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Moving the first steps: how to win new clients

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A quick and practical guide for newbie freelance translators who want to win new clients

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Moving the first steps: how to win new clients

  1. 1. Moving the first steps: how to win new clients #LSLive #movingthefirststeps @LanguageShow @3P_Translation M AR T I N A E C O m a r t i n a @ 3 p - t r a n s l a t i o n . c o m
  2. 2. About Me  Italian translator & interpreter (IT, EN, FR)  London, UK  3P Translation Martina Eco | 3P Translation | martina@3p-translation.com Facebook: 3P Translation Twitter: @3P_Translation Web: 3p-translation.com
  3. 3. Translation Seminars 11.30 - NRPSI and Regulation in the Second Decade of the 21st Century 12.30 - Translating Europe: Young People in Translation 13.30 - Inspiring Confidence and Enhancing Credibility 14.30 - Ssh? Confidentiality Issues for Freelance Interpreters and Translators 15.30 - Working with Languages: Vendors' and Agencies' Perspective Martina Eco | 3P Translation | martina@3p-translation.com
  4. 4. Overview Martina Eco | 3P Translation | martina@3p-translation.com WHY The importance of finding clients WHAT Types of clients WHO Researching clients WHERE On and offline opportunities HOW Contacting clients WHY The importance of finding clients WHAT Types of clients WHO Researching clients WHERE On and offline opportunities HOW Contacting clients
  5. 5. When you’re an employee… Martina Eco | 3P Translation | martina@3p-translation.com
  6. 6. But when you’re a freelancer… Martina Eco | 3P Translation | martina@3p-translation.com
  7. 7. Clients are key! Martina Eco | 3P Translation | martina@3p-translation.com
  8. 8. Why keep searching? Demand is volatile  Some clients will need your services all the time  Some others will only need them once Martina Eco | 3P Translation | martina@3p-translation.com
  9. 9. Why keep searching? The market is volatile  Some companies will last forever…  Some others will not Martina Eco | 3P Translation | martina@3p-translation.com
  10. 10. Your Client Base Martina Eco | 3P Translation | martina@3p-translation.com How it should be  Varied  Reliable  International  Numerous
  11. 11. Martina Eco | 3P Translation | martina@3p-translation.com WHY The importance of finding clients WHAT Types of clients WHO Researching clients WHERE On and offline opportunities HOW Contacting clients
  12. 12. Translation Agencies Martina Eco | 3P Translation | martina@3p-translation.com CONS Lower rates Tighter deadlines Less bargaining power Own terms & conditions More competition PROS Easier to find Easier to approach Easier to research They know the business More willing to trust newbies
  13. 13. Direct Clients Martina Eco | 3P Translation | martina@3p-translation.com CONS Harder to find Harder to approach Harder to research Might not know the business Less willing to trust newbies PROS Higher rates Better deadlines More bargaining power Agreed T&Cs Less competition
  14. 14. Your Client Base Martina Eco | 3P Translation | martina@3p-translation.com How it should be  Varied  Reliable  International  Numerous
  15. 15. Martina Eco | 3P Translation | martina@3p-translation.com WHY The importance of finding clients WHAT Types of clients WHO Researching clients WHERE On and offline opportunities HOW Contacting clients
  16. 16. What if you get a call… Martina Eco | 3P Translation | martina@3p-translation.com …from someone who needs a translation. It’s a lot of words, it’s going to keep you busy for weeks, and they’re willing to pay your full rate. Sounds amazing, doesn’t it?
  17. 17. But then… Martina Eco | 3P Translation | martina@3p-translation.com …you carry out all the work, deliver the translation, send your invoice, and when it’s due… there’s no money in your account. You email the client and they don’t answer. You look for a telephone number and you find no companies with the name that this person gave you. You just lost a lot of time, effort and money.
  18. 18. The key is… Martina Eco | 3P Translation | martina@3p-translation.com
  19. 19. Where to look Martina Eco | 3P Translation | martina@3p-translation.com  Companies House / Registrar of companies  http://wck2.companieshouse.gov.uk/  https://beta.companieshouse.gov.uk  EU VAT number check (VIES)  http://ec.europa.eu/taxation_customs/vies/  Google
  20. 20. Where to look Martina Eco | 3P Translation | martina@3p-translation.com  Translator websites  http://www.proz.com/blueboard/  http://www.translator-scammers.com  http://www.atc.org.uk/en/  Facebook groups  Speaking Dolphins (invite only)  Watercooler  The League of Extraordinary Translators  Pick up the phone
