Starting out: finding work

So you're all set to launch your freelance business: you've got the qualifications, the skills, the necessary hardware, a good internet connection and a reliable supply of coffee. Next on the to do list: put yourself out there and win some clients! It can seem like a daunting task, but there are a few strategies you can use. Here are some that I have found useful.

Directories

While you will likely be sending out lots of CVs and contacting potential clients, you can also draw on slow-burn methods that are more likely to result in work further down the line. The nice thing about these approaches is that once you've set them up, you can more or less forget about them until an enquiry appears in your inbox out of the blue!

Many professional bodies, including the Institute of Translation and Interpreting, the Chartered Institute of Editing and Proofreading, and the Chartered Institute of Linguists, have directories of their members, which can be used to search for a freelancer by specialism or qualification. You might need to meet certain criteria in order to feature in the directory, and although you might need to gain more experience before you can register, it's a good aim to work towards. The fact that you have to demonstrate your experience and skills to be listed will prove your level of expertise and give potential clients confidence in your abilities.

If you already have an idea of the field you want to work in, you could also look into specialist directories. There are so many specialist groups, from ELT publishing professionals to the International Association of Conference Translators, that make it easier for your dream client to find you.

Making connections

When I was starting out, I didn't really understand what networking involved. The term conjured up images of businesspeople mingling over canapes, probably giving an elevator pitch for their latest crowdsourced B2B growth-hacking tool. In fact, networking boils down to connecting with others and explaining your services; it's a great option for finding work, and I don't recall it ever featuring a single canape.

Freelancers + coffee = networking

Networking can serve different purposes, including finding work, meeting and learning from colleagues, and making yourself known to new clients, although in practice, these are usually interlinked. After meeting colleagues with a similar specialism at industry events, I've sometimes been in a position to recommend them to clients when I'm fully booked, and vice versa. It doesn't always result in immediate work, but it's a good way to plant seeds that might lead to work in the future.

Some useful networking opportunities include industry events, such as book fairs or trade fairs, and conferences (I can highly recommend the annual CIEP conference). Many professional bodies have local groups, and some even have local directories. Think laterally as well: if you're an editor, local businesses may find your services useful, so local business groups and directories might be worth exploring.

When you're new to freelancing, networking has other benefits beyond finding work. Meeting colleagues who have successfully carved out a niche for their business can build your confidence as you draw inspiration from their experience, and you will pick up any number of practical hints and tips. It can also be incredibly important to have a support network and meeting other freelancers who are starting out can help with that.

Approaching clients

Researching sectors, specialisms and clients is key

As a new freelancer, most of your leads will probably be generated by directly approaching new clients, either speculatively or in response to adverts. Once you've worked out what kind of work you're interested in, your specialist fields and your rates, it's time to get researching. In my experience, one of the best ways to get a feel for demand, find companies that are looking for freelancers and identify potential clients is to use LinkedIn. John Espirian has some great tips on his blog that I've found to be very useful.

Finally, here are a few pointers that I've found helpful over the years:

• Although it may seem obvious, make sure that you tailor your CV to the client. Highlight your relevant experience and skills.

• Don't be afraid to pick up the phone! If you're submitting your CV to a publisher, for example, phone up a member of the team to check who is the best person to send your application to.

• Consider applying to clients in Europe. If you have languages, consider getting in touch with ELT publishers in countries where your source language is spoken.

• Don't be afraid to follow up your application with an email or phone call.

• Celebrate your progress and wins along the way!

I hope you've found this post helpful - and do let me know if you have! Good luck!