Will: I think for a lot of people, because they come from the environment where they don’t have to think about, how am I going to get my next meal? How am I going to support my family? it’s a lot easier to not have to worry about that side. But it’s a side that really catches up quickly with people, especially if they jump too early. And that’s something that I can talk about from personal experience, jumping too early, wrong pressure, wrong clients.
But you can fix all of that by getting more clients on board and getting in front of more people. So as a freelancer, just to touch that, because I know that we’re going to get questions on it, it’s actually not hard to get clients. There are so many different avenues, there’s so many different ways to go out there and start talking to potential clients, start getting them through, help them out. There’s places like Upwork, which I can go to, and just create a really good profile and start getting or applying for jobs. They can reach out to friends and family to try and get referrals and get into networks. They can attend the events where their ideal clients are at. There are just so many different ways to actually land new work. Once they start freelancing for a little bit, that becomes the least of the issues. Then it comes back to more of the things that we’ve been talking about, the mindset and the guilt, and how do I grow? How do I manage this? How do I not spend 80 hours a week? Because one of the things that I do regret not doing sooner, actually, it was getting your help with the whole process, because I went for the hard way.
James: You’re right in my wheelhouse now. Aside from memberships and revenues, the other thing I spend most of my time with is helping agencies. And have you built and sold agencies? Yeah, you said this, you nailed it, that, like, the biggest concern is in the beginning is, how do I get a client? That is the least of your trouble. It’s actually easy to make sales. It’s much harder to deliver sales and then scale the agency without hating its guts. And I’d say nine out of 10 agencies I talked to, or freelancers, at some point expressed to me how much they hate their business because they’re building it in a very difficult way.
It’s kind of a simple business. But it is difficult because, generally, you’re going to be labor-intensive, which means you need to be good at hiring and training at some point, unless you’re going to do all the work. And it’s also client-intensive. You’re going to have, in some cases, clients with fairly high expectations, especially if you’re not yet a world-level expert and they haven’t been pre-framed to believe that. And so there’s a bit of a breadcrumb in there as to how you might get better clients at better rates, and have happier experiences, is if you can have really good positioning.
One shortcut that both of my apprentices, if you want to call them, have done, is yeah, they’ve joined forces with me and access my own client base. So I’ve actually eliminated 98 percent of the concern that most freelancers will have, which is how do I get a client? How do I do my marketing? How do I get my website up and running? How do I go and get a customer? How do I run ads? Like all that stuff just melts away. It’s like, Hey, here’s prospects, can you look after them? And now it’s like, oh, I actually have to deliver. And I’ve got to be good at what I do. And I have to learn that stuff. And then my challenge for them is, how do you not be doing that stuff? And that’s the stage right now. So it’s been very interesting to see this progression.
But I think if you go out into the sort of startup world or the solopreneur world, I’m going to call it that, the biggest discussion is about, how do I get a customer? It should not be your biggest problem if you’re doing it right.
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