90% of sales are lost because no second contact is made! Today we are going to learn… - Develop a client relationship management (CRM) system that doesn’t let you miss an opportunity to connect - To Ensure interested leads are the real-deal (no tire-kickers!) - Tailor your marketing efforts to proven lead sources Win new business and customer loyalty You will be the 10%

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