By: Katy O’Dowd  (katyodowd.com).

‘Fortune favours the brave.’
- Terence, 2^nd Century playwright

It’s enough to make your head spin. You’re doing well, or maybe not so well. You’ve done some great jobs and have made either enough money to get by, or you’re nicely off financially, thank you very much.

As freelancers, we are only as good as our last job. And we are constantly on the look-out for more work. But how do you get that work?

A recent discussion on the Freelance Ireland LinkedIn group asked just that, and the results were very interesting as the majority of people that responded said that they got more work as a result of existing client referrals.

I’ve been lucky enough to have jobs come to me from repeat clients, or I’ve pitched to newspapers, magazines and websites. And sometimes new clients find me through journalist listings on the internet, or through my work and personal blogs. When I was asked to write this article, my response was exactly that – how on earth could I share any advice and write cogently on the subject since it’s not something I have ever done?

So I asked myself how exactly I would ask an existing client for a referral, and how I would psych myself up to do so without coming across as needy and pleading, perish the thought.

As I’ve said, I’m no expert, but much of it seems to be about common sense.

• Before you pick up the phone, talk yourself into feeling professional, calm and capable.
• List all of your achievements to yourself.
• List your abilities to yourself, and all of the work that you have done – after all, aren’t you asking someone who has already given you work to pass your details onto colleagues and associates?
• Write down everything that you want to say to the client and how you will ask them for a referral – if the person is a bit dour, be serious; if they are light-hearted, be humorous; fit your tone of voice to the person on the other end of the phone.

So that’s your creative head and unruly thoughts sorted out. You should now be able to speak like a rational human being thanks to your inner cheerleader. What next?

• Ask a client for a referral just after you have finished a job for them that they were happy with – if they haven’t used you in over a year or so they won’t remember you and your work quite so well.
• Remember that the existing client is staking their reputation by passing your details on.
• Never ask a client who wasn’t happy with your work for a referral. Apparently, if someone is happy with something they will tell one other person. If they are unhappy with something, they will tell five other people.
• Along the same lines, remember the maxim: if you are happy, refer us. If you are not happy, refer to us.

Now, take a deep breath, and pick up the phone.

About the Author

Katy O’Dowd is a freelance writer/journalist/web writer/copy writer/editor with over 16 years of experience. Clients include Time Out Magazine, Time Out Guides, timeout.com; Associated Newspapers; Comic Relief: Red Nose Day, Sport Relief, steveredgravefund.com, LIVE8/Make Promises Happen/DATA/One; and Marks & Spencer (Books).
www.katyodowd.com