Tips for Freelance Networking and Client Acquisition

90.99% of all my freelance work has come from referrals. Ok so that's not an exact figure, but it's close. I've landed one client from a cold email and another through Upwork. The rest: All high-quality referrals. Since many of you asked, I'll tell you how. Here are three things I consistently do to get referral business: 1. Give referrals. I stopped trying to be everything for everyone a while ago. I realized that if I do my best work and tap other people to do something I don't specialize in, it's a win for everyone. If we've worked together on a project or developed a relationship (and I know that you do good work), then you're on my list. I'm constantly giving referrals and pointing leads in the direction of folks who I know can get the job done well. More importantly: they're lovely to work with. This creates goodwill. It also keeps me top of mind with my referral network. When a job that matches my skillset comes across their world, who they gonna call? Not ghostbusters. 2. Maintain a system for building relationships. This "system" for me is nothing more than an AirTable spreadsheet, where I list my contact's name, what they specialize in, their ideal clients, and notes from our most recent conversation that'll help me deepen the relationship. That last column is the most important. During all of my relationship-building calls (a.k.a. networking), I take note of things that are top of mind for the person I'm speaking with. Maybe they just had a baby. Maybe they bought a house. Maybe they're about to launch a new product or service. Then, I put a date on the spreadsheet for when I want to reach back out and check in with how it's all going. I genuinely care, and having a check-in system ensures I'm following through on building the relationship over time. 3. Create strategic relationships. Beyond the relationships I naturally build with people I work on projects with or friends of friends in my network, I'm strategic about whom I spend my time talking to. By that, I mean connecting with people who provide adjacent services. For me, that means people who do PR, design work, paid ads, email marketing, social media management, etc. These are all folks who provide complimentary services to my content strategy work. We don't compete—we compliment. That's a beautiful referral ecosystem right there. There's more to this, but these things will get you started if you're not already strategically using your network to get ideal clients and projects. Was this helpful or should I go deeper here?

Massive but often overlooked reality check for fractional execs/consultants: Your greatest source of profitable “new” clients are nearly always current and past clients, colleagues, and those in their immediate circle. They know you, they know your work, it’s familiar. Yes, it’s important to be sharing knowledge / success / setbacks / hopes and dreams with the world on LinkedIn, and “shooting your shot” with some occasional cold outreach. But with extremely few options (like literally two), I can trace ten years of client “trees and roots” growth and probably 70% of revenue to my first major client retainer in 2015. Here’s 5 practical prioritization tips: 1) Focus on delivering amazing results for clients always, 2) Dedicate most of your biz dev efforts on your closest circle i.e. people and places that already know and trust you. Ask these people for referrals. 3) When doing cold or lukewarm outreach, focus on direct adjacent sector or similar work streams and be precise “In 9 months, I helped _____build an sustainable community engagement program that [insert very specific results]. 4) Share what you know and love on social and accept speaking invites to events and platforms. 5) Make referrals and get referrals. When something is outside of your wheelhouse, be diligent in connecting the potential client with someone who can knock it out of the park. I guarantee you both parties will remember when they’ll need your skillset. ———————————— And that’s it for now! Anything else folks want to add?

