This seems ironic that a copywriter and marketer should have a problem getting clients. Yet, it is the #1 problem for both new and experienced copywriters.



You can attract more clients and get all the work you can handle. That's the good news. Of course, you will have to develop some new skills, skills that will help you to find and keep more clients. These skills aren't difficult, but they could make all the difference in the world to your business.

As writers, we are skilled at writing clear copy that sells. If writing skills were all that was required to be successful, we would all be rich! In fact, attracting clients calls for new skills - personal skills, business skills, even sales skills.

The main skill required for acquiring clients is sales. I've found that an excellent resource for increasing your sales skills is Jeffrey Gitomer's website, www.Gitomer.com. Jeffrey is the premier sales trainer in America right now.

Follow this simple 5-Step System for Getting More Clients:

1. Develop your website. Your website is a powerful marketing tool which is meant to sell YOU. Put your best foot forward by using only your most powerful marketing messages on your site. Don't make the common mistake of writing powerful copy for clients while neglecting your own. Your website speaks for you - make sure it tells the whole story.

2. Use a sales process. There are several tools at your disposal: use a lead generation page - like a forced opt-in page, an autoresponder, opt-in (ethical, of course) bribes to get potential clients to sign up. There should be a plan that will lead the client to the point of asking for, in our case, a quote on copy writing services. Do the sales process as if you were doing it for a client.

3. Screen your clients carefully. I use several techniques to do this. One of the most effective is sticker shock. I post some of my actual rates on my site. A lot of clients gasp and don't return my calls when they see my prices. This isn't because I don't like them, or I don't want to work with people, it just weeds out those who should go somewhere else. I don't say this to be arrogant, but as your copywriting skills improve, you will be deluged with work. You will then need to either politely refuse jobs, or raise your rates accordingly, so you are doing fewer jobs for more qualified clients. This presumes, of course, that your work is good enough to give a good return on investment for your clients. (which will be the subject of a different article).

4. Use follow-up marketing. Use it every single time. Your autoresponder sequence should theoretically have no end.

5. Attend seminars and network. Attending seminars and networking (and doing so in a professional manner) is the best thing that you can do for your business. I created a product that was 10 hours of audio teaching how to do this very thing. (And I'm not trying to sell this product here; in fact, it's not even available for sale, at all.) Last year, I spent about $50,000 on travel to seminars. You don't need to spend this much, but find a few key events that you know will be full of potential clients and make it a priority to get there. One of those that is helpful to a lot of people is Armand Morin's Big Seminar. Here's the link www.NewBigSeminar.com. It's a great place for copywriters to network and find new clients.

Incidentally, these five steps will work if you are a web designer, marketing consultant, or any type of service professional. Use them and watch your client list grow!