How did I figure out who my ideal client was? By getting burned by UN-ideal clients! I don’t think un-ideal is a word but I can tell you I’ve received up to 3rd degree burns from baaad clients. So once again it’s FreelanceTipster to the rescue! [queue Supergirl music…]

Below is a list of not only what I look for, but more importantly what I don’t look for - I’d encourage you to do the same. Personally, I’ve found that when I stick to my list, I don’t fret over the projects I turn down because I can feel confident it’s just not a good fit!

My Ideal Client IS someone who

My Ideal Client IS NOT someone who

- has been in business for three or more years. - has business and/or marketing plan behind the product or service they’re launching. - has Fortune 1000 clients. - supplies a significant amount of work for time spent on account maintenance. - demonstrates above-average communication skills. - is often a referral contact or in same industry social circle. - pays on time (at least net 30) - is outstanding at what they do and can provide a detailed scope of work for projects. - is serious about a long-term working relationship

- is launching a startup with no plan or experience doing what they’re trying to do. - has no business and/or marketing plan - has an client base that does not provide financial stability for the business - is more trouble than they’re worth (ie. not profitable client) - responds slowly to phone calls and emails - found my name in the yellow pages - pays slowly or has a problem paying half upfront for a project. - has no idea what they’re doing - is a fly by night operation with no intentions of long term relationship.

Personality
For me, I require that all my clients have one Seriously, I’ll give you an example of what I mean. I’ve dealt with so many personalities in my work that I’ve got it pretty narrowed down the type of person that best fits my work style. Because I’ve been burned on projects where a client “checked out” and left everything to me, I like to work with people who prefer to stay in close contact during the project lifecycle. “Close contact” meaning answering questions in a timely manner, knowing what the project goals are, and taking the time for in-person meetings when necessary. On the opposite spectrum, I’ve had clients that were too hands on and wanted in-person meetings for every minute detail. This particular issue can sometimes be resolved at the beginning of the engagement, when you’re still setting mutual expectations.


Do They Fit Your Niche?
What’s your niche? Are you a journalist, advertising writer or professional blogger? Are you a web designer or print designer? Ask yourself these questions and from there you can determine if a client’s potential workload is a good fit for you!

Project Size?
Speaking of potential workload, determine what size projects are too small or too large for your 1. ability and 2. time. This might take some trial & error to figure out how much is too much. Working all hours and weekends to fulfilll project timelines or deliverables is probably not how you want to live your life. However taking on a lot of really small projects and subsequently billing small amounts might not be worth the time you spend invoicing either! A balance of large and small profitable jobs that can be managed within your available work hours is a good mix.


Show Me the Money
I cringe as I write this but it’s true! If a client/potential client hesitates to pay half of the project total upfront, this might be cause to take a pass on the deal. If they are overly concerned about the price or trying to get you to lower your price, my experience has been that those clients will continue to nickle and dime throughout the entire project. Another common mistake is bartaring for services. I’ve done this in the past and someone always leaves the engagement 1. early 2. unsatisfied 3. feeling taken advantage of. Always pay for services and require that your services be paid for as well.

Beyond the Money
Who cares about that?!? You should Beyond getting paid there are a multitude of things to be gained from your client relationships that can have a positive impact on your life and career. I have several clients that I enjoy socializing with outside of work. When you’re working freelance, you have to create your own water cooler (via lunches, email, IM or phone) it enriches your life and keeps you from going stir-crazy! Another great benefit of solid client relationships is referrals. Any good business person bases the bulk of their workload on referrals because it’s the warm introduction and common contact that gets you past that sometimes awkward “get to know you” phase.

Tags: ideal client, freelance clients, scope creep, freelance billing, freelance pricing, work from home

Share This