Learn to Build Your Services Pipeline
If you're up for it, try this short exercise. It might scare the shit out of you:
- Get a letter-sized sheet of blank paper. Draw a line vertically down the middle of the sheet.
- On the left side of the line, list every project that's come your way based on a pre-existing relationship. Use shorthand notation to keep it compact. Your list should include projects that came from people you used to work with before you went solo, people who you knew before you started working for yourself, and people you met after you started working for yourself but you met outside the context of your business. Referrals count too. Business that comes from family, friends, and friends of friends/family count too. In big letters at the top, write ACCIDENTAL BUSINESS.
- On the right side of the line, list every project that's happened because someone filled out a form on your website, responded to an ad you paid for, responded to cold outreach, read your writing or heard you speaking (in a marketing context), met you because you specifically reached out to them, or sought you out based on the strength of your positioning, focus, or reputation. In big letters at the top, write BUSINESS I CREATED ON PURPOSE (CAUSE I'M A BALLER).
What does the balance between the left and right sides of your sheet of paper look like? Most importantly, are you comfortable with that balance?
If you're not, then Indy Pentathlon will help you learn how to change that.
Indy Pentathlon is a completely free, 5-part, 5-month challenge with 1 goal: help you learn how to generate demand for your services so you can stop relying 100% on luck and accidental relationships to keep your freelance services business going.