Being focused on your prospecting goals is a good thing. But being rigid in your prospecting mindset can hinder your chances of success… and could even be a problem, if you’re still looking for clients.
As a new writer burning for success, I discovered this problem and learnt the need to have a flexible mindset — in prospecting — while maintaining focus on the goal — and in landing clients.
I know… it can be tricky — because after all, you’re new in this game. And you want to be strict, disciplined, and focused… make forward progress and hit your goal, right?
Actually, it’s a “marketing virtue” to be disciplined and focused and progress with strength in order to meet your goals.
But at this point, it may be confusing to know when to be flexible.
I have been there too.
And in this article today, I want to share with you tips I got from dealing with a prospective client.
I know you dream of success as a B2B copywriter… and you can’t wait to achieve your self-marketing goals.
Just follow this advice, and you’ll be well on your way.
Be Open to Possibilities
Now, as you go out to prospect to win your targeted B2B clients… keep in mind that there are possibilities around you — possibilities that can link you to your success in landing a client.
If you focus too tightly in one direction… you’ll limit your chances of winning that client and landing paid projects.
Here’s what I mean… Say, for instance, you specialize in writing case studies for the SaaS industry. And you have your samples ready to show. You’re fully kitted and you’re out there pitching to prospective clients.
Now, you meet an SaaS prospect who doesn’t want case studies at this time, but he is looking for social media posts. And he’s ready to pay for that.
At this point, if you’re not open to possibilities — outside your mapped-out plan to land clients — your response may be to say, “I’m not available.”
But by being flexible and helping him with his social media posts now, it may open the door for you to do your preferred case studies for him at a later time. If you grab the opening you’re offered, even if it’s not part of your original plan, you’ll get your foot in the door for future possibilities. Plus, by doing the social media posts, you’ll have gotten a paid client and more real-world experience.
So don’t be too rigid with your focused idea or prepared way of working, that you can’t switch gears to other possibilities to land paying projects that open up around you.
Learn to Listen as You Pitch Yourself
It’s good to pitch yourself — tell your prospect about your service and how you can help them… but keep in mind that it shouldn’t be a “one-way-communication.”
Learn to listen to the prospect and what he’s looking for at that point. Because that’s what he’ll pay you to write for him right now.
Ask him questions. Give him the opportunity to “do the talking.”
Bring your pitch. But don’t sound like a pre-programmed talking machine. Sound like a human being who wants to —
- help another human being,
- listen to his business wants and needs,
- understand him, and
- bring him useful and valuable solutions.
Learning to listen back will make you better able to see your prospect’s direction and pick his pulse.
That’s when you can truly help him… and, in exchange, then achieve your financial success!
Give Yourself Room, and Create Time to Learn New Things
And certainly, having a flexible mindset means you’ll have to give yourself room to add new things in your toolbox, and give yourself time to learn them.
This is going to require some bit of adjustment — mental, physical, and time adjustment.
And you may not easily achieve this needed redirection just by wishing it was so.
You have to be ready to restructure your time and schedules for the things affecting your writer’s life.
Be ready to switch things around when the need arises.
For example, say you’re focused on writing blog posts — and your portfolio is loaded with dazzling blog posts. You feel happy. Satisfied and ready to prospect.
But even the best copywriters continue to learn and grow, picking up new skills, following other experts, and working to improve every bit of their writing, from headline to order page, from body copy to call-to-action.
With this in mind, it becomes easier to give yourself the room you need for change and improvement, and to learn new things.
Capitalize on Building Relationships
Make time and effort to build and capitalize on a good relationship.
Nurture relationships.
There’s a professional angle in building relationships, and there’s a human angle to capitalize on.
Most times, you’re a complete stranger to your prospect when you approach them.
Which makes gaining their trust to hire you for the project a higher burden of proof on your side.
Help the prospective client recognize you as a business professional and as a solution to their marketing problems.
Aside from completing your training and showing off your samples, you have to wow a client…
… show yourself as a friendly and easy-to-work with partner in their business. Display your interest in helping them succeed.
Show them through your professionalism and serious approach that you want to be an important player on their team. Show them you’re here to help them succeed.
And impress them by your professional samples, knowledge, and skills.
This will go a long way.
Rounding Up
To be successful as a copywriter, sometimes you’ll have to be ready to adapt. Make changes. Adjust to the needs of the market.
So it’s important to have a flexible mindset.
Remember to be open to possibilities as you reach out to your prospects. And to listen to the prospective client — ask questions if you have to. Don’t just be the one pitching continuously.
Present yourself as friendly and professional at the same time.
Do you have any questions on today’s discussion? Please share in the comments below. I’ll be happy to respond.
Author’s Bio:
Abraham Onu is a rising star in the world of copywriting. AWAI VerifiedTM.
A B2B-er. Web Copywriter and B2C copywriter. Specializing in the financial, health, and real estate niches.
Born and brought-up in Kaduna state, but originated from Kogi State, Nigeria.
He’s finished AWAI’s Copywriting Genius: The Master Collection program, and he wants to develop into a Master Copywriter personally, one day.
He brings in the Nigerian flavor of enthusiasm, hard work, ingenuity, resilience, creativity, and determination into the copy world, for the good of his clients.
When he’s not writing copy, he’s either making research, studying, playing Dream League Soccer on his Android phone, engaged in spiritual warfare by prayers, or wandering around his neighborhood doing nothing.
