Have you ever had a really great meeting with a potential client, only to never hear from him again?
I’ve been there. Like many freelance writers, I’ve had “those” meetings. You know, the kind where I’m already mentally spending the money as soon as I walk out. And some of them were big, exciting amounts of money, too.
And yes, I’m human–I was disappointed when some of those projects didn’t work out (and also because I’m human, I’ll admit to feeling relief when at least one of them fell through!)
But, honestly, this entire post could consist of one sentence:
Don’t put all of your eggs in one basket.
Yeah, I know, you’ve heard it before (maybe even from me.) But it’s important to your freelance writing business, so I’m going to say it again. As freelance writers, we cannot afford to count on just one client or one gig. We must constantly market ourselves and our services, because our jobs are constantly evolving.
Take me for example. I’ve got a couple of long-term clients, and a few long-term gigs, all of which I am really grateful to have and enjoy very much. I also take on occasional short term projects, and of course have my own projects on the side.
And, while I do feel really lucky to have all of this going on, I also know that in a month, or a year, my client list could change. That’s why I keep my author website updated (mostly) and why I keep my eyes open for new opportunities. It’s the nature of the freelance writing business.
So what do you do when a potential client doesn’t call back? How do you deal if you don’t get that big project?
These days, after a meeting with a client, I make no assumptions. I keep doing what I’m doing, and I don’t count on working with the client until the contract is signed and I have the deposit in my bank account.
Don’t get me wrong. I still follow up and check in with potential clients after a meeting–but I don’t harass them. One email or call, and then the ball is in the client’s court. If they don’t call back, I move on.
I don’t mean to sound negative–but it’s important to be logical here. When you’re a successful freelancer, you gotta have “hustle.” You need to feel comfortable networking with and reaching out to potential clients. And, you need to expect that a few of your meetings may not work out the way you want.
It might not be your fault–maybe the client is short on funds or decided to put off the project, or maybe your personalities don’t mesh well, or maybe the client is just a habitual procrastinator. In any case, if you don’t get the gig, you move forward.
So, did I just waste my time?
Don’t think of a dud meeting as a waste of your time, no matter how tempting it can be to feel that way. Instead, think of it as good practice, and take a few minutes to replay the meeting in your mind.
Was there something you could have done differently, or better? Do you need to work on anything? Making eye contact, a firm handshake or speaking clearly and confidently?
Could you have brought along samples, or provided a well-thought-out list of ideas for the client’s project? Should you have dressed up more? Might you have connected better if you’d skipped the large Coke on the way over (and weren’t thinking about how bad you had to pee the whole time?)
If you look at “those” meetings as opportunities to improve your customer service skills or interpersonal skills with clients, then you won’t feel like you’ve wasted your time.
Don’t worry, you’re not alone.
Like I said before, I’ve been there–and so have most working freelance writers. Sometimes it just doesn’t work out–but don’t give up. There’s always another client or gig just around the corner. Keep plugging and stay positive, and before you know it, you’ll be signing the next freelance writing contract.
So how about you? What do you do if potential clients don’t call back? Tell us in the comments!
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Great post, Angie. Encouraging, but real. Keepin’ it real, eh?
I agree with your approach about one follow up call or e-mail – then, if they don’t respond, move on. You don’t want to look like a pest. That will turn the client off forever.
pam recently posted..Home Page
Yeah, keepin’ it real!
I have had several writers ask this question, so I thought I’d address it here. I agree that you don’t want to look like a pest–and sometimes, the client will even call back weeks later, especially if they meet with more than one writer before choosing one to hire.
I just experienced this. I’m playing ‘phone and email tag’ with a potential client. My ‘gut’ says it may not be a good fit and or the timing is off. Either way, I’m moving forward. If it works out great, if not, that’s all right. Life as I know will go on
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@Rebecca–I feel like if we wait around for one client to decide to hire us, we’re doing ourselves a disservice–and we might just miss the next client while we’re waiting. Better to keep moving forward!
Thanks for sharing your experience! 
Angela,
If you “move on” and forget about the client – you are missing out. Savvy freelancers who understand sales follow up and follow up frequently because “not today” can turn into a project gig later.
Perhaps the client hasn’t made a decision yet, needs more information, is busy, just went out of town for a few days, has to get buy-in from a higher up, is waiting for investor funding, had to deal with an internal crisis, or decided to go in a different but related direction, etc.
One follow up call and or email is not enough because you simply don’t have the information you need. Freelance writers miss many opportunities because they don’t want to be a bother – but that’s the wrong mindset. While I do not advocate calling or emailing every day, I would suggest once a week, and I’d ask to schedule a phone call to talk about the project – and suggest a date and time. Often the decision maker will give you some indication of what happened and when they will be available to talk.
I just landed a nice project today from a person who told me 6 months ago that they were going to hire me but that a funding event had to take place before he could go ahead. While I moved on to other projects, I stayed in touch, sending things of interest and checking in to see how things were progressing.
