Moving the first steps: how to win new clients
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The document discusses strategies for freelance translators to find and win new clients. It covers identifying different types of clients like translation agencies and direct clients. It also provides tips for researching potential clients online and offline to avoid scams. The document recommends contacting clients through personalized emails that frame the translator as the solution to the client's problem and highlight the value they provide. It emphasizes keeping client communication short, simple, and focused on the client's needs. An example email pitch is also provided.
Moving the first steps: how to win new clients
- 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. 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. 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. 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. When you’re an employee… Martina Eco | 3P Translation | martina@3p-translation.com
- 6. But when you’re a freelancer… Martina Eco | 3P Translation | martina@3p-translation.com
- 7. Clients are key! Martina Eco | 3P Translation | martina@3p-translation.com
- 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. 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. Your Client Base Martina Eco | 3P Translation | martina@3p-translation.com How it should be Varied Reliable International Numerous
- 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. 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. 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. Your Client Base Martina Eco | 3P Translation | martina@3p-translation.com How it should be Varied Reliable International Numerous
- 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. 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. 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. The key is… Martina Eco | 3P Translation | martina@3p-translation.com
- 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. 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. Your Client Base Martina Eco | 3P Translation | martina@3p-translation.com How it should be Varied Reliable International Numerous
- 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. Where do you find clients? Martina Eco | 3P Translation | martina@3p-translation.com
- 24. Offline Martina Eco | 3P Translation | martina@3p-translation.com Trade shows Networking events People you know Walk around…
- 25. Online Martina Eco | 3P Translation | martina@3p-translation.com Websites Social media Chamber of commerce Forums
- 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. YOUR CLIENT BASE Martina Eco | 3P Translation | martina@3p-translation.com How it should be Varied Reliable International Numerous
- 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. Let’s play ‘Employee’ again Martina Eco | 3P Translation | martina@3p-translation.com
- 30. Freelancers do it themselves Martina Eco | 3P Translation | martina@3p-translation.com
- 31. My experience Low response rate Lower conversion rate EVERY CLOUD HAS A SILVER LINING Martina Eco | 3P Translation | martina@3p-translation.com
- 32. CV: what not to do Overwhelming information Irrelevant information All work experiences & education Martina Eco | 3P Translation | martina@3p-translation.com
- 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. 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. 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. 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. Contacting clients: emails Martina Eco | 3P Translation | martina@3p-translation.com Short, simple sentences Introduction, body, conclusion Body: problem + solution Contact details
- 38. Who’s more important for the client? Martina Eco | 3P Translation | martina@3p-translation.com CLIENT
- 39. Which pronouns should you use? Martina Eco | 3P Translation | martina@3p-translation.com YOU
- 40. How do you start an email? Martina Eco | 3P Translation | martina@3p-translation.com DEAR MR. SMITH
- 41. How do you end an email? Martina Eco | 3P Translation | martina@3p-translation.com KIND REGARDS
- 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. 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. 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. Martina Eco | 3P Translation | martina@3p-translation.com For questions and comments: martina@3p-translation.com
Editor's Notes
- #6: When you work as an employee, your employer will give you work to do, and when you do it, you get your salary at the end of the month. When you work as a freelance, no one will give you work out of the blue, and you won’t have a fixed, secure salary at the end of the month.
- #7: When you work as an employee, your employer will give you work to do, and when you do it, you get your salary at the end of the month. When you work as a freelance, no one will give you work out of the blue, and you won’t have a fixed, secure salary at the end of the month.
- #8: The key to earn your living is to have clients who are willing to pay for your services.
- #14: Depends a lot on what your areas of expertise are
- #17: Imagine you receive a call 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? Now imagine you carry out all the work, you deliver the translation, you send your invoice, and when it’s due… there’s no money in your account. You email your client and they don’t answer. You look for a telephone number and you find no companies with that name that this person gave you. You just lost a lot of time, effort and money. Hopefully this will never happen to you. But it’s something that could happen (even if it’s for a short translation) if one doesn’t take all due precautions.
- #18: Imagine you receive a call 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? Now imagine you carry out all the work, you deliver the translation, you send your invoice, and when it’s due… there’s no money in your account. You email your client and they don’t answer. You look for a telephone number and you find no companies with that name that this person gave you. You just lost a lot of time, effort and money. Hopefully this will never happen to you. But it’s something that could happen (even if it’s for a short translation) if one doesn’t take all due precautions.
- #19: Imagine you receive a call 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? Now imagine you carry out all the work, you deliver the translation, you send your invoice, and when it’s due… there’s no money in your account. You email your client and they don’t answer. You look for a telephone number and you find no companies with that name that this person gave you. You just lost a lot of time, effort and money. Hopefully this will never happen to you. But it’s something that could happen (even if it’s for a short translation) if one doesn’t take all due precautions.
- #21: Racconta storia della truffa
- #31: Very rarely clients, especially direct clients, will publish an ad to look for a translator or interpreter. Agencies do, but the competition is usually fierce and, most of the time, the lowest bidders win. Some direct clients don’t even know they need a translator until the very last minute. So you have to push your services to clients. The more people you contact, the more chances you have of getting a client. Don’t forget to choose these people with criteria.
- #37: They won’t have time to read 3 pages worth of an email. Try to find the name of the person you need to address (pick up the phone if necessary)