Most new consultants struggle, not from lack of skill, but from distraction. They chase visibility without clarity. Post content before building a message. Offer free calls with no strategy to convert. Motion is great, but motion without a plan creates motion sickness. I learned this the hard way. Once I applied the Critical Path to my own business, I stopped chasing random tactics and started landing premium clients consistently. In project management, the Critical Path is the sequence of steps that determines how fast a project can be completed. → Delay a step, delay the outcome. The Critical Path Law says the shortest route to consistent clients lies in the few actions that can’t be skipped or outsourced. Delay them, and you delay success. Here’s The Critical Path to Winning Clients: * Clarify your market: Stop being generic. If your message works for “everyone,” it converts no one. * Build visible, valuable content: Not just tips. Create posts that reflect your prospect’s inner dialogue. * Engage like a strategist, not a spammer: Leave meaningful comments daily. Focus on creators and prospects who shape your space. * Send DMs with relevance, not desperation: No cold pitch decks. Start conversations. Ask thoughtful questions. Offer insights. * Create an offer too good to ignore: Free strategy calls feel vague and valueless. Instead, offer something specific: → A 30-minute Profit Diagnostic that reveals $100K+ in hidden profit opportunities. → A Marketing Review that shows why the best customers pass them by (and how to fix it). Make it so outcome-focused and risk-free, your prospect would feel irresponsible for saying no. This sequence is the critical path to getting your first 3–5 premium clients—without burning out or begging. P.S. Want to know exactly where you are on your consulting journey—and the fastest way to level up? Take my "Consulting Archetype" quiz. In 2 minutes, you'll get your personalized growth plan based on your current stage: https://lnkd.in/gdq7_HzM

Is this you? You spent years honing your craft, tackling every challenge the corporate world threw your way. Now, you've made the leap to solo consulting, and the open landscape feels… Daunting. Where do you even begin? You have a well of expertise, but how do you translate it into a client-magnet value proposition? Stop guessing, start talking. The first step? Unlock the goldmine within your existing network. It's not about cold calls or LinkedIn spam. It's about tapping into the powerful connections you've built, learning who your ideal clients are and what they need, and refining your offer based on their insights. Here are 3 simple steps to turn your network into your secret weapon: 1. Identify your champions. Think of past colleagues, clients, and mentors who know your strengths and understand your potential. Reach out for informal chats, coffee meetings, or even phone calls. 2. Ask the right questions. Forget sales pitches. Focus on active listening. Ask about their current challenges, pain points, and unmet needs. This is where you'll discover the missing pieces of your value proposition. 3. Refine your message. Use your newfound insights to reshape your offerings. Craft a clear, concise message that resonates with your ideal clients and highlights how you solve their specific problems. This isn't just about getting clients. It's about building a thriving practice based on authentic value and genuine connections. It's time to stop spinning your wheels and start building momentum. Your network is waiting to be activated. Go out there, start talking, and watch your solo consulting journey take off.

Tips to grow your consulting business? Here's how I've achieved double-digit growth for 4 straight years. 1. Be prompt Answer emails quick Solve problems quicker Admit you're out of your lane quickest 2. Be professional If you say it; make sure it happens. People will smell BS quickly if it's all talk & no action. Hold secrets & IP tightly. No one hires a gossiping consultant. 3. Talk upstream & downstream & horizontally Some of my best clients have come from folks above / below in marketing. Some would view them as competition. I never have. Other referrals have come from logical segues in business cycle. For example, CPG brand wants to GTM > hires a co-manufacturing consultant > then will need a brand. Co man consultant refers us. Pay these ppl for these intros 4. Be a real person Sounds stupid, but easier said than done. Ask clients about themselves Get to know them Show them some of yourself. LinkedIn is a great tool for this. I also put several diff items on my Zoom screen to generate convo. 5. Solve problems that you aren't paid to. If you're a savvy business consultant; you'll be able to help solve for things outside your zone of genius. For example; many clients ask about payment providers for their hemp brand. I have built a network of folks who can solve this problem. I make intros all the time. Saves clients time. Makes me look smart. Sometimes I also benefit from a rev share; sometimes I don't. I don't refer based on best rev share. I focus on best fit. The rev share is just gravy. Keep solving problems for them & they'll keep bringing you new ones. TL;DR: 1. Be prompt 2. Be professional 3. Network around your clients 4. Be a real person 5. Solve problems you aren't paid to.

I wouldn’t call myself a networking expert. BUT I’ve landed my last 8 clients because of “networking.” Here’s what’s worked for me 👇 A disclaimer before I start: “successful” networking hinges on being as invested in other people‘s success as you’re in your own. It’s NEVER a matter of quantity (“send 20 connection requests a day!”), and always a matter of connecting with like-minded people. 1. Be genuinely nice and helpful — proactively. Someone landed a role at a company you’ve admired or a product you’ve thought is cool? Reach out and congratulate them. Go beyond LinkedIn’s recommend one-liner and add a personal note. Someone’s struggling with a task you could do in your sleep? For example, setting up Monday automations. Send them a voice note with instructions or screenshots. 2. Show up on both sides — people who you can help and people who can help you. It’s not “networking” if you’re only reaching out to people who have something to offer you. Connect with others in your industry, people who have your role in a completely different industry, and people who want to be where you are. 3. Listen before you talk. Listen actively, intently, and empathetically. Seek to understand before you comment or ask for something. Always always ask “how can I support you in your goals?” Give people an opportunity to tell you — unfiltered — what they need from you. 3 “Don’ts” which you…just don’t do pls. It’s gross. 1. Don’t bait and switch: it’s the worst. People don’t hate cold pitches as much as they hate this. With a cold pitch, people might ghost you. But bait and switch and they’ll mentally block you forever. 2. Don’t get emotional in business conversations. I once recieved a follow up where the person went on and on about how they’d stayed up at night waiting for my reply. It was an unsolicited cold pitch. I don’t even remember seeing the email, I was probably too busy. They went on to call me some rather rude names and I … blocked them. Point is, they burnt a bridge for no reason. 3. Don’t fake it till you make it. Don’t exaggerate your credentials. Even if the conversation is successful, you’ll never be able to form a real relationship. It’ll always be superficial. What do you think?

As an introvert, I struggle with cold outreach. It’s awkward + painful. However, I managed to land 3 clients in my first month of freelancing. Here’s how I did it: 🤝 Network. I know. It sounds scary, but it doesn’t have to be. I eased into it by connecting with other freelancers and supporting their work. Eventually, I sent DMs and asked for coffee chats as I prefer to build real relationships. The result: My first client was referred to me by another designer who liked my work. 👂Listen more than I speak. During my first discovery call, I asked a lot of questions and then shut up and listened. The result: The client said that unlike other calls they had been on, they felt heard. This ultimately won me the gig. 💬 Rekindle old relationships. When I was 18, I created a sucky logo for a small business owner 😅 Recently, I reached out to fix my wrongdoing—for free. The client was excited with the result and trusted me to work on a full rebrand. The result: They are my highest-paying client to date. 🌱 Nurture my clients. My first client returned because they were impressed with my process and how I go the extra mile. I had offered referrals for work outside my skills and included a surprise deliverable as a thank-you. The result: They’ve returned for an even higher-paying project. The little details matter a lot! For full transparency: I “lost'” a prospect because of imposter syndrome. But I don’t count it as a loss because I’m still nurturing that lead by having frequent check-ins. If you’re struggling to get leads, I highly recommend building a strong network and nurturing old/current clients. These steps have helped me, and I hope they help you too! What other advice would you give a new freelancer looking to find leads?🤔 📸 Nurturing my clients (let’s just roll with the analogy, ok? 😉) #freelancelife #freelancedesign #creativegrowth #branddesigner

Reminder for you and myself as we keep growing our freelance businesses: Look for the resources hiding under your nose. We all have connections and strategies that take just a few minutes to tap into -- it just requires looking in the right places. If you're working on business upkeep or find yourself in a pitch, remember to: - Chat with current clients about picking up more work or raising your rates. Low-stress, low-risk way to scale. - Speaking of current clients, ask clients who are pleased with your work for referrals or testimonials. - Think of leads or friendly folks you've talked to in the past who might need your work and get in touch. - Reach out to SMEs you've quoted in the past and found insightful and connect with them. You'll at the very least have a go-to SME and possibly have a lead or connection to one. (<-- this one is on the docket for me) - Consider connections your freelance friends have and ask if they can refer you. Best of all, a lot of these strategies do help freelancers snag clients, and many aren't too stressful because they involve people you already know. Win-win. #freelancewriting #freelancing #freelancegrowth

