Using Social Media to Find Clients Offline

“So, Joshua, how do you get your clients? I mean, you have this list of really big clients you work for – how did you get them? You must do a lot of marketing.”

The question came from my sister-in-law – and no, she’s not a copywriter.

But many years ago, my wife’s family was sure I was going to turn out to be the biggest financial loser of all the in-laws. So it really boggles their minds when they visit us in our home. See, I never leave for work, and have time and money to go on regular (like monthly) vacations and field trips with our nine children.

I smiled and thought, “Sigh … how do I explain this one … ?”

“Well, you see, here’s how it is. I meet my clients online, so I can be great friends with them offline. And then they pay me lots of money because they like me. It’s pretty simple, really.”

She didn’t really understand, and you might be scratching your head as well. And while I didn’t spend any time at all trying to explain it to her, I am going to spend some time detailing ONE of my systems for attracting, closing, and upselling clients. It is very simple … in fact, I’ll detail it in three steps … but it is also highly effective and has made me untold thousands of dollars over the years.

Before I give you the three-part formula, let me do two things …

First, I’ll establish the results. You might be temped to brush this off because it is so simple. You have the right to do that, but it will cost you a lot of heartache and mountains of money. Of course, you could just accept it, use it, and start attracting, closing, and upselling clients with ease. That’s what I hope you’ll do.

The second thing I’m going to do is peel back the curtain and tell you WHY it works so well … and in fact, it will work better the deeper we get into social media and technology. I’m banking on the fact that the average copywriter or consultant has only a superficial knowledge of using social media to attract, close, and upsell clients. This, of course, will leave more money and opportunities on the table for you and me who know the secret formula.

Here is just a short list of clients that have paid me thousands of dollars because of this simple three-part formula of finding people online, so I could meet and befriend them offline …

  • Corel
  • Sony
  • Toshiba
  • Christian Children’s Fund
  • AWAI
  • Agora
  • Nightingale-Conant
  • Fearless Wealth
  • And dozens more …

That should do it for bragging rights. I could go on, but you get the point. This system is really powerful and it works.

But why does it work so well?

Every human being on planet earth has a number of basic needs. One of the most fundamental needs is to connect with other people. When we connect with other people, we get most of our other needs meet. For example …

If you want to feel loved, do you squeeze and kiss a hundred-dollar bill? Nope (at least I hope not!). You turn to friends, family, or other special people in your life.

When you want to feel unique, special, and interesting, do you sit by yourself and brag about your special qualities to the cat? I guess you could, but we both know it’s much nicer to brag to another human and hear them praise you. Also, we feel unique by comparing ourselves to others. It’s in the contrast that we see special things about ourselves, right?

I could go on and talk about the need for shelter, food, entertainment, etc …

It is these fundamental human needs that drive social media. As a society, we slipped into an Internet Age, where we lost contact for almost a full decade with other humans. Social media is helping us correct that … for the most part.

The part that is missing, in my opinion, is … sincerity. Now, let me be clear, this is NOT a criticism of social media – far from it. I think social media and other online tools have made my job of attracting, closing, and upselling clients easier and faster than it ever could be otherwise. It brings new tools to the table that are amazing.

But it is not the complete picture. You see, as long as freelance professionals stay cloaked behind the curtain of technology, they will never be able to make the real, deep human connections that are crucial making a ton of money with clients.

I think Nick Usborne is a masterful example of someone who uses the three-part formula I’m going to share with you. Nick is a world-class guru of social media and using technology to round up high-paying clients. But I know for a fact that he doesn’t ONLY rely on technology.

Once he has prospects in his hands, he unleashes his quiet, calm charisma on them … and the rest is history. He has done work for some of the largest companies in the world, precisely because he understands the very real human need to connect with sincerity.

Anyone who has met Nick knows that he’s one of the most sincere humans on the planet. And that is one of his secrets to wealth and happiness.

With that, here’s my simple formula … To have a never-ending stream of clients, do the following …

  1. First, the List. Use technology and the Internet to create an endless prospect list and make that first contact with clients. Find companies in your niche through their websites and social media outlets. Set up your own freelance website and social media presence. Stay active on forums related to your niche. Attend industry events. Build your reputation and establish yourself as an expert by publishing articles in publications in your niche. And that’s just a start.

    I have written much about this stage of the game. So has Nick. So has Bob Bly. So have many others.It’s the thing most new writers fret about, but actually, it’s the easiest part of the game. It’s like riding a bike … once you “get it,” you’ve got it and can do it at will.

  2. Second, the Romance. Once you connect with someone through technology, you must step out of the public square (i.e., get the conversation off social media sites and onto the phone, email, or in person). You also have to dive deep into the relationship. This is where sincerity and genuine interest in the other person as a human being kicks in.

    You must create a solid friendship. I emphasize MUST … but only if you want to close them on working with you and have them pay you loads of money over the course of many, many years.

    I could (and should) write a book on this stage of the game, but will summarize with this … People do business with other people that they know, like, and trust. People will know, like, and trust you if you do good work AND keep your word. That’s the core of it.

  3. Third, the Marriage. I know a thing or two about creating an amazing marriage. I call step three the marriage because this is where you take the relationship with a client and move it from doing a single project to meeting their needs … and having them pay you really well … for years to come.

    A solid marriage is based on nurturing similar core beliefs and desires, and then having the courage to have a perpetual, selfless focus on your spouse.

    Good client relationships are no different. You constantly ask, “What can I do to make this client more money?”

    For the past six years, I have been asking that question about one of my favorite clients ever. We have made hundreds of thousands – even millions – of dollars together. I never stop asking this question and presenting them my thoughts.

    A few weeks ago, I got a call from them. “We have something serious to talk with you about. It’s called ‘Operation: Make Joshua More Money.’ We decided it’s time you make a whole lot more money with us.” I smiled … reciprocity had fully and completely kicked in.

    And believe me, the money we made together in the past will pale in comparison with what this client and I are about to do together.

    I found this client online … I nurtured the relationship … I made it long term … and it is paying me in spades for years to come. That is how it works. Using this three-step process, you create exponential returns and a never-ending stream of clients and revenue.

Here’s the secret sauce to all of this …

I find clients using technology, but I nurture them offline with sincerity.

I begin the relationship within the realms of social media, but I cement it in the realms of personal interaction.

If you do the same, you’ll crush the competition, attract more clients, close more deals, and make a ton more money.

Make Money as a Social Media Marketing Expert

How to Make Money as a Social Media Marketing Expert

Everything you need to know to become a social media marketing expert, as well as four different ways to make money using that expertise. Learn More »

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Published: December 12, 2011

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