  21. 21. Your Client Base Martina Eco | 3P Translation | martina@3p-translation.com How it should be  Varied  Reliable  International  Numerous
  22. 22. Martina Eco | 3P Translation | martina@3p-translation.com WHY The importance of finding clients WHAT Types of clients WHO Researching clients WHERE On and offline opportunities HOW Contacting clients
  23. 23. Where do you find clients? Martina Eco | 3P Translation | martina@3p-translation.com
  24. 24. Offline Martina Eco | 3P Translation | martina@3p-translation.com  Trade shows  Networking events  People you know  Walk around…
  25. 25. Online Martina Eco | 3P Translation | martina@3p-translation.com  Websites  Social media  Chamber of commerce  Forums
  26. 26. Go Global Martina Eco | 3P Translation | martina@3p-translation.com  Don’t stick to one country or market  Explore opportunities abroad  More possibilities  Think of your language combo(s)
  27. 27. YOUR CLIENT BASE Martina Eco | 3P Translation | martina@3p-translation.com How it should be  Varied  Reliable  International  Numerous
  28. 28. Martina Eco | 3P Translation | martina@3p-translation.com WHY The importance of finding clients WHAT Types of clients WHO Researching clients WHERE On and offline opportunities HOW Contacting clients
  29. 29. Let’s play ‘Employee’ again Martina Eco | 3P Translation | martina@3p-translation.com
  30. 30. Freelancers do it themselves Martina Eco | 3P Translation | martina@3p-translation.com
  31. 31. My experience  Low response rate  Lower conversion rate EVERY CLOUD HAS A SILVER LINING Martina Eco | 3P Translation | martina@3p-translation.com
  32. 32. CV: what not to do  Overwhelming information  Irrelevant information  All work experiences & education Martina Eco | 3P Translation | martina@3p-translation.com
  33. 33. CV: what to do  Keep it simple  Keep it short  Keep it relevant  Be creative Martina Eco | 3P Translation | martina@3p-translation.com
  34. 34. My personal case Martina Eco | 3P Translation | martina@3p-translation.com  Simple, clear, concise, personal email & new CV  Long, unclear, impersonal email & old CV 7.5% RESPONSE 1% CONVERSION 30% RESPONSE 15% CONVERSION
  35. 35. Contacting clients: premise  Think of yourself as the SOLUTION to their PROBLEM  They need to know you will SATISFY their NEEDS  Highlight your VALUE to them Martina Eco | 3P Translation | martina@3p-translation.com
  36. 36. Contacting clients: theory  KEEP IT SIMPLE & SHORT!  Make it personal  Be polite, be friendly, be professional Martina Eco | 3P Translation | martina@3p-translation.com
  37. 37. Contacting clients: emails Martina Eco | 3P Translation | martina@3p-translation.com  Short, simple sentences  Introduction, body, conclusion  Body: problem + solution  Contact details
  38. 38. Who’s more important for the client? Martina Eco | 3P Translation | martina@3p-translation.com CLIENT
  39. 39. Which pronouns should you use? Martina Eco | 3P Translation | martina@3p-translation.com YOU
  40. 40. How do you start an email? Martina Eco | 3P Translation | martina@3p-translation.com DEAR MR. SMITH
  41. 41. How do you end an email? Martina Eco | 3P Translation | martina@3p-translation.com KIND REGARDS
  42. 42. Let’s practice… Martina Eco | 3P Translation | martina@3p-translation.com Situation You are shopping at your local supermarket and buy some French cheese. Since you usually don’t go to the supermarket, you do a Google search to see if you can buy that cheese online. You find the producer’s website and online shop, but it’s all in French. You can see that they ship to Scotland as well, but there is no English website…
  43. 43. Let’s practice… Martina Eco | 3P Translation | martina@3p-translation.com • Clearly state the problem: they might not know they have it! • Give them your solution: show how you can benefit them Most Scottish consumers don’t speak French, and they’re not likely to buy online from a website with no English version. Translating your website into English can boost your sales in Scotland and increase your turnover. As a translator specialising in food marketing, I can help you grow your business by translating your website from French to English and make it attractive for Scottish consumers.
  44. 44. Keeping clients  Always deliver high quality  Respect deadlines  Act as a business partner, not as a job seeker or employee  Show your added value  Learn to say NO Martina Eco | 3P Translation | martina@3p-translation.com
  45. 45. Martina Eco | 3P Translation | martina@3p-translation.com For questions and comments: martina@3p-translation.com

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