There’s never been a better time to work independently. Recent data suggests that business leaders are showing an increased interest in on-demand contract talent. In times of uncertainty, hiring a contractor is often the least risky and most cost-effective way to achieve communications goals.
We independents present an alluring alternative to the pricey agency model, and we’re much more agile and adaptable than hiring a full-time team member.
Whether you choose to pick up freelance work on the side, or commit to freelancing full-time, there’s a great deal of opportunity for the taking. In fact, the opportunity is so good that even if hundreds of thousands of junior communicators were to start freelancing, there would still be ample opportunity.
If you’re an early-career communication professional who’s curious about picking up freelance work, this step-by-step guide will help you get started.
- Take the time to create a business structure. Even if you’re only freelancing part-time, establishing these basics will lend credibility and make prospective clients take you more seriously.
- Determine your business name, and use it to create an LLC, S Corp, LTD, Corporation, or similar business entity. In many cases, this can be done quickly and inexpensively online.
- Use a tool like Canva to create a logo for your freelance business.
- Ask ChatGPT to create a simple contractor agreement and scope of work (SOW) format for you. Modify the template as needed and attach your logo in the header of the document so you’re ready to share with clients when they’re interested in working with you.
- Create an invoice template, using your logo and business details.
- Sign up for a free or inexpensive time tracker like Toggl Track so you’re ready to keep a record of your time.
- Position your freelance business on LinkedIn. Unless prohibited by your full-time employer, you should create a presence for your freelance business on your LinkedIn profile, and use the platform to promote your services over time. Check out my previous article for Catalyst on how to leverage LinkedIn to grow your independent business.
- Identify your primary target and build an offer. Determine your ideal target audience for your services; be as specific as possible with whom you’re trying to reach. For example, let’s say you’re five years into your career working in internal communications, primarily producing internal content and managing internal channels. You’d likely be looking to reach internal communications leaders working in-house for large companies, at the director level or above. These are the kinds of leaders you’d be reporting to as a freelancer.
- With your ideal target identified, build a template offer message to send via email or LinkedIn. This offer could be as simple as: “I can produce content and provide additional arms and legs for up to 15 hours a week for the next three months, at an hourly rate you choose.” Providing a probationary offer at a special discount can be an enticing way to start a conversation with a prospect and begin to demonstrate your value. I also recommend personalizing these offers as much as possible, including details about the target and their company so they know you did your research.
- Build your outreach list and tracker. With your initial offer in hand, start building your list of actual targets in an outreach tracker spreadsheet. This will be your go-to for contact information, LinkedIn profile links, notes and details on each prospect, and outreach dates or history. It’s easy to find email addresses for most contacts by searching online (once you know a company’s standard email format.) You can also reach out via LinkedIn connection and message — and don’t forget the more creative ways of reaching out, such as leaving friendly voice memos.
- Follow up and don’t get discouraged. Five or more rounds of follow-up via email or LinkedIn are often necessary when courting a potential new client. Your targets are extremely busy (that’s why they need you in the first place!) and you definitely shouldn’t get discouraged when you don’t hear back. I shared some tips specific to follow-up in my recent newsletter.
- Expand your list and reach over time. Continuously add new types of targets to your outreach list and LinkedIn connections over time. In our example above, we started with internal comms directors and above, working in-house at large brands. But once you’ve exhausted that list, or in tandem with that outreach, you can also present yourself as a content freelancer for all different types of communications firms and agencies. These companies are very accustomed to leveraging freelancers for their constantly shifting client work, and they’ll love your price flexibility and willingness to jump in at any rate.
Finally, don’t forget to create profiles on all the popular freelance talent platforms, and sign up for freelance jobs newsletters so opportunities go straight to your inbox. I compiled a good list in this recent LinkedIn post.
Securing freelance work takes dedication and persistence, but once you’re in with a company or agency and doing a great job, you’ll find that opportunities will consistently come your way. There’s always a place for a terrific junior freelancer!