Let's Turn Leads Into Clients
Hi Reader,
Just like that, we're already almost flipping the calendar to March! How's the year's shortest month going for you?
Around here, I've been hustling hard. But my drive to keep challenging myself won't quit!
Despite the packed weeks, I had actually set a goal to avoid working on Saturdays (I already don’t work on Sundays). I felt the need to set boundaries and avoid burnout. But between the workload influx, life, and everything else… I blew right through that goal!
You can bet I’m planning on getting back on a no-Saturday-work track for March.
How are things on your end? Have you set any goals for March? Any boundaries? Trying something new? Hope you didn't sacrifice too many weekends grinding nonstop like me!
Tell me what's happening in your neck of the woods. Can’t wait to hear all about it!
A word, please!
Let’s talk discovery call…
Don’t tune me out! I hear you: Who wants to think about discovery calls without leads, Maggie?
I get it! It’s okay if you haven’t landed any leads yet. Prospecting is a numbers game. Keep hustling! Keep perfecting cold emailing and polishing up those LinkedIn messages.
But my advice? Start prepping like you've already got discovery calls on the calendar. Because they’re coming!
Trust me, when your future client reaches out, when that first "Let's chat!" comes rolling in your inbox, you'll be so hyped up and celebrating you don't want to panic-prep. Give yourself the gift of time and mental space.
And, if tenacity has paid off for you, if you did land your first (or next) client, let me congratulate you! 🎉🎉
Go ahead, do your happy dance. You earned a little celebration for getting your foot in the door. But don't get ahead of yourself just yet… You still need to seal the deal on the discovery call.
No matter what stage you’re in (a foot in or still waiting for a door to open), a discovery call makes or breaks converting leads into paying clients. High stakes? Totally!
But it's not nearly as scary as it seems if you set yourself up for success. It's your chance to flaunt your expertise, your chance to show that prospective client that YOU can deliver, and YOU can transform their content and move the needle for their business. Use it to build that trust that seals the deal!
If you nail that combo of impressing them professionally and creating that rapport, nothing can stop you!
First, let me bust one big mindset myth about discovery calls. So many freelancers (especially those of us who come from the corporate world, the 9-to-5ers, me!🙋♀️) approach these calls like stiff corporate job interviews. Hands clasped, letting the potential "boss" ask all the questions.
Let's toss that outdated mentality! This is a completely different ballgame as an independent contractor collaborating with a client. Think of it more as a potential partnership between two businesses. This is not an employee-employer relationship.
While, of course, you want to come across as friendly and professional, don't be afraid to take the lead and steer the conversation. In fact, you WANT to take the lead!
On discovery calls, I make it a point to start talking first and say something like, “I’m so glad we could connect face-to-face. You mentioned needing a writer. Tell me more about your project!” Go straight into business because, well… time is money!
It's a two-way street — you're also determining if that lead fits well with your services and style. So stand (or sit😊) tall going in! Discovery calls are not awkward one-way interrogations.
That said, of course, they can be intimidating. Shaky voice and racing heart once that video meeting pops up — been there, my friend!
Even if you feel nervous or inexperienced (because imposter syndrome is going to rear its ugly head!), following some key best practices can help you come across as an organized, knowledgeable professional.
Ok, here it goes! Here's how to turn that lead into a paying client:
👉Start by thoroughly researching. Get inside the lead's head (or should I say, your future client — Claim it!). Study their website, social media, press releases, and any background information you can find. It will show you’re invested in the partnership. Major points!
👉Next, prepare a list of questions about challenges that future client faces, goals, target audience, content preferences, etc. Well-crafted questions make it clear you’re attentive to detail and you genuinely care to create content that solves their problems and proves your value.
👉Sure, the future client would have likely reviewed your portfolio, but be prepared to discuss work samples that relate to the client’s industry. Don’t be bashful. Toot your own horn! Even if you’re just starting out, discussing relevant writing samples builds credibility and shows your capabilities.
👉Alright, it’s go-time! During the discovery call itself, stay focused on listening, strategizing, and developing that rapport.
👉Listen intently, ask thoughtful follow-up questions, and take notes. The more effectively you can capture their goals and requirements, the better positioned you’ll be to provide value.
Just as importantly, envision you and the future client as partners in solving problems collaboratively — not a tense sales call.
So you nailed the discovery call and dazzled your future client — go you! But don't let that post-call high distract you just yet. The work's not done until the contract's signed, my friend!
👉If you’re waiting for the client to take the next step, such as sending a contract or waiting on approval, send a prompt thank-you and recap email. Clearly confirm the next steps and reiterate any deadlines you agreed on. You want NO wiggle room for assumptions down the road.
Whew, it may seem like a lot just for a first impression, but you want to put your best foot forward, right?
After all that work trying to get clients you don't want it all to end after the discovery call!
Now, a quick note on presenting yourself professionally, even if it's just a video call. I still dress the part. No pajamas for this freelancer! Consider what message your appearance and background environment send as well. A tidy, distraction-free setting shows you value the client's time and attention.
Don't let all these best practices overwhelm you, either. At the core, focus on listening intently, relating authentically, and determining if your goals align. Things work out better when you vibe as collaborators, as a team, as partners.
