A 7-step coronavirus biz dev strategy for freelancers + consultants

We sit in the midst of a global pandemic as well in a period of profound social unrest. For many of us, it has brought setbacks. Loss of income. Loss of clients. Loss of friends or family.

These are difficult and sometimes terrible circumstances no doubt.

Yet despite all the material losses, there has been one loss that seems to have registered most profoundly: loss of perceived certainty.

People talk about a “new normal.” As if the world before was static and is now dynamic. Was certain and is now less so.

The reality is we are all constantly in flux. Change is the only constant. The good news is that as freelancers, consultants, entrepreneurs, we are best positioned to deal with change.

Creativity. Passion. Enthusiasm. These are things that can NEVER be taken from us and that we can harness no matter the economic climate to create new opportunities.

There are clear, actionable steps you can take starting NOW to generate new opportunities, no matter where you are in your career. It’s why our maxim here at The Daily Creativity is Hope is Not a Strategy, Luck is Not a Factor, Fear is not an Option. We choose to believe in ourselves despite the world swirling around us. Action over fear. Conviction over trepidation. Belief that we can create the change we seek.

Never let a good crisis go to waste.

– Winston Churchill

A 7-STEP CORONA VIRUS BIZ DEV STRATEGY FOR FREELANCERS, CREATIVES, AND CONSULTANTS

Make these steps a part of your daily, weekly, monthly routine, and you will never find yourself short of high-paying work a day in your life.

1. Health check. What clients still have the money to fund work? This is not a callous act but instead a realistic evaluation of current market conditions.  Start moving resources towards verticals/industries/buyers who are likely to be able to fund projects in the short and mid-term.
2. Advantage Inventory. During coaching engagements, the first step we take is an Advantage Inventory (scroll down page to read about it). This is a frank assessment of the advantages unique to you. An effective advantage inventory will look at 1. Connections 2. Referral Organizations 3. Unique Abilities 4. Proof of Results and use these as a springboard to new opportunities. Much of the advice given to freelancers is wrong. Pick a niche. Build a personal brand. Etc. Fine things but unnecessary until later in the game.Fundamental to understand is that this is a relationship business. You need to double down on your unique abilities and your connections to make fast progress. No matter who you are, or where you come from, you have unique abilities and connections you can leverage to create opportunities. Start by answering this question as it applies to NOW: I help _____ to achieve _____ with ______. Here’s an example from a recent coaching engagement: I help technology companies with $20M – $75M in revenue to reach sales quotas faster, and more profitably, with A/B pricing testing. Simple. Direct. Powerful.Create yours and then directly ask for introductions.This goes something like: “Hi Awesome Friend. I’m launching a new consultancy where I help technology companies with $20M – $75M in revenue to reach sales quotas faster, and more profitably, with A/B pricing testing. As one example, I helped Acme widget Co increase pipeline velocity by 35% while increasing margin 25%. A quick ask. Do you know 2 or 3 technology CROs, or other perhaps other businesses, who have questions around pricing or would like to grow faster and more profitably?”Remember: if you are good at what you do it is a disservice to withhold that skill from organizations who could use it.

   A note on the nuance of your ask. While we always have a clear target, we are opportunistic in who comes in. Create the direct ask, then widen the net to maximize success.

3. Dream 100 List. Every freelancer should have their Dream 100 list. The big 100 they want to work with. These represent the dream brands, companies, etc., who inspire you and who can fund creative projects unique to what you do. Pick through that list. Who is winning and losing NOW? Go to your advantage inventory. Who can make introductions? How has their circumstances changed that make it imperative that they do business with you NOW?
4. Narrative Strategy. Every freelancer should have a story that helps to contextualize 1. What they do 2. How they help 3. Why it’s an imperative NOW. Create yours. We deep-dive this topic in a webinar with the CXL Institute. We also tackle this topic during coaching. You can also view my narrative strategy here. The key questions are: What are these people saying/thinking/feeling Now? Look at the quantifiable results you’ve created. How can you start a conversation? Be value-add.
5. Meet with two economic buyers each week. Your success as a freelancer depends on one thing and one thing alone. Your ability to get in front of people who have the budget and authority to hire you, for what you want to charge, and help them see that you can create a better version of themselves if they work with you. That’s it. Its that simple if you let it be.With your strategy in hand, your job is now to get in front of two economic buyers every week. Use your advantage inventory and start meeting people. A note on persistence. Don’t equate to rudeness or disinterestedness to what you can equate to busyness. It takes 8-12 touches to be remembered. Keep it up.
6. Remind people you exist. This is a captain obvious statement but something many of us overlook. Who have you worked with in the past that you haven’t spoken with in a while? Are that in a position to potentially hire you? Go. Say hi. You’ll be surprised what happens when you start to shake trees.
7. Plant now. Harvest later. While we difficult times, from challenge comes opportunity. Now is the time to put the practices and foundations in place that will sustain you through the rest of your career.Key to this is an understanding: you can’t harvest tomatoes in winter. But you better plant in the spring or you’ll have no food come summer. Go plant seeds NOW. The sun will come out again and we’ll all eat together 🙂

Remember. Hope is not a strategy. Luck is not a factor. Fear is not an option. We can’t control our circumstances but we can control how we react to them. Let’s all get out there together and make. It. Happen.