Most freelancers don't realize if you've made a client happy with your work... You're sitting on a potential goldmine for referrals. All you gotta do is ask. Be casual, have a reason for asking, and explain that clients grow your business but you can't always prospect quality leads because you're dedicating time delivering work. Ask if they can share 3-5 emails of friends/business peers who may need your service too. This makes reaching out to them and getting a response 100x easier because you can reference your current client. That's next-level social proof. Having that connection: - Gives you instant credibility - Makes you stand out from other outreachers - Makes an easy way to connect since you know the same person Try this with your current clients. Ask for 3-5 contacts and I bet you'll land at least ONE conversation or sales call in the next 1-3 weeks.

Fractional CFOs and FP&A advisors constantly hustle and chase new business. That can work. But the best form of marketing is so much easier. Be the consummate professional — the epitome of the type of person people want to do business with. 𝑯𝒐𝒘 𝒅𝒐 𝒚𝒐𝒖 𝒅𝒐 𝒕𝒉𝒊𝒔? 𝐀. 𝐏𝐫𝐨𝐯𝐢𝐝𝐞 𝐞𝐱𝐜𝐞𝐩𝐭𝐢𝐨𝐧𝐚𝐥 𝐬𝐞𝐫𝐯𝐢𝐜𝐞 - Understand your clients' needs and goals, meet expectations, and communicate with them regularly. - Offer personalized service, not just off-the-shelf solutions. Demonstrate that what you’re delivering is unique to them and differentiated in the marketplace. - Be responsive and accessible, treating clients with the respect they deserve. No, that doesn’t mean bending over backwards and being available 24/7. Example: I provide clients with recurring analytics and meeting summaries. They don't ask for them but they still get the reports because they help. 𝐁. 𝐂𝐨𝐧𝐭𝐢𝐧𝐮𝐨𝐮𝐬𝐥𝐲 𝐞𝐝𝐮𝐜𝐚𝐭𝐞 𝐚𝐧𝐝 𝐬𝐡𝐚𝐫𝐞 𝐜𝐮𝐫𝐫𝐞𝐧𝐭 𝐝𝐞𝐯𝐞𝐥𝐨𝐩𝐦𝐞𝐧𝐭𝐬 - Share industry trends, what you're seeing and hearing with other clients, and why it matters. - Offer educational resources, articles, white papers, webinar recordings, books and insights you found valuable. They’ll likely find them valuable too. - Tell clients when you're thinking about them. Be in touch because it’s thoughtful, not just when you’re working together or you need something. Example: When I come across industry reports or news articles, I think about who might benefit. If given a free resource, I share it. If I read a great book, I let others know. Give, give, give. 𝐂. 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐞 𝐜𝐥𝐞𝐚𝐫𝐥𝐲, 𝐛𝐞 𝐭𝐫𝐚𝐧𝐬𝐩𝐚𝐫𝐞𝐧𝐭, 𝐚𝐧𝐝 𝐦𝐞𝐞𝐭 𝐞𝐱𝐩𝐞𝐜𝐭𝐚𝐭𝐢𝐨𝐧𝐬 - No one likes bad news. But even fewer people like to be surprised by bad news. Be honest, open, and proactive even if it's not what people want to hear. - Act in clients’ best interests. Ideally they should align with your own. If they don’t, you may be working with the wrong clients. - Be candid about results. There’s little that’s more disappointing than high expectations that can’t be met. Example: A young woman reached out to me and asked whether my advanced business modeling intensive was the best program for furthering herself in FP&A. Given her career aspirations, I told her not to join. If you focus on communication, being a giver, and delivering exceptional service, you're more likely to be seen as reliable and referable. You’ll still need to hustle. But clients and colleagues will help grow your company for you. --------------- We talk about this and more in the live Fractional CFO Power Skills Mastermind. The next cohort begins tomorrow. --------------- #seidmanfinancial