Jason McCullough presents strategies for freelance contractors to build a reliable pipeline for securing clients and managing projects, targeting those with limited freelancing experience or inconsistent income. The presentation covers essential CRM components, lead qualification, proposal creation, client onboarding, and project delivery methods to foster growth and referrals. Key recommendations include establishing communication guidelines, setting clear expectations, and nurturing relationships even after project completion.

1. Create a Freelance Pipeline That Pays
Jason McCullough
Slides and other goodies: jasonmcc.com/wcatl18

2. Who the hell am I?
• Freelance contractor for over 10 years
• Front-End WordPress Developer, Digital Strategist & Visual
Artist
• Freelancers Union Organizer & Advocate
• I help businesses create an internet presence that inspires,
impresses and builds confidence in your products and services.
Jason McCullough
Create a Freelance Pipeline That Pays | WordCamp Atlanta 2018 Slides: jasonmcc.com/wcatl18

4. Who is this for?
• The freelancer with 0-2 years of freelancing experience
• If you have more than 2 years experience but you have
trouble finding qualified clients or your income is
unpredictable
Jason McCullough
Create a Freelance Pipeline That Pays | WordCamp Atlanta 2018 Slides: jasonmcc.com/wcatl18

5. But the real secret
to netting new clients?

6. Jason McCullough
Create a Freelance Pipeline That Pays | WordCamp Atlanta 2018 Slides: jasonmcc.com/wcatl18
90%

7. Dear [Insert Name],
It's been a while since I’ve heard from you and I wanted to follow up to check whether you're still looking for
help with your website project.
If you have a minute or two could you let me know which one of the following best describes the status of your search?
1) I am still looking for help, please call me (provide a date and time)
2) My need for a [insert service] has changed, please call me again in a few months time
3) I am no longer looking for [insert service] and have no further requirements at this time
Your email will help me understand how I can best help you.
Best Regards,
Create a Freelance Pipeline That Pays | WordCamp Atlanta 2018
Jason McCullough
Slides: jasonmcc.com/wcatl18

8. What the hell is a CRM?
Customer
Relationship
Management

9. Essentials of a CRM
•First Name, Last name
•Contact Info (Email, Phone)
•Lead Source
•Service Requested
•Estimated close date & value

10. Incoming Leads
You need to have a central place for leads/prospects to
contact you.

11. Qualify Lead
Have 3 questions that can help you qualify an incoming
lead.

12. Request a Meeting
One of the most critical pieces of this whole process.
Take it seriously.
Send them your availability.

13. Submit a Proposal
•Get “buy in” before creating a proposal
•Create a proposal template and a contract template

14. Educate & Nurture
•Your on-boarding process
•Send them success stories of past clients
•Send them articles related to their problem

15. On-boarding
• Set clear expectations up front
• Easy payment process
• Establish communication guidelines. Let them know
how you like to communicate
• Establish boundaries and working hours
• Request at least a 50% deposit before work starts

16. Deliver the Project
• Stagger your delivery dates
• Create milestones and milestone payments
• Schedule at least a weekly update to keep the
momentum going

17. Referrals
• Request a testimonial when the energy is high
• Ask for a referral at the time of launch.

18. Nurture
• Continue to nurture the client after launch
• Look for other opportunities

19. My Current Tech Stack
WordPress
Gravity Forms
Create a Freelance Pipeline That Pays | WordCamp Atlanta 2018
Jason McCullough
Slides: jasonmcc.com/wcatl18

20. Automation

22. Slide into my DMs
THANKS!
Jason McCullough
Create a Freelance Pipeline That Pays | WordCamp Atlanta 2018 Slides: jasonmcc.com/wcatl18
@jasonsmcc