A coaching client recently asked me what she needed to do to start going after bigger clients.
By that, she meant brand-name, Fortune 500 clients.
What I found most interesting in her question wasn’t the intention.
It was the underlying assumption.
She asked what skills training she would need to qualify to go after these clients.
Or, to put it another way, what would make her worthy of knocking on the doors of these big companies.
In today’s podcast episode, I explain why your hesitation to go after bigger clients probably isn’t about a lack of qualifications—but has more to do with giving yourself permission.
The notes that follow are a very basic, unedited summary of the show. There’s a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe in iTunes to get this show delivered straight to the Podcasts app on your smartphone, tablet or iPod.
Understand What’s Missing
If you hesitate to go after Fortune 500 companies like my coaching client, that hesitation probably doesn’t stem from a lack of skills or training.
More likely, you’re missing these two things:
- An understanding that the only permission you need to go after these clients is your own.
- A strategy that stretches your confidence level.
Let me elaborate on both of these points.
You Don’t Need Permission
You have every right to go after whomever you want, whenever you want.
And there’s a good chance that you’re already qualified to go after the IBMs of the world.
After all, boatloads of less experienced, less skilled and less qualified writers do it.
And some of these under-qualified writers actually land these clients!
To generalize, I see this pattern more with women than men.
There’s a good amount of evidence showing that women won’t go after something unless they feel they check all the boxes.
Men, on the other hand, are more likely to go after something even if they only check some of the boxes.
Awareness is the first step to making real change. So ladies . . . know that you’re susceptible to this way of thinking . . . and then move in that direction anyway.
Build on the Confidence You Have Today
If you feel uncertain about going after bigger clients, work on stair-stepping your way to greater confidence.
Think of it this way: say you’re standing on step five of a 10-step staircase. Each step represents where you are in your business AND your confidence level.
You’d love to land some of those clients on steps nine and 10, but you’re terrified.
Fine. Stretch yourself by going after clients on steps six and seven.
They’re a bit outside your comfort zone. But they’re not so far outside that you’re too terrified to make a move.
Once you land a few sixes and sevens, that’s your new baseline. As you get comfortable, start going after eights and nines.
Again, these will be outside your comfort zone—but not so far out that they feel impossible.
Soon, you’ll soon land your first client in that category. And then another one. And before you know it, this is your new normal.
And before you know it, you’ll be so close to step 10 clients that you won’t understand why they looked so out of reach before
By the way… whenever you’re ready, here are 3 ways I can help you grow your freelance business:
1. Grab a free copy of my book.
It’s called Earn More in Less Time: The Proven Mindset, Strategies and Actions to Prosper as a Freelance Writer. The title says it all. 😉 — Click Here
2. Join my implementation program and be a case study.
I’m putting together a new implementation group this month. If you’re earning $5k+/month (or the part-time equivalent) from your freelance business … and you’d like to grow your income quickly with better clients … just email me at [email protected]
3. Work with me privately.
If you’re a 6-figure writer who’s trying to earn more in less time, with less stress, I might be able to help you get there faster than you think. Just email me at [email protected] and put “Breakthrough” in the subject line, and I’ll get back to you with more details.