I received a few requests recently from readers here that are interested in going into business for themselves, asking for advice on how to get into full-time freelancing.
My freelance career started a while back and I can’t recall exactly how it all fell into place. What I do know is that there is no sure-fire way of becoming a successful freelance contractor and it involves loads of trial and error. Having said that, there are a few fundamental things you must do to fast track this process.
1. Don’t quit your job. Building up a reputation and returning client base takes time. Start with small sideline projects that you can do afterhours. Before you start make sure your company gives you an ok to do private work. The last thing you want is a law suit before your business opens it’s doors.
2. Bid on projects, even if you bid way lower than you’re willing to work for. This is the quickest way to get started and you will need client references anyway to land bigger jobs. There are tons of freelance websites, only participate on the ones where there’s a small member fee like Guru and Elance. Paid project sites tend to list higher paid projects. Once you are listed you also gain visibility for people looking for you particular set of skills. I’ve landed a number of projects by not even bidding on them.
3. Network. Join IT discussion forums, follow other people on Twitter and other social networking sites like BizNik, LinkedIn and so on. Communicate with other competitors, tell them of your existence and give them your contact details. You’ll be amazed how much work you get from other guys just because they can’t handle the work load themselves. I have several partnerships like this with guys (and gals) doing exactly what I am that brings in a steady stream of work every month.
4. Find opportunities. Search for keywords in Google like “require programmer in Pretoria”. Sometimes companies post a project requirement on a forum or job board you don’t know about.
5. Cold calling and cold emailing is a must. I know this is dreadful, but you must do this to get an initial client list. Do research on how to write a persuasive calling script and sales letter. Collect phone numbers and email addresses for target industries, sit down and call them or email them. If you email, make sure you address people directly. Do not spam! Offer your prospective customers a solution, ideally, find out what their problems are before you call them.
6. Service your customers. I get about 70% of my new work from either returning clients or referrals from existing clients. In any business customer service is important; in the IT-sphere it is crucial to the success of your business.
7. Keep up to date with Freelance news. One site you need to follow is FreelanceSwitch. They have regular blog posts on marketing, client management, resolving issues and general information on running a successful freelance business.
8. Get a blog and keep it up to date. Write at least 4 blogs per month and keep your content in the following ratio: 25% personal information, 50% industry specific, %25 about your business and clients.