And if a call ever feels awkward or the fit’s not there, complete the call as quickly and smoothly as you can, trust your gut, and decline gracefully. Value your worth! Protect your time and peace of mind!
Keep me posted on your progress. You know I love to hear from ya! Let’s go get ‘em!
Your Turn!🤝
- Research client thoroughly beforehand
- Prepare a list of customized questions
- Have relevant writing samples ready to highlight on the call
- Put on your listening ears, take notes, seek to understand their needs
- Position yourself as a collaborative partner, not a sales rep or employee
- Send prompt thank-you email after the call recapping discussions
- Follow up with any requested info or proposals
- Present yourself professionally
- Trust your instincts if the fit feels off and decline gracefully
Hot off the dek!
📌This issue's Hot off the dek is brought to you courtesy of Aditi Shingal, Health Communications Expert!
Have you connected with Aditi on LinkedIn? She's a fantastic health writer and a gem!
What’s making waves in health writing? What’s the latest buzz?
Here are 2 pitch ideas editors want:
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Syphilis resurgence
Once on the brink of eradication, recently the CDC has reported reported a surge in pregnant women and newborn syphilis cases. Learn more about this concerning trend and how to protect against it.
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Wellspan
We all want to live our best lives for as long as possible, right? That idea of "wellspan" is not just longevity but the sense of well-being that comes with it. Pitch about wellspan! Dig into the measures that promote health and longevity, such as fitness, nutrition, sleep, and chronic condition management. Get your SMEs lined up and get those golden nuggets of information. This is need-to-know info!
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Gigs & Opps
Your next paid gig might be hiding below. Take a look!
Seeks US-based freelance copywriters specializing in health, beauty, and DTC. They need help creating a KPI dashboard for actionable insights through copywriting.
Looking for fresh story pitches. Have an under-reported topic in mind? They want your ideas on tech (including AI), health, and more. Think you have a fitting story? Reach out to David Walsh at david.walsh@euronews.com for rates and more information.
They're still looking for a freelance product reviews writer (not sure if they're looking for several people to fill the position). They're seeking an experienced, persuasive writer who thrives on research and exploration. Your ability to craft compelling content will influence readers to embrace health-related products and services, ultimately enhancing their daily lives. Rate starts at $400 up to $2,800 per piece. Apply here.
Looking for a full-time Science Editor to join their team.
Seeking freelance science writers. Dedicated to supporting research and public education, BrightFocus works towards eradicating brain and eye diseases such as Alzheimer’s disease, macular degeneration, and glaucoma. Email your resume and 2 writing samples to Caleigh at cfindley@brightfocus.org
Always looking for credentialed experts. They want stories about wellness journeys and transformative personal stories about health and wellness. Don't sleep on this one!
Accepting pitches from freelance science writers, journalists, and multimedia creators with strong portfolios in science communication to pitch story ideas about the brain and nervous system. (They have some interesting stories on their site. Is this in your wheelhouse?) Assignments are paid at a flat rate, usually around a dollar (USD) per word, and rates vary based on experience, published bylines, format, word count, and completion timeline.
Need a refresher on pitching? Here you go: Pitch, Please! How to Pitch Story Ideas Like a Pro
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💡Writer guidelines can seem tedious, but sticking to those outlined submission instructions offers major returns on your pitch success rates! Editors are flooded with queries daily, so take the time to follow their stated processes to help your pitch stand out.
On the Blog
Check out these insightful blog posts:
Show some extra LinkedIn love to these talented contributors.
Want more from the blog? See it here!
Blog Booster
👉 What did you write for your own blog? Share it with me at hello@thewritern.com.
Use our Blog Booster challenge to grow your own blog. And... it's time for another blog booster! Are you ready?
Here’s the plan:
- Over the next two weeks (by March 7), write one blog post. That’s it, just one blog post for your website in the next two weeks.
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Suggested topic ideas:
- How to improve on-page SEO
- A health writer’s take on AI
- Medical misinformation
- It takes more than blogging to rank on Google
- Beating writer’s block
- Tracking your blog's impact
- Post your challenge blog post on LinkedIn using the hashtag #THWNblogbooster. It helps me (and other writers participating in the challenge) find and support your blog post on LinkedIn.
- Once you’ve published your post, send the link to me at hello@thewritern.com so I can easily collect submissions.
- Posts from challenge participants will be featured in upcoming newsletter editions. This gives your writing bonus exposure!
- One last thing! Make it a point to interact with and support the work of fellow health writers taking on the Blog Booster challenge. Remember, this is our community!
Missed the last issue? Catch it here 👉 Pitch, Please! How to Pitch Story Ideas Like a Pro
Here's one more: Wait! Don't Give Up on LinkedIn!
And one more 😊: What’s the most underrated client-winning move?
And that, my friends, is it for THWN Issue No. 6!
Au revoir, mes amis…
See ya in about 336 hours, aka 14 days!
PS: I'm seriously, absolutely, and honestly itching to know how I can make this newsletter the best for YOU and US. This is not a one-way street. You hear from me. But I want to also hear from you.
What's on your mind?
What issue are you interested in hearing my take on?
What do you want to learn?
Hit REPLY to share your thoughts, feedback, what you want to see more of, or just say hi! 👋
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