How to Network and Build Your Freelance Business

We all started as a person with a keyboard—no clients, no references, no experience or case studies to hang our hats on, right at the bottom of the totem pole.

Getting started as a freelancer can feel pretty impossible and isolating at first, so if you’re sitting here looking at your blank work history and your utter lack of reviews, rest easy knowing that for everyone, the journey started this way.

So how do you make that leap from a blank profile to a thriving freelance business? There is no one single way to do it, but having a solid network to tap into will play a huge role in your long-term success.

Why your network matters (and who the heck it is)

When you’re out there in the trenches, dropping proposals like it’s hot and working on your elevator pitch, you have to hustle hard to get the ball rolling.

And that’s okay. Totally normal. Gettin’ it is for go-getters only.

But when you have a network, what you say is reaching an audience who is already interested in what you have to say, without you having to give them a sales pitch, and suddenly life gets just a little bit easier.

Every day, when you post on your LinkedIn feed, share your work on your business page—whatever—you’re building credibility, offering value, and ultimately, grooming an audience of potential clients.

These are warm leads, and they’re some of the most valuable people you’ll learn to love on your list. They’re people who aren’t clients yet, but know what you do and haven’t hung a ‘No Soliciting’ sign on their inbox yet.

8 powerful ways to get your network working for you

1. Be helpful, not just a salesman

Part of using your network effectively means not abusing it—not dropping a sales pitch on someone every time they post, and not bombarding them with offers 24/7. Offer value consistently, with no expectation of their business, and they’ll come to you.

2. Leverage past clients for referrals

If you have a few clients under your belt, this is a big plus for your network. Offer them a discount for sharing the link to your business, or a finder’s fee for sending new clients your way, or just a warm and sincere thank you for referring new clients to you.

Chances are if they liked working with you, they’re going to be more than happy to send some of their friends over.

3. Use LinkedIn to build a presence

The type of social media outlet you use to position yourself as an industry expert is really going to depend on your audience, but generally speaking, LinkedIn is a great place to be. It keeps your personal and professional social media networks separate and gives you a place to flex your genius.

Share links to your work, offer free advice in your feed, and publish content that shows off how brilliant you are at what you do—the leads will come to you.

4. Go to trade shows—not networking events

You don’t have to have just one niche, but targeting a specific industry is a great way to get to know players in that space that can connect you to all kinds of work. Instead of going to networking events (where, spoiler alert: Everyone is looking to sell you on something), go to trade shows and vendor events in your industry.

You’ll connect with tons of potential clients, get talking points for leads, and get an ahead of the game look at what’s hot in the industries you love most.

5. Become a local expert

Freelancers work with clients all over the world, but if the market is there for you locally, use it to your advantage. Build your network by becoming a noted expert, and use that status to get yourself speaking engagements.

When you offer free advice, you inadvertently position yourself as an expert and the right person for the job anyway. Talk to local business networking groups and corporate offices about offering free or low-cost workshops and seminars, because chances are, you have something they need to learn more about.

6. Build your audience with guest features

In addition to guest speaking arrangements, guest blogging and content collaboration is an excellent way to build your own network, while leveraging someone else’s. Target partners in parallel industries who have customers that are likely to be interested in what you have to say, without competing with your host’s products or services.

7. Be genuine

People can smell a phony sniffing around for a contract a mile away, so yes, be aggressive in your pursuit of growth and success, but don’t let it be the only thing that drives your conversations.

When you start connecting back to your passion—why you love what you do, and why it’s so enjoyable to use it to help others—you come across as much more real, and that excitement becomes contagious.

Get to know your prospects’ businesses like your own life revolves around them. Read their about stories, how they came to be the businesses they are today, and connect with what drove them to their current success. When you’re connected, you’re genuine, and when you’re genuine, I promise: You’re going to be the best salesperson out there.

8. Be consistent

Nothing screams flake like a dropped social media presence, a stagnant message exchange, or crickets on the other end of an email thread. Never drop the ball, never stop following up, or you’re going to miss out on 80% of the sales chase.

That said, always have a backup plan. If you can’t be there 24/7 to man your social media feeds or connect with prospects, hire an assistant or build a bench of subcontractors you can outsource to when life gets in the way. Migraines happen, kids get sick, and you can’t bank on every day being as productive as your to-do list aspires.

This article was submitted by Destiny Hagest and does not constitute the views or opinions of Upwork. Find out how you can write for Upwork and promote your content.

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