Step 1. I chose a section in the yellow pages where the clients would be easy to handle and typically did not need much for their industry. I figured this would allow me to build sites pretty quickly and handle the volume I was expecting.<\/p>\n

step 2. Once I chose my section I scraped the section for 1000 business names and addresses. I excluded all of the popular chains and those that really would not be looking for a freelancer. I stuck to the Mom and Pop types. I know that sounds like a lot but with the right tools you can do this pretty quickly.<\/p>\n

step3. I designed a postcard layout specifically for the industry I was targeting. The postcard doubled as a coupon.<\/p>\n

step4. for ease of use: I formatted the names and address in excel, exported them into word (Microsoft word has a label maker template for certain labels that you can buy at the store ( I chose the Avery version). I then printed the labels and slapped them (neatly placed) on the postcards\u2026about 3 hours total.<\/p>\n

step 5. I mailed 100 postcards a day for 10 days (not on Thursdays as it will get to the business on Saturday and get lost in the stack of mail and bills they receive on Monday.<\/p>\n

step6. I prepared for a lot of calls by using and excel spread sheet to log each call. make sure you get the name, number and EMAIL ADDRESS. this is very important as you will let them know that you will email them or ask them to go to your contact page and email you. Let them know you will be sending them some info periodically. This way you can use mail chimp or any other email system to mail them newsletters and to drum up new business during slow periods.<\/p>\n

step 7. I waited\u2026and waited\u2026and waited. By the following Friday after the last batch (2 and a half weeks) I had over 40 calls and got 8 new clients.<\/p>\n

Keep in mind that it cost me a total of $472 to do all of this ( I now can get it done cheaper) but I charge well over twice that for one project. You do the math. This is what I am sticking to\u2026<\/p>\n

Oh\u2026I forgot to mention that most of the clients I have at this very moment are referrals from the clients I obtained from the direct mail campaign.”<\/p>\n

– Charles Coyle<\/p>\n

Case Study #2 from Steve Robillard:<\/p>\n<\/div>\n

“The most successful thing I ever did was give a presentation describing how we developed the product and how they could do the same. I sold more than 80% of the room. One person even went back to her boss and said she would not build their own, because we were so far ahead and cheaper.”<\/p>\n

– Steve Robillard<\/p>\n

Case Study #3 from Nuno Barreiro:<\/p>\n

“1 \u2013 Clients don\u2019t come to you only because you work on this area. You\u2019ve got to chase the clients. Create accounts on common social media like Facebook and Linkedin, but create also on networks that\u2019s dedicated to your area of expertise. Get yourself a twitter account and start following companies and other freelancers to see what\u2019s being done. Send emails directly to possible clients but make sure your presentation letter is well done and try to get a meeting.<\/p>\n

2 \u2013 Don\u2019t lie to clients. You have to be honest if you want no problems. Present your work and give tips to your clients that you might seem useful. Remember, it\u2019s your expertise. Not theirs. If you lie to your clients, if you promise more that you can really do, then you\u2019ll get problems sooner or later. Keep in mind that \u201cmouth-to-mouth\u201d is also a powerful tool. Don\u2019t give them any reasons to talk trash about your work to anyone.<\/p>\n

3 \u2013 Give fair prizes and development times. Clients will also try to pay less and want all as soon as possible. Without using \u201ctechies\u201d that they don\u2019t understand, explain them well why you\u2019re charging that price and why you need that time for development.<\/p>\n

4 \u2013 Be always available for your clients. You too have the right to free-times. Sometimes clients don\u2019t understand that, but if you\u2019re away from office, at least keep your cell on and be sure to read your emails sometimes.<\/p>\n

5 \u2013 Continuous support. The job is done? Maybe not. Be sure to give your client all the support they need. If you show them that you care and that you\u2019re a good professional, then the next job is yours, no doubt about it.<\/p>\n

I\u2019m sure that there\u2019s much more I can do, but only with that strategy I acquired more than 10 clients in 9 months and those clients already got me the contacts for some friends of theirs that are in need of someone in my area.”<\/p>\n

– Nuno Barreiro<\/p>\n

Case Study #4 from Les F.:<\/p>\n

“Within my 3 years of being an active freelancer, one of the most successful tactics I used was understanding my clients\u2019 wants, needs and issues so that I can connect with them. Due to the lack of managing my customers\u2019 relationship, I have learned that a freelancer should act out the role of a mentor in some cases. Some clients need that sense of concern for their business from the freelancer, thus far prompting the client to trust and rely on doing business with you. In a nutshell, our focus should be in serving the customer rather than the customer serving us.”<\/p>\n

– Les F.<\/p>\n

Case Study #5 from Brandon J.:<\/p>\n

“My best tactic is creating a relationship and continuing to build that relationship into a client. I make sure head to the local Chamber meetings, Rotary Clubs, etc\u2026 These places are great for starting new business and personal relationships. By creating a true relationship with someone, I believe, you\u2019re more likely to build a longer lasting client instead of a fly-by. Although there is value in fly-by clients, I\u2019ve found I make more money off of my reoccurring client base, plus I have greater passion for making their company a success online, as I now have a personal interest in the matter!”<\/p>\n

– Brandon J.<\/p>\n

Case Study #6 from Stephanie Ritchey:<\/p>\n