Every freelancer knows the struggle of running out of clients, especially when you need them the most. You’re finishing up one project, unsure when the next will come along. And even if you have a relatively steady stream of clients, a higher volume would allow you to be more selective, raise your rates, and work on projects you truly want.
A passive form of self-promotion, like keeping an online portfolio or posting on social media, are essential. However, sometimes you need a client *right now*, and those channels might not deliver immediately.
This is when reaching out to your existing client base becomes crucial. Remind past clients about your work together, the great results you achieved, and any new projects you've successfully completed. If your previous work left a positive impression, don’t hesitate to ask them for a referral. It’s likely someone in their network needs help on a project.
Although it may seem obvious, many freelancers overlook this approach, I used to be one of them. My routine was to complete a job, then move on, often losing touch with clients. If they needed help soon after, they’d remember me, but if not, they’d easily forget. Over time, they might not even remember my name.
To avoid this, it’s essential to stay in contact with both current and past clients. This requires a bit of planning and discipline. Even if you’re not looking for work immediately, reach out occasionally with friendly updates. Share any new skills you’ve learned or interesting projects you’ve done, and perhaps remind them of that first project you collaborated on. This shows how much you’ve grown since then.
Don't think of it as a cold advertising. By investing a bit of time, you keep yourself top of mind so clients think of you when they need your skills.
Emails work well for this, but if you have a client’s phone number, a quick 3–5 minute call can be even more effective. In these check-ins, briefly list your achievements and, if appropriate, ask directly for a referral. Be concise, everyone’s busy, and clarity saves them time.
To maximize the chances of a referral, focus on delivering high-quality work. High quality doesn’t mean undercharging but providing genuine value. Remember, the way you manage the project and communicate is crucial. Clients enjoy working with someone who’s punctual, polite, and dependable. Meet deadlines, communicate clearly, and consistently deliver what you promise.
On deadlines, a good tip is to double your estimated timeline. If things go smoothly, you’ll deliver ahead of schedule. If there’s a delay, you’ll still meet the agreed-upon deadline, showing clients that they can rely on you.
You can start this process with your very first client. A little before finishing the project, when everyone’s still invested in the outcome, ask if they’d consider referring you. At this point, everyone’s excited about the results, making a referral feel like a natural and friendly gesture. And don’t ask for much, one contact is enough, as most people can easily think of at least one.
To make this even easier for your clients, consider drafting a referral email template they can forward. This lets you highlight your strengths and target specific projects you’re interested in.Once you’ve received a referral, thank the client who provided it. A simple gesture of gratitude goes a long way. And when you finish the referral project, follow up again with the referring client. It’s another chance to remind them of your positive impact on their network.
All these referral strategies can grow your client base substantially without major investments, keeping things efficient and manageable.
As I wrote this, I brainstormed ways to integrate similar processes into my freelance CRM, Liid.app. While tailoring each interaction is key, I have some ideas on how to streamline it, which I hope to implement in the CRM soon.
- Dmitry Kalabin
A passive form of self-promotion, like keeping an online portfolio or posting on social media, are essential. However, sometimes you need a client *right now*, and those channels might not deliver immediately.
This is when reaching out to your existing client base becomes crucial. Remind past clients about your work together, the great results you achieved, and any new projects you've successfully completed. If your previous work left a positive impression, don’t hesitate to ask them for a referral. It’s likely someone in their network needs help on a project.
Although it may seem obvious, many freelancers overlook this approach, I used to be one of them. My routine was to complete a job, then move on, often losing touch with clients. If they needed help soon after, they’d remember me, but if not, they’d easily forget. Over time, they might not even remember my name.
To avoid this, it’s essential to stay in contact with both current and past clients. This requires a bit of planning and discipline. Even if you’re not looking for work immediately, reach out occasionally with friendly updates. Share any new skills you’ve learned or interesting projects you’ve done, and perhaps remind them of that first project you collaborated on. This shows how much you’ve grown since then.
Don't think of it as a cold advertising. By investing a bit of time, you keep yourself top of mind so clients think of you when they need your skills.
Emails work well for this, but if you have a client’s phone number, a quick 3–5 minute call can be even more effective. In these check-ins, briefly list your achievements and, if appropriate, ask directly for a referral. Be concise, everyone’s busy, and clarity saves them time.
To maximize the chances of a referral, focus on delivering high-quality work. High quality doesn’t mean undercharging but providing genuine value. Remember, the way you manage the project and communicate is crucial. Clients enjoy working with someone who’s punctual, polite, and dependable. Meet deadlines, communicate clearly, and consistently deliver what you promise.
On deadlines, a good tip is to double your estimated timeline. If things go smoothly, you’ll deliver ahead of schedule. If there’s a delay, you’ll still meet the agreed-upon deadline, showing clients that they can rely on you.
You can start this process with your very first client. A little before finishing the project, when everyone’s still invested in the outcome, ask if they’d consider referring you. At this point, everyone’s excited about the results, making a referral feel like a natural and friendly gesture. And don’t ask for much, one contact is enough, as most people can easily think of at least one.
To make this even easier for your clients, consider drafting a referral email template they can forward. This lets you highlight your strengths and target specific projects you’re interested in.Once you’ve received a referral, thank the client who provided it. A simple gesture of gratitude goes a long way. And when you finish the referral project, follow up again with the referring client. It’s another chance to remind them of your positive impact on their network.
All these referral strategies can grow your client base substantially without major investments, keeping things efficient and manageable.
As I wrote this, I brainstormed ways to integrate similar processes into my freelance CRM, Liid.app. While tailoring each interaction is key, I have some ideas on how to streamline it, which I hope to implement in the CRM soon.
- Dmitry Kalabin
