Direct Response Copywriter on How NOT to Find Clients Part 2.

How NOT to Find Clients. Part 2.

A Series of Essays for Copywriters and Fellow Creative Professionals.

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NOTE: You're reading a series of blogs about how to find clients ... and how NOT to find them. This series will be extremely controversial. Read the blogs and you’ll discover my experiences with finding clients … what works and what’s a waste of time. The goal is to help you find “elite” level clients with deep pockets who are looking for top-quality creative talent.

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Method #2. Word of Mouth/Referrals. Surprisingly … one of the WORST ways to find clients.

Right now, you might be somewhat AGHAST. Why? Because you’ve been told that referrals are a superb way to find clients.

Some companies and freelancers will boast: “I’m really lucky because I get a crazy number of referrals from clients.”

Don’t get me wrong … I like referrals although I don’t get them too often. My current and past clients usually want to keep their direct response copywriter to themselves. I don’t ask for referrals and I don’t sit by the phone expecting them.

Let’s remember something CRUCIALLY important as you market yourself: the ultimate goal of your marketing must be to find the absolute top clients – with the deepest pockets – so you work less and earn more.

One of your great clients might refer someone to you. That’s good. It shows your current client likes you.

But it could also be bad … and here’s why: the client could be a total dog. That’s happened to me. The “referral” client was essentially idiotic, disorganized, plus I had to fight to get paid. Lovely.

I can’t think of a single excellent client who came my way through a referral. This method is a haphazard version of inbound marketing. Maybe this will change for me tomorrow but I’m not holding my breath. It’s tempting to be excited when I receive a referral because the potential client is warmed up and ready to hire me.

I value referrals from my current clients and I thank them for these referrals … BUT … 99% of the time, the new potential clients are a poor fit.

In certain industries, like residential real estate and home decorating, referrals may be a decent source of leads. But I’m not interested in decent. I want the best possible marketing outcome using the best possible method.

This method is making a list of strong potential clients then pounding away at the database. You’re being aggressive instead of passive. Passive marketing stinks and routinely sends you bad clients with bad work, bad products, and a poor attitude.

Recently, I compiled a database of 2,000 potential clients. I originally compiled this for direct response copywriters but any creative person can benefit from this database.

Click here now to see the sales page for the database.

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I'm a direct response copywriter. I write direct response copy for clients around the world. Enter your information to the right for my free series: Seven Steps to High Converting Copy. Or [contact me here][2] if you have a project you'd like to discuss. I'm also a Dan Kennedy certified copywriter for information products.

Direct Response Copywriter on How NOT to Find Clients. Part 1.

How NOT to Find Clients. Part 1.

A Series of Essays for Copywriters and Fellow Creative Professionals.

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NOTE: I’m starting a series of blogs about how to find clients. This series will be extremely controversial. Read the blogs and you’ll discover my experiences with finding clients … what works and what’s a waste of time. The goal is to help you find “elite” level clients with deep pockets who are looking for top-quality creative talent.

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Client Finding Method #1. Elance, oDesk, Guru, Fiverr, People Per Hour, and Other “Commodity” Sites.

These sites match buyers who need creative work with copywriters and other creative professionals. You register on the site then you can start bidding on assignments. Clients post assignments on the site when they need creative talent.

Five years ago, when I went totally freelance as a direct response copywriter, I won some assignments on Elance. The revenue was useful BUT I had to spend hours and hours bidding on work. I failed to win 97% of the assignments I bid on because – and here’s the big problem with these sites – 97% of the people who come to these sites are looking for the lowest possible price. They say they care about quality but they don’t. They will happily give assignments to people who barely speak English.

Here’s another major problem. The “clients” are typically amateurs who are totally clueless AND overly demanding.

Worse, it’s almost always “one and done” work with no possibility of additional and regular assignments. Many potential clients will say “this will lead to additional and regular assignments” but they are lying in order to get you to submit a low bid.

I feel sorry for the people who created Fiverr. They believed, correctly and tragically, that creative professionals would be willing to provide their services for $5. I won’t justify this business model with much more time but if you’re a creative professional using Fiverr then take your palm and smack your forehead. Now. Then leave Fiverr forever. And if you’re a client looking for talent, do you seriously believe you will get anything of quality for $5?

As a creative professional, you are NOT a commodity. Your skills help people SELL PRODUCTS AND SERVICES and, as such, you have a huge value. The clients who go to sites like Elance and Fiverr will never prosper because they will ALWAYS get poor work.

Let me introduce an amazing concept I just discovered.

You get what you pay for.

Amazing insight, I know.

If you want a super-successful career then you MUST have serious and deep-pocketed clients. These clients are NOT cruising around on sites like Fiverr and Elance.

One recent client tried to find a copywriter on Elance and hated the results. So they bellied up to the bar and paid me a fair rate for my expertise. We tested like crazy and the client earned vast amounts of money. They had a great offer and solid products. But they made a commitment to excellent creative work.

You must find the clients you want and pound away at them. I recommend direct mail. You must build a database of ideal clients.

This can be a difficult and time-consuming task. I have a database I created that will make this task massively easier.

Click here to get my database. I have used this database to get assignments from great clients.

Yes – the database is not inexpensive. But it can generate tens of thousands in revenue from the top clients on the planet. You will not find these clients on Elance, Fiverr, and other “bottom fishing” sites.

To see the sales page for the database, click here.

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I'm a direct response copywriter. I write direct response copy for clients around the world. Enter your information to the right for my free series: Seven Steps to High Converting Copy. Or [contact me here][3] if you have a project you'd like to discuss. I'm also a Dan Kennedy certified copywriter for information products.

Direct Response Copywriter on Ugly

I’m sure you’ve heard about a sports team “winning ugly.” It means a team hasn’t played perfectly but still found a way to win. A football team might have fumbled the ball five times ... yet won.

Advertising agencies who seek awards for design and creativity and “good work” dislike direct response practitioners for many reasons. One of them: the general ugliness of direct response advertising.

As a direct response copywriter, I fully admit that direct response marketing is rarely going to win any prizes at black tie advertising awards galas. When I visit direct response marketers, I NEVER see rows of awards up on the walls. Why? That’s because we’re not after awards: we’re trying as hard as we can to sell products and services. The award: our clients make more money.

Yes – the work looks ugly. I get it. Serious graphic designers must vomit when they see our web pages, sales letters, squeeze pages, emails, TV ads, and the like. I get it. But there’s one fundamental of direct response marketing: ugly wins.

Why?

You’d think that people who want to buy products and services would respond more positively to advertising that looks beautiful.

I suppose it all depends on one’s idea of beauty.

To this direct response copywriter, beauty is all about response and revenue. The design has to be clear and basic so the reader can read the copy and get the message. My website is not beautiful, graphically, but it works … it generates leads and I turn those leads into revenue.

I could make my website beautiful but it would likely DECREASE response. The OFFER is ultimately more important than beauty. Proof elements are more important to people who will buy a product or service.

Recently, I visited a company to discuss their direct mail pieces. The current control, which creates huge revenue, is ugly. VERY ugly. I told the client to make it uglier. But their creative group, armed with a beautiful new mailer to try, wanted to make things “pretty” and “pleasing to the eye” and “more focused on the brand.”

I would bet $1,000 the “beautiful” piece loses to the “ugly” piece.

The potential client or customer is only ultimately interested in one thing, “what’s in it for me?”

This direct response copywriter is going to provide the answer … even if the answer isn’t provided with total beauty.

When in doubt, win ugly.

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I'm a direct response copywriter. I write direct response copy for clients around the world. Enter your information to the right for my free series: Seven Steps to High Converting Copy. Or [contact me here][3] if you have a project you'd like me to quote. I'm also a Dan Kennedy certified copywriter for information products.

Direct Response Copywriter on Finding Great Clients

I’m not a big social media person. Occasionally, I see a Facebook or LinkedIn group with hundreds, even thousands, of copywriters.

A quick Google search reveals there are 45,000 advertising agencies in the United States alone. If each one has one copywriter, on average, that’s 45,000 copywriters.

At a conference, a well-known direct response copywriter once told an audience of copywriters: “there’s an ocean of work out there … and you’re a thimble.”

While there are tens of thousands of copywriters, there’s a lot of work out there … especially with the explosion in digital advertising. There's a huge need for regular copy and content.

However, if you’re a solo copywriter … which we all are ultimately … it’s a mistake to focus on numbers of copywriters and how many agencies there may be.

The focus must be on finding the RIGHT clients.

I can help you find those deep-pocketed clients who will treat you with respect.

I’m pleased to announce the official launch of COPYWRITER CLIENT DATABASE. It’s a handcrafted database of over 2,000 carefully-selected potential clients.

With access to this database, you can find your perfect clients.

Click here to discover more about COPYWRITER CLIENT DATABASE.

It’s a must for every copywriter. In fact, a fellow copywriter found the sales page before it was officially live and acquired access to the database right away. Before the official launch, five copywriters purchased access.

What’s the biggest benefit? It will help you develop your own personal database of direct response copywriting clients ... without spending the approximately 700 hours I spent working on the initial database.

Again … here’s the page.

In studying how great marketers get clients, I discovered one common thread: they all built a databse of ideal clients then started to pound away at the database.

But you have to have the database first.

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I'm a direct response copywriter. I write direct response copy for clients around the world. Enter your information to the right for my free series: Seven Steps to High Converting Copy. Or contact me here if you have a project you'd like me to quote. I'm also a Dan Kennedy certified copywriter for information products.

Direct Response Copywriter on Failure

Ouch ... that's an ugly word. FAILURE.

Everyone faces failure at some stage. It’s part of professional life. In direct marketing and direct response, failure is very much part of daily life: it’s not an occasional event.

A promotion might convert at 4%. That’s a 96% failure rate. I have written copy that’s completely and totally failed to beat a control. That’s part of this gig. But 4% conversion can be great.

If the client is smart and is serious about being successful, they let me keep pounding away until I find the copy that works. Sometimes the copy beats the control right away. Sometimes it takes several weeks. That’s part of being a direct response copywriter.

In the world of branding advertising, nobody really knows whether a campaign works or not. That’s because it’s all about image. But in direct response, we measure everything, and, many times, the numbers are not pretty.

So we go back to work. We learn from what didn’t work. Notice how I didn’t say, “mistake.” No … in direct response, failure isn’t a mistake. It’s part of the fabric of what we do. As a direct response copywriter, I relish failure. I discover what’s not working … so I can try something else. That’s part of testing.

In the last several years, I have attended several direct marketing and direct response copywriting conferences. I have spent some time with some of the biggest names in direct response. Yes – they’ve had some epic wins but they also told me about their failures. Their failures outnumber their successes.

I hear a lot about people who have been successful. Their common trait? Failure. The second common trait? Persistence.

I’ve had some bad experiences with clients who ask me to write a piece, don’t really test it, then kick me to the curb. They only gave me one chance and I failed -- even though they liked the copy. They gave up on me after one effort. That’s their decision.

Others have allowed me to fail repeatedly. These clients who want me to fail are making VAST AMOUNTS of money. They get it.

Just sayin’.

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I'm a direct response copywriter. I write direct response copy for clients around the world. Enter your information to the right for my free series: Seven Steps to High Converting Copy. Or contact me here if you have a project you'd like me to quote. I'm also a Dan Kennedy certified copywriter for information products.