that client onboarding doesn’t begin when your client accepts your proposal. It starts when they first visit your website. Make sure visitors can learn as much as possible before they make their first contact with you.
The five steps above are the necessary actions you need to take to convince clients that you are a true expert. By doing so, you will command higher rates, and attract a better class of clientele. These steps are by no means quick or easy, but they are well worth the time and effort they take.