Earlier this month, I was contacted by another person I started talking to in Jan. 2009 – yes, that’s correct. Because I stayed in touch – although sporadically – I was first in line when she needed a writer on a new project because I showed initiative and kept in touch. And now she wants to give me another project as well.
You are only wasting your time if you don’t learn from each situation. One lesson in your example might be that there was nothing you did wrong; perhaps something happened on the client’s end. If you don’t take the time out to investigate and reach out, someone else might get the project.
I know it’s human nature to start buying things in your mind after meeting with a potentially lucartive client. But, as with anything, you always hope for the best and prepare for the worst. People are fickle, so even your best efforts can’t predict their behavior. Diversifying one’s business portfolio is as essential as diversifying one’s financial portfolio. Eventually, if you complete tasks on time and within the designated budget, your business reputation will learn to speak for itself.
@Sharon
I agree with you that in some situations, it’s appropriate to keep in touch with a potential client as things may change for him or her in the future, but I think the point I was trying to make is that as freelancers, we can’t just wait around for a single client to call us back. We have to move forward and continue to market ourselves and seek new gigs in the meantime.
In certain cases, more than one follow up email or call may be appropriate, but in my opinion, that’s only if the client responds to your initial one or two calls–even if it’s just to say “not right now.” If there is zero response, it just seems like a waste of time to continue to repeatedly follow up.
Thanks so much for bringing your opinion to the table–I love to learn how other freelancers are doing things, and that’s a big reason this site exists!
We’re all here to learn from one another.
@Alejandro
I agree with you 100 percent!
I always want to expect the best, but it’s important to know that the best isn’t always what you think it might be. Keeping our eyes open and our ears to the ground is the best way to ensure that we always have business.
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Super content, I am checking back frequently looking for up-grades.
I’ve always tended to just move on…but in recent years have gotten better at staying in touch — maybe sending them an article of interest, or showing them something I’ve written in their niche. Just keeping the lines of communication open and my name in front of them.
But in terms of mental state, I am totally moving on and not counting on them.
I once wrote a post called “Be a writer, not a waiter” — it’s important not to get emotionally wrapped up in the idea that they’re SO going to hire you, and be waiting around because it’s totally gonna happen…and then you’ve wasted weeks or more when it doesn’t. I mentally go oh…next! And move on. If we do end up rolling a project forward, it’s like a pleasant surprise.
Carol Tice | Make a Living Writing recently posted..Could These Secrets Skyrocket Your Blog to Success
You’re absolutely right, Carol. I remember reading and loving that post!
I’ve worried about seeming like a pest in the past, I’ll admit. But is it really being a pest if you only contact someone sporadically to keep in touch?
For example, I cold-called an editor about two-and-half years ago. About 18 months ago, she assigned a story to me. That story ran in her magazine about nine moths ago. So then I wrote to her a few months ago to pitch some story ideas, and she wrote back to say thanks but they were experiencing a budget crunch and couldn’t hire any work out for the foreseeable future.
When should I touch base with her again, without worrying that I’m (unintentionally) harrassing her?
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Jennifer,
In that case, I think I’d feel comfortable touching base with her every few months–say quarterly. You can set it up as an event on your calendar so you don’t forget. Then maybe just send a friendly hello and ask if she could use any stores right now.
Every situation is different, and obviously if the editor doesn’t respond positively to your email, you can change your plan–but if she responds in a positive way (even if she says “not right now”) then I’d keep following up occasionally.
I’m interested to see what other freelancers would do in this situation too!
I go with what Carol says. I do regular follow-up with clients who have expressed slight interest, but I never count on anything happening with them. That way, I’m not disappointed.
This worked with a client I picked up this month. I cold-called him, and he gave me the “I’ll keep your information on file.”
Two months later, I sent a follow-up email just to keep in touch, not expecting to hear anything back. About a week later, he called and I’ve already billed almost $1,000 from him in just one month. We’re looking at potentially doing a long-term contract.
I don’t know that I would have been in the back of his mind without proper follow up. It only takes a few minutes, but can yield serious results.
James–Agreed, follow-up is important. But at the same time, an occasional call or email to someone who says “not right now” is different than hounding someone who isn’t responding at all. That’s the distinction for me–and how I do business.
If I get a response that is not an absolute no, I’ll follow up, but if I get no response or a firm no, I’m not wasting my time. I think some freelancers get so stuck on the “what ifs” and the “maybes” that they don’t move forward and keep seeking out clients and projects.
Thanks so much for sharing your thoughts and experiences with us!
How about publishers. Without a phone number to call, only sporadic emails and a weak go ahead on an illustrator of my own choosing I am wondering weather to re email them with a time to be notified by maybe a week from now. They have been dragging their feet and I haven’t been published before so I would like to be published by them. Anyone is better than none. But they don’t readily reply to my emails and it’s torture waiting for an email that doesn’t come.
Publishers are a grayer area. Which publisher are you working with? Have you signed a contract yet?