Some 900,000 new small businesses will launch in the UK in 2023. The good news is that more than half (53%) of them are looking to hire contractors or freelancers, according to a new study. survey by 1st Formations.
While this is promising, there is a Falling hiring levels in the United Kingdom.as previously reported The independent informant. With the Labor Party set to announce tax rises and the cost of living crisis still looming, how can freelancers best position themselves to attract these small business clients? Here we share some tips based on the survey findings and how to position your experience in times of economic uncertainty.
1. Fill the skills gap
The first Training survey highlights a significant skills shortage among SMEs, particularly in marketing (34%), lead generation (21%) and sales (14%). Freelancers specialized in these areas have a clear advantage.
If you possess one or more of these in-demand skills, you can begin to position yourself as an expert. You can do this by pointing out a common problem that small businesses are likely to have and the frustrations that come with it. Share snippets of your knowledge via blog posts, social media, or webinars to establish credibility and attract customers.
But what happens if you don’t specialize in these areas? Think about how your experience or knowledge could help boost or improve marketing, sales, and lead generation. Why have clients hired you in the past and what were the results? Did your work help achieve sales or customer service goals, for example by addressing an end-customer need?
2. I know the solution
Understand the unique challenges small businesses face and present solutions that address their specific needs. You can do this by offering “tailored” solutions. Highlight your experience in offering these solutions. You can do this while you sleep by having your portfolio online. But you can go a step further and create case studies (just a paragraph or two) and find testimonials from previous and existing clients to demonstrate the value you could bring.
3. Use your remote work history
With 43% of small businesses adopting a fully remote work policy, freelancers who can work independently and effectively from anywhere are highly sought after.
Emphasize your remote work experience by highlighting your ability to collaborate effectively and deliver results remotely.
One of the quickest ways to demonstrate strong communication skills when working remotely is to show that you are proactive and responsive.
- Use technology that makes communication easy, effective and saves time.
- Familiarize yourself with project management tools and communication platforms to optimize workflow.
- Even create a survey on LinkedIn to find out which software tools project managers have found most useful and why. Ask customers in your target industries what their workflow pain points are to gain insight as well.
4. Address financial concerns
Economic uncertainty makes profitability a key concern for small businesses. Freelancers must clearly demonstrate their value proposition.
- Offer flexible pricing: Consider offering project-based pricing or packages to make your services more affordable.
- Highlight your efficiency: Demonstrate your ability to perform high-quality work quickly and efficiently, saving the client time and money.
- Focus on return on investment (ROI): Demonstrate how your services can contribute to client results and help them achieve their business goals.
5. Build relationships
Building strong relationships with small business owners can lead to long-term collaborations. Start at industry conferences, which are for startups and specific industries. You can meet potential clients by introducing yourself after panel discussions and workshops. Spend that time finding out more about their business, goals for the rest of the year, and anything interesting or challenging they’re tackling. Then, express why you think their goals are important and how you could help them achieve them (i.e., use an example of how you helped a previous client).
- Participate in social networks– Use platforms like LinkedIn to connect with small business owners and participate in industry discussions.
- Offer free 20-minute consultations (and publicize it on social media): Find out everything you can about a potential client in a free initial consultation. Provide valuable examples of how you have helped clients; what you have managed to achieve and the common pain points you have witnessed and helped solve. This demonstrates your experience and immediately builds trust.
How to convince small businesses to hire you
Present a clear and concise proposal.: Describe your services, prices and deliverables in a professional manner. Some freelancers are happy to describe them on their websites for complete transparency. Others may show only a few prices and suggest incremental rates for additional add-ons.
Be prepared to adapt your proposal to each client: Show that you understand your business and its specific needs. You can use AI tools like Otter.ai to record and summarize your kick-off meeting and develop a presentation that addresses your needs and matches your skills and experience. Simply mention that you are recording the call to take notes, but insist that the call is confidential. There’s also the AI-powered Intelligent Recap feature in Microsoft Teams Premium to consider.
Offer a trial period: Allow clients to experience your work first-hand as needed. However, any job should come with a contract so that you are protected as a freelancer when it comes to Statement of work (SOW) and payment terms.
Above all, demonstrate your passion for your work and your commitment to helping your clients succeed. You will certainly have to be patient. Small business owners want to grow quickly, but they will also try to wear many hats to keep costs down. If you can illustrate how you can help them achieve their goals (make sure you know them specifically) and make them confident that hiring you is a good return on their investment, you could land a handful of small business clients before the end of